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LeanStartup from the Trenches - AgileIndia 2017

LeanStartup from the Trenches - AgileIndia 2017

Manish Chiniwalar

March 09, 2017
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  1. Lean Startup
    from the Trenches
    Manish Chiniwalar
    Product Manager @ Multunus

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  2. Plan A Plan that works

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  3. Yoga

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  4. Yoga

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  5. Yoga

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  6. Yoga

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  7. Yoga
    > $80 Billion Industry, Globally

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  12. ≠ - Marketing
    - Operation
    - Finance

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  13. Good Karma

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  14. Good Karma
    Product we are building

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  15. Currently…
    WEBSITE

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  16. Currently…
    WEBSITE What Next?

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  17. Currently…
    PHONE CALL
    WEBSITE What Next?

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  18. Currently…
    PHONE CALL
    WEBSITE What Next?
    No Response

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  19. FREE TRIAL CLASS
    With Good Karma…
    In 3 minutes!

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  20. Story

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  21. So far…

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  22. So far…
    226 Trials booked instantly

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  23. Takeaway #1:
    “Don’t sell what you can build.
    Build what you can sell instead.”

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  24. The Beginning

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  25. ? How badly do other people face this pain?
    How do we solve it?
    And will it work in the real world?

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  26. Design Sprint

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  27. Design Sprint
    Brainstorm Solutions
    Build a Prototype
    Test with real users
    In 5 Days

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  28. ?
    How badly do other people face this pain?

    Serious folks see a need.
    How do we solve it? 

    Behaviour Science
    And will it work in the real world?

    We don’t know! 

    ˠTest with MVP

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  29. MVP
    Build
    Measure
    Learn

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  30. MVP
    Build
    Measure
    Learn
    ✕…✕…✕…✕…✕…✓…✕…✕…✕…✓…✕… Big Insight!

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  31. Yoga Practitioners → Yoga Studios
    A Major Pivot

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  32. Takeaway #2:
    “Get out of the building!”
    — Steve Blank

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  33. Acquisition
    Activation
    Retention
    Referral
    Revenue
    Juggling

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  34. +

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  35. Ash Maurya, Scaling Lean

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  36. Ash Maurya, Scaling Lean

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  37. Ash Maurya, Scaling Lean

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  38. Ash Maurya, Scaling Lean

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  39. Ash Maurya, Scaling Lean

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  40. Ash Maurya, Scaling Lean

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  41. Ash Maurya, Scaling Lean
    Eg: Getting to 50 paying customers per week

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  44. Referrals & Cold Calls
    Prospecting → Cold call → Set up demo → Signup for a trial

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  45. Referrals & Cold Calls
    Prospecting → Cold call → Set up demo → Signup for a trial

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  47. Takeaway #3:
    “During early stages,
    rely on Qualitative information.
    Don’t wait for statistical significance.”

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  48. BJ Fogg's Behaviour Model & Hooked Model
    Behaviour Science

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  49. Takeaway #4:
    “Focus on your behaviour.
    Measure how often you talk to
    customers and how many
    experiments you finish weekly.”

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  50. Thank You

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  51. Credits
    • Solders in Trenches

    https://upload.wikimedia.org/wikipedia/
    commons/8/81/Royal_Naval_Division_trench.jpg
    • Yoga Icon

    https://thenounproject.com/search/?
    q=yoga&i=695642
    • Yoga Pose Icon

    https://thenounproject.com/search/?
    q=yoga&i=893784
    • Lotus Icon

    https://thenounproject.com/search/?
    q=yoga&i=572872
    • Human Icon

    https://thenounproject.com/term/human/470918/
    • Juggling Image

    http://bit.ly/2n8uP6C
    • Call Icon

    https://thenounproject.com/search/?
    q=call&i=850691
    • Roulette Wheel Image

    https://cdn.pixabay.com/photo/
    2015/07/10/11/11/luck-839037_960_720.jpg
    • Seed Image

    https://upload.wikimedia.org/wikipedia/
    commons/b/b3/Seed_germination.png
    • Coffee Icon

    https://thenounproject.com/search/?
    q=takeaway&i=745800
    • Factory Icon

    https://thenounproject.com/search/?
    q=factory&i=863580

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