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LeanStartup from the Trenches - AgileIndia 2017
Manish Chiniwalar
March 09, 2017
Business
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LeanStartup from the Trenches - AgileIndia 2017
Manish Chiniwalar
March 09, 2017
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Transcript
Lean Startup from the Trenches Manish Chiniwalar Product Manager @
Multunus
Plan A Plan that works
Yoga
Yoga
Yoga
Yoga
Yoga > $80 Billion Industry, Globally
None
None
—
≠
≠ - Marketing - Operation - Finance …
Good Karma
Good Karma Product we are building
Currently… WEBSITE
Currently… WEBSITE What Next?
Currently… PHONE CALL WEBSITE What Next?
Currently… PHONE CALL WEBSITE What Next? No Response
FREE TRIAL CLASS With Good Karma… In 3 minutes!
Story
So far…
So far… 226 Trials booked instantly
Takeaway #1: “Don’t sell what you can build. Build what
you can sell instead.”
The Beginning
? How badly do other people face this pain? How
do we solve it? And will it work in the real world?
Design Sprint
Design Sprint Brainstorm Solutions Build a Prototype Test with real
users In 5 Days
? 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
MVP Build Measure Learn
MVP Build Measure Learn ✕…✕…✕…✕…✕…✓…✕…✕…✕…✓…✕… Big Insight!
Yoga Practitioners → Yoga Studios A Major Pivot
Takeaway #2: “Get out of the building!” — Steve Blank
Acquisition Activation Retention Referral Revenue Juggling
+
Ash Maurya, Scaling Lean
Ash Maurya, Scaling Lean
Ash Maurya, Scaling Lean
Ash Maurya, Scaling Lean
Ash Maurya, Scaling Lean
Ash Maurya, Scaling Lean
Ash Maurya, Scaling Lean Eg: Getting to 50 paying customers
per week
None
None
Referrals & Cold Calls Prospecting → Cold call → Set
up demo → Signup for a trial
Referrals & Cold Calls Prospecting → Cold call → Set
up demo → Signup for a trial
None
Takeaway #3: “During early stages, rely on Qualitative information. Don’t
wait for statistical significance.”
BJ Fogg's Behaviour Model & Hooked Model Behaviour Science
Takeaway #4: “Focus on your behaviour. Measure how often you
talk to customers and how many experiments you finish weekly.”
Thank You
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