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Lean Startup from the Trenches Manish Chiniwalar Product Manager @ Multunus

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Plan A Plan that works

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Yoga

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Yoga

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Yoga

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Yoga

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Yoga > $80 Billion Industry, Globally

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—

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≠

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≠ - Marketing - Operation - Finance …

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Good Karma

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Good Karma Product we are building

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Currently… WEBSITE

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Currently… WEBSITE What Next?

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Currently… PHONE CALL WEBSITE What Next?

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Currently… PHONE CALL WEBSITE What Next? No Response

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FREE TRIAL CLASS With Good Karma… In 3 minutes!

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Story

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So far…

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So far… 226 Trials booked instantly

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

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The Beginning

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? 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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Design Sprint

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

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? 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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MVP Build Measure Learn

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

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Yoga Practitioners → Yoga Studios A Major Pivot

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

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Acquisition Activation Retention Referral Revenue Juggling

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+

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Ash Maurya, Scaling Lean

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Ash Maurya, Scaling Lean

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Ash Maurya, Scaling Lean

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Ash Maurya, Scaling Lean

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Ash Maurya, Scaling Lean

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Ash Maurya, Scaling Lean

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

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

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

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

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BJ Fogg's Behaviour Model & Hooked Model Behaviour Science

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

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Thank You

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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