leanstartup | microsoft innovation centers & venturehive
TRANSCRIPT
@adamberk
Entrepreneurial Science For StartupsAKA “Lean Startup” (a trademark owned by @ericries)
A MINIMUM VIABLE SLIDE DECK PREPARED FOR
“Entrepreneurs in Chile, Armenia, Nepal, & Pakistan with an idea to change the world who are willing to experiment to see if the world wants to be
changed”. BY
I am an entrepreneur because …. take a photo and tweet #DEccelerate
The most annoying thing that
happened today… this this week…
(not related to your startup)
Scientists do not coddle ideas. They crash test them. They run them
into a brick wall at sixty miles per hour. If the
idea is sound the pieces will be of the wall.
“Yeah runnin' down a dreamThat never would come to me
Workin' on a mystery, goin' wherever it leads
Runnin' down a dream.”
-Tom Petty (rock n roll singer)
THINK.TEST.PROVE.Prove Wrong? Think differentProve Right? Think BIGGER
-aa-ALBERT EINSTEINjust kidding!!!!!!!!!!!!!!:)
Good idea? Who cares!
No really, Who cares?
Good idea? Prove it!
What PROBLEM are you solving!?
Test the riskiest
ones first
Test Demand NOT SUPPLY
Isolate your variables and assumptions
test them independently
You do not know HOW you did it until you KNOW how to
do it again.
PERFECTION is achieved
NOT when there is nothing left to A D D ,
BT WHN THRE ISNTHING LFT TO
TAKE AWY
If you
cannot explain it simply, you
do not
UNDERSTAND IT well enough.
<<< That guy
If you think your customer segment is
MILLENNIALS, YOUNG PROFESSIONALS, EVERYONE, SMBs, MULTIPLE ACTORS, YOUR MENTORS, PEOPLE WHO HAVE A VESTED INTEREST IN BUILDING YOUR SOLUTION (added after the webinar) FRIENDS, FAMILY,
you do not
UNDERSTAND IT well enough.
<<< That guy
If you think the problem you are solving is
LACK OF TIME, LACK OF MONEY, LACK OF CUSTOMERS, LACK OF YOUR SOLUTION,
you do not
UNDERSTAND IT well enough.
<<< That guy
“Do things that don't scale”
-Paul Graham
Someone in this program, (maybe EVERYONE) is my next case study… Until then…
http://www.quora.com/What-are-some-good-examples-of-global-companies-who-started-small-doing-just-one-thing-solving-just-one-problem-for-a-specific-customer-and-eventually-grew-huge
“I want to solvethis problem
for this person,because”
-You
PITCH
Customer DevelopmentProblem/Customer fit. No solutions
The BEST place to start is SOMEWHERE.
FACTSvs
PROBLEMSyou cannot solve a fact
learn the difference
AN EARLY ADOPTER TELLS
YOU THEIR PROBLEM BEFORE
YOU TELL THEM
YOUR JOB is to find someone to go first.
Not to SAY they will go first, but to go first.
It is no coincidence that the diffusion of
innovation curve… looks
like a crow bar.
HEADACHEPROBLEMS
VSMIGRAINE
PROBLEMSsay hi to @dianakander and ask her about her dog (and watch her
talks online)
say hi to @dianakander on twitter, and ask her about her dog - then watch more of her
brilliant talks
CUSTOMERS have multiple
PROBLEMS PROBLEMShave multiple
SOLUTIONS SOLUTIONS SOLUTIONS SOLUTIONS SOLUTIONS SOLUTIONS SOLUTIONS SOLUTIONS
Cure tunnel vision
Don't let your idea...
Get outof your comfort zone
GOOB (credit, Steve Blank)
Pulldon't push - it's harder than it seems.
PAST
not future
LISTENdo you hear that? you have 2 ears and only one mouth for a reason. Listen at least 2x as much as you talk.
PRACTICEDo you get junk mail? How many loyalty cards do you have? How did you find this
restaurant?
STOP
Do not ask for $, do not write code… UNTIL
They may not know WHAT they want, but they have to want SOMETHING
tweet “hey @kevinpmarra you were right they are not milkshakes, but it’s not froyo”
tweet “hey @claychristensen, milkshake marketing is brilliant #jtbd”
tweet “hey @claychristensen, milkshake marketing is brilliant #jtbd #313problems”
JTBD… video games
GO (exercise)
Don't build this.
OR THIS
if you build without testing, you are probably building the wrong thing...
NO SURVEYSNO SOLUTIONS
NO FOCUS GROUPSNO EXCUSESNO WOULD
NO FRIENDS NO FUTURE
NO “CONVINCING” (NEPAL:)NO B2B2BS
NOsolutions, selling, friends, family, surveys
NO
RECAP1. LEAN = run experiments
waste less2. WHY custdev = learn
problem, prove problem, to find bigger problem, to
3. HOW custdev = just do it. In person. No solutions. No would
NO
YOUR JOB
Talk to the customers stated in your final customer
segment box within 7 days.
B2B 10 total 4 per personB2C 25 total or 10 per person
NO
END. MODULE ONE.
Talk to the customers stated in your final customer
segment box within 7 days.
B2B 10 total 4 per personB2C 25 total or 10 per person
@dianakander @trikro @lissijean
@Justin_Wilcox @unbounce @customer_ninja @AlleyNYC
@sgblank @ericries @paulg @danariely
@fakegrimlock @claychristensen
NO
END. MODULE ONE.
Talk to the customers stated in your final customer
segment box within 7 days.
B2B 10 total 4 per personB2C 25 total or 10 per person
Embrace constraint. Then iterate!
Don’t get lucky, get good.
Unbounce
I am unique because…I am valuable because…
My startup is unique because…My startup is valuable because...
SUPPLY &
DEMAND
Deliver value.Deliver Solution (Manually). Learn. {period}
“I make money using my brains and lose money
listening to my heart. But in the long run my books balance pretty well.”
-Kate Seredy
“If you are not embarrassed by the first version of your product, you shipped too late.”
-Reid Hoffman (LinkedIn)
“To do good, you actually have to do
something.”
-Yvon Chouinard (Patagonia Founder)
“it turns out that focus is so important, even if you pick the wrong focus you're doing better!” BILL GROSS
Read more: http://www.businessinsider.com/bill-gross-lessons-2011-12?op=1#ixzz2gO4zcdIJ
“Do things that don't scale”
-Paul Graham
“If you can’t get them to adopt your idea with high-
touch, face-to- face service, they will not buy into your
cold web page.”-Manuel Rosso
“Do the least that gets you to the end instead of the most that gets you to the
beginning”-ab
The journey of solving a problem for a million customers starts with a single problem interview...
Manual
NOharm, copyright
infringement,building,adwords
THE END
Science. Economics. Supply & Demand Opportunity cost.
Thank me? Send feedback to
[email protected]@adamberk
or send an entrepreneur to my next event in Paris or Kansas
City.
I PROMISE…
If you do 10 interviews and share them here bit.
ly/milvalchal, you have a mentor for life
@adamberk@dianakander@lesamitchell
@jacksonlindauer@anitabnewton@ryanabennett@nathankurtz@ArielMediaKC
We are here to help :)
Test the riskiest things first
Feasible. Desirable. Viable.
Just because it is feasible does not mean it is desirable.
Almost everything that is desirable and feasible is viable
what if the bottleneck
is at the bottom?