turn ideas into customers

LEAN STARTUP: Turn ideas into CUSTOMERS!

Presented by: Nadav Lankin, CTO at 4NET PLUS LTD. Jul 2014 Follow me on TW: nadav_lankin

4NET Plus Ltd. Innovative Solutions Done Right!

Cloud Consulting, Cloud Engineering, Cloud Adoption

HACKERPRENEUR



Ø CTO at 4NET PLUS LTD (X8 in revenue growth by adapting LEAN) VALUE vs Products

Ø Founder at DevOpsJLM - Community of best in kind Tech Pro’s

Ø Founder LEAN JLM – Community of “growth hackers”

Ø Lean STARTUP MACHINE, Workshop organizer (Jerusalem. IL)

Ø Mentor and Advisory board member for several startups

Ø Activist at MADE IN Jerusalem

This talk is based on:



This talk is based on: OCTOBER 22nd – 24th in JERUSALEM 20% off for MESH Members

https://www.leanstartupmachine.com/cities/jerusalem



So, you have an idea…..



•  OKAY… let’s go BIG! •  Lets hire some CxO’s •  MBA’s Alumni could help (since 1908) •  Lets make a Business Plan •  Lets find a path to Business Execution •  Angels could help •  Lets bring some Geeks who can CODE •  Let’s make a Join Venture •  Let’s Build It, They Will Come!



As a result

98% of entrepreneurs

fail.

What is actually wrong?



STARTUP’s are not SMALLER version of LARGER COMPANIES

Startups created to SEARCH Startups do have an ideas…. And “guesses”

Companies designed to EXECUTE Large companies do have: Goals Forecast Plan’s Etc..

WHAT IS LEAN startup



WHAT IS a lean STARTUP



Repeatable and scalable business model



1.  Value proposition 2.  Customer segment 3.  Channels 4.  Customer relationship 5.  Revenue Model 6.  Key resources 7.  Key partnership 8.  Key activities 9.  Cost structure

creating more value for customers with fewer resources.



Repeatable and scalable business model?



1.  Value proposition ??? 2.  Customer segment ??? 3.  Channels ??? 4.  Customer relationship ??? 5.  Revenue Model ??? 6.  Key resources ??? 7.  Key partnership ??? 8.  Key activities ??? 9.  Cost structure ???

Big Companies vs Startups

Our nature is to think about the solution rather than concentrate on problem.



"There is always an easy solution to every problem - neat, plausible, and wrong." - H. L. Mencken But… Is there a PROBLEM at all???

Please meet a great entrepreneur… Robinson Crusoe



….Resolving to make a canoe, Crusoe selects and cuts down an enormous cedar. He spends many months hacking off the branches, shaping the exterior, and hollowing out the insides. The result is a far larger canoe than he has ever seen before. He now realizes the mistake of not previously considering its transport, since for him alone it is immovable. He considers building a canal to bring the water to the canoe, but he calculates it would take too long and abandons the idea. By this point, four years have passed….

Calculation, Hypotheses. Lets turn them into FACTS With no WASTE….. Of:



Time Resources Human power Code Money Technology …. And so on….

Hypotheses. Lets turn them into FACTS



Hello mr. Customer, meet my Hypotheses



Turn ideas into CUSTOMERS!



Roads go ever ever on, Over rock and under tree, By caves where never sun has shone, By streams that never find the sea; – Bilbo Baggins. The Last Stage.

Turn ideas into CUSTOMERS!



Get out of the building!



Experiment more often



Turn Uncertainty into CUSTOMERS!



“Go back?” he thought. “No good at all! Go sideways? Impossible! Go forward? Only thing to do! On we go!” Bilbo Baggins, The Hobbit, Riddles in the Dark

Turn Uncertainty into CUSTOMERS!



Get out of the building once again!



Meet your Customer often



Get early adopters as fast as you can!



It’s a dangerous business, Frodo, going out your door. You step onto the road, and if you don’t keep your feet, there’s no knowing where you might be swept off to.’ – Bilbo Baggins

Get early adopters as fast as you can!



LEARN, MEASURE then GOOB!



Meet your Customer often



creating more value for customers with fewer resources.



ALWAYS CHANGE “guesses” into FACTS



Learn The Power Of The Pivot!



KNOW THE POWER! OF PIVOT (form/shape)

Since 1873 Today



Since ….. Today



KNOW THE POWER! OF PIVOT (core/concept)

1782

Since 3rd BC Today



KNOW THE POWER! OF PIVOT (business models)

1853



SOLUTION can bring benefits ($$$$$$$$) if and only if it diminishes the LIMITATIONS!

Fail Fast Fail Often!





Presented by: Nadav Lankin, CTO [email protected]

Lets Talk….

Thank you………



Presented by: Nadav Lankin, CTO [email protected] www.4net.co.il follow me: nadav_lankin