Lean Startup How can we learn more quickly what

works, and discard what doesn’t.

A worldwide movement TheLeanStartup.com

Local chapters Meetup.com/the-geneva-lean-startup Lively community +550 members

Giorgio Pauletto Vincenzo Pallotta

Jim Hershkowitz Doris Edwards

Oct 2014 2

Lean Startup is a methodology for launching new ideas, products & services. It delivers:

• Roadmaps • Tools • Skills Sets

Oct 2014 3

Explore Validate Execute

What’s the problem? Execute (develop a solution) later

Allow yourself to be uncomfortable for a while …

Oct 2014/image Giorgio Pauletto 4

Talk to stakeholders (and experiment). Refrain from executing too quickly.

Test your hypotheses… … and be ready to do it again

Oct 2014/image Vincenzo Pallotta 5

Passionate people (like you!)… tend to fall in love with their ideas.

The Jargon

Oct 2014 6

2. They think a lot about solutions…

Only to find out that their wonderful idea does not solve the real problem.

Oct 2014 7

3. Need to focus on the right problem! (Customer Discovery)

Listen carefully to what people say!

Oct 2014 8

Customer Discovery (or) Get out of the building and

listen to people.

Build solutions that have true social impact.

In other words:

Listen & learn before you build. Oct 2014 9

What’s happening between now and the end?

Amongst the various stakeholders of your challenge, identify the one for whom you build your solution.

Understand his/her needs based on pains (problems) & gains (aspirations).

Make hypothesis and define validation criteria.

Get out of the building. Prepare and conduct customer-centric interviews. Is your hypothesis validated? Must Have, Nice to Have, No.

Oct 2014 10

Amongst the various stakeholders of your challenge, identify the one for whom you build your solution.

Oct 2014 11

• The final recipient ?

• The funding body?

• Other?

For example …

Oct 2014 12

Our stakeholder (potential recipient)

is Lucy Braveheart, mother in poverty stricken rural area

Oct 2014 13

Lucy Braveheart has needs, gains (aspirations) and pains

Oct 2014 14

• Children do not get ill with malaria. • More milk for breastfeeding. • Better future for children through

education. • A strong local community.

For example …

• Malaria gives her children a bad start in life. • After childbirth, she is too weak to breastfeed. • Many younger people leave the community.

• Children have access to treatment. • Mother gets access to treatment. • Access to education (locally). • Create local jobs that retain the

young in the community.

Develop Hypothesis

Hypothesis Yes this is a major

problem. (Must Have)

Maybe but not such a big issue. (Nice to

have)

No issue at

all. (No)

Lucy Braveheart’s children suffer from malaria.

After birth, Lucy Braveheart is weak because of non adequate nutrition. Mothers often don’t have enough milk to breastfeed their baby.

Communities fail because there’s no future in this village for young adults.

Oct 2014 15

What’s the criteria for success ? (Pass/Fail signals) For example: Fail = 7/10 mothers say that malaria is not an issue

Conduct customer-centric interviews

Oct 2014 16

• Is your hypothesis about the problem actually shared by the customer?

• How do the customers do their “job” today?

• Understand the Customer Archetype* (his Worldview).

• Ask open questions.

*Lucy Braveheart

Summary

• Identify your stakeholder(s)

• Listen and understand pains/gains/jobs

• Develop hypothesis

• Validate hypothesis with stakeholders

• Adjust until you have a match

Oct 2014 17

Interactive session …

Oct 2014 18

10 minutes Select and define your (one) stakeholder

Oct 2014 19

Interactive session 20 minutes Define pains and gains and wants (jobs)

Oct 2014 20

Hypothesis Yes this is a major

problem. (Must Have)

Maybe but not such a big issue. (Nice to

have)

Not an issue at

all. (No)

Interactive session 20 minutes Develop Hypothesis