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1Slideshare viewers, skip to slide 8:) Your feedback is most appreciated. @adamberk
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If you have editing capabilities on this deck PLEASE use the “comments” (above right) to insert at least 2 comments on at least 2 slides. THe more specific the more helpful it is. Try and tell me the one thing one slide one comment of mine related to the slide that was most helpful to you and the one slide one comment that was confusing, off topic, unclear, not related to what you are doing, something you wished I covered more or something you just disagree with. Because of your comments, I can continue to iterate and learn and improve - which helps more entrepreneurs change the world with less waste:)Thanks, Merci, Gracias, teşekkür ederim-@adamberk
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Thanks, Merci, Gracias, teşekkür ederim for helping me improve and help more entrepreneurs.
World -- FOLLOW @rentautobus, @NUMAparis, @rdegouveia @dwed @etohum
Also if you know any hiring managers at large companies, please get in touch on LinkedIn
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For free (up to 15m) mentoring sessions for early stage startups, mostly on customer centric questions and experiments, click here
MINIMUM VIABLE PRESENTATION THIS IS DRAFT. BETA VERSION. WORK IN PROGRESS. ADVANCED
COPY. UNDER ITERATION. PERMANENTLY UNDER CONSTRUCTION BEING IMPROVED FOR CLARITY AND EFFECTIVENESS .
If you have a local version of one of these signs please tweet it @adamberk I will add it to the collage :)
Lean Startup Experience
WHAT PROBLEM ARE YOU SOLVING ?
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@adamberk@fdebane
Entrepreneurial Science For StartupsAKA “Lean Startup” (a trademark owned by @ericries)
A MINIMUM VIABLE SLIDE DECK PREPARED FOR
Early stage entrepreneurs in Europe with an idea to change the world who are willing to experiment
to see if the world wants to be changed. BY
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les objectifs de ce soir
1. QUANTIFIED objectif - identify your specific customer segment so you can talk to 3-10 specific people
2. QUALIFIED objectif - learn about early stage startups in a candid, casual, helpful way - with a bias towards “truth, experimentation, leanstartup, custdev, risk, etc”
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I am an entrepreneur because….
take a photo and tweet #DEccelerator 10
I’ll know I’ve succeeded
when…. take a photo and tweet #DEccelerator
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ELIMINATE WASTE!!!!
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. 15
“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)
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THINK.TEST.PROVE.Prove Wrong? Think differentProve Right? Think BIGGER
-aa-ALBERT EINSTEINjust kidding!!!!!!!!!!!!!!:)17
Good idea? Who cares!
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No really, Who cares?
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Good idea? Prove it!
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The most annoying thing that
happened today… this this week…
(not related to your startup)
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What PROBLEM are you solving!?
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25
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Test the riskiest
ones first
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Test Demand NOT SUPPLY
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Isolate your variables and assumptions
test them independently
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1000 visitors 0 conversions
what number should you try to increase?
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“Do things that don't scale”
-Paul Graham
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You do not know HOW you did it until you KNOW how to
do it again.
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P E R F E C T I O N is achieved
NOT when there is nothing left
to A D D ,
BT WHN THRE ISNTHING LFT TO
TKE AWY
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If you
cannot explain it simply, you
do not
UNDERSTAND IT well enough.
<<< That guy
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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
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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 guy40
“je crois…[this person] a un problème avec [this problem], and I want to solve it because [slide 2]”
-You @NumaParis @adamberk @fdebane
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“I agree to talk to __ # customers by March ??, #milvalchal-You on twitter (if you
accept)
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Challenge! You now have a customer segment hypothesis. Go talk to 3-10 of those people this week! Record your results here http://bit.ly/startup_funding_europe
-Me, to you:)45
HOW AND WHY TO TALK TO THE PEOPLE FOR WHOM
YOU THINK YOU ARE SOLVING A PROBLEM OR
PROVING VALUE
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The BEST place to start is SOMEWHERE.
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NO SURVEYSNO SOLUTIONS
NO FOCUS GROUPSNO EXCUSESNO WOULD
NO FRIENDS NO FUTURE
NO “CONVINCING” (NEPAL:)NO B2B2BS
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FACTSvs
PROBLEMSyou cannot solve a fact
learn the difference
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AN EARLY ADOPTER TELLS
YOU THEIR PROBLEM BEFORE
YOU TELL THEM
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YOUR JOB is to find someone to go first.
Not to SAY they will go first, but to go first.
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It is no coincidence that the diffusion of
innovation curve… looks
like a crow bar.
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HEADACHEPROBLEMS
VSMIGRAINE
PROBLEMSsay hi to @dianakander and ask her about her dog (and watch her
talks online) 55
say hi to @dianakander on twitter, and ask her about her dog - then watch more of her
brilliant talks 56
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CUSTOMERS have multiple
PROBLEMS PROBLEMShave multiple
SOLUTIONS SOLUTIONS SOLUTIONS SOLUTIONS SOLUTIONS SOLUTIONS SOLUTIONS SOLUTIONS
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Cure tunnel vision 65
Don't let your idea...
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Get outof your comfort zone
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GOOB (credit, Steve Blank)
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Pulldon't push - it's harder than it seems.
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PAST
not future
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LISTENdo you hear that? you have 2 ears and only one mouth for a reason. Listen at least 2x as much as you talk.
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PRACTICEDo you get junk mail? How many loyalty cards do you have? How did you find this
restaurant?
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STOP
Do not ask for $, do not write code… UNTIL
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They may not know WHAT they want, but they have to want SOMETHING
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tweet “hey @kevinpmarra you were right they are not milkshakes, but it’s not froyo” 76
tweet “hey @claychristensen, milkshake marketing is brilliant #jtbd”77
tweet “hey @claychristensen, milkshake marketing is brilliant #jtbd #313problems”
JTBD… video games
GO (exercise)
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Don't build this.
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OR THIS
if you build without testing, you are probably building the wrong thing...
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NO SURVEYSNO SOLUTIONS
NO FOCUS GROUPSNO EXCUSESNO WOULD
NO FRIENDS NO FUTURE
NO “CONVINCING” (NEPAL:)NO B2B2BS
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NOsolutions, selling, friends, family, surveys
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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
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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
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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
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@dianakander @trikro @lissijean
@Justin_Wilcox @unbounce @customer_ninja @AlleyNYC
@sgblank @ericries @paulg @danariely
@fakegrimlock @claychristensen
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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
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Embrace constraint. Then iterate!
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Don’t get lucky, get good. 91
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Unbounce
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I am unique because…I am valuable because…
My startup is unique because…My startup is valuable because...
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SUPPLY &
DEMAND
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Deliver value.Deliver Solution (Manually). Learn. {period}
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“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
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“If you are not embarrassed by the first version of your product, you shipped too late.”
-Reid Hoffman (LinkedIn)
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“To do good, you actually have to do
something.”
-Yvon Chouinard (Patagonia Founder)
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“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
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“Do things that don't scale”
-Paul Graham
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“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
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“Do the least that gets you to the end instead of the most that gets you to the
beginning”-ab
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The journey of solving a problem for a million customers starts with a single problem interview...
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Manual
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NOharm, copyright
infringement,building,adwords
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THE END
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Science. Economics. Supply & Demand Opportunity cost.
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Thank me? Send feedback to
[email protected]@adamberk
or send an entrepreneur to my next event in Paris or Kansas
City. 119
I PROMISE…
If you do 10 interviews and share them here bit.
ly/milvalchal, you have a mentor for life
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@adamberk@dianakander@lesamitchell
@jacksonlindauer@anitabnewton@ryanabennett@nathankurtz
@ArielMediaKC
We are here to help :)
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Test the riskiest things first
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Feasible. Desirable. Viable.
Just because it is feasible does not mean it is desirable.
Almost everything that is desirable and feasible is viable
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what if the bottleneck
is at the bottom?
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● Live experiment design and feedback, 25e
● Experiment accountability 10e
●
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“I want to solve the problme of getting underpaid from the insurance company
for marketng directions at malls -- doctors - specialists private hosptals in brazil ,
because”[email protected]
25 drs in brazil --
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“I want to solve the problme of getting underpaid from the insurance company
for marketng directions at malls -- doctors - specialists private hosptals in brazil ,
because”[email protected]
25 drs in brazil --
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“I want to solve the problem findng group travel of getting underpaid from the insurance company
for travel agents ,because”
15 travel agents in a week --
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“I want to solve the problem of people who want things and dont want to bjy dont want to rent dont want to ask a freiend -- somone who is a mnmilalst
and intentionally does not want to won things ,
because”-DAAN
50 minimalists in 2 weeks --
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customer = people who want to create something/start something -
problem is getting from idea to…
51 people with ideas and want to start -- define the word start -- in 2 weeks --
@PUFAN -- startupmaze
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customer = custdev teams - 2 cofounders minimum something/start something - teams that are already
conductng customer develpent ntervews
problem is ITS ALL IN MY HEAD --
10 teams who have done more than 10 customers by “Steve blank standars”
@EdouardDopper
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customer = people who have accdents wth their larynx
problem soluiotn = medical device --
10 teams who have done more than 10 customers by “Steve blank standars”
15 == dont see reason to talk to patent
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customer = people who have accdents wth their larynx
problem soluiotn = medical device --
10 teams who have done more than 10 customers by “Steve blank standars”
15 == dont see reason to talk to patent
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PITCH
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Jeff Weiner commented on this
David Thedinga
Visionary leader helping entrepreneurs reach their dreams
I really like this...
“I want to solvethe noise pollution problem
for marketing directions at
malls -- MALLS retailers who
use commercial music ,
because”-You
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