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Lean Visual StrategyCheryl Quirion@cherylquirion
Lean Startup Business Planning?
No one reads this!
Problem Solution
Key metrics
Unique value proposition Unfair advantage Customer Segments
Channels
Cost Structure Revenue Streams
top 3 problems top 3 features (MVP that demonstrates UVP) single, clean, compelling message that states why you are different and worth buying
can't be easily copied or bought target customers (separate canvas for different target customers)
key activities you measure (define success)path to customers (free and paid channels)
What are the most important costs inherent in our business model?Which Key Resources are most expensive?Which Key Activities are most expensive?
For what value are our customers really willing to pay?For what do they currently pay?How are they currently paying?How would they prefer to pay?How much does each Revenue Stream contribute to overall revenues?
Lean Business Model CanvasDesigned for: Designed by: On: dd/mm/yyyy
Iteration #
AddTextHere
AddTextHere
AddTextHere
AddTextHere
AddTextHere
AddTextHere
copy the post-its below and paste
them in the canvas
Ash Maurya's lean canvas adaptation of the original google draw template by scrumology.net based on the work of Alexander Ostenwalder . Lucas Cervera
to create your own copy of this canvas, go to File/Make a copy and
share it with whoever you want
(subscription, ads, freemium...Outline back-of-the-envelope assumptions for life time value, gross margin, break-even point, etc.)
This describes what we are doing, why we are doing it and how much it might cost…. But not when or how.
Current Lean Startup tools
Lean Business Canvas
Experiment Canvas leanstack.com
Managing your key stakeholders Most executive managers - 12hour+ work days. VERY LIMITED time to inform them.
Stakeholders want to know
• What is the customer problem? • How are you going to solve it? • How long do you think it will take? • When can you launch something to market? • What is it going to cost? • What are the expected revenues (and return on
investment)? …… “BIG PICTURE” questions… to get support and funding. How do we address these questions and still use Lean Startup principles to “build the right thing”?
Our current tools aren’t so Lean
Problem Solution
Key metrics
Unique value proposition Unfair advantage Customer Segments
Channels
Cost Structure Revenue Streams
top 3 problems top 3 features (MVP that demonstrates UVP) single, clean, compelling message that states why you are different and worth buying
can't be easily copied or bought target customers (separate canvas for different target customers)
key activities you measure (define success)path to customers (free and paid channels)
What are the most important costs inherent in our business model?Which Key Resources are most expensive?Which Key Activities are most expensive?
For what value are our customers really willing to pay?For what do they currently pay?How are they currently paying?How would they prefer to pay?How much does each Revenue Stream contribute to overall revenues?
Lean Business Model CanvasDesigned for: Designed by: On: dd/mm/yyyy
Iteration #
AddTextHere
AddTextHere
AddTextHere
AddTextHere
AddTextHere
AddTextHere
copy the post-its below and paste
them in the canvas
Ash Maurya's lean canvas adaptation of the original google draw template by scrumology.net based on the work of Alexander Ostenwalder . Lucas Cervera
to create your own copy of this canvas, go to File/Make a copy and
share it with whoever you want
(subscription, ads, freemium...Outline back-of-the-envelope assumptions for life time value, gross margin, break-even point, etc.)
And they really don’t address the “big picture” questions
Visualise what we are trying to achieve
Need a way to visualise and “tell the story” about our business/solution concept. Why make it visual? • 90% of informa,on transmi/ed to
the brain is visual • Images are processed 60,000 ,mes
faster in the brain than text • Visuals improve learning ability by
up to 400 percent
Lean Business Canvas
Hypothesis-driven development
Problem Solution
Key metrics
Unique value proposition Unfair advantage Customer Segments
Channels
Cost Structure Revenue Streams
top 3 problems top 3 features (MVP that demonstrates UVP) single, clean, compelling message that states why you are different and worth buying
can't be easily copied or bought target customers (separate canvas for different target customers)
key activities you measure (define success)path to customers (free and paid channels)
What are the most important costs inherent in our business model?Which Key Resources are most expensive?Which Key Activities are most expensive?
For what value are our customers really willing to pay?For what do they currently pay?How are they currently paying?How would they prefer to pay?How much does each Revenue Stream contribute to overall revenues?
Lean Business Model CanvasDesigned for: Designed by: On: dd/mm/yyyy
Iteration #
AddTextHere
AddTextHere
AddTextHere
AddTextHere
AddTextHere
AddTextHere
copy the post-its below and paste
them in the canvas
Ash Maurya's lean canvas adaptation of the original google draw template by scrumology.net based on the work of Alexander Ostenwalder . Lucas Cervera
to create your own copy of this canvas, go to File/Make a copy and
share it with whoever you want
(subscription, ads, freemium...Outline back-of-the-envelope assumptions for life time value, gross margin, break-even point, etc.)
Business Concept Journey Map
Hypothesis-driven development
Business Concept Journey Map
Hypothesis-driven development
Build
Business Concept Journey Map
Hypothesis-driven development
Build
Measure
Business Concept Journey Map
Hypothesis-driven development
Build
Measure Learn
Business Concept Journey Map
Hypothesis-driven development
Build
Measure Learn
Act
Focus on the “big picture”
Business Concept Journey Map
Hypothesis-driven development
How do we define and prioritise experiments?
Hypothesis-Experiment Heat Map
Business Concept Journey Map
Hypothesis-driven development
Experiment Canvas
Hypothesis-driven development
Experiment Canvas – Timeline Wall
Hypothesis-driven development
Guerilla Testing – Retiro (Buenos Aires)
Hypothesis-driven development
Guerilla Testing – San Antonio de Areco
Hypothesis-driven development
Guerilla Testing – Rosario
Hypothesis-driven development
Business Concept Journey Map
Hypothesis-driven development
Build
Measure
Business Concept Journey Map
Hypothesis-driven development
Build
Measure Learn
Business Concept Journey Map
Hypothesis-driven development
Build
Measure
Act
Learn
Visual Product Timeline M
icro
Age
ncy
Mod
el
Tech
nolo
gy p
latfo
rm
Verti
cals
Met
rics
Res
ourc
es
Key
Mile
ston
e
Visual Product Timeline
Mic
ro A
genc
y M
odel
Tech
nolo
gy p
latfo
rm
Verti
cals
Met
rics
Res
ourc
es
Key
Mile
ston
e
Visual Product Timeline (close up) M
icro
Age
ncy
Mod
el
Tech
nolo
gy p
latfo
rm
Met
rics
Res
ourc
es
Evidence-based funding M
icro
Age
ncy
Mod
el
Tech
nolo
gy p
latfo
rm
Verti
cals
Met
rics
Res
ourc
es
Key
Mile
ston
e
Every 2 weeks, review experiment metrics with finance team. Agree how money should be spent (governance).
Agree next quarter’s activities based on current experiment results with finance team (at least monthly)
Initial plan based on inception outputs – customer interviews, etc.
Team members annotate plan as required – for example when critical data will be available.
Separate card wall for every stream.
Build research and experimentation into your plan
Note resources required so costs can
be considered.
Closing thoughts
Hypothesis-driven development
• Put the “visual” back into strategic vision. Images are processed by the brain 60,000 times faster than text.
• Experiments that test the risk in your business plan are
vital. What customers say and what they do varies greatly. Rely solely on “market research” at your peril.
• Solution doesn’t necessarily mean software. Remember
the “human element” – user experience, sales, service, education.
• Create “information radiators” - share information visually
to facilitate conversations and better decision making
Questions?
Cheryl Quirion CEO Squiggly / Lean & Agile Coach @cherylquirion Cheryl Quirion