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Startup Dhaka
Key Lean Startup
Concepts
Uncertainty and Scarce Resources
Lean Startup Innovations
Old School
• Business Plan First
• Startups = Small
Companies
• Linear Process
• Product Development First
• Beta Test
New School
• Business Model First
• Startups = Temporary Search
Organizations
• Iterative Process
• Customer Development First
• Minimum Viable Product
Customer
Development
• What Needs to be True for Your
Business Model to Work?
• Evidence from Interviews
• Hypotheses Cannot be Trite,
Ridiculous, or Non-Confirmable
• Why, Why, Why, Why, Why?
Hypothesis Development
Build-Measure-Learn Cycle
What Most Startups Want to Build
What They Should Build First
Eventually Build This
Business Model
Canvas
Source: http://businessmodelgeneration.com/downloads/business_model_canvas_poster.pdf
PRODUCT-MARKET FIT
Customer Archetype
Value Propositions
Pains and Gains – NOT Features
Pain Killers
• Reduce Waste
• Kill Frustration
• Fix Underperforming
solutions
• End Customer Challenges
• Wipe Out Negative Social
Consequences
• Eliminate Risk
Gain Creators
• Create Savings
• Better Outcomes
• Customer Delight
• Ease Work Flow or Life
• Create Positive
Consquences
http://www.behaviormodel.org/
Case Studies
Technical Insight
Market Insight
Initial Value Proposition: Accuracy
Tactics: VP Ranking
Pain Killers Gain Creators
Relevance 1. Test Strip Cost
2. Delivery/ Payment
3. Meter Cost
4. Small Sample Size
5. Alternative Site Testing
(Less Pain)
1. Test Speed
2. No Coding
3. Large Display
4. Form Factor
5. Memory
Frequency 1. Small Sample Size
2. Alternative Site Testing
3. Test Strip Cost
4. Delivery/ Payment
5. Meter Cost
1. Test Speed
2. Large Display
3. Form Factor
4. Memory
5. No Coding
Prototype v MVP
Value Proposition
Team Privacy
Protect privacy for users of location-based services (LBS)
The Business Model Canvas: ver 1.0
Creating
awareness
educational
Technology
Privacy
advocacy
groups
Developing
costs
Marketing
costs
App revenue (or free?)
trust
Building trust
Smart phone
users uneasy
about privacy
Perception of
enhanced
privacy
Own website
Consumers
Don’t Care
About
Location
Privacy
The Business Model Canvas: ver 2.0
Creating
awareness
educational
Technology
Developing
costs
Marketing
costs
trust
Building trust
Social
Network
Providers
Security of
Company
Geodata
Companies
uneasy about
employees’
online activities
Companies subscription charges
Own website
Avoid direct
employer ->
employee
monitoring
We Have No
Key
Technology
Resources
The Business Model Canvas: ver 3.0
??? Consumers
???
Companies
???
Understanding
Aggregate Info
for Large
Hidden
Databases in
Real-Time
Without
Crawling
???
Technology ???
???
Government
Agencies
How to Get Interviews
• Friends and Families
• Introductions
• Affinity Networks
• Traditional Networking
• Cold Calls
• LinkedIn
12 Interview Tips
1. One person at a time
2. Know your goals and
questions ahead of time
3. Separate behavior and
feedback in discussion
4. Get psyched to hear things
you don’t want to hear
5. Disarm “politeness” training
6. Ask open ended questions
7. Focus on actual behavior, not
speculative or abstract feelings
8. Listen, don’t talk
9. Follow your nose and drill
down
10. Parrot back or misrepresent
to confirm
11. Ask for introductions
12. Write up your notes as
quickly as possible
Source: http://giffconstable.com/2011/07/12-tips-for-
customer-development-interviews-revised/
Lean startup, customer development, and the business model canvas

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Lean startup, customer development, and the business model canvas

  • 3. Lean Startup Innovations Old School • Business Plan First • Startups = Small Companies • Linear Process • Product Development First • Beta Test New School • Business Model First • Startups = Temporary Search Organizations • Iterative Process • Customer Development First • Minimum Viable Product
  • 5.
  • 6. • What Needs to be True for Your Business Model to Work? • Evidence from Interviews • Hypotheses Cannot be Trite, Ridiculous, or Non-Confirmable • Why, Why, Why, Why, Why? Hypothesis Development
  • 8. What Most Startups Want to Build
  • 9. What They Should Build First
  • 14.
  • 16. Pains and Gains – NOT Features Pain Killers • Reduce Waste • Kill Frustration • Fix Underperforming solutions • End Customer Challenges • Wipe Out Negative Social Consequences • Eliminate Risk Gain Creators • Create Savings • Better Outcomes • Customer Delight • Ease Work Flow or Life • Create Positive Consquences
  • 19.
  • 23. Tactics: VP Ranking Pain Killers Gain Creators Relevance 1. Test Strip Cost 2. Delivery/ Payment 3. Meter Cost 4. Small Sample Size 5. Alternative Site Testing (Less Pain) 1. Test Speed 2. No Coding 3. Large Display 4. Form Factor 5. Memory Frequency 1. Small Sample Size 2. Alternative Site Testing 3. Test Strip Cost 4. Delivery/ Payment 5. Meter Cost 1. Test Speed 2. Large Display 3. Form Factor 4. Memory 5. No Coding
  • 26. Team Privacy Protect privacy for users of location-based services (LBS)
  • 27. The Business Model Canvas: ver 1.0 Creating awareness educational Technology Privacy advocacy groups Developing costs Marketing costs App revenue (or free?) trust Building trust Smart phone users uneasy about privacy Perception of enhanced privacy Own website Consumers Don’t Care About Location Privacy
  • 28. The Business Model Canvas: ver 2.0 Creating awareness educational Technology Developing costs Marketing costs trust Building trust Social Network Providers Security of Company Geodata Companies uneasy about employees’ online activities Companies subscription charges Own website Avoid direct employer -> employee monitoring We Have No Key Technology Resources
  • 29. The Business Model Canvas: ver 3.0 ??? Consumers ??? Companies ??? Understanding Aggregate Info for Large Hidden Databases in Real-Time Without Crawling ??? Technology ??? ??? Government Agencies
  • 30. How to Get Interviews • Friends and Families • Introductions • Affinity Networks • Traditional Networking • Cold Calls • LinkedIn
  • 31. 12 Interview Tips 1. One person at a time 2. Know your goals and questions ahead of time 3. Separate behavior and feedback in discussion 4. Get psyched to hear things you don’t want to hear 5. Disarm “politeness” training 6. Ask open ended questions 7. Focus on actual behavior, not speculative or abstract feelings 8. Listen, don’t talk 9. Follow your nose and drill down 10. Parrot back or misrepresent to confirm 11. Ask for introductions 12. Write up your notes as quickly as possible Source: http://giffconstable.com/2011/07/12-tips-for- customer-development-interviews-revised/

Hinweis der Redaktion

  1. First – how would you define product? (go through different teams)