1. “IdGGfA kOEtAE”
L 2
søndag 12. mai 13

2. GDa
Velkommen
Kort oppsummering og repetisjon fra Del 1
Presentasjon fra bedriftene
Eksprimenter og hypoteser + Øvelse 1
MVP + Øvelse 2
Oppsummering og veien videre
søndag 12. mai 13

3. qUK RAp - ThE EaN EOd
søndag 12. mai 13

4. lE sTTuP EtH - 3 CPoNTs
business model design - canvas with testable hypotheses
customer development - get out of the building and test the
hypotheses
agile development - building a minimum viable product (mvp)
søndag 12. mai 13

5. UsISs DL EGn
He SiNS MEl NS
lE yO LoO At L
bUDiN BlO oF OR
bUNeS On E PE.
AcH OmPEnT OnTNS
a RiE Of PtHSiS HT
yO NeE To St.
Lean Canvas is adapted from The Business Model Canvas (BusinessModelGeneration.com) and is licensed under the Creative Commons Attribution-Share Alike 3.0 Un-ported License.
Problem
Top 3 problems
Existing
Alternatives
Solution
Top 3 features
Unique Value
Proposition
Single, clear
compelling
message that
states why you
are different and
worth buying
High-Level
Concept
Unique Value
Proposition
Single, clear
compelling
message that
states why you
are different and
worth buying
High-Level
Concept
Unfair Advantage
Can’t be easily
copied or bought
Customer
Segments
Target customers
Early Adopters
Problem
Top 3 problems
Existing
Alternatives
Key Metrics
Activity that
drives retention/
revenue
Unique Value
Proposition
Single, clear
compelling
message that
states why you
are different and
worth buying
High-Level
Concept
Unique Value
Proposition
Single, clear
compelling
message that
states why you
are different and
worth buying
High-Level
Concept
Channels
Path to customers
Customer
Segments
Target customers
Early Adopters
Cost Structure
Customer Acquisition Costs
Distribution Costs
Hosting
Staff etc.
Cost Structure
Customer Acquisition Costs
Distribution Costs
Hosting
Staff etc.
Cost Structure
Customer Acquisition Costs
Distribution Costs
Hosting
Staff etc.
Revenue Streams
Revenue Model
Life Time Value
Revenue
Gross Margin
Revenue Streams
Revenue Model
Life Time Value
Revenue
Gross Margin
Revenue Streams
Revenue Model
Life Time Value
Revenue
Gross Margin
1
søndag 12. mai 13

6. UsTER EvEPNt
wH ArE Ou IlL N T bUDN?
- Steve Blank
2
Search Execute
Problem/Solution
Fit
Product/Market
Fit
Scale
Pivots Optimizations
Validated Learning Growth
Method
How to change
Objective
søndag 12. mai 13

7. GE EvEPNt3
Steve Blank, Harvard Business Review 2012
IDEAS
CODEDATA
BUILD
MEASURE
LEARN
Meur AEr
OE AErlEN AEr
søndag 12. mai 13

8. aRId  BeDFtE SiD St
søndag 12. mai 13

9. aRId  BeDFtE SiD St
Hver bedrift presenterer:
Problem intervju - resultater og erfaringer
Presentasjon av oppdatert “Lean Canvas” forretningsmodell
Vurderer dere en pivot?
Refleksjoner fra boken og forrige kursdag
10-15 minutter pr bedrift
søndag 12. mai 13

10. EN AAs
Q & A
søndag 12. mai 13

11. eX cRErI P/ I
Do you have product/solution fit?
Are your top problems (or JBD) validated by customers?
Are they willing to pay for it?
Can you solve it?
Problem/Solution
Fit
Product/Market
Fit
Scale
søndag 12. mai 13

12. RoBM NtEIEw
Validate your hypotheses
Key questions:
Who has the problem/pain - Is
this a viable customer segment?
What are you solving? How do
customers rank the problems?
Who is the competition - How
do you customers solve these
problems today?
søndag 12. mai 13

13. OcUNt STs
Be objective
Document immediately after interview
Notice their “keywords”
søndag 12. mai 13

14. OlUON NtEIEw
Validate your hypotheses
Key questions:
Who has the pain? (customer
segment)
How do you solve their problems?
(solution)
What will they pay? (revenue)
søndag 12. mai 13

15. Et T O ThE UiLNg EA
Set up a booth - do a public
demo
Interview potential customers
Put your office where the
customers are
Throw a party
Talk to exerts in the field
Find the decision makers
Ask for introductions
Pre-orders
Landing-pages
Go to conferences
Work for free for your customer
søndag 12. mai 13

16. lE cAAs: PBlE / JS T Be Ne
A job to be done is a fundamental problem that a customer faces. It
can be functional/social or emotional.
Why? Why? Why?
Examples:
Listen to music while jogging
Manage personal finance at home
Clean clothes at home
cOEX
CtI Rb
oBCt
ha en story på why why
søndag 12. mai 13

17. OW WHA?
Do you have problem/solution fit?
1 minute for each company
What are you planning next?
Pivot?
Continue at Problem/Solution Fit Stage?
Proceed to Product/Market Fit Stage?
Problem/Solution
Fit
Product/Market
Fit
?
søndag 12. mai 13

18. rUInG XpEMTs
RoDT/ArK I
søndag 12. mai 13

19. https://vimeo.com/65998583/
søndag 12. mai 13

20. IDEAS
CODEDATA
BUILD
MEASURE
LEARN
SeR EsTG
vADaT MoS RiS hYThES
wIFrA eN AcTN (fABoO FE)
gRSeMKeY CPt
SeR EsTG RRuIEN
dOMeN AnD UmMIzE EsUS
pIT I NeED
..... WT W LeAED (iNGH)
wH wE HoUT...... (hYThES)
søndag 12. mai 13

21. IaBItY EsTG
Landing page
Concierge
Wizard of Oz
Prototypes (paper/html/
Physical)
Video
Wireframe/Mockups, similar
products
Test apps / Free apps
Crowd-Funding test
søndag 12. mai 13

22. lE cAAs: WHaT S A HyPHIs
Falsifiable hypothesis = (Specific action) will (expected measurable
action).
Examples:
Leap of faith: Begin know as an “expert” will drive early adopters.
Hypothesis: Blog post will drive > 100 early adopter sign-ups.
søndag 12. mai 13

23. eXCE 1 - XpEMTs
WHaT O ER YpOEI XpEMTs
What are you trying to learn?
Use this format:
Falsifiable hypothesis = (Specific action) will (expected measurable
action).
What type of experiments can you use to validate your hypothesis?
søndag 12. mai 13

24. m - InIM VBlE RoDT
søndag 12. mai 13

25. “The minimum viable product is that version of a new product which
allows a team to collect the maximum amount of validated learning
about customers with the least effort."
- Eric Ries
søndag 12. mai 13

26. InIM VBlE RoDT
Featureset/Capabilites:
Start with the “must haves”
Drop “nice to haves”
Objectives:
Start iterating trough Build-Measure-Learn (LEARNING)
Validating market demand
søndag 12. mai 13

27. InIM VBlE RoDT
Do not build the “actual” product before you have to - only what you
need to test!
Low Fidelity MVP
i.e.Wireframes / Concierge
High Fidelity MVP
i.e.Video / Prototypes / Demos / Test Apps
søndag 12. mai 13

28. dRBoX Vp
https://vimeo.com/65885136
søndag 12. mai 13

29. ItMOrS Vp
780.000$
8 months - MVP + 82 pre-
orders
søndag 12. mai 13

30. m Expl
Concierge
Wizard of Oz
Prototypes
Video
Test apps / Free apps
Rapid Development SW
3D printed HW
Arduino Electronics HW
søndag 12. mai 13

31. Concept Cars
Styrofoam/ABS Toys
OrE Vp AmPS
Fashion Electronics
søndag 12. mai 13

32. XeRSE 2
Kom opp med minst 2 ulike forslag på hvordan du kan lage en Low-
Fidelity MVP og 2 forslag for en High Fidelity MVP for din bedrift.
Discuss in 10 minutes (2 and 2)
Present 3 minutes
søndag 12. mai 13

33. vEN VER
søndag 12. mai 13

34. vEN VER
Hvordan ser veien videre ut? Tanker fra hver bedrift.
Founders Dilemma Per Arve
Bøker / Web ressurser
Feedback på workshopen fra deltakerne
søndag 12. mai 13

35. fODeR DiLMM
søndag 12. mai 13

36. rEUEs
http://steveblank.com/tools-and-blogs-for-entrepreneurs/ Steve Blank
http://spark59.com Ash Maurya
http://www.startuplessonslearned.com Eric Ries
http://www.businessmodelgeneration.com Alexander Osterwalder
søndag 12. mai 13

37. OK
søndag 12. mai 13

38.  & A
søndag 12. mai 13

39. Kontaktinfo: helgeh@gmail.com
AkK Or  DA!
søndag 12. mai 13

40. søndag 12. mai 13