The document discusses how to focus when building a business. It emphasizes that focus requires sacrificing other opportunities, sequencing efforts correctly with the core product first, and testing frequently. It provides examples of startup methodologies and recommends reading materials from thought leaders in lean startup and customer development. The overall message is on the importance of focus, testing, and following proven startup processes.
17. Picking Your Segments
Characteris:cs
Segment
1:
Segment
2:
Segment
3:
Reachable
-‐1
-‐1
1
Strong
immediate
0
0
-‐1
need
Can
get
the
value
1
-‐1
0
Can
use
it
1
0
-‐1
26
more…
1
1
1
TOTAL
+2
-‐1
0
21. Old
School
Opportunity
Solu4on
Build
It
Sell
It
Clear
Clear
Customer
Development
Customer
Customer
Customer
Company
Discovery
Valida4on
Crea4on
Crea4on
Source: Steve Blank and Eric Ries
22. Reten4on
Context
Sharing
of
Your
Service
=
Content
Leads
Viral
23. A One Track Mind….
Refocus - what focus means
1. Sacrifice
2. Sequence
3. Core first
28. s to win
1. Fo cu
or e fi rst
2. C , te st!
es t, test
3 . T
29. Go Read and Join!
• Eric Ries - Lean Startup / Minimal Viable Product
• http://www.startuplessonslearned.com/
• Sean Ellis - Metric Driven Marketing
• http://startup-marketing.com/
• Steve Blank - Customer Development
• 4 Steps to the Epiphany – book.
• http://www.steveblank.com/
• Sydney Lean Startup Circle
• Silicon Beach Forum