16. It Resulted in a Few Hypotheses
• Startups were not smaller versions of large companies
• Startups were aboutsearch, not execution
• Entrepreneurs and their VC’s were executing on guesses
• But the facts were outside the building
• Planning needed to come before the plan
35. And Then A Class
MBA 295: Customer Development
Co-taught with: Rob Majteles @ Treehouse Ventures
36. Eric Ries Extends the Model
• Took my class at U.C. Berkeley
• Co-founded IMVU, I sat on his board
– 1st implementation of Customer Development
– Paired it with an Agile Development Model
• Called it the Lean Startup
60. Big Idea - Pedagogy
• From Simulated Entrepreneurship
– Textbooks the content was front and center
– Moved to case studies and business plans
– Internships in startups
• To Hands-On Entrepreneurship
– Content is the passive part – the experience is now
the front end
– Faculty has to be prepared
61. Big Idea - Curriculum
• Separating Search from Execution
• Revolution not evolution
• Huge impact on real world practice
• It will touch all parts of the entrepreneurship
curriculum
63. Business Model Patterns
Replace Cases
63
Nespresso
machines
Nespresso
.com
1 x machine
sales
distribution
channels
coffee
production
facilites
B2C
distribution
production
Nespresso
club
Nespressopo
ds
66. Business Model
Hypotheses
Strategy
OrganizationCustomer Development
Team, Founder-driven
Process Customer Development,
Agile Development
Education Business Model
Design, Customer
Development, Startup team
building, Entrepreneurial
Finance, Agile
Development, Marketing
Instructional
Strategies
Experiential, constructivist, l
earner-centered,
inquiry-based
Search
Operating Plan +
Financial Model
Product Management
Agile or Waterfall Development
Functional Organization
by Department
Organizational
Behavior, HR
Mgmt, Accounting, Modeling
, Strategy, Operations, Lead
ership, Marketing, Manufact
uring
Case, Lecture, Small
Group, Mentorship
Execution
69. Startups Transition
Large
Company
Search Build Execute
Business School Curriculum
• Finance Gov’t& Law
• Leadership Entrepreneurship
• Org Behavior Ethics
• Operations Global Business
• Marketing Accounting
• Strategy Global Mgmt
• Supply Chain Small Business
•Entrepreneurship
70. Introduction to
Startups
Startups Transition
Large
Company
Search Build Execute
ENTR 100
Lean LaunchPad
Experiential Entrepreneurship
ENTR 200 (or ENTR 090 for 5-day)
Business School Curriculum
• Finance Gov’t& Law
• Leadership Supply Chain
• Org Behavior Ethics
• Operations Global Business
• Marketing Accounting
• Strategy Global Mgmt
•EntrepreneurshipSmall Business
71. Creativity &
Innovation
Business Model
Design
Customer Discovery
Markets/Opportunities
Introduction to
Startups
Startups Transition
Large
Company
Search Build Execute
ENTR 100 ENTR 101
ENTR 102 ENTR 103
ENTR 150
Lean LaunchPad
Experiential Entrepreneurship
ENTR 200 (or ENTR 090 for 5-day)
Business School Curriculum
• Finance Gov’t& Law
• Leadership Supply Chain
• Org Behavior Ethics
• Operations Global Business
• Marketing Accounting
• Strategy Global Mgmt
•EntrepreneurshipSmall Business
72. Creativity &
Innovation
Business Model
Design
Metrics That Matter
Startup Finance
Customer Discovery
Markets/Opportunities
Building the Team
Startup HR and Culture
Startup Patent Law
Get, Keep and Grow
Startup Marketing
Introduction to
Startups
Startups Transition
Large
Company
Search Build Execute
ENTR 100 ENTR 101
ENTR 102 ENTR 103
ENTR 104 ENTR 105
ENTR 106 ENTR 107
Lean LaunchPad
Experiential Entrepreneurship
ENTR 200 (or ENTR 090 for 5-day)
Agile Development
Lean Engineering
ENTR 108
User Design
Web/Mobile U/I
ENTR 109
Finding Fuel
Funding for Startups
ENTR 110
Business School Curriculum
• Finance Gov’t& Law
• Leadership Supply Chain
• Org Behavior Ethics
• Operations Global Business
• Marketing Accounting
• Strategy Global Mgmt
•EntrepreneurshipSmall Business
73. Business Model
Hypotheses
Strategy
Organization Customer Development
Team, Founder-driven
Process Customer Development,
Agile Development
Education Business Model Design,
Customer Development,
Startup team building,
Entrepreneurial Finance, Agile
Development, Marketing
Instructional
Strategies
Experiential, constructivist, lear
ner-centered, inquiry-based
Search
74. Business Model
Hypotheses
Strategy
Operating Plan +
Financial Model
Organization Customer Development
Team, Founder-driven
Process Customer Development,
Agile Development
Product Management
Agile or Waterfall Development
Functional Organization
by Department
Education Business Model
Design, Customer
Development, Startup team
building, Entrepreneurial
Finance, Agile
Development, Marketing
Organizational Behavior, HR
Mgmt, Accounting, Modeling,
Strategy, Operations, Leadersh
ip, Marketing, Manufacturing
Instructional
Strategies
Experiential, constructivist,
learner-centered, inquiry-based
Case, Lecture, Small
Group, Mentorship
Search Execution
75. And Then Into Another Class
Engr 245: The Lean LaunchPad
Co-taught with: Jon Feiber @ MDV
Ann Miura-Ko @ Floodgate
77. Taught by Takashi Tsutsumi@ Hosei
Co-taught with Murray Low @ Columbia
Bob Dorf Co-taught with: Jon Feiber @ MDV
Taught by Jim Hornthal
And Four More Schools
Add 5-day version of the class
5-day Version
78. Then It Turned Into Another Class
Co-taught with: Jon Feiber @ MDV
Jim Hornthal @ CMEA
John Burke @ True Ventures
Jerry Engel @ Haas/Monitor Ventures
Bhavik Joshi @ Better Place
Oren Jacob @ Pixar