4. 58 new product ideas to get 1 successful
product
58 个新产品的想法只为获得一个成功
的产品。
5. 66% change their original plans
drastically
66%
大幅改变原来的计划。
6.
7. Not a better Plan A
But a path to a plan that works.
没有更好的计划，
但是有一个可行路径的计划。
8. Lean Startup is a rigorous process for iterating
from a Plan A to a plan that works
精益创业是个重复从计划到可行计划的严谨
过程。
9. Agenda 议程
1. What is a Lean Startup? 什么是精益创业?
2. What does a Lean Startup look like? 精益创
业是什么样子？
3. How can you use Lean to define and measure
progress? 您如何使用精益来定义与衡量过
程？
10. New Idea “Stages of Adoption”
新理念 “采用阶段”
• Ignored 忽视
• Misunderstood 误解
• Obvious – now and before 显而易见－目前和
以前
11. We are Lean because…
我们精益因为…
• we got a great deal on our furniture…
我们买物美价廉的家具…
12. We are Lean because…
我们精益因为…
• we got a great deal on our furniture…
我们买物美价廉的家具…
• we surveyed all our customers and found
that…
我们调查了所有的顾客，发现…
13. We are Lean because…
我们精益因为…
• we got a great deal on our furniture…
我们买物美价廉的家具…
• we surveyed all our customers and found
that…
我们调查了所有的顾客，发现…
• we’ve implemented continuous deployment…
我们已经执行了不断地部署…
14. A Lean Startup is about speed
精益创业就是关于速度
Startups that succeed are those that manage to
iterate enough times before running out of
resources.
创业的成功是管理资源耗尽之前能有足够时
间重复。
- Eric Ries
15. A Lean Startup is about focus
精益创业就是关于专注重点
Focus on the right actions that are important to
the startup, and ignore the rest.
创业最重要的是专注于准确的行动，其他都
不重要。
18. Business model hypothesis
商业模式假设
1. What is the problem I’m solving? 我解决的
问题是什么？
2. Who is the customer? 顾客是谁？
3. How – business model 如何 – 商业模式
19. Lean Startup canvas
Problem Solution Unique Unfair Customer
Value Advantage Segments
Proposition
Top 3 problems Top 3 features Can’t be easily Target customers
Single, compelling copied or bought
clear message
Key that states why Channels
you are different
Activity and worth buying
Activity that Path to
drives retention/ customers
revenue
Cost Structure Revenue Streams
Customer acquisition costs Revenue model
Distribution costs Life time value
Hosting Revenue
People, etc. Gross margin
21. Validate Problem / Solution Fit
验证问题/适合解决方案
Problem/solution Product/market Scale 规模
fit 问题/适合解 fit 产品/适合市
决方案 场
Do I have a problem worth solving?
有没有值得我去解决的问题？
22. Problem/Solution Fit - Lean Canvas
P S UVP UA CS
Top 3 problems Top 3 features Single, compelling Can’t be easily Target
clear message copied or bought customers
that states why
KA you are different CH
and worth buying
Activity that Path to
drives retention/ customers
revenue
C$ R$
Customer acquisition costs Revenue model
Distribution costs Life time value
Hosting Revenue
People, etc. Gross margin
23. Achieve Product / Market Fit
实现产品 / 适合市场
Problem/solution Product/market Scale
fit fit
Have I built something people want?
我是否创建了人们想要的东西？
24. Product development gets in the way of learning
获得产品开发的学习方式
Most learning happens
Some learning 少数学习 here 大多数学习在此
出现
Requirements Development QA Release
要求 开发 质量保证 发行
Very little learning
极少数学习
25. Involve customers throughout product dev
顾客参与整个产品开发
Requirements Continuous Release
要求 Deployment 发行
不断地部署
Customer Customer
Discovery Validation
顾客发现 顾客验证
26. Product/Market Fit - Lean Canvas
P S UVP UA CS
Top 3 problems Top 3 features Single, Can’t be easily Target customers
compelling clear copied or bought
message that
KA states why you CH
are different and
worth buying
Activity that Path to
drives revenue/ customers
retention
C$ R$
Customer acquisition costs Revenue model
Distribution costs Life time value
Hosting Revenue
People, etc. Gross margin
27. Scale - Lean Canvas
P S UVP UA CS
Top 3 problems Top 3 features Single, compelling Can’t be easily Target customers
clear message copied / bought
that states why
KA you are different CH
and worth buying
Activity that Path to
drives revenue/ customers
retention
C$ R$
Customer acquisition costs Revenue model
Distribution costs Life time value
Hosting Revenue
People, etc. Gross margin
28. After Product / Market Fit
后产品 / 适合市场
Problem/solution Product/market Scale
fit fit
Validated learning 验证学习 Growth 发展
Pivots 中心点 Optimizations
优化
29. Start with what matters
从最重要的先开始
P S UVP UA CS
Feature #1
Feature #2
Feature #3
Problem #1 特点 #1 Founders
Problem #2 特点 #2 Marketers
Problem #3 特点 #3
创始人
问题 #1 KA CH 营销人员
问题 #2
问题 #3
C$ R$
30. But also tackle the riskiest part
但也处理最危险的部分
P S UVP UA CS
Something that
can’t be copied
Problem #1 Feature #1 or bought Founders
Problem #2 Feature #2 无法轻易被复 Marketers
Problem #3 Feature #3 制或购买
KA CH Personal
authority
Website
个人
权力
网站
C$ R$
Subscription model: $49 / mo.
订阅模式: 每月$49
31. Formulate falsifiable hypotheses
规划可证伪的假设
Leap of Faith: Being known as an “expert” will drive early adopters
坚信: 被称为“专家”将推动早期采用者
Hypothesis: Blog post will drive > 100 early sign-ups
假设: 博客文章将推动大于一百个早期注册
32. Build accessible dashboards
CH Personal authority will drive early adopters
Hypothesis Metrics Week 1 Week 2
Blog post will drive > 100 early sign-ups Number of teaser 72 20
page sign-ups
Conduct 30-50 customer interviews within Number of customer 5 9
4 weeks interviews
CS Early adopters will primarily be pre-product/market fit companies
Hypothesis Metrics Week 1 Week 2
80% of early adopters will be founders Percentage of 4/5 6/9
interviewees that fit this description
P Problem fit
Hypothesis Metrics Week 1 Week 2
80% of early adopters will vote problem Number of must- 3/3 7/9
as must-have have votes from customer interviews
