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FILIPPO SCORZA
🎯 INNOVATION CONSULTANT

💣 START-UPS and GROWTH HACKING

♥ DIGITAL VOLUNTEER @SKILLANDO
HOW TO
VALIDATE
IDEAS
PROBABILMENTE
HAI UN’IDEA
HOW TO VALIDATE IT
CHE SULLA
CARTA
SEMBRA
PAZZESCA
HOW TO VALIDATE IT
BUTHOW TO VALIDATE IT
BUT
LE MIGLIORI IDEE SONO INUTILI SE NON
VENGONO TESTATE
HOW TO VALIDATE IT
VALIDARE UN’IDEA SIGNIFICA SAPERE
CHE POTREBBE ANCHE CAMBIARE
DOVRAI ESSERE IN GRADO DI
ACCETTARE IL “PIVOTING”
CONSIDERA IL FALLIMENTO COME
METODO PER LA CONOSCENZA
DI SOLITO
LA TUA PRIMA
IDEA NON SERVE
A NESSUNO
HOW TO VALIDATE IT
ERIC RIES:“SU OLTRE 500 STARTUP
ANALIZZATE, NESSUNA E’ FINITA
SVILUPPANDO L’IDEA INIZIALE”
HOW TO VALIDATE IT
PIVOT
HOW TO VALIDATE IT
HOW TO VALIDATE IT
HOW TO VALIDATE IT
HOW TO VALIDATE IT
YOU WILL FAIL
LET IT GO
HOW TO VALIDATE IThttps://gcemetery.co/
HOW TO VALIDATE IThttps://www.getautopsy.com/
THERIGHT
APPROACH
MAKING
PEOPLE
WANT
THINGS
MAKING
THINGS
PEOPLE
WANT
EXPERIMENT
TEST CARDS
HOW TO VALIDATE IT
SI INIZIA METTENDO
ALLA PROVA LE
IPOTESI PIU’
CRITICHE
HOW TO VALIDATE IT
E PER FARLO
OCCORRE
DISEGNARE
UNA SERIE DI
ESPERIMENTI
HOW TO VALIDATE IT
HOW TO VALIDATE IT
MOLTI IMPRENDITORI STIANO CERCANDO
METODI CHE GLI AIUTINO A PROGETTARE
PRODOTTI E SERVIZI MIGLIORI
HOW TO VALIDATE IT
MOLTI IMPRENDITORI STIANO CERCANDO
METODI CHE GLI AIUTINO A PROGETTARE
PRODOTTI E SERVIZI MIGLIORI
LANCEREMO UNA CAMPAGNA ADWORDS
CON PAROLE CHIAVE “VALUE PROPOSITION”
HOW TO VALIDATE IT
MOLTI IMPRENDITORI STIANO CERCANDO
METODI CHE GLI AIUTINO A PROGETTARE
PRODOTTI E SERVIZI MIGLIORI
LANCEREMO UNA CAMPAGNA ADWORDS
CON PAROLE CHIAVE “VALUE PROPOSITION”
I RISULTATI DELLA CAMPAGNA IN TERMINI
DI CLIC
HOW TO VALIDATE IT
MOLTI IMPRENDITORI STIANO CERCANDO
METODI CHE GLI AIUTINO A PROGETTARE
PRODOTTI E SERVIZI MIGLIORI
LANCEREMO UNA CAMPAGNA ADWORDS
CON PAROLE CHIAVE “VALUE PROPOSITION”
I RISULTATI DELLA CAMPAGNA IN TERMINI
DI CLIC
SE IL CTR SARA’ ALMENTO DEL 3%
(NUMERO CLIC / IMPRESSION)
PROGETTARE
PIU’ TEST CARD
POSSIBILE
HOW TO VALIDATE IT
LEARNING
CARDS
HOW TO VALIDATE IT
SI UTILIZZANO PER
IDENTIFICARE
I 3 FIT
HOW TO VALIDATE IT
PROBLEM - SOLUTION FIT
PRODUCT - MARKET FIT
BUSINESS MODEL FIT
HOW TO VALIDATE IT
HOW TO VALIDATE IT
MOLTI PM SONO INTERESSATI AL VALUE
PROPOSITION CANVAS
HOW TO VALIDATE IT
MOLTI PM SONO INTERESSATI AL VALUE
PROPOSITION CANVAS
CHE 32% DEI PM HANNO CLICCATO SUL
LINK CHE GLI ABBIAMO INVIATO
HOW TO VALIDATE IT
MOLTI PM SONO INTERESSATI AL VALUE
PROPOSITION CANVAS
CHE 32% DEI PM HANNO CLICCATO SUL
LINK CHE GLI ABBIAMO INVIATO (25%)
I PM POSSONO ESSERE UN SEGMENTO DI
MERCATO PER IL NOSTRO CORSO ONLINE
HOW TO VALIDATE IT
MOLTI PM SONO INTERESSATI AL VALUE
PROPOSITION CANVAS
CHE 32% DEI PM HANNO CLICCATO SUL
LINK CHE GLI ABBIAMO INVIATO
I PM POSSONO ESSERE UN SEGMENTO DI
MERCATO PER IL NOSTRO CORSO ONLINE
TESTEREMO UNA CAMPAGNA LINKEDIN
PER VENDERE IL CORSO
HOW TO VALIDATE IT
SCARICA LE TEST CARD
cli.re/LyA4kD
I F W E
{ D O S O M E T H I N G }
O U R { K E Y M E T R I C }
W I L L G R O W B Y { % }
HOW TO VALIDATE IT
DEFINISCI
L’ORDINE DI
IMPORTANZA
HOW TO VALIDATE IT
IPOTESI
CRITICHE
+++ HOW TO VALIDATE IT
TEST
ECONOMICI
++ HOW TO VALIDATE IT
VELOCITA’+
HOW TO VALIDATE IT
HOW TO VALIDATE IT
JENGA
HOW TO VALIDATE IT
CON QUALE
ESPERIMENTO
POSSO IMPARARE
PIU’ IN FRETTA E
CON BUDGET
RIDOTTO? HOW TO VALIDATE IT
AdWORDS
HOW TO VALIDATE IT
LINK UNICO
HOW TO VALIDATE IT
FAKE DOOR
HOW TO VALIDATE IT
KICK STARTER
HOW TO VALIDATE IT
PRODUCT
HUNT/
SHIP
HOW TO VALIDATE IT
HOW TO VALIDATE IT
THE MOM
TEST
HOW TO VALIDATE IT
WRONG
PENSI CHE SIA UNA BUONA IDEA?
HOW TO VALIDATE IT
COMPRERESTI UN PRODOTTO CHE FA
QUESTA COSA?
QUANTO PAGHERESTI PER QUESTO
PRODOTTO / SERVIZIO?
RIGHT
PERCHE’ TI INTERESSA?
HOW TO VALIDATE IT
QUALI SONO LE SUE IMPLICAZIONI?
PARLAMI DELL’ULTIMA VOLTA CHE TI E’
ACCADUTO
MVP
HOW TO VALIDATE IT
HOW TO VALIDATE IT
HOW TO VALIDATE IT
HOW TO VALIDATE IT
HOW TO VALIDATE IT
COSA TI
SERVE
HOW TO VALIDATE IT
• C O D I N G
• M A R K E T I N G
• D ATA A N A LY S I S
B E H AV I O U R A L P S YC H O L O G Y
HOW TO VALIDATE IT
CODING WITHOUT
FRONT END SKILLS
HOW TO VALIDATE IT
CHAT BOT
WITHOUT CODE
HOW TO VALIDATE IT
A/B TESTING
WITHOUT STATISTICS
OR JQUERY
HOW TO VALIDATE IT
DATA ANALYSIS
WITHOUT PYTHON
OR R
HOW TO VALIDATE IT
METRICS
HOW TO VALIDATE IT
THAT MATTER, NO VANITY
CAC
HOW TO VALIDATE IT
HOW TO VALIDATE IT
CAC CAN BE CALCULATED BY SIMPLY DIVIDING
ALL THE COSTS SPENT ON ACQUIRING MORE
CUSTOMERS (MARKETING EXPENSES) BY THE
NUMBER OF CUSTOMERS ACQUIRED IN THE
PERIOD THE MONEY WAS SPENT.
MARKETING INVESTMENT: 100$
CUSTOMERS ACQUIRED: 100 CUSTOMERS
CAC: 1 $/CUSTOMER
HOW TO VALIDATE IT
Total Web visitors 10.000
SEM cost per click €0,50 (€5.000)
Conversion to trial 5% (500)
Trial conversion 10% (50)
N° sales and marketing staff 5
Cost per employee per month €1.650 (€8.250)
CAC
Without headcount costs €100 (5000/50)
With headcount costs €165 (8.250/50)
HOW TO VALIDATE IT
• CONSIDER THE COST PER LEAD AND NOT COST PER
ACQUISITION
• FAILING TO INCLUDE ALL THE COSTS INCURRED IN
USER ACQUISITION SUCH AS REFERRAL FEES,
CREDITS, OR DISCOUNTS
HOW TO VALIDATE IT
• GREAT BUSINESS = CAC PAYBACK < 6 MONTHS
• NICE BUSINESS = CAC PAYBACK EQUAL TO 1 YEAR
• LOW BUSINESS = CAC PAYBACK > 1 YEAR
• UNSTABLE BUSINESS = CAC PAYBACK NEVER REACHED
HOW TO VALIDATE IT
LTV
HOW TO VALIDATE IT
LT V I S A P R E D I C T I O N O F T H E N E T
PROFIT ATTRIBUTED TO THE ENTIRE FUTURE
RELATIONSHIP WITH A CUSTOMER.
(AVG MONTHLY REVENUE PER CUSTOMER * CONTRIBUTION MARGIN PER CUSTOMER) ÷ MONTHLY CHURN RATE
HOW TO VALIDATE IT
MONTHLY CUSTOMER REVENUE: 100$
CUSTOMER GROSS MARGIN: 25% MARGIN
CUSTOMER CHURN RATE: 5%
LTV: 500$
HOW TO VALIDATE IT
LTV = A x S x G
A = DURATION, IN YEARS, OF THE RELATIONSHIP
BETWEEN CUSTOMER AND COMPANY
S = AVERAGE SPENDING OF ONE CUSTOMER PER YEAR
G = EARNINGS PERCENTAGE
HOW TO VALIDATE IT
LTV
HOW TO VALIDATE IT
CAC vs LTV
• INSTABLE BUSINESSES: CAC > LTV
• NICE BUSINESS: LTV / CAC > 3X
• GOOD BUSINESS: LTV / CAC > 5X
• GREAT BUSINESS: LTV / CAC > 7X
HOW TO VALIDATE IT
CHURNFROM HOW TO WOW
REFERS TO THE PROPORTION
OF CONTRACTUAL CUSTOMERS
OR SUBSCRIBERS WHO LEAVE
A SUPPLIER DURING A GIVEN
TIME PERIOD.
ACQUIRING A NEW
USER COSTS ABOUT
7 TIMES MORE THAN
REACTIVATING AN
EXISTING ONE
NPS
HOW TO VALIDATE IT
HOW TO VALIDATE IT
HOW TO VALIDATE IT
HOW TO VALIDATE IT
TOOLS
HOW TO VALIDATE IT
HOW TO VALIDATE IT
HOW TO VALIDATE IT
HOW TO VALIDATE IT
HOW TO VALIDATE IT
HOW TO VALIDATE IT
HOW TO VALIDATE IT
HOW TO VALIDATE IT
HOW TO VALIDATE IT
HOW TO VALIDATE IT
ASK ME
ANYTHING
SESSION

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