1. When the sprint is
too slow
Lean approach in the area
of Startups
http://twitter.com/MKokott

2. Most of the projects nowadays are strugling to improve
productivity and speed
Is yours?

3. For a long time I was helping with Agile/Lean mentoring
and coaching with success

4. I felt almost like hero

5. One day my phone rang…

6. …I had a chance to enter new world…

7. …it was HELL from day 1

8. What would YOU do?

9. I felt choked…

10. …but than I decided to fight back

11. This is what I have tried:
Lean Startup +
Bigger speed
Business
(Agile)
Model Canvas
Customer
Development

12. Bigger speed
(Agile)

13. Nobody knew how the product really look like

14. …because everybody had different manager

15. We have changed organization around functionality

16. Under the lead of one leader

17. This PULLED the next changes to enable effective work
from the teams

18. To ease the cooperation we have introduce
„visualization management”

19. …and we have zipped everything with the sprints

20. With only this we have gain GREAT SPEED
6 months
2 months

21. But than we have challenged the BIGGEST RISK…

22. Like never before I need to find…

23. Approach for
systematic
customer
finding
(Customer
Development)

24. Problem was in fact that now it took too much time…

25. …i nauka przychodziła za późno

26. We have used typical approach…
Release and
Idea Development Testing
sales

27. …when in fact we needed to develop first the
CUSTOMER not the product!

28. I realized that there are DIFFERENT types of CUSTOMERS

29. …and on different level of AWARENESS
Knows how much
5.
budget
4. Tried to develop solution
3. He is ACTIVLY searching for SOLUTION
2. He is AWARE of the problem
1. Problem EXIST

30. Which we could find even without single line of code

31. But how to talk with them?

32. Meeting #1:
Problem vs. Solution fit

33. Meeting #2:
Product vs. Market fit

34. We’ve started to gain new customers

35. There came time for one of the BIGGEST
presentations…

36. They LOVED the idea and asked the MOST EXPECTED
QUESTION

37. Finaly we had a CUSTOMER…

38. …but not the BUYER!!!

39. WTF is Business Model???

40. I didn’t belived I’m on the uknown waters…

41. …so I’ve started from the basics

42. Lean Startup
+
Business Model
Canvas

43. Temporarly

44. Human institution

45. Searching

46. Business model

47. Extreem uncertainty

48. Lean Startup
„Temporary organization used to search for
a repeatable and scalable business model”
Steve Blank
„A startup is a human institution designed
to create a new product or service under
conditions of extreme uncertainty”
Eric Ries

49. Year 1958
Chester Carlson
49

50. 50

52. We needed something „tangable”
We need to have something tengible

53. In other case we have been talking in „different
languages”

54. And we were going to be:
54

55. Than I’ve discovered perfect and simple language

56. Which is simple to extreem
56

57. Wtedy odkryłem idealnie prosty język

58. „There is no Business Plan which survived
the contact with the REALITY”

59. But all of that are ASSUMPTIONS
59 © 2011 Tieto Corporation

60. Test it!!!
© 2011 Tieto Corporation

61. None of the answers is located in the office
61

62. „Customer Teams”, which the only role was
to validate the Business Models

63. So what happened to the project?

64. I’ve spotted PHOENIX rising from the ashes…

65. …which was opening new directions

66. Lessons Learned
Bigger speed Lean Startup +
(Agile) Business
Model Canvas
Customer
Development
„[…] Finaly I’ve understand that the approach is more important than the
„PRODUCT””
„Finaly I knew what we are doing and what is the direction”
„WOW – We can create multiple of new businessess out of this
product!!!”

67. „Innovation differs leader from the followers”
Steve Jobs

68. „Be yourself. All the other roles are
already taken”