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Introduction to The Lean Startup

  1. AOL UnU October 23, 2012 INTRO TO LEAN
  2. Danny Boice Co-Founder & CTO, Speek / Resident, AOL Fishbowl Labs Twitter: @DannyBoice Adam Berk Director, Lean Startup Machine Twitter: @AdamBerk
  3. Product/Market Fit ? Customer Development Bootstrapping ? Iterate ? UX Design Eliminate Waste ? Pivot ? Problem/Solution Fit Agile Development ?
  5. A set of processes used Agile to developby entrepreneurscombining Customer and markets, and existingproducts Software Development, software Development platforms (usually FOSS).
  6. Lean = What to build Agile = How to build
  7. What is a “pivot”?
  8. A structured test athe product. new course correction designed toabout fundamental hypothesis Build -> Measure -> Learn -> Pivot or Repeat
  9. What is a “Minimum Viable Product (MVP)”?
  10. An MVP is the smallest thing you can build in order to start measuring and learning. “If you aren'tlate” shipped too ashamed of your product, you - Reid Hoffman
  12. Something is fundamentally wrong
  13. Why do products fail?
  14. Big Idea #1 The vast majority of products fail NOT because it couldn’t be built... but because nobody wanted the product.
  15. Steve Blank
  16. “No business plan survives first contact with customers.” - Steve Blank
  17. Why do products succeed?
  18. Big Idea #2 “The vast majority of [successful] startups abandoned their initial plans and learned what would and would not work in the market.” -Clayton Christensen, The Innovator’s Dilemma
  19. PIVOT!!!
  20. FAILURE The Secret to Success
  21. OMG!!!
  22. Curious...
  24. NOT Black & White
  25. LEAN’s Mission: Entrepreneurship & Product is a Management Science that can be Learned
  26. YOUR Mission: Don’t Waste Time Building Something Before Learning Whether People Actually Want it
  27. Get Out of the Building TALK TO PEOPLE
  28. Customer Development
  29. Who Are They?
  30. Customer Hypothesis & Problem Hypothesis
  31. GOOBing is HARD
  32. What’s the point? • Uncovers how users think and behave • Validates assumptions/removes bias • Shows difference between intent and reality • Provides direction and data instead of opinion or speculation • Provides the ability to inform design
  33. It is NOT • Surveys • Focus Groups • Your Head • Friends & Family
  34. Go in with 2 to 3 objectives and have a real conversation. Brant Cooper Know your goals and questions. Giff Constable Use a script. Ash Maurya Use a script. Ash Maurya
  35. 3-POINT INTERVIEW 1. Has [insert specific problem] been a problem for you? (context) 2. Tell me about the last time you dealt with this problem? (story) 3. What’s your ideal solution for this? (solution)
  36. No Selling Allowed
  37. Talking to Customers What is the Problem? What is the Problem? • Who, What, When, Where, Why, How • Avoid Would & Future Tense • The more you ask someone to imagine something, the less you can trust their data • People SAY and DO completely different things.
  38. Find Early Adopters “FOAMING AT THE MOUTH” 1. Have the problem 2. Know they have the problem 3. Searched for a solution 4. Hacked their own solution 5. Have budget for a solution
  39. LEAN is Complex Be Skeptical of Simple Solutions Be Skeptical of Simple Solutions
  40. 3-POINT INTERVIEW 1. Has [insert specific problem] been a problem for you? (context) 2. Tell me about the last time you dealt with this problem? (story) 3. What’s your ideal solution for this? (solution)
  42. Use the Validation Board
  43. Use the Manual
  44. Use One Another
  45. OBJECTIVE: Learn
  46. MVP Method 3 Stages... 1.Problem Exploration: Exists? Who? 2.Product Pitch: Collect currency 3.Concierge: Deliver customer experience Stages increase in opportunity cost
  47. Minimum Success Criterion Make a Prediction: If we [do this], [numeric] of target customers will [behavior]
  48. Validation Board • It’s a valuable communication tool • 5-7 words in black sharpie • WRITE IN ALL CAPS • Mentors will enforce strongly Following guidelines = better experience
  49. Validation Board Demo
  50. Read the fine print on the Canvas
  51. Get Out of the Building TALK TO PEOPLE
  52. Intensive 3-Day Workshops 200 Workshops Globally in 2013

Hinweis der Redaktion

  1. Danny and Adam - introduce themselves
  2. Danny - here are some of the terms you’ll see and hear around lean. we’ll briefly talk about them throughout this session.
  3. Danny - so to start off I suppose we should answer the most basic question: “What is Lean”. Ask if anyone in audience knows.
  4. Danny - it’s using the scientific method to determine what to build then using Agile and Free Open Source Software to build it.
  5. Danny - A lot of people get confused about the delineation between Lean and Agile. Lean determines WHAT to build. Agile is HOW you build.
  6. Danny - you’ll hear this a lot. ask if anyone knows what a pivot is in the audience.
  7. Danny - A core concept of Lean is to fail fast. Product dev projects typically have a finite amount of money and resources. The secret is to get it right before you run out of cash. building, measuring and learning is key to that. If you got something wrong then validate it objectively as early as possible and adjust before it’s too late.
  8. Danny - MVP, ask if anyone knows what this is in audience.
  9. Danny - This is probably one of the hardest things to do. As product and tech people we tend to want to wait to let users see our app until it’s in a very high quality state. Building an MVP and getting it in front of people is the key to Lean. You have to have just the minimum thing to use to start measuring and learning. The sooner the better.
  10. Hand off to Adam to take majority from here.
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  60. Adam - talk about LSM?
  61. Adam - talk about LSM?