The document discusses key concepts in lean startup methodology, including building business models focused on customer development rather than business plans, developing minimum viable products to test hypotheses, and using an iterative build-measure-learn process. It provides examples of how startups should focus on building products that solve customer pains and create gains rather than features, and emphasizes conducting customer interviews to gather evidence and test hypotheses about the business model.

1. Startup Dhaka

2. Key Lean Startup
Concepts
Uncertainty and Scarce Resources

3. Lean Startup Innovations
Old School
• Business Plan First
• Startups = Small
Companies
• Linear Process
• Product Development First
• Beta Test
New School
• Business Model First
• Startups = Temporary Search
Organizations
• Iterative Process
• Customer Development First
• Minimum Viable Product

4. Customer
Development

6. • What Needs to be True for Your
Business Model to Work?
• Evidence from Interviews
• Hypotheses Cannot be Trite,
Ridiculous, or Non-Confirmable
• Why, Why, Why, Why, Why?
Hypothesis Development

7. Build-Measure-Learn Cycle

8. What Most Startups Want to Build

9. What They Should Build First

10. Eventually Build This

11. Business Model
Canvas

12. Source: http://businessmodelgeneration.com/downloads/business_model_canvas_poster.pdf
PRODUCT-MARKET FIT

13. Customer Archetype

15. Value Propositions

16. Pains and Gains – NOT Features
Pain Killers
• Reduce Waste
• Kill Frustration
• Fix Underperforming
solutions
• End Customer Challenges
• Wipe Out Negative Social
Consequences
• Eliminate Risk
Gain Creators
• Create Savings
• Better Outcomes
• Customer Delight
• Ease Work Flow or Life
• Create Positive
Consquences

17. http://www.behaviormodel.org/

18. Case Studies

20. Technical Insight

21. Market Insight

22. Initial Value Proposition: Accuracy

23. Tactics: VP Ranking
Pain Killers Gain Creators
Relevance 1. Test Strip Cost
2. Delivery/ Payment
3. Meter Cost
4. Small Sample Size
5. Alternative Site Testing
(Less Pain)
1. Test Speed
2. No Coding
3. Large Display
4. Form Factor
5. Memory
Frequency 1. Small Sample Size
2. Alternative Site Testing
3. Test Strip Cost
4. Delivery/ Payment
5. Meter Cost
1. Test Speed
2. Large Display
3. Form Factor
4. Memory
5. No Coding

24. Prototype v MVP

25. Value Proposition

26. Team Privacy
Protect privacy for users of location-based services (LBS)

27. The Business Model Canvas: ver 1.0
Creating
awareness
educational
Technology
Privacy
advocacy
groups
Developing
costs
Marketing
costs
App revenue (or free?)
trust
Building trust
Smart phone
users uneasy
about privacy
Perception of
enhanced
privacy
Own website
Consumers
Don’t Care
About
Location
Privacy

28. The Business Model Canvas: ver 2.0
Creating
awareness
educational
Technology
Developing
costs
Marketing
costs
trust
Building trust
Social
Network
Providers
Security of
Company
Geodata
Companies
uneasy about
employees’
online activities
Companies subscription charges
Own website
Avoid direct
employer ->
employee
monitoring
We Have No
Key
Technology
Resources

29. The Business Model Canvas: ver 3.0
??? Consumers
???
Companies
???
Understanding
Aggregate Info
for Large
Hidden
Databases in
Real-Time
Without
Crawling
???
Technology ???
???
Government
Agencies

30. How to Get Interviews
• Friends and Families
• Introductions
• Affinity Networks
• Traditional Networking
• Cold Calls
• LinkedIn

31. 12 Interview Tips
1. One person at a time
2. Know your goals and
questions ahead of time
3. Separate behavior and
feedback in discussion
4. Get psyched to hear things
you don’t want to hear
5. Disarm “politeness” training
6. Ask open ended questions
7. Focus on actual behavior, not
speculative or abstract feelings
8. Listen, don’t talk
9. Follow your nose and drill
down
10. Parrot back or misrepresent
to confirm
11. Ask for introductions
12. Write up your notes as
quickly as possible
Source: http://giffconstable.com/2011/07/12-tips-for-
customer-development-interviews-revised/