2. GDa
Velkommen
Kort oppsummering og repetisjon fra forrige uke - Del 1
Presentasjon fra bedriftene
Eksperimenter og hypoteser + Øvelse 1
MVP + Øvelse 2
Oppsummering og veien videre
torsdag 16. mai 13
4. lE sTTuP EtH - 3 CPoNTs
business model design - canvas with testable hypotheses
customer development - get out of the building and test the
hypotheses
agile development - building a minimum viable product (mvp)
torsdag 16. mai 13
5. UsISs DL EGn
He SiNS MEl NS
lE yO LoO At L
bUDiN BlO oF OR
bUNeS On E PE.
AcH OmPEnT OnTNS
a RiE Of PtHSiS HT
yO NeE To St.
Lean Canvas is adapted from The Business Model Canvas (BusinessModelGeneration.com) and is licensed under the Creative Commons Attribution-Share Alike 3.0 Un-ported License.
Problem
Top 3 problems
Existing
Alternatives
Solution
Top 3 features
Unique Value
Proposition
Single, clear
compelling
message that
states why you
are different and
worth buying
High-Level
Concept
Unique Value
Proposition
Single, clear
compelling
message that
states why you
are different and
worth buying
High-Level
Concept
Unfair Advantage
Can’t be easily
copied or bought
Customer
Segments
Target customers
Early Adopters
Problem
Top 3 problems
Existing
Alternatives
Key Metrics
Activity that
drives retention/
revenue
Unique Value
Proposition
Single, clear
compelling
message that
states why you
are different and
worth buying
High-Level
Concept
Unique Value
Proposition
Single, clear
compelling
message that
states why you
are different and
worth buying
High-Level
Concept
Channels
Path to customers
Customer
Segments
Target customers
Early Adopters
Cost Structure
Customer Acquisition Costs
Distribution Costs
Hosting
Staff etc.
Cost Structure
Customer Acquisition Costs
Distribution Costs
Hosting
Staff etc.
Cost Structure
Customer Acquisition Costs
Distribution Costs
Hosting
Staff etc.
Revenue Streams
Revenue Model
Life Time Value
Revenue
Gross Margin
Revenue Streams
Revenue Model
Life Time Value
Revenue
Gross Margin
Revenue Streams
Revenue Model
Life Time Value
Revenue
Gross Margin
1
torsdag 16. mai 13
6. UsTER EvEPNt
wH ArE Ou IlL N T bUDN?
- Steve Blank
2
Search Execute
Problem/Solution
Fit
Product/Market
Fit
Scale
Pivots Optimizations
Validated Learning Growth
Method
How to change
Objective
torsdag 16. mai 13
7. GE EvEPNt3
Steve Blank, Harvard Business Review 2012
IDEAS
CODEDATA
BUILD
MEASURE
LEARN
Meur AEr
OE AErlEN AEr
torsdag 16. mai 13
9. aRId BeDFtE SiD St
Hver bedrift presenterer:
Problem intervju - resultater og erfaringer
Presentasjon av oppdatert “Lean Canvas” forretningsmodell
Vurderer dere en pivot?
Refleksjoner fra boken og forrige kursdag
10-15 minutter pr bedrift
torsdag 16. mai 13
11. lE cAAs: PBlE / JS T Be Ne
A job to be done is a fundamental problem/need that a customer
faces. It can be functional, social or emotional.
Examples:
Listen to music while jogging
Manage personal finance at home
Clean clothes at home
sIAtIAl NXt
CtI Rb
oBCt
torsdag 16. mai 13
12. RoBM NtEIEw
Validate your hypotheses
Key questions:
Who has the problem/pain - Is
this a viable customer segment?
What are you solving? How do
customers rank the problems?
Who is the competition - How
do you customers solve these
problems today?
torsdag 16. mai 13
14. OlUON NtEIEw
Validate your hypotheses
Key questions:
Who has the pain? (customer
segment)
How do you solve their problems?
(solution)
What will they pay? (revenue)
torsdag 16. mai 13
16. Et T O ThE UiLNg EA
Set up a booth - do a public
demo
Interview potential customers
Put your office where the
customers are
Throw a party
Talk to exerts in the field
Find the decision makers
Ask for introductions
Pre-orders
Landing-pages
Go to conferences
Work for free for your customer
torsdag 16. mai 13
17. eX cRErI P/ I
Do you have product/solution fit?
Are your top problems (or JBD) validated by customers?
Are they willing to pay for it?
Can you solve it?
Problem/Solution
Fit
Product/Market
Fit
Scale
torsdag 16. mai 13
18. OW WHA?
Do you have problem/solution fit?
1 minute for each company
What are you planning next?
Pivot?
Continue at Problem/Solution Fit Stage?
Proceed to Product/Market Fit Stage?
Problem/Solution
Fit
Product/Market
Fit
?
torsdag 16. mai 13
23. IaBItY EsTG
Landing page
Concierge
Wizard of Oz
Prototypes (paper/html/
Physical)
Video
Wireframe/Mockups, similar
products
Test apps / Free apps
Crowd-Funding test
torsdag 16. mai 13
24. lE cAAs: WHaT S A HyPHIs
Falsifiable hypothesis = (Specific action) will (expected measurable
action).
Examples:
Leap of faith: Begin know as an “expert” will drive early adopters.
Hypothesis:
Blog post will drive > 100 early adopter sign-ups.
Product recommendation from friends will drive > 10% purchases/likes.
torsdag 16. mai 13
25. eXCE 1 - XpEMTs
WHaT O ER YpOEI XpEMTs
What are you trying to learn?
Use this format:
Falsifiable hypothesis = (Specific action) will (expected measurable
action).
What type of experiments can you use to validate your hypothesis?
torsdag 16. mai 13
26. WHaT O ER YpOEI XpEMTs
What are you trying to learn?
Use this format:
Falsifiable hypothesis = (Specific action) will (expected measurable
action).
What type of experiments can you use to validate your hypothesis?
eXCE 1 - XpEMTs
torsdag 16. mai 13
29. “The minimum viable product is that version of a new product which
allows a team to collect the maximum amount of validated learning
about customers with the least effort."
- Eric Ries
torsdag 16. mai 13
30. InIM VBlE RoDT
Featureset/Capabilites:
Start with the “must haves”
Drop “nice to haves”
Deliver/Sell in iterations if possible
Objectives:
Start iterating trough Build-Measure-Learn (LEARNING)
Validating market demand
torsdag 16. mai 13
31. InIM VBlE RoDT
Do not build the “actual” product before you have to - only what you
need to test!
Low Fidelity MVP
i.e.Wireframes / Concierge
High Fidelity MVP
i.e.Video / Prototypes / Demos / Test Apps
torsdag 16. mai 13
34. m Expl
Concierge
Wizard of Oz
Prototypes
Video
Test apps / Free apps
Rapid Development SW
3D printed HW
Arduino Electronics HW
torsdag 16. mai 13
38. XeRSE 2
Kom opp med minst 2 ulike forslag på hvordan du kan lage en Low-
Fidelity MVP og 2 forslag for en High Fidelity MVP for din bedrift.
Discuss in 10 minutes (2 and 2)
Present 3 minutes
torsdag 16. mai 13
39. OW Fili m Hh Fili m
Describe two Low Fidelity MinimumViable Product (MVP) ideas for your company, and how you intend
to test them.
Examples: Wireframes / Concierge
Describe two High Fidelity MinimumViable Product (MVP) ideas for your company, and how you intend
to test them.
Examples: Video / Prototypes / Demos /Test Apps
eXCE 2 - m
torsdag 16. mai 13
42. vEN VER
Hvordan ser veien videre ut? Tanker fra hver bedrift.
Founders Dilemma - Per Arve
Bøker / Web ressurser
Feedback på workshopen fra deltakerne
torsdag 16. mai 13
