6. “For years we’ve treated startups like
they are just smaller versions of a large
company. However, we now know that
a startup is a temporary organization
designed to search for a repeatable
and scalable business model.” 1
Steve Blank
1
http://steveblank.com/2012/03/05/search-versus-execute/
8. In a startup everything is new and uncertain.
You’re in uncharted territory.
Without a map, without a compass,
where do you go?
Make sure you have data from day one!
Really. Stop what you’re doing and go get it.
14. function startExperiment(experiment) {
$('#optimizely_toggle_running').text
('Starting...');
optly.put('experiments/' + experiment.id,
{'status': 'Running'}, function(response) {
// Running
$('#optimizely_toggle_running').text('Click to
pause');
});
}
function createExperiment() {
experiment = {}
experiment.description = "Feed after 12am”;
optly.post('projects/1/experiments', experiment);
}
function createVariation(experiment, index, newTitle,
weight) {
// Generate variation code
var variationTemplate = '$(".post-$POST_ID .entry-
title a").text("$NEW_TITLE");';
var code = variationTemplate
.replace(/$OLD_TITLE/g, originalTitle)
.replace(/$NEW_TITLE/g, newTitle)
.replace(/$POST_ID/g, postId);
// Request data
var variation = {
"description": newTitle,
"js_component": code,
"weight": weight
}
optly.put('variations/' + experiment.variation_ids
[1], variation, onVariationCreated);
}
}
Test all your
assumptions
& learn which
things work
15. What we know
we know
What we know
we don’t know
What we don’t
know we know
Knowns & unknowns
What there is to know
Whatwecomprehend
Unknown
Known
Known Unknown
What we don’t
know we don’t
know
16. experiment ○ test all your assumptions
learn ○ about your business
reduce uncertainty ○ use data as a compass
get data ○ it’s your best friend
19. Empathy
Stickiness
Virality
Revenue
Scale
GrowthRate
I've found a real, poorly-met need a
reachable market faces
LEAN ANALYTICS
STAGE
"GATE" NEEDED
TO MOVE FORWARD
I've figured out how to solve the
problem in a way they will adopt
and pay for
I've built the right product /
features / functionality that keeps
users around
The users and features fuel growth
organically and artificially
I've found a sustainable, scalable
business with the right margins in
a healthy ecosystem
I can achieve a successful exit for
the right terms
GROWTH
23. “We are a public entity, and management
made the decision that we would not
purchase any cloud subscriptions for this
year. So, once we have budgeting come back
around in October, maybe we can revisit our
needs then”
- an email from one of our customers last week
Budgets are for losers
24. steal ○ tactics
lie ○ about features
beg ○ for feedback
grow ○ before the money is gone
