75. ユーザーが体感する効能が追いつく
Copyright 2017 Masayuki Tadokoro All rights reserved
https://www.amazon.co.jp/review/R3VKPD4MFYJ8UM/ref=cm_cr_dp_title?ie=UTF8&ASIN=B00LP0FEJG&channel=detail-glance&nodeID
122. Business Model CanvasはPMFが達成できた企業向けである
Key PartnershipはFocusするべきでない,
Key Resourcesは時間で,
Customer Relationshipはカスタマーと話すこと
Key Activityはカスタマーと話してプロダクトを作ること
X
X
X
Business Model Canvasは使わない
X
Copyright 2017 Masayuki Tadokoro All rights reserved
重要でない
重要でない
重要でない
重要でない
Startup Science 2017
234. Shut-up and Listen to Customer!
(黙って、カスタマーの話を聞く!)
Copyright 2017 Masayuki Tadokoro All rights reserved
Focus on listening - not pitching:
カスタマーの声を聞くことがキーである
Startup Science 2017
We found out that painful issue exists through interview to evangelist users
Delight users with experience they will remember
https://www.youtube.com/watch?v=oQOC-qy-GDY
talk to users
21:30
スタートアップが狙うイノベーションのジレンマとは?
What is sustainable innovation?
Innovation takes place based on incumbent value standard
To improve the product without drastic change
It’s important not to be disliked by current customers
スタートアップのビジネスモデルの型とは?
To unbundle of incumbent service/product which is ineffective as too many functions were added.
For example, news paper was unbundled into curation media. crasified ads and adsense solutions
スタートアップのビジネスモデルの型とは?
Incumbent newspaper business
スタートアップのビジネスモデルの型とは?
Optimizing for users by unbundling incumbent newspaper functions
スタートアップが狙うべき市場とは?
There are many unknown secrets out there.
Entrepreneurs are to create future as they discover them and
create business based on them
Stanford Lecure からs
リーンキャンパスの書き方
Business model canvas is for regular corperate or interpreters:
you should not focus on key partnership,
key resource is time,
customer relationship is all about talking to customers,
and key activities are building product and talking to customers
リーンキャンパスの書き方
There are three advantages in lean canvas
Agility: you can write up quickly
Simplisity: you can write up substancial aspects of business in simple manner
Mobility: you can update/share fairly easily
スタートアップにとってもっとも貴重な資源は時間である。
リソースが無くなる前に、最も多く学習したものが勝つ
リーンキャンパスの書き方
This is the order you want to write lean canvas
リーンキャンパスの価値とは?
リーンキャンパスの価値とは?
リーンキャンパスの価値とは?
スタートアップにとっての共通の理解とは?
Lean canvas is the tools though which each member can visualize and confirm “business model”
Groupon started as “the Point”, petition aggregating service for
political movement.
They pivoted by remaining group aggregating feature;
they went public with more than 10 Billion valuation
Grouponは最初はPetitionのサービスだった
Flikrは最初はゲームのサービスだった
Instagramは最初は、Location baseのサービスだった
Best practice pivot
Groupon went IPO with 16.5 billion USD in 2012
At the beginning, Instagram was location sharing service called burbn
Instagramのケース
鍵は、‘unexpected behaviors’ (予想されない行動)を特定し、作り手が考える「どう使われるべきか」ではなく、実際にユーザがどうアプリを使っているか」を見つけること。
Which function would you retain if you can retain only one of them?
Instagramのケース
鍵は、‘unexpected behaviors’ (予想されない行動)を特定し、作り手が考える「どう使われるべきか」ではなく、実際にユーザがどうアプリを使っているか」を見つけること。
サイドプロジェクトで始める
Good start-ups are come from side project.
http://startupjunkies.com/business-plans-and-models/planning/ are generated when the founders
サイドプロジェクトで始める
You job
Resposiblity and accountability
Play a role assigned
Focus on urgency
Constraint with current value chain
Present-tense
Based on current solution
Based on current practice
Side project
Based on curiosity
Play yourself
Focus on importance
Think out of box
No constrain from current operation
Future-tense
Based on new solution
Think backwards from “should-be”
いきなり会社を作ってしまうことの弊害
“We did plan to incorporate Facebook;
we were focusing on what our users wants and
build product to fulfill it”
サイドプロジェクトで始める
Apoorva Metha, Instacart founder, came up with the idea
while he was Amazon employee; he started to build Instacart Beta version
サイドプロジェクトで始める
Jerry Yang and David Filo, stanford students in 1994, create
portal site while they were full time students.
The portal site turned out to be Yahoo!
https://en.wikipedia.org/wiki/History_of_Yahoo!
https://en.wikipedia.org/wiki/Jerry_Yang_(entrepreneur)
サイドプロジェクトで始める
Steve Jobs and Steve Wozniak were geeks on machine; they tried to build machine enabling long-distance free call;
this turned out to be Lisa, the 1st Apple machine
サイドプロジェクトで始める
You should start with idea.
Then decide whether you will make a company
out of it or not
起業家はバイアスに気をつける
Confirmation bias is innate behavior of human being:
you are collecting information in order to prove that your thought is correct
起業家はバイアスに気をつける
You have to start your startup with the thought in your mind that
issues and solution you would assume would be falsified
次のパラダイムシフトを読む
この時期は極めて流動的なので、会社を設立して、株を分割しないようにする
So, to follow this data blindly would be idiotic. We would never pass on an entrepreneur just because they are “too old,” have never started a business or don’t have a specific team composition. We don’t do this because we are good guys; we do this because it’s good business. We generally look for “founder-market fit” – founders who personify their product, business and ultimately their company. In the early days, this usually means building something for themselves or starting a company in a sector where they have deep domain expertise (or both).
Ask yourself:
“If some genius out there will create some solution just for you,
what that would be?”
Brian Chesky, founder of Airbnb, started the service in order to solve his issue i.e.he can not pay rent though he has empty room in his apartment
The best issues you should take on is something you are personally struggling with
Timing is the biggest key for success
http://www.ted.com/talks/bill_gross_the_single_biggest_reason_why_startups_succeed#t-216631
he single biggest reason why startups succeed
Five principles to conduct good interviews
1 Focus on listening - not pitching:
It is not about you talking; it is about to pull insights from interviee
2 Focusing on Now - not future:
The current action/behavior is the best hint to make an assumption for the future.
Assumption for the future is usually wrong
3 Focusing on the concrete - not abstract:
Ask “how many times did that happen” than “how often does it happen”
Ask “please describe actual operation”
Ask “How much do you pay in order to solve issue” than “how much would you pay when the product will be launched”
Ask very specific questions so that you can pull insights
Listening to customer is key
Ask open quesitions
Be quiet for 60 seconds
Dig deeper
“I see, that’s very interesting. Can you elaborate more?”
Face to face でインタビューを行う
1 現在(タスクやオペレーション)をするのにどのように行っていますか?
2 (タスクやオペレーション)を完遂するためのツール、製品、アプリ、裏技などがあれば教えてください
3 もし魔法の杖があって何でもできるとしたら、何をしたいと思いますか?
4 最後にあなたが、(タスクやオペレーション)をしたとき、それをこなす直前に何をしていましたか? また(タスクやオペレーション)を終わらせたとき、何をしましたか?
5 (タスクやオペレーション)について、その他に私が聞くべきことはありますか? -