1. POWERED BY:
City Coordinator:
Mario López de Ávila

2. Congratulations &
Welcome
Congratulations
On taking the NEXT step to launch your startup!
Welcome
NEXT is a five week, part time, pre-incubator program for early
stage startups.
• Validate your idea
• Work with mentors
• Network with other entrepreneurs
• Learn how to fund your startup – via bootstrapping or fundraising
• Become a more well-rounded founder

5. SmartSheet

6. What To Expect During
NEXT?in the park!
Not a walk
•Getting out of the building and interviewing customers is hard work –
sometimes more work then building a product!
•NEXT and Customer Discovery (if done right) will save you years of your
life working on the wrong idea
Mentors are here to help and educate
•Respect their time and come prepared
•Mentors can only help if you have done the work and have new data,
challenges, etc. to work through
Have fun and talk with your fellow entrepreneurs!
•You can learn a ton from the guy or girl sitting next to you

7. Lecture 0: Before you Get Started
Lecture 1: What We Know Now
Lecture 1.5A: Business Models & Customer Development
Lecture 1.5B: Business Models & Customer Development
Prerrequisite Coursework
Enroll on Udacity ‘How to Build a Startup’

8. Watch
How to Do Customer Discovery Interviews
with Steve Blank
http://startupweekend.wistia.com/medias/tao3s8hf7l
Steve Blank’s Customer Discovery Checklist
http://startupweekend.wistia.com/projects/zt618zz0r7
Read
http://www.inc.com/steve-blank/how-test-prototype-minimum-viab
Prerrequisite Coursework
Customer Discovery

9. Register for the Startup Owner’s
Manual Checklists
http://startupchecklists.zoomstra.com/self-reg/38fdd09d29d0aec
Once registered you must complete the
following workbooks:
•The Customer Development Model
•Customer Discovery, Phase One - State Your Business Model
Hypothesis
Prerrequisite Coursework
The Startup Owner’s Manual Checklists

10. Watch Alexander Osterwalder’s
Presentation
http://steveblank.files.wordpress.com/2012/04/osterwalder-gues
Prerrequisite Coursework
The Business Model Canvas

11. What Will Be Covered?
Week 1:
Customer
Discovery
 Overview of the
theory and
tactics of
Customer
Development
Week 2:
Big markets Big
ideas
 Help founders
understand if
this idea is big
enough and
worth spending
5 years of their
life on
Week 3:
Fundability

Does your
startup meet
the criteria of
being fundable?

How do VC’s
and investors
look at ideas?

How do deals
really get
funded?
Week 4:
Communicate your
idea
 How to position a
product or
company
competitively

Key components
of communicating
your idea to
others, besides a
partner or cofounder

Successfully
pitching investors
Week 5:
Go to market

How are you
going to sell
your product
and get
customers?

Marketing
strategies and
business
models that fit
your
product/service

12. 19 de noviembre Class 1 Program Kick Off
‘Customer Discovery’
26 de noviembre Class 2 Workshop
‘Value Proposition’
‘Customer Segments’
3 de diciembre Class 3 Workshop
‘Fundability’
10 de diciembre Class 4 Workshop
‘Communicating ideas’
‘16 diciembre Class 5: Closing
‘Go to market’
Program

13. •Lecture Groups [30 minutes]
•Team Presentations [60 minutes]
•Peer Review [60 minutes]
•Assignment for next week: Read,
Watch, Do [30 minutes]
Workshops structure

14. •Help teams set reasonable, achievable goals
•Guide the teams to go “one step at a time,” not to rush
ahead
•Make sure every mentor session ends with a detailed
weekly work plan, identifying commitments from each team
member
•Hold all team members accountable for their assignments
•Find or fix their weaknesses: plan, model, people, product,
blurry findings
•And, of course, help them find the roadmap to success
•Coach your team on its final presentation skills and
rehearse them and find a friend or two to give them a
“dress rehearsal”
Mentors’ job

15. Why you are in the room?
Everyone here should meet one (or more) of the following
points:
• Wants to know how to fund their startup or make it more fundable
• Wants to bootstrap their idea into growth and product/market fit
• Get feedback on their idea or find out if this is really a good idea
• Leave their day job for their own company
Individuals that want to:
• Find co-founders
Teams that want to:
• Test their working relationships
• Get into an Accelerator/Incubator
People that listen and are coachable
• Mentors aren’t going to give the answers; they will ask better questions about your idea. If
you don’t want to be challenged, you’re in the wrong program
• Investors, accelerators, etc. place a big emphasis in backing coachable entrepreneurs, so
you can start building or practicing that skill

16. Ground rules
Be prepared to:
• Do the weekly homework and watch the videos
• Do interviews with potential customers out of the class time
• Be honest, open and coachable, and most importantly, ready to learn
• Update your Business Model Canvas
Present your Observations
•If you haven’t done the work, DON’T present last week’s work
What if you drop your idea during NEXT?
• Stay in the program and work on a pivot!
• Ask to help another team – doing the work is how you will learn
• Begin to better understand the material to use for your NEXT idea
• The extra weekly content topics are built around the basic concepts
every accelerator and investor expects founders to understand

18. Are you
ready
to
learn?

19. Inscríbete aquí: www.aespain.org > NEXT MADRID
https://docs.google.com/forms/d/1z_11L4nRt3OV-Vn9Ew-MPsRd1rxr1aDe2RWd2Td7vaY/viewform