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Customer Development/Lean Startup 011910 Class 1
1. Advanced Entrepreneurship:
Customer Development and the Lean Startup
Introduction to the Course
Steve Blank & Eric Ries
sblank@kandsranch.com eric@theleanstartup.com
www.steveblank.com www.startuplessonslearned.com/
2. You Are Here
Plan Liquidity
Company Timeline
Idea 1st Round
3. You Are Here
Plan Liquidity
Company Timeline
Idea 1st Round
4. How do You Get Here
Plan Liquidity
Company Timeline
Idea 1st Round
8. Course Introduction
Course Objectives
Intro and Backgrounds
How the Class Works
Customer Development
9. Course Objectives
Learn how to:
Reduce product/market risk
Organize sales, marketing and business
development when bringing a product to market
Understand its relationship with engineering
Have Fun
Learn from Each Other
10. Course Prerequisites
Officially – none
Realistically:
Experience in bringing a new product to market
Entrepreneurship 295 or equivalent
Have written a business plan
12. Introduction: Steve Blank
8 startups in 20 years
2 strikeouts Rocket Science, Ardent
2 walks ESL, Zilog
2 singles Convergent, MIPS
1 double SuperMac
1 home run E.piphany
Non profits: Audubon, POST, Coastal Commission,
CLCV, Trustee UCSC
Blog: www.steveblank.com
Twitter: sgblank
13. Introduction: Eric Ries
Author: Lean Startup, co/author Black Art of Java
Game Programming
Company: Co-founder/CTO IMVU
There.com
Co-founder Catalyst Recruiting
Blog: www.startuplessonslearned.com
Twitter: ericries
14. Introduction: Class
Why are you taking the class?
How many of you have:
Been in start-ups?
Been in a startup that failed?
Raised or tried to raise money?
How many are:
Sales, marketing or business development?
Engineers?
15. How the Class Works
Syllabus
3 Application Exercises
Research Project
Grading
Research Project (50%)
Application Exercises (25%)
Class Participation (25%)
16. Class Issues
Tech-heavy
Enterprise-heavy
For-profit versus non-profit
Startups versus existing companies
Methodology focused on product/customer
risk reduction
Doesn’t work for technology risks (i.e Biotech)
Doesn’t match your experience or opinion
17. Logistics
Steve Blank and Eric Ries
sblank@kandsranch.com eric@theleanstartup.com
18. How the Class Works
Part 1
Class Case Application Research
Exercise Project
Class 2/Jan 26th Three Types of In & Out
Startups Burger
Class 3/Feb 2nd Customer E-Ink Market Type Think!
Development
Class 4/Feb 9h Discovery - Part 1 Webvan/ Team Selection
Amazon
Class 5/Feb 16th Discovery – Part 2 IMVU/ Draft Concept
Linden Labs
Class 6/Feb 23rd Discovery – Part 3 Motive Approved
Concept
Class 7/Mar 2nd Validation Part 1 Wildfire Discovery
Class 8/Mar 9th Validation Part 2 HPKittyhawk
19. How the Class Works
Part 2
Class Case Application Research
Exercise Project
Class 9/Mar 16th Creation - Part 1 Ecton
March 23rd No Class
Class 10/Mar 30th Creation – Part 2 Erox
Class 11/Apr 6th Creation Cases Tivo Interviews
Done
Class 12/Apr 13th Building - Part 1 Documentum Customer Creation
Class 13/Apr 20th Building - Part 2
Class 14/Apr 27th Wrapup
Final Paper Due 5/4/09
20. Study.Net
All materials are on Study.Net
Syllabus
Reading
Assignments
Presentations (after each class)
21. Reading
Class Text: Four Steps to the Epiphany
Assigned Reading: In Reader
Blogs: www.steveblank.com
http://startuplessonslearned.com/
Presentations: www.slideshare.net/
Google Group: http://groups.google.com/group/lean-startup-circle
Twitter: sgblank
ericries
watch http://www.youtube.com/watch?v=R2lE3fgj7QA for what you could be in store for
22. The Course
Steve Blank and Eric Ries
sblank@kandsranch.com eric@theleanstartup.com
23. Customer Development
Business Plans
The Value of “Models” for an Entrepreneur
Key Concepts
Market versus Technology Risks
Vertical Markets
Three Types of Startups
24. The Top Lies of Venture Capitalists
1. “I liked your company, but my partners didn't.”
2. “If you get a lead, we will follow.”
3. “Show us some traction, and we'll invest.”
4. “We love to co-invest with other venture capitalists.”
5. “We're investing in your team.”
6. “I have lots of bandwidth to dedicate to your company.”
7. “This is a vanilla term sheet.”
8. “We can open up doors for you at our client
companies.”
9. “We like early-stage investing.”
Source: Guy Kawasaki
25. The Top Lies of Entrepreneurs
1. “Our projections are conservative.”
2. “(Big name research firm) says our market will be $50 billion in 2010.”
3. “(Big name company) is going to sign our purchase order next week.”
4. “Key employees are set to join us as soon as we get funded.”
5. “No one is doing what we're doing.”.
6. “No one can do what we're doing.”
7. “Hurry because several other venture capital firms are interested.”
8. “Oracle is too big/dumb/slow to be a threat.”
9. “We have a proven management team.”
10. “Patents make our product defensible.”
11. “All we have to do is get 1% of the market.”
Source: Guy Kawasaki
27. Business Plans – Why?
Why write a plan?
VC’s require it
Planning (Strategic/Financial/Ops)
Articulate Bus Model/Assumptions
What’s wrong with a plan?
Static
Execution Oriented
28. The Value of “Models”
Model = shorthand for complicated idea
This class teaches a “model” for product
introduction
How to reduce risk for customer/market fit
Side effect is rethinking timing in Sales,
Marketing & Business Development
29. Timmons Model of Entrepreneurship
(The Business Plan)
Communication
Resources Opportunity
Business
Plan
Creativity Leadership
Team
31. New Product Introductions
What’s the Model?
New Product introduction models
Checklist of what to and when to do it
Market size and business case
Models try to ensure that product matches market
Technology and development “gates”
35. Venture Capital Model of a Startup
(Execution)
Concept/ Product Alpha Test/ Launch/
Bus. Plan Development Beta Test 1st Ship
36. New Product Introduction
It Doesn’t Always Work
New Product Development Process
Works great for some new products, fails
miserably for others
Products usually are late, over cost
Typically fails to understand and satisfy
customer needs
Why?
37. Issues in New Product Intros
Current models:
Confuse product development process with
customer needs
Treat all startups as the same
We need a New Product Intro Process
Reduces Market RiskSimple, understood by all
Founders commitment
Cross function organization
Solid homework
38. What is a startup?
A startup is a human institution designed to
deliver a new product or service under conditions
of extreme uncertainty.
Nothing to do with size of company, sector of the
economy, or industry
39. Entrepreneurship is management
Our goal is to create an institution, not just a
product
Traditional management practices fail
“general management” as taught to MBAs
Need practices and principles geared to the
startup context of extreme uncertainty
40. Value vs. Waste
In a lean transformation, question #1 is – which
activities are value-creating and which are waste?
In traditional business, value is created by
delivering products or services to customers
In a startup, the product and customer are
unknowns
We need a new definition of value for startups
41. Traditional Product Development
Unit of Progress: Advance to Next Stage
Waterfall
Requirements
Specification
Design
Problem: known
Solution: known
Implementation
Verification
Maintenance
42. Agile Product Development
Unit of Progress: A line of Working Code
“Product Owner” or in-house customer
Problem: known
Solution: unknown
43. Product Development at Lean Startup
Unit of Progress: Validated Learning About Customers ($$$)
Customer Development
Hypotheses,
Problem: unknown Experiments,
Insights
Data,
Solution: unknown Feedback,
Insights
44. Two Kinds of Waste
Type 1 waste – “activities which generate no
value but are currently necessary to create value”
Requires a change in structure
How do we prioritize?
Type 2 waste – “activities which create no value
and could be eliminated immediately”
Requires only a change in behavior
Usually caused by “best practices”
45. Speed
Wins
IDEAS
LEARN BUILD
DATA
CODE
MEASURE
46. Customer Development
Turns Market Risk/Product Fit Hypothesis into Facts
Customer Customer Customer Company
Discovery Validation Creation Building
Discovery: Test hypotheses i.e. problem and product
Validation: Build a repeatable and scalable sales process
Creation: Create end-user demand and fill the sales pipeline
Building: Scale via relentless execution
47. Lean Startup Advantages
Customer
Development
Builds low-burn companies by design "
Low cost market risk testing"
Agile
Product
Organized around learning and Development
discovery"
Right model for current conditions"
The next wave of capital efficient startups!
48. This is Our Class
Hypotheses,
Problem: unknown Experiments,
Insights
Data,
Solution: unknown Feedback,
Insights