Post on 18-Jul-2015
transcript
The Lean Startup
Frido van Driemfridovandriem.zeef.com
@fridovandriemCo-Founder & Chief Evangelist
#startuplean #ZEEF
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I have an idea!
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Lean Startup Machine - Rotterdam 2012
FaceCareerThe Career MatchMaker
Business plan
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Excel prediction
Me
Failed!
Business Plan
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“No business plan survives first contact with customers”
- Steve Blank
Idea is no product!
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The Lean Startup
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Eric Ries
“Validated learning”
History of “Lean”
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“Work can be studied scientifically and can be improved through rigorous experimental approach”
Winslow Taylor - 1911
Scientific Management
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“Lean manufacturing” - Reducing waste
Toyota: 1990
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The Lean Startup: 2011
“Startup success can be engineered by following the process, which means it can be learned, which means it can be taught.”
- Eric Ries
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Validated learning
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Vision
Strategy
Product Optimization
Pivot
Steering your startup
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Example: ZAPPOS
“Chase the vision, not the money, the money will end up following you”
- Tony Hsieh
Old approach
“I need $300,000 to build a website where you can buy shoes. Here is my business plan”
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New approach
Test and validate the riskiest assumption:
“Will people buy shoes online?”
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Important
Before the test:
“What do I think will be the result?”
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Get out of the building
“There are no facts inside your building…, so get the heck outside”
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MVP: Minimum viable product
Pictures of shoes online
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Customer discovery
Pivot
“A pivot is a change in your strategy”
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Change the process
“The definition of insanity is doing the same thing over and over and expecting different results”
- Albert Einstein
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Feedback loop continues
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Product market fit
“Make things people want”
- Paul Graham Y Combinator
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How to measure product market fit?
“How would you feel if you could no longer use ZAPPOS?"
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Fire up the engine of growth
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Testing your Distribution channels● Viral Marketing● PR● Search Engine Marketing● Social and Display AD● Offline ADS● SEO● Content Marketing● Email marketing● Blogs● Affiliate programs● Speaking engagements
Source: Traction “A Startup Guide to Getting Customers”
Convert users
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Growth hypothesis
Distribution channel Traffic CTR Conversion % Total users
Techcrunch 300,000 10% 25% 7,500
Dave McClure 30,000 10% 25% 750
Mashable 500,000 10% 25% 12,500
Source: Traction “A Startup Guide to Getting Customers”
Example: Startup ‘Mint - Track your finances’
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Conclusion
“The way to get startedis to quit
thinking and
start testing”
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startup.zeef.com
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