Post on 21-Oct-2014
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LEAN startupTecnologia & Inovação
“PROGRESS in manufacturing is
measured by the production of high
quality goods. The unit of progress for
LEAN STARTUPS is validated learning
- a rigorous method for demonstrating
progress when one is embedded in the
soil of extreme uncertainty.
Tecnologia & InovaçãoTecnologia & Inovação
CustomerDiscovery
CustomerValidation
Problem: Unknown Solution: Unknown
CustomerCreation
Costumer Development
ScaleCompany
Hypotheses, Experiments, Insights
Data, Feedback, Insights
User Stories
ArehitecturalSpike
ReleasePlanning
Iteration AcceptanceTest
Spike
Requirements
SystemMetaphor
ReleasePlan
LatestVersion
Bugs
Next Iteration
CustomerApproval
UncertainEstimates
ConfidentEstimates
Test Scenarios
SmallReleases
New User StoryProject Velocity
Mix----Tecnologia & InovaçãoTecnologia & Inovação
The Lean Startup
Ideas
Build CODE FASTER
Unit TestsUsability TestContinuous IntegrationIncremental DeploymentFree & Open-Source ComponentsCloud ComputingCluster Immune SystemJust-in-time ScalabilityRefactoringDeveloper Sandbox
CodeData
Measure
LearnLEARN FASTER
Split TestCustomer InterviewsCustomer DevelopmentFive Whys Root Cause AnalysisCustomer Advisory BoardFalsifiable HypothesesProduct Owner AccountabilityCustom ArchetypesCross-functional TeamsSmoke Tests
MEASURE FASTER
Split TestsClear Product OwnerContinuous DeploymentUsability TestsReal-time MonitoringCustom Liaison
Funnel AnalysisCohort AnalysisNet Promoter ScoreSearch Engine MarketingReal-Time AlertingPredictive Monitoring
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Create a Business Model SketchThe first vision of your Business Canvas
Suppliers
Customers
Competitors
Margin
Costs:(Fixed, Variable)
Inputs:(Labor, Materials, Assets...)
1
23
4
5
Tecnologia & InovaçãoTecnologia & Inovação
Verify Early Hypothesis Using Qualitative Methods
Hypothesis Validation
Exploratory Interviews
Problem Interviews
Tecnologia & InovaçãoTecnologia & Inovação
Create the Validation CanvasAims to document validated and invalidated assumptions and pivots
Track Pivots Start Pivot 1 Pivot 2 Pivot 3 Pivot 4
Design & Analyse Experiments
RiskiestAssumption
Invalidated Validated
MVP Stage
CostumerHypothesis
ProblemHypothesis
SolutionHypothesis
1 2
3 4
5 6
1 2
3 4
5 6
Core Assumptions
MinimumSuccessCriterion
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Google AdwordsFacebook Ads
Others(Depending on your BP channels)
Landing PagesMock-ups & MVPsFan pagesOthers
Tecnologia & InovaçãoTecnologia & Inovação
Verify Solution Hypothesis using Quantitative Methods
Create your Business CanvasAims to document the different business aspects of your startup
Tecnologia & InovaçãoTecnologia & Inovação
Ash Maurya’s Lean CanvasAdapted from the Business Model Canvas
Problem
PRODUCT MARKET
Top 3 problems Top 3 features
Key activitiesyou measure
Customer Acquisition CostsDistribution CostsHostingPeople, etc.
Revenue ModelLife Time ValueGross Margin
Can’t be easily copied or bought
Path to customers
Target customers
Single, clear, compelling message that states why you are different and worth buying
Solution
Key Metrics
Cost Structure Revenue Streams
Channels
Unique ValueProposition
UnfairAdvantage
CustomerSegments
Tecnologia & InovaçãoTecnologia & Inovação
Identify the Business Hypothesis…and how to test each one!
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Evaluate your Conversion Funnel…and act to make your metrics better!
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Apply Cohort Analysis…and A/B Testing!
Tecnologia & InovaçãoTecnologia & Inovação
Tecnologia & Inovação
How to set a Startup Account?
“To improve entrepreneurial outcomes, and to hold entrepreneurs accountable, we need to focus on the boring stuff: how to measure progress, how to setup milestones, how to prioritize work. This requires a new kind of accounting, specific to startups”.”
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How to Set an Initial Team?
“Create a initial team with passionate people and establish a effective and multi disciplinary mentoring board. Mentoring is a process for the informal transmission of knowledge, social capital, and the psychosocial support perceived by the recipient as relevant to work, career, or professional development”.
Tecnologia & InovaçãoTecnologia & Inovação
How to Design a MVP?
“A Minimum Viable Product has just those features that allow the product to be deployed, and no more. The product is typically deployed to a subset of possible customers, such as early adopters that are thought to be more forgiving, more likely to give feedback, and able to grasp a product vision from an early prototype or marketing information”.
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Should we Pivot or Persevere?
“A pivot is a structured course correction designed to test a new fundamental hypothesis about the product, strategy, and engine of growth”.
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How to measure the impact of a Change?
“A split or A/B test is an experiment in which "different versions of a product are offered to customers at the same time.“ The goal of a split test is to observe changes in behavior between the two groups and to measure the impact of each version on an actionable metric.”
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Should we Scale now?
“The first question is: do you have a sustainable business? Have you established a validated engine of growth? There are three different engines: The Sticky Engine of Growth; The Viral Engine of Growth; The Paid Engine of Growth”
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CASE STUDY
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FOR MOREINFORMATION
Books
The Lean Startup Eric Ries
Crossing The Chasm Geofrey A. Moore
Running Lean Ash Maurya
The Entrepreneur’s Guide To Customer DevelopmentBrant Cooper and Patrick Vlaskovits
The Four Steps To The EpiphanySteven Gary Blank
Business Model GenerationAlexander Osterwalder & Yves Pigneur
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