Date post: | 27-Jan-2015 |
Category: |
Business |
Upload: | lean-intuit |
View: | 107 times |
Download: | 0 times |
run a smarter business
Today
What we’ll do today
learn what Lean Startup ispitch ideas
do customer validationlearn more about UX and
experiments
Tools and Books
Tools
Books
New Startups
400,000
Lean Startup 101
buildbuild
measmeasureure
learnlearn
buildObjective: to learn something via MVP
- landing page- street sign
- customer interview scripts- lean coffee
- not necessarily code
measureObjective: to see progress
- Acquisition- Activation- Retention
- Referral- Revenue
“pirate metrics”
learnObjective: uh, to learn?
- review metrics- pivot? persevere?
- create options for next MVP
Business Model Canvas
PROBLEM SOLUTION
METRICS
UVP UNFAIRADVANTAGE
CUSTOMER SEGMENTS
CHANNELS
COST STRUCTURE REVENUE STREAMS
ExistingAlternatives?
Validation Canvas
Tracking Experiments
Assumption To Do In progress Done Insights
MVPs
busy people want a better way to make
decisions faster
landing page
pitch night
people thought
this would be used in
meetings
twitter account
setup WP
make logo
slide deck
buffer tweets
followagile
folks on tw
create script
The Pitch
Where to Start?
NEW ID
EA
EARLY
STA
GE
1ST
MVP
LIVE
ESTA
BLISH
ED P
RODUCT
- alternatives?- market research?- look for innovators- less formal approach
- test riskiest assumptions- MVP may not be SW- website/landing page- customer interview scripts
- pirate metrics- split testing- app metrics- SEO testing
- pirate metrics- agile development- feed backlog using data- customer communities
THERE IS NO ONE RIGHT WAY!
Stories
Sebastian Dwornik
Handouts
Lean Startup 101
buildbuild
measmeasureure
learnlearn
buildObjective: to learn something via MVP
- landing page- street sign
- customer interview scripts- lean coffee
- not necessarily code
measureObjective: to see progress
- Acquisition- Activation- Retention
- Referral- Revenue
“pirate metrics”
learnObjective: uh, to learn?
- review metrics- pivot? persevere?
- create options for next MVP
Business Model Canvas
PROBLEM SOLUTION
METRICS
UVP UNFAIRADVANTAGE
CUSTOMER SEGMENTS
CHANNELS
COST STRUCTURE REVENUE STREAMS
ExistingAlternatives?
1) Customer Segments: Who has your problem?
2) Problem: What problem are you trying to solve? List a few.
3) UVP: What is unique about your offering compared to competitors?
4) Solution: What is the solution to the problem you’re trying to solve?
5) Channels: Where will your solution be offered?
6) Revenue Stream(s): How will you make money?
7) Cost Structure: What are your estimated costs?
8) Metrics: How will you measure progress to solving the problem?
9) Unfair Advantage: What is it about your company that gives you an edge?
10) Existing Alternatives: Who are your competitors?
Business Model Canvas
Validation Canvas
1) Create your customer, problem and solution hypothesis:
IE: Problem hypothesis - managers are over-burdened with meetings and needa faster way to make decisions.Solution hypothesis - managers will use an app that will help them reduce the amountof time spent in meetingsCustomer hypothesis - any company who has people that aren’t in the same building
2) Brainstorm your assumptions:- managers feel over-burdened with meetings- people would use an app vs calling meetings (behaviour change)
3) Identify your riskiest assumption:- people would use an app vs calling meetings (behaviour change)
4) Validated or Invalidated?- neither, learned after the pitch people thought this tool would be used IN the meeting
5) Pivot:- more clear language and a simple working version of the appValidation Canvas
Example
Experiment Canvas
Assumption To Do In progress Done Insights
MVPs
busy people want a better way to make
decisions faster
landing page
pitch night
people thought
this would be used in
meetings
twitter account
setup WP
make logo
slide deck
buffer tweets
followagile
folks on tw
create script
Where to Start?
NEW ID
EA
EARLY
STA
GE
1ST
MVP
LIVE
ESTA
BLISH
ED P
RODUCT
- alternatives?- market research?- look for innovators- less formal approach
- test riskiest assumptions- MVP may not be SW- website/landing page- customer interview scripts
- pirate metrics- split testing- app metrics- SEO testing
- pirate metrics- agile development- feed backlog using data- customer communities
THERE IS NO ONE RIGHT WAY!
Metrics
AcquisitionActivationRetentionReferralRevenue
Good Metrics
new customers, IE signed upnew customer uses your productthat customer comes backthat customer tells other peoplethat customer pays you
Other Measures:- conversion rates- funnel progress- data from keywords used for SEO
Vanity Metrics
Bad MetricsTwitter followersFacebook likesWebsite visitors (with no actionable data)Page viewsMarket research (“if I get 3% of that market!!)
If it makes you feel good and the metric doesn’tfit into AARRR it’s probably a vanity metric!
Tools and Stuff
Landing Pages- www.unbounce.com- www.launchrock.com- www.landerapp.com
Metrics- www.piratemetrics.com- www.kissmetrics.com- www.google.com/analytics
Other Stuffwww.leanstartupmachine.com/validationboardwww.leanlaunchlab.comwww.leanstack.comwww.wufoo.comwww.mailchimp.com
More Stuffwww.chargify.comwww.verifyapp.com