42. Business Model versus Business Plan
A document investors make you
write that they don’t read
43. Problem
!
Solution
!
Top 3 problems
Top 3 features
Key Metrics
!
Key activities you
measure
Unique Value
Proposition
!
Unfair Advantage Customer
!
Segments
Can’t be easily
!
copied or bought
Single, clear,
compelling message
that states why you
are different and
worth paying
Channels
attention
Target customers
!
Path to customers
Cost Structure
!
Revenue Streams
!
Customer Acquisition Costs
Distribution Costs
Hosting
People, etc.
Revenue Model
Life Time Value
Revenue
Gross Margin
PRODUCT
MARKET
Lean Canvas is adapted from The Business Model Canvas (http://www.businessmodelgeneration.com) and is licensed under the Creative Commons
Attribution-Share Alike 3.0 Un-ported License.
107. What is Lean Stack?
1. Lean Canvas
2. Lean Dashboard
3. Experiment Reports
108. SUCCESS METRICS
PROBLEM/SOLUTION FIT
How will you determine if this is a
problem worth solving?!
What is your early validation criteria?!
How many customers does that
represent?!
By when?
CURRENT METRICS
PRODUCT/MARKET FIT
SCALE
How will you determine if you have
built something enough people
want?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
How will scale your business
model?!
What is your engine of growth?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
How is your customer funnel
performing?!
Identify your current stage.!
List out customer lifecycle (AARRR)
metrics.
EXPERIMENTS
KEY OBJECTIVE
ACTIVE EXPERIMENTS
BUILD
Determine right action, right time.!
What are your riskiest assumptions or leaps of faiths?!
What is your next significant goal?!
How will you get there?!
By when?
MEASURE
COMPLETED EXPERIMENTS
LEARN
1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
EXPERIMENT QUEUE
1
2
3
4
5
6
7
8
Lean Dashboard
Lean Stack by Spark59.com
109. SUCCESS METRICS
PROBLEM/SOLUTION FIT
How will you determine if this is a
problem worth solving?!
What is your early validation criteria?!
How many customers does that
represent?!
By when?
CURRENT METRICS
PRODUCT/MARKET FIT
SCALE
How will you determine if you have
built something enough people
want?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
How will scale your business
model?!
What is your engine of growth?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
EXPERIMENTS
How is your customer funnel
performing?!
Identify your current stage.!
List out customer lifecycle (AARRR)
metrics.
HOW
KEY OBJECTIVE
ACTIVE EXPERIMENTS
BUILD
Determine right action, right time.!
What are your riskiest assumptions or leaps of faiths?!
What is your next significant goal?!
How will you get there?!
By when?
MEASURE
COMPLETED EXPERIMENTS
LEARN
1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
EXPERIMENT QUEUE
1
2
3
4
5
6
7
8
Lean Dashboard
Lean Stack by Spark59.com
110. SUCCESS METRICS
PROBLEM/SOLUTION FIT
How will you determine if this is a
problem worth solving?!
What is your early validation criteria?!
How many customers does that
represent?!
By when?
CURRENT METRICS
PRODUCT/MARKET FIT
SCALE
How will you determine if you have
built something enough people
want?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
How will scale your business
model?!
What is your engine of growth?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
How is your customer funnel
performing?!
Identify your current stage.!
List out customer lifecycle (AARRR)
metrics.
EXPERIMENTS
KEY OBJECTIVE
ACTIVE EXPERIMENTS
BUILD
Determine right action, right time.!
What are your riskiest assumptions or leaps of faiths?!
What is your next significant goal?!
How will you get there?!
By when?
MEASURE
COMPLETED EXPERIMENTS
LEARN
1
2
3
4
5
6
7
8
9
10
11
12
EXPERIMENT QUEUE
1
2
3
5
EXPECTED
6
7
8
OUTCOMES
Lean Dashboard
4
ACTUAL
15
13
14
OUTCOMES
16
Lean Stack by Spark59.com
111. SUCCESS METRICS
PROBLEM/SOLUTION FIT
How will you determine if this is a
problem worth solving?!
What is your early validation criteria?!
How many customers does that
represent?!
By when?
CURRENT METRICS
PRODUCT/MARKET FIT
SCALE
How will you determine if you have
built something enough people
want?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
How will scale your business
model?!
What is your engine of growth?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
How is your customer funnel
performing?!
Identify your current stage.!
List out customer lifecycle (AARRR)
metrics.
EXPERIMENTS
KEY OBJECTIVE
ACTIVE EXPERIMENTS
BUILD
Determine right action, right time.!
What are your riskiest assumptions or leaps of faiths?!
What is your next significant goal?!
How will you get there?!
By when?
MEASURE
COMPLETED EXPERIMENTS
LEARN
1
2
3
4
5
6
7
8
9
10
11
12
EXPERIMENT QUEUE
1
2
3
5
EXPECTED
6
7
8
OUTCOMES
Lean Dashboard
4
ACTUAL
15
13
14
OUTCOMES
16
Lean Stack by Spark59.com
112. What is Lean Stack?
1. Lean Canvas
2. Lean Dashboard
3. Experiment Reports
113. Back
EXPERIMENT REPORT
Author:
[NAME]
Title: [TITLE]
Background!
What are you trying to learn or achieve?!
Created:
[DATE]
Results
Enter your qualitative/quantitative data.!
Falsifiable Hypotheses
Declare your expected outcome. !
!
Use this format:
[Specific Repeatable Action] will [Expected Measurable Outcome]!
Validated Learning
[VALIDATED or INVALIDATED]
Summarize your learning from the experiment.
Details!
How will you setup this experiment?
Next Action!
What’s the next experiment?!
Lean Stack by Spark59.com
114. Back
EXPERIMENT REPORT
Author:
[NAME]
Title: [TITLE]
Background!
Created:
[DATE]
Results
What are you trying to learn or achieve?!
Enter your qualitative/quantitative data.!
Falsifiable Hypotheses
Declare your expected outcome. !
!
Use this format:
[Specific Repeatable Action] will [Expected Measurable Outcome]!
WHAT
Validated Learning
[VALIDATED or INVALIDATED]
Summarize your learning from the experiment.
Details!
How will you setup this experiment?
Next Action!
What’s the next experiment?!
Lean Stack by Spark59.com
117. SUCCESS METRICS
PROBLEM/SOLUTION FIT
How will you determine if this is a
problem worth solving?!
What is your early validation criteria?!
How many customers does that
represent?!
By when?
CURRENT METRICS
PRODUCT/MARKET FIT
SCALE
How will you determine if you have
built something enough people
want?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
How will scale your business
model?!
What is your engine of growth?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
How is your customer funnel
performing?!
Identify your current stage.!
List out customer lifecycle (AARRR)
metrics.
EXPERIMENTS
KEY OBJECTIVE
ACTIVE EXPERIMENTS
BUILD
Determine right action, right time.!
What are your riskiest assumptions or leaps of faiths?!
What is your next significant goal?!
How will you get there?!
By when?
MEASURE
COMPLETED EXPERIMENTS
LEARN
1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
EXPERIMENT QUEUE
1
2
3
4
5
6
7
8
Lean Dashboard
Lean Stack by Spark59.com
118. SUCCESS METRICS
PROBLEM/SOLUTION FIT
How will you determine if this is a
problem worth solving?!
What is your early validation criteria?!
How many customers does that
represent?!
By when?
CURRENT METRICS
PRODUCT/MARKET FIT
SCALE
How will you determine if you have
built something enough people
want?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
How will scale your business
model?!
What is your engine of growth?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
How is your customer funnel
performing?!
Identify your current stage.!
List out customer lifecycle (AARRR)
metrics.
Milestones
EXPERIMENTS
KEY OBJECTIVE
ACTIVE EXPERIMENTS
BUILD
Determine right action, right time.!
What are your riskiest assumptions or leaps of faiths?!
What is your next significant goal?!
How will you get there?!
By when?
MEASURE
COMPLETED EXPERIMENTS
LEARN
1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
EXPERIMENT QUEUE
1
2
3
4
5
6
7
8
Lean Dashboard
Lean Stack by Spark59.com
119. If you don’t know where you are going,
any road will get you there.
!
- Lewis Carroll, Alice in Wonderland
120. SUCCESS METRICS
PROBLEM/SOLUTION FIT
How will you determine if this is a
problem worth solving?!
What is your early validation criteria?!
How many customers does that
represent?!
By when?
CURRENT METRICS
PRODUCT/MARKET FIT
SCALE
How will you determine if you have
built something enough people
want?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
How will scale your business
model?!
What is your engine of growth?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
How is your customer funnel
performing?!
Identify your current stage.!
List out customer lifecycle (AARRR)
metrics.
EXPERIMENTS
KEY OBJECTIVE
ACTIVE EXPERIMENTS
BUILD
Determine right action, right time.!
What are your riskiest assumptions or leaps of faiths?!
What is your next significant goal?!
How will you get there?!
By when?
MEASURE
COMPLETED EXPERIMENTS
LEARN
1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
EXPERIMENT QUEUE
1
2
3
4
5
6
7
8
Lean Dashboard
Lean Stack by Spark59.com
123. PROBLEM
!
!
!
!
CUSTOMER SEGMENTS
!
1. Hard to measure real progress.!
2. Drown in a sea of numbers.!
Software Companies
3. Metrics can’t tell you why.
EXISTING
ALTERNATIVES
!
KEY METRICS
!
EARLY
ADOPTERS
$10M revenue / year
SaaS products !
1. Homegrown!
with > 20 sign-ups/day
2. Analytics & CRM software
!
REVENUE STREAMS
!
$200/mo with 2 yr lifetime!
~ $5000 LTV
USERcycle: Not More Numbers, But Actionable Metrics
124. SUCCESS METRICS
PROBLEM/SOLUTION FIT
How will you determine if this is a
problem worth solving?!
What is your early validation criteria?!
How many customers does that
represent?!
By when?
CURRENT METRICS
PRODUCT/MARKET FIT
SCALE
How will you determine if you have
built something enough people
want?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
How will scale your business
model?!
What is your engine of growth?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
How is your customer funnel
performing?!
Identify your current stage.!
List out customer lifecycle (AARRR)
metrics.
2,000
CUSTOMERS
3 YEARS FROM
NOW
EXPERIMENTS
KEY OBJECTIVE
ACTIVE EXPERIMENTS
BUILD
Determine right action, right time.!
What are your riskiest assumptions or leaps of faiths?!
What is your next significant goal?!
How will you get there?!
By when?
MEASURE
COMPLETED EXPERIMENTS
LEARN
1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
EXPERIMENT QUEUE
1
2
3
4
5
6
7
8
Lean Dashboard
Lean Stack by Spark59.com
125. SUCCESS METRICS
PROBLEM/SOLUTION FIT
How will you determine if this is a
problem worth solving?!
What is your early validation criteria?!
How many customers does that
represent?!
By when?
CURRENT METRICS
PRODUCT/MARKET FIT
SCALE
How will you determine if you have
built something enough people
want?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
How will scale your business
model?!
What is your engine of growth?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
?
How is your customer funnel
performing?!
Identify your current stage.!
List out customer lifecycle (AARRR)
metrics.
2,000
CUSTOMERS
?
3 YEARS FROM
NOW
EXPERIMENTS
KEY OBJECTIVE
ACTIVE EXPERIMENTS
BUILD
Determine right action, right time.!
What are your riskiest assumptions or leaps of faiths?!
What is your next significant goal?!
How will you get there?!
By when?
MEASURE
COMPLETED EXPERIMENTS
LEARN
1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
EXPERIMENT QUEUE
1
2
3
4
5
6
7
8
Lean Dashboard
Lean Stack by Spark59.com
126. Each stage is a smaller scale version of the next stage.
PROBLEM/SOLUTION
FIT
PRODUCT/MARKET
FIT
SCALE
Stage 1
Stage 2
Stage 3
133. SUCCESS METRICS
PROBLEM/SOLUTION FIT
How will you determine if this is a
problem worth solving?!
What is your early validation criteria?!
How many customers does that
represent?!
By when?
CURRENT METRICS
PRODUCT/MARKET FIT
SCALE
How will you determine if you have
built something enough people
want?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
How will scale your business
model?!
What is your engine of growth?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
200
CUSTOMERS
How is your customer funnel
performing?!
Identify your current stage.!
List out customer lifecycle (AARRR)
metrics.
2,000
CUSTOMERS
1.5 YEARS FROM
NOW
3 YEARS FROM
NOW
EXPERIMENTS
KEY OBJECTIVE
ACTIVE EXPERIMENTS
BUILD
Determine right action, right time.!
What are your riskiest assumptions or leaps of faiths?!
What is your next significant goal?!
How will you get there?!
By when?
MEASURE
COMPLETED EXPERIMENTS
LEARN
1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
EXPERIMENT QUEUE
1
2
3
4
5
6
7
8
Lean Dashboard
Lean Stack by Spark59.com
134. SUCCESS METRICS
PROBLEM/SOLUTION FIT
How will you determine if this is a
problem worth solving?!
What is your early validation criteria?!
How many customers does that
represent?!
By when?
CURRENT METRICS
PRODUCT/MARKET FIT
SCALE
How will you determine if you have
built something enough people
want?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
How will scale your business
model?!
What is your engine of growth?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
200
CUSTOMERS
?
How is your customer funnel
performing?!
Identify your current stage.!
List out customer lifecycle (AARRR)
metrics.
2,000
CUSTOMERS
1.5 YEARS FROM
NOW
3 YEARS FROM
NOW
EXPERIMENTS
KEY OBJECTIVE
ACTIVE EXPERIMENTS
BUILD
Determine right action, right time.!
What are your riskiest assumptions or leaps of faiths?!
What is your next significant goal?!
How will you get there?!
By when?
MEASURE
COMPLETED EXPERIMENTS
LEARN
1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
EXPERIMENT QUEUE
1
2
3
4
5
6
7
8
Lean Dashboard
Lean Stack by Spark59.com
145. The Goal:
You are done when you can create “ready”
customers at a 80% production rate.
80%
146. SUCCESS METRICS
PROBLEM/SOLUTION FIT
How will you determine if this is a
problem worth solving?!
What is your early validation criteria?!
How many customers does that
represent?!
By when?
CURRENT METRICS
PRODUCT/MARKET FIT
SCALE
How will you determine if you have
built something enough people
want?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
How will scale your business
model?!
What is your engine of growth?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
20
CUSTOMERS
200
CUSTOMERS
8 WEEKS FROM
NOW
How is your customer funnel
performing?!
Identify your current stage.!
List out customer lifecycle (AARRR)
metrics.
2,000
CUSTOMERS
1.5 YEARS FROM
NOW
3 YEARS FROM
NOW
EXPERIMENTS
KEY OBJECTIVE
ACTIVE EXPERIMENTS
BUILD
Determine right action, right time.!
What are your riskiest assumptions or leaps of faiths?!
What is your next significant goal?!
How will you get there?!
By when?
MEASURE
COMPLETED EXPERIMENTS
LEARN
1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
EXPERIMENT QUEUE
1
2
3
4
5
6
7
8
Lean Dashboard
Lean Stack by Spark59.com
149. The Goal:
You are done when you can demonstrate
“sufficient” interest-based market demand.
>X customers
150. SUCCESS METRICS
PROBLEM/SOLUTION FIT
How will you determine if this is a
problem worth solving?!
What is your early validation criteria?!
How many customers does that
represent?!
By when?
CURRENT METRICS
PRODUCT/MARKET FIT
SCALE
How will you determine if you have
built something enough people
want?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
How will scale your business
model?!
What is your engine of growth?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
2,000
LEADS
200
CUSTOMERS
8 WEEKS FROM
NOW
How is your customer funnel
performing?!
Identify your current stage.!
List out customer lifecycle (AARRR)
metrics.
2,000
CUSTOMERS
1.5 YEARS FROM
NOW
3 YEARS FROM
NOW
EXPERIMENTS
KEY OBJECTIVE
ACTIVE EXPERIMENTS
BUILD
Determine right action, right time.!
What are your riskiest assumptions or leaps of faiths?!
What is your next significant goal?!
How will you get there?!
By when?
MEASURE
COMPLETED EXPERIMENTS
LEARN
1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
EXPERIMENT QUEUE
1
2
3
4
5
6
7
8
Lean Dashboard
Lean Stack by Spark59.com
153. The Goal:
You are done when you can raise “sufficient”
funds from customers .
> $X
154. SUCCESS METRICS
PROBLEM/SOLUTION FIT
How will you determine if this is a
problem worth solving?!
What is your early validation criteria?!
How many customers does that
represent?!
By when?
CURRENT METRICS
PRODUCT/MARKET FIT
SCALE
How will you determine if you have
built something enough people
want?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
How will scale your business
model?!
What is your engine of growth?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
X
BACKERS
200
CUSTOMERS
8 WEEKS FROM
NOW
How is your customer funnel
performing?!
Identify your current stage.!
List out customer lifecycle (AARRR)
metrics.
2,000
CUSTOMERS
1.5 YEARS FROM
NOW
3 YEARS FROM
NOW
EXPERIMENTS
KEY OBJECTIVE
ACTIVE EXPERIMENTS
BUILD
Determine right action, right time.!
What are your riskiest assumptions or leaps of faiths?!
What is your next significant goal?!
How will you get there?!
By when?
MEASURE
COMPLETED EXPERIMENTS
LEARN
1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
EXPERIMENT QUEUE
1
2
3
4
5
6
7
8
Lean Dashboard
Lean Stack by Spark59.com
156. SUCCESS METRICS
PROBLEM/SOLUTION FIT
How will you determine if this is a
problem worth solving?!
What is your early validation criteria?!
How many customers does that
represent?!
By when?
CURRENT METRICS
PRODUCT/MARKET FIT
SCALE
How will you determine if you have
built something enough people
want?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
How will scale your business
model?!
What is your engine of growth?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
How is your customer funnel
performing?!
Identify your current stage.!
List out customer lifecycle (AARRR)
metrics.
EXPERIMENTS
KEY OBJECTIVE
ACTIVE EXPERIMENTS
BUILD
Determine right action, right time.!
What are your riskiest assumptions or leaps of faiths?!
What is your next significant goal?!
How will you get there?!
By when?
MEASURE
COMPLETED EXPERIMENTS
LEARN
1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
EXPERIMENT QUEUE
1
2
3
4
5
6
7
8
Lean Dashboard
Lean Stack by Spark59.com
157. SUCCESS METRICS
PROBLEM/SOLUTION FIT
How will you determine if this is a
problem worth solving?!
What is your early validation criteria?!
How many customers does that
represent?!
By when?
CURRENT METRICS
PRODUCT/MARKET FIT
SCALE
How will you determine if you have
built something enough people
want?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
How will scale your business
model?!
What is your engine of growth?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
How is your customer funnel
performing?!
Identify your current stage.!
List out customer lifecycle (AARRR)
metrics.
EXPERIMENTS
KEY OBJECTIVE
ACTIVE EXPERIMENTS
BUILD
Determine right action, right time.!
What are your riskiest assumptions or leaps of faiths?!
What is your next significant goal?!
How will you get there?!
By when?
MEASURE
COMPLETED EXPERIMENTS
LEARN
1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
EXPERIMENT QUEUE
1
2
3
4
5
6
7
8
Lean Dashboard
Lean Stack by Spark59.com
158. SUCCESS METRICS
PROBLEM/SOLUTION FIT
How will you determine if this is a
problem worth solving?!
What is your early validation criteria?!
How many customers does that
represent?!
By when?
CURRENT METRICS
PRODUCT/MARKET FIT
SCALE
How will you determine if you have
built something enough people
want?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
How will scale your business
model?!
What is your engine of growth?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
How is your customer funnel
performing?!
Identify your current stage.!
List out customer lifecycle (AARRR)
metrics.
EXPERIMENTS
KEY OBJECTIVE
ACTIVE EXPERIMENTS
Right Action,
Right Time
Determine right action, right time.!
What are your riskiest assumptions or leaps of faiths?!
What is your next significant goal?!
How will you get there?!
By when?
BUILD
MEASURE
COMPLETED EXPERIMENTS
LEARN
1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
EXPERIMENT QUEUE
1
2
3
4
5
6
7
8
Lean Dashboard
Lean Stack by Spark59.com
171. SUCCESS METRICS
PROBLEM/SOLUTION FIT
How will you determine if this is a
problem worth solving?!
What is your early validation criteria?!
How many customers does that
represent?!
By when?
20 CUSTOMERS
@ $200/mo
CURRENT METRICS
PRODUCT/MARKET FIT
SCALE
How will you determine if you have
built something enough people
want?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
How will scale your business
model?!
What is your engine of growth?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
200CUSTOMERS
@ $200/mo
8 WEEKS FROM NOW
How is your customer funnel
performing?!
Identify your current stage.!
List out customer lifecycle (AARRR)
metrics.
2,000 CUSTOMERS
@ $200/mo
1.5 YEARS FROM NOW
3 YEARS FROM NOW
EXPERIMENTS
KEY OBJECTIVE
ACTIVE EXPERIMENTS
BUILD
Determine right action, right time.!
What are your riskiest assumptions or leaps of faiths?!
What is your next significant goal?!
How will you get there?!
By when?
MEASURE
COMPLETED EXPERIMENTS
LEARN
1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
EXPERIMENT QUEUE
1
2
3
4
5
6
7
8
Lean Dashboard
Lean Stack by Spark59.com
174. SUCCESS METRICS
PROBLEM/SOLUTION FIT
How will you determine if this is a
problem worth solving?!
What is your early validation criteria?!
How many customers does that
represent?!
By when?
20 CUSTOMERS
@ $200/mo
CURRENT METRICS
PRODUCT/MARKET FIT
SCALE
How will you determine if you have
built something enough people
want?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
How will scale your business
model?!
What is your engine of growth?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
200 CUSTOMERS
@ $200/mo
8 WEEKS FROM NOW
How is your customer funnel
performing?!
Identify your current stage.!
List out customer lifecycle (AARRR)
metrics.
2,000 CUSTOMERS
@ $200/mo
1.5 YEARS FROM NOW
3 YEARS FROM NOW
EXPERIMENTS
KEY OBJECTIVE
ACTIVE EXPERIMENTS
BUILD
Determine right action, right time.!
What are your riskiest assumptions or leaps of faiths?!
What is your next significant goal?!
How will you get there?!
By when?
MEASURE
COMPLETED EXPERIMENTS
LEARN
1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
EXPERIMENT QUEUE
1
2
3
4
5
6
7
8
Lean Dashboard
Lean Stack by Spark59.com
175. SUCCESS METRICS
PROBLEM/SOLUTION FIT
How will you determine if this is a
problem worth solving?!
What is your early validation criteria?!
How many customers does that
represent?!
By when?
20 CUSTOMERS
@ $200/mo
CURRENT METRICS
PRODUCT/MARKET FIT
SCALE
How will you determine if you have
built something enough people
want?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
How will scale your business
model?!
What is your engine of growth?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
200 CUSTOMERS
@ $200/mo
8 WEEKS FROM NOW
How is your customer funnel
performing?!
Identify your current stage.!
List out customer lifecycle (AARRR)
metrics.
2,000 CUSTOMERS
@ $200/mo
1.5 YEARS FROM NOW
3 YEARS FROM NOW
EXPERIMENTS
KEY OBJECTIVE
ACTIVE EXPERIMENTS
BUILD
Determine right action, right time.!
What are your riskiest assumptions or leaps of faiths?!
What is your next significant goal?!
How will you get there?!
By when?
MEASURE
COMPLETED EXPERIMENTS
LEARN
1
2
3
4
5
20 CUSTOMERS
@ 80% Close Rate
6
7
8
9
10
11
12
13
14
15
16
8 WEEKS FROM NOW
EXPERIMENT QUEUE
1
2
3
4
5
6
7
8
Lean Dashboard
Lean Stack by Spark59.com
176. SUCCESS METRICS
PROBLEM/SOLUTION FIT
How will you determine if this is a
problem worth solving?!
What is your early validation criteria?!
How many customers does that
represent?!
By when?
20 CUSTOMERS
@ $200/mo
CURRENT METRICS
PRODUCT/MARKET FIT
SCALE
How will you determine if you have
built something enough people
want?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
How will scale your business
model?!
What is your engine of growth?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
200 CUSTOMERS
@ $200/mo
8 WEEKS FROM NOW
How is your customer funnel
performing?!
Identify your current stage.!
List out customer lifecycle (AARRR)
metrics.
2,000 CUSTOMERS
@ $200/mo
1.5 YEARS FROM NOW
3 YEARS FROM NOW
EXPERIMENTS
KEY OBJECTIVE
ACTIVE EXPERIMENTS
BUILD
Determine right action, right time.!
What are your riskiest assumptions or leaps of faiths?!
What is your next significant goal?!
How will you get there?!
By when?
MEASURE
COMPLETED EXPERIMENTS
LEARN
1
2
3
4
5
20 CUSTOMERS
@ 80% Close Rate
6
7
8
9
10
11
12
13
14
15
16
8 WEEKS FROM NOW
EXPERIMENT QUEUE
20
PROBLEM
INTERVIEWS
1
2
3
4
5
6
7
8
Lean Dashboard
Lean Stack by Spark59.com
177. SUCCESS METRICS
PROBLEM/SOLUTION FIT
How will you determine if this is a
problem worth solving?!
What is your early validation criteria?!
How many customers does that
represent?!
By when?
20 CUSTOMERS
@ $200/mo
CURRENT METRICS
PRODUCT/MARKET FIT
SCALE
How will you determine if you have
built something enough people
want?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
How will scale your business
model?!
What is your engine of growth?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
200 CUSTOMERS
@ $200/mo
8 WEEKS FROM NOW
How is your customer funnel
performing?!
Identify your current stage.!
List out customer lifecycle (AARRR)
metrics.
2,000 CUSTOMERS
@ $200/mo
1.5 YEARS FROM NOW
3 YEARS FROM NOW
EXPERIMENTS
KEY OBJECTIVE
ACTIVE EXPERIMENTS
BUILD
Determine right action, right time.!
What are your riskiest assumptions or leaps of faiths?!
What is your next significant goal?!
How will you get there?!
By when?
MEASURE
COMPLETED EXPERIMENTS
LEARN
1
2
3
4
5
20 CUSTOMERS
@ 80% Close Rate
6
7
8
9
10
11
12
13
14
15
16
8 WEEKS FROM NOW
EXPERIMENT QUEUE
20
40
PROBLEM SOLUTION
INTERVIEWS INTERVIEWS
1
2
3
4
5
6
7
8
Lean Dashboard
Lean Stack by Spark59.com
178. SUCCESS METRICS
PROBLEM/SOLUTION FIT
How will you determine if this is a
problem worth solving?!
What is your early validation criteria?!
How many customers does that
represent?!
By when?
20 CUSTOMERS
@ $200/mo
CURRENT METRICS
PRODUCT/MARKET FIT
SCALE
How will you determine if you have
built something enough people
want?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
How will scale your business
model?!
What is your engine of growth?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
200 CUSTOMERS
@ $200/mo
8 WEEKS FROM NOW
How is your customer funnel
performing?!
Identify your current stage.!
List out customer lifecycle (AARRR)
metrics.
2,000 CUSTOMERS
@ $200/mo
1.5 YEARS FROM NOW
3 YEARS FROM NOW
EXPERIMENTS
KEY OBJECTIVE
ACTIVE EXPERIMENTS
BUILD
Determine right action, right time.!
What are your riskiest assumptions or leaps of faiths?!
What is your next significant goal?!
How will you get there?!
By when?
MEASURE
COMPLETED EXPERIMENTS
LEARN
1
2
3
4
5
20 CUSTOMERS
@ 80% Close Rate
6
7
8
9
10
11
12
13
14
15
16
8 WEEKS FROM NOW
EXPERIMENT QUEUE
20
40
MARKETING
PROBLEM SOLUTION
WEBSITE
INTERVIEWS INTERVIEWS
1
2
3
4
5
6
7
8
Lean Dashboard
Lean Stack by Spark59.com
179. SUCCESS METRICS
PROBLEM/SOLUTION FIT
How will you determine if this is a
problem worth solving?!
What is your early validation criteria?!
How many customers does that
represent?!
By when?
20 CUSTOMERS
@ $200/mo
CURRENT METRICS
PRODUCT/MARKET FIT
SCALE
How will you determine if you have
built something enough people
want?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
How will scale your business
model?!
What is your engine of growth?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
200 CUSTOMERS
@ $200/mo
8 WEEKS FROM NOW
How is your customer funnel
performing?!
Identify your current stage.!
List out customer lifecycle (AARRR)
metrics.
2,000 CUSTOMERS
@ $200/mo
1.5 YEARS FROM NOW
3 YEARS FROM NOW
EXPERIMENTS
KEY OBJECTIVE
ACTIVE EXPERIMENTS
BUILD
Determine right action, right time.!
What are your riskiest assumptions or leaps of faiths?!
What is your next significant goal?!
How will you get there?!
By when?
MEASURE
COMPLETED EXPERIMENTS
LEARN
1
2
3
4
5
20 CUSTOMERS
@ 80% Close Rate
6
7
8
9
10
11
12
13
14
15
16
8 WEEKS FROM NOW
EXPERIMENT QUEUE
20
40
MARKETING
PROBLEM SOLUTION
WEBSITE
INTERVIEWS INTERVIEWS
1
2
3
4
5
6
7
8
Lean Dashboard
Lean Stack by Spark59.com
181. SUCCESS METRICS
PROBLEM/SOLUTION FIT
How will you determine if this is a
problem worth solving?!
What is your early validation criteria?!
How many customers does that
represent?!
By when?
2,000 LEADS
CURRENT METRICS
PRODUCT/MARKET FIT
SCALE
How will you determine if you have
built something enough people
want?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
How will scale your business
model?!
What is your engine of growth?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
200 CUSTOMERS
@ $200/mo
8 WEEKS FROM NOW
How is your customer funnel
performing?!
Identify your current stage.!
List out customer lifecycle (AARRR)
metrics.
2,000 CUSTOMERS
@ $200/mo
1.5 YEARS FROM NOW
3 YEARS FROM NOW
EXPERIMENTS
KEY OBJECTIVE
ACTIVE EXPERIMENTS
BUILD
Determine right action, right time.!
What are your riskiest assumptions or leaps of faiths?!
What is your next significant goal?!
How will you get there?!
By when?
MEASURE
COMPLETED EXPERIMENTS
LEARN
1
2
3
4
5
2,000 LEADS
@ 50% Conversion
6
7
8
9
10
11
12
13
14
15
16
8 WEEKS FROM NOW
EXPERIMENT QUEUE
1
2
3
4
5
6
7
8
Lean Dashboard
Lean Stack by Spark59.com
182. SUCCESS METRICS
PROBLEM/SOLUTION FIT
How will you determine if this is a
problem worth solving?!
What is your early validation criteria?!
How many customers does that
represent?!
By when?
2,000 LEADS
CURRENT METRICS
PRODUCT/MARKET FIT
SCALE
How will you determine if you have
built something enough people
want?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
How will scale your business
model?!
What is your engine of growth?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
200 CUSTOMERS
@ $200/mo
8 WEEKS FROM NOW
How is your customer funnel
performing?!
Identify your current stage.!
List out customer lifecycle (AARRR)
metrics.
2,000 CUSTOMERS
@ $200/mo
1.5 YEARS FROM NOW
3 YEARS FROM NOW
EXPERIMENTS
KEY OBJECTIVE
ACTIVE EXPERIMENTS
BUILD
Determine right action, right time.!
What are your riskiest assumptions or leaps of faiths?!
What is your next significant goal?!
How will you get there?!
By when?
MEASURE
COMPLETED EXPERIMENTS
LEARN
1
2
3
4
5
2,000 LEADS
@ 50% Conversion
6
7
8
9
10
11
12
13
14
15
16
8 WEEKS FROM NOW
EXPERIMENT QUEUE
20
PROBLEM
INTERVIEWS
1
2
3
4
5
6
7
8
Lean Dashboard
Lean Stack by Spark59.com
183. SUCCESS METRICS
PROBLEM/SOLUTION FIT
How will you determine if this is a
problem worth solving?!
What is your early validation criteria?!
How many customers does that
represent?!
By when?
2,000 LEADS
CURRENT METRICS
PRODUCT/MARKET FIT
SCALE
How will you determine if you have
built something enough people
want?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
How will scale your business
model?!
What is your engine of growth?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
200 CUSTOMERS
@ $200/mo
8 WEEKS FROM NOW
How is your customer funnel
performing?!
Identify your current stage.!
List out customer lifecycle (AARRR)
metrics.
2,000 CUSTOMERS
@ $200/mo
1.5 YEARS FROM NOW
3 YEARS FROM NOW
EXPERIMENTS
KEY OBJECTIVE
ACTIVE EXPERIMENTS
BUILD
Determine right action, right time.!
What are your riskiest assumptions or leaps of faiths?!
What is your next significant goal?!
How will you get there?!
By when?
MEASURE
COMPLETED EXPERIMENTS
LEARN
1
2
3
4
5
2,000 LEADS
@ 50% Conversion
6
7
8
9
10
11
12
13
14
15
16
8 WEEKS FROM NOW
EXPERIMENT QUEUE
20
PROBLEM
INTERVIEWS
TEASER
PAGE
2
3
4
5
6
7
8
1
Lean Dashboard
Lean Stack by Spark59.com
185. SUCCESS METRICS
PROBLEM/SOLUTION FIT
How will you determine if this is a
problem worth solving?!
What is your early validation criteria?!
How many customers does that
represent?!
By when?
100 Backers
@ $200
CURRENT METRICS
PRODUCT/MARKET FIT
SCALE
How will you determine if you have
built something enough people
want?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
How will scale your business
model?!
What is your engine of growth?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
200 CUSTOMERS
@ $200/mo
8 WEEKS FROM NOW
How is your customer funnel
performing?!
Identify your current stage.!
List out customer lifecycle (AARRR)
metrics.
2,000 CUSTOMERS
@ $200/mo
1.5 YEARS FROM NOW
3 YEARS FROM NOW
EXPERIMENTS
KEY OBJECTIVE
ACTIVE EXPERIMENTS
BUILD
Determine right action, right time.!
What are your riskiest assumptions or leaps of faiths?!
What is your next significant goal?!
How will you get there?!
By when?
MEASURE
COMPLETED EXPERIMENTS
LEARN
1
8 WEEKS FROM NOW
2
3
4
5
100 Backers
@ 20% Conversion
6
7
8
9
10
11
12
13
14
15
16
EXPERIMENT QUEUE
1
2
3
4
5
6
7
8
Lean Dashboard
Lean Stack by Spark59.com
186. SUCCESS METRICS
PROBLEM/SOLUTION FIT
How will you determine if this is a
problem worth solving?!
What is your early validation criteria?!
How many customers does that
represent?!
By when?
100 Backers
@ $200
CURRENT METRICS
PRODUCT/MARKET FIT
SCALE
How will you determine if you have
built something enough people
want?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
How will scale your business
model?!
What is your engine of growth?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
200 CUSTOMERS
@ $200/mo
8 WEEKS FROM NOW
How is your customer funnel
performing?!
Identify your current stage.!
List out customer lifecycle (AARRR)
metrics.
2,000 CUSTOMERS
@ $200/mo
1.5 YEARS FROM NOW
3 YEARS FROM NOW
EXPERIMENTS
KEY OBJECTIVE
ACTIVE EXPERIMENTS
BUILD
Determine right action, right time.!
What are your riskiest assumptions or leaps of faiths?!
What is your next significant goal?!
How will you get there?!
By when?
MEASURE
COMPLETED EXPERIMENTS
LEARN
1
8 WEEKS FROM NOW
2
3
4
5
100 Backers
@ 20% Conversion
6
7
8
9
10
11
12
13
14
15
16
EXPERIMENT QUEUE
20
PROBLEM
INTERVIEWS
1
2
3
4
5
6
7
8
Lean Dashboard
Lean Stack by Spark59.com
187. SUCCESS METRICS
PROBLEM/SOLUTION FIT
How will you determine if this is a
problem worth solving?!
What is your early validation criteria?!
How many customers does that
represent?!
By when?
100 Backers
@ $200
CURRENT METRICS
PRODUCT/MARKET FIT
SCALE
How will you determine if you have
built something enough people
want?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
How will scale your business
model?!
What is your engine of growth?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
200 CUSTOMERS
@ $200/mo
8 WEEKS FROM NOW
How is your customer funnel
performing?!
Identify your current stage.!
List out customer lifecycle (AARRR)
metrics.
2,000 CUSTOMERS
@ $200/mo
1.5 YEARS FROM NOW
3 YEARS FROM NOW
EXPERIMENTS
KEY OBJECTIVE
ACTIVE EXPERIMENTS
BUILD
Determine right action, right time.!
What are your riskiest assumptions or leaps of faiths?!
What is your next significant goal?!
How will you get there?!
By when?
MEASURE
COMPLETED EXPERIMENTS
LEARN
1
8 WEEKS FROM NOW
2
3
4
5
100 Backers
@ 20% Conversion
6
7
8
9
10
11
12
13
14
15
16
EXPERIMENT QUEUE
20
KICK
PROBLEM
STARTER
INTERVIEWS CAMPAIGN
1
2
3
4
5
6
7
8
Lean Dashboard
Lean Stack by Spark59.com
189. SUCCESS METRICS
PROBLEM/SOLUTION FIT
How will you determine if this is a
problem worth solving?!
What is your early validation criteria?!
How many customers does that
represent?!
By when?
100 CUSTOMERS
@ $20
CURRENT METRICS
PRODUCT/MARKET FIT
SCALE
How will you determine if you have
built something enough people
want?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
How will scale your business
model?!
What is your engine of growth?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
1,000 CUSTOMERS
@ $20
8 WEEKS FROM NOW
How is your customer funnel
performing?!
Identify your current stage.!
List out customer lifecycle (AARRR)
metrics.
10,000 CUSTOMERS
@ $20
9 MTHS FROM NOW
2 YEARS FROM NOW
EXPERIMENTS
KEY OBJECTIVE
ACTIVE EXPERIMENTS
BUILD
Determine right action, right time.!
What are your riskiest assumptions or leaps of faiths?!
What is your next significant goal?!
How will you get there?!
By when?
100 CUSTOMERS
@ $20
MEASURE
COMPLETED EXPERIMENTS
LEARN
1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
8 WEEKS FROM NOW
EXPERIMENT QUEUE
20
20
PROBLEM SOLUTION
INTERVIEWS INTERVIEWS
1
2
5
6
TEASER
PAGE
PREORDER
OPTION
7
8
3
Lean Dashboard
4
Lean Stack by Spark59.com
204. A pivot not grounded in learning is a
disguised “see what sticks” strategy.
205.
206. “There is no such thing as a failed
experiment- only unexpected outcomes. ”
!
- Buckminster Fuller
207. SUCCESS METRICS
PROBLEM/SOLUTION FIT
How will you determine if this is a
problem worth solving?!
What is your early validation criteria?!
How many customers does that
represent?!
By when?
CURRENT METRICS
PRODUCT/MARKET FIT
SCALE
How will you determine if you have
built something enough people
want?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
How will scale your business
model?!
What is your engine of growth?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
How is your customer funnel
performing?!
Identify your current stage.!
List out customer lifecycle (AARRR)
metrics.
EXPERIMENTS
KEY OBJECTIVE
ACTIVE EXPERIMENTS
BUILD
Determine right action, right time.!
What are your riskiest assumptions or leaps of faiths?!
What is your next significant goal?!
How will you get there?!
By when?
MEASURE
COMPLETED EXPERIMENTS
LEARN
3
4
6
7
8
9
10
11
12
13
14
15
16
Running
Experiments
1
2
3
4
5
6
7
8
Lean Dashboard
2
5
EXPERIMENT QUEUE
1
Lean Stack by Spark59.com
208. SUCCESS METRICS
CURRENT METRICS
PROBLEM/SOLUTION FIT
SCALE
How will you determine if you have
built something enough people
want?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
How will you determine if this is a
problem worth solving?!
What is your early validation criteria?!
How many customers does that
represent?!
By when?
PRODUCT/MARKET FIT
How will scale your business
model?!
What is your engine of growth?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
20
CUSTOMERS
200
CUSTOMERS
8 WEEKS FROM
NOW
How is your customer funnel
performing?!
Identify your current stage.!
List out customer lifecycle (AARRR)
metrics.
2,000
CUSTOMERS
1.5 YEARS FROM
NOW
3 YEARS FROM
NOW
EXPERIMENTS
KEY OBJECTIVE
ACTIVE EXPERIMENTS
BUILD
Determine right action, right time.!
What are your riskiest assumptions or leaps of faiths?!
What is your next significant goal?!
How will you get there?!
By when?
MEASURE
COMPLETED EXPERIMENTS
LEARN
1
2
3
4
5
EXPERIMENT
TITLE
6
7
8
9
10
11
12
13
14
15
16
80%
CLOSE
RATE
SEP 1
EXPERIMENT QUEUE
EXPERIMENT
TITLE
EXPERIMENT
TITLE
EXPERIMENT
TITLE
EXPERIMENT
TITLE
1
2
3
4
5
6
7
8
Lean Dashboard
Lean Stack by Spark59.com
209. Back
EXPERIMENT REPORT
Author:
[NAME]
Title: [TITLE]
Background!
What are you trying to learn or achieve?!
Created:
[DATE]
Results
Enter your qualitative/quantitative data.!
Falsifiable Hypotheses
Declare your expected outcome. !
!
Use this format:
[Specific Repeatable Action] will [Expected Measurable Outcome]!
Validated Learning
[VALIDATED or INVALIDATED]
Summarize your learning from the experiment.
Details!
How will you setup this experiment?
Next Action!
What’s the next experiment?!
Lean Stack by Spark59.com
210. Back
EXPERIMENT REPORT
Author:
[NAME]
Title: [TITLE]
Background!
What are you trying to learn or achieve?!
B
Created:
[DATE]
Results
Enter your qualitative/quantitative data.!
Falsifiable Hypotheses
Declare your expected outcome. !
!
Use this format:
[Specific Repeatable Action] will [Expected Measurable Outcome]!
U
I
Validated Learning
[VALIDATED or INVALIDATED]
Summarize your learning from the experiment.
Details!
How will you setup this experiment?
L
D
Next Action!
What’s the next experiment?!
Lean Stack by Spark59.com
211. Back
EXPERIMENT REPORT
Author:
[NAME]
Title: [TITLE]
Background!
What are you trying to learn or achieve?!
Created:
[DATE]
Results
Enter your qualitative/quantitative data.!
Falsifiable Hypotheses
Declare your expected outcome. !
!
Use this format:
[Specific Repeatable Action] will [Expected Measurable Outcome]!
!
What are you trying to achieve?
Validated Learning
[VALIDATED or INVALIDATED]
Summarize your learning from the experiment.
Details!
How will you setup this experiment?
Next Action!
What’s the next experiment?!
Lean Stack by Spark59.com
212. Back
EXPERIMENT REPORT
Author:
[NAME]
Title: [TITLE]
Background!
What are you trying to learn or achieve?!
Created:
[DATE]
Results
Enter your qualitative/quantitative data.!
Falsifiable Hypotheses
Declare your expected outcome. !
!
Use this format:
[Specific Repeatable Action] will [Expected Measurable Outcome]!
!
Declare your expected outcomes
Validated Learning
[VALIDATED or INVALIDATED]
Summarize your learning from the experiment.
Details!
How will you setup this experiment?
Next Action!
What’s the next experiment?!
Lean Stack by Spark59.com
213. Back
EXPERIMENT REPORT
Author:
[NAME]
Title: [TITLE]
Background!
What are you trying to learn or achieve?!
Created:
[DATE]
Results
Enter your qualitative/quantitative data.!
Falsifiable Hypotheses
Declare your expected outcome. !
!
Use this format:
[Specific Repeatable Action] will [Expected Measurable Outcome]!
!
How will you setup this experiment?
Validated Learning
[VALIDATED or INVALIDATED]
Summarize your learning from the experiment.
Details!
How will you setup this experiment?
Next Action!
What’s the next experiment?!
Lean Stack by Spark59.com
214. Back
EXPERIMENT REPORT
Author:
[NAME]
Title: [TITLE]
Background!
What are you trying to learn or achieve?!
Created:
[DATE]
Results
Enter your qualitative/quantitative data.!
Falsifiable Hypotheses
Declare your expected outcome. !
!
Use this format:
[Specific Repeatable Action] will [Expected Measurable Outcome]!
!
How long will this experiment run?
Validated Learning
[VALIDATED or INVALIDATED]
Summarize your learning from the experiment.
Details!
How will you setup this experiment?
Next Action!
What’s the next experiment?!
Lean Stack by Spark59.com
215. SUCCESS METRICS
CURRENT METRICS
PROBLEM/SOLUTION FIT
SCALE
How will you determine if you have
built something enough people
want?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
How will you determine if this is a
problem worth solving?!
What is your early validation criteria?!
How many customers does that
represent?!
By when?
PRODUCT/MARKET FIT
How will scale your business
model?!
What is your engine of growth?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
20
CUSTOMERS
200
CUSTOMERS
8 WEEKS FROM
NOW
How is your customer funnel
performing?!
Identify your current stage.!
List out customer lifecycle (AARRR)
metrics.
2,000
CUSTOMERS
1.5 YEARS FROM
NOW
3 YEARS FROM
NOW
EXPERIMENTS
KEY OBJECTIVE
ACTIVE EXPERIMENTS
BUILD
Determine right action, right time.!
What are your riskiest assumptions or leaps of faiths?!
What is your next significant goal?!
How will you get there?!
By when?
MEASURE
COMPLETED EXPERIMENTS
LEARN
1
2
3
4
5
EXPERIMENT
TITLE
6
7
8
9
10
11
12
13
14
15
16
80%
CLOSE
RATE
SEP 1
EXPERIMENT QUEUE
EXPERIMENT
TITLE
EXPERIMENT
TITLE
EXPERIMENT
TITLE
EXPERIMENT
TITLE
1
2
3
4
5
6
7
8
Lean Dashboard
Lean Stack by Spark59.com
216. Back
EXPERIMENT REPORT
Author:
[NAME]
Title: [TITLE]
Background!
What are you trying to learn or achieve?!
B
Falsifiable Hypotheses
Declare your expected outcome. !
!
Use this format:
[Specific Repeatable Action] will [Expected Measurable Outcome]!
U
I
Created:
[DATE]
Results
Enter your qualitative/quantitative data.!
MEASURE
Validated Learning
[VALIDATED or INVALIDATED]
Summarize your learning from the experiment.
Details!
How will you setup this experiment?
L
D
Next Action!
What’s the next experiment?!
Lean Stack by Spark59.com
217. SUCCESS METRICS
CURRENT METRICS
PROBLEM/SOLUTION FIT
SCALE
How will you determine if you have
built something enough people
want?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
How will you determine if this is a
problem worth solving?!
What is your early validation criteria?!
How many customers does that
represent?!
By when?
PRODUCT/MARKET FIT
How will scale your business
model?!
What is your engine of growth?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
20
CUSTOMERS
200
CUSTOMERS
8 WEEKS FROM
NOW
How is your customer funnel
performing?!
Identify your current stage.!
List out customer lifecycle (AARRR)
metrics.
2,000
CUSTOMERS
1.5 YEARS FROM
NOW
3 YEARS FROM
NOW
EXPERIMENTS
KEY OBJECTIVE
ACTIVE EXPERIMENTS
BUILD
Determine right action, right time.!
What are your riskiest assumptions or leaps of faiths?!
What is your next significant goal?!
How will you get there?!
By when?
MEASURE
COMPLETED EXPERIMENTS
LEARN
1
2
3
4
5
EXPERIMENT
TITLE
6
7
8
9
10
11
12
13
14
15
16
80%
CLOSE
RATE
SEP 1
EXPERIMENT QUEUE
EXPERIMENT
TITLE
EXPERIMENT
TITLE
EXPERIMENT
TITLE
EXPERIMENT
TITLE
1
2
3
4
5
6
7
8
Lean Dashboard
Lean Stack by Spark59.com
218. Back
EXPERIMENT REPORT
Author:
[NAME]
Title: [TITLE]
Background!
What are you trying to learn or achieve?!
B
Falsifiable Hypotheses
Declare your expected outcome. !
!
Use this format:
[Specific Repeatable Action] will [Expected Measurable Outcome]!
U
I
Created:
[DATE]
Results
Enter your qualitative/quantitative data.!
MEASURE
Validated Learning
[VALIDATED or INVALIDATED]
Summarize your learning from the experiment.
Details!
How will you setup this experiment?
L
D
LEARN
Next Action!
What’s the next experiment?!
Lean Stack by Spark59.com
219. Back
EXPERIMENT REPORT
Author:
[NAME]
Title: [TITLE]
B
Background!
What are you trying to learn or achieve?!
Falsifiable Hypotheses
Declare your expected outcome. !
!
Use this format:
[Specific Repeatable Action] will [Expected Measurable Outcome]!
!
U
I
Created:
[DATE]
Results
Enter your qualitative/quantitative data.!
MEASURE
Validated Learning
Summarize your learning from the experiment.
Validated
What is the next experiment to run?
Details!
How will you setup this experiment?
L
D
LEARN
Next Action!
What’s the next experiment?!
Lean Stack by Spark59.com
220. Back
EXPERIMENT REPORT
Author:
[NAME]
Title: [TITLE]
Background!
What are you trying to learn or achieve?!
B
Falsifiable Hypotheses
Declare your expected outcome. !
!
Use this format:
[Specific Repeatable Action] will [Expected Measurable Outcome]!
U
I
Created:
[DATE]
Results
Enter your qualitative/quantitative data.!
MEASURE
Validated Learning
Summarize your learning from the experiment.
Invalidated
Details!
How will you setup this experiment?
L
D
LEARN
Next Action!
What’s the next experiment?!
Lean Stack by Spark59.com
221. Back
EXPERIMENT REPORT
Author:
[NAME]
Title: [TITLE]
Background!
What are you trying to learn or achieve?!
B
Falsifiable Hypotheses
Declare your expected outcome. !
!
Use this format:
[Specific Repeatable Action] will [Expected Measurable Outcome]!
U
I
Why did the experiment fail?
- 5 Whys root cause analysis
What is the next experiment?
Created:
[DATE]
Results
Enter your qualitative/quantitative data.!
MEASURE
Validated Learning
Summarize your learning from the experiment.
Invalidated
Details!
How will you setup this experiment?
L
D
LEARN
Next Action!
What’s the next experiment?!
Lean Stack by Spark59.com
222. SUCCESS METRICS
PROBLEM/SOLUTION FIT
How will you determine if this is a
problem worth solving?!
What is your early validation criteria?!
How many customers does that
represent?!
By when?
CURRENT METRICS
PRODUCT/MARKET FIT
SCALE
How will you determine if you have
built something enough people
want?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
How will scale your business
model?!
What is your engine of growth?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
How is your customer funnel
performing?!
Identify your current stage.!
List out customer lifecycle (AARRR)
metrics.
EXPERIMENTS
KEY OBJECTIVE
ACTIVE EXPERIMENTS
BUILD
Determine right action, right time.!
What are your riskiest assumptions or leaps of faiths?!
What is your next significant goal?!
How will you get there?!
By when?
MEASURE
Actual
Progress
COMPLETED EXPERIMENTS
LEARN
1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
EXPERIMENT QUEUE
1
2
3
4
5
6
7
8
Lean Dashboard
Lean Stack by Spark59.com
223. SUCCESS METRICS
CURRENT METRICS
PROBLEM/SOLUTION FIT
SCALE
How will you determine if you have
built something enough people
want?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
How will you determine if this is a
problem worth solving?!
What is your early validation criteria?!
How many customers does that
represent?!
By when?
PRODUCT/MARKET FIT
How will scale your business
model?!
What is your engine of growth?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
20
CUSTOMERS
200
CUSTOMERS
8 WEEKS FROM
NOW
How is your customer funnel
performing?!
Identify your current stage.!
List out customer lifecycle (AARRR)
metrics.
2,000
CUSTOMERS
1.5 YEARS FROM
NOW
3 YEARS FROM
NOW
EXPERIMENTS
KEY OBJECTIVE
ACTIVE EXPERIMENTS
BUILD
Determine right action, right time.!
What are your riskiest assumptions or leaps of faiths?!
What is your next significant goal?!
How will you get there?!
By when?
MEASURE
COMPLETED EXPERIMENTS
LEARN
EXPERIMENT
TITLE
80%
CLOSE
RATE
1
2
3
4
5
EXPERIMENT
TITLE
6
7
8
9
10
11
12
13
14
15
16
JUL 25
SEP 1
EXPERIMENT QUEUE
EXPERIMENT
TITLE
EXPERIMENT
TITLE
EXPERIMENT
TITLE
1
2
3
4
5
6
7
8
Lean Dashboard
Lean Stack by Spark59.com
224. SUCCESS METRICS
CURRENT METRICS
PROBLEM/SOLUTION FIT
SCALE
How will you determine if you have
built something enough people
want?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
How will you determine if this is a
problem worth solving?!
What is your early validation criteria?!
How many customers does that
represent?!
By when?
PRODUCT/MARKET FIT
How will scale your business
model?!
What is your engine of growth?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
20
CUSTOMERS
200
CUSTOMERS
8 WEEKS FROM
NOW
How is your customer funnel
performing?!
Identify your current stage.!
List out customer lifecycle (AARRR)
metrics.
2,000
CUSTOMERS
1.5 YEARS FROM
NOW
REVENUE
ACQUISITION
ACTIVATION
2
20%
100
100%
10
10%
REFERRAL
5
50%
3 YEARS FROM
NOW
EXPERIMENTS
KEY OBJECTIVE
ACTIVE EXPERIMENTS
BUILD
Determine right action, right time.!
What are your riskiest assumptions or leaps of faiths?!
What is your next significant goal?!
How will you get there?!
By when?
MEASURE
COMPLETED EXPERIMENTS
LEARN
EXPERIMENT
TITLE
80%
CLOSE
RATE
1
2
3
4
5
EXPERIMENT
TITLE
6
7
8
9
10
11
12
13
14
15
16
JUL 25
SEP 1
EXPERIMENT QUEUE
EXPERIMENT
TITLE
EXPERIMENT
TITLE
EXPERIMENT
TITLE
1
2
3
4
5
6
7
8
Lean Dashboard
Lean Stack by Spark59.com
225. SUCCESS METRICS
CURRENT METRICS
PROBLEM/SOLUTION FIT
SCALE
How will you determine if you have
built something enough people
want?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
How will you determine if this is a
problem worth solving?!
What is your early validation criteria?!
How many customers does that
represent?!
By when?
PRODUCT/MARKET FIT
How will scale your business
model?!
What is your engine of growth?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
20
CUSTOMERS
200
CUSTOMERS
8 WEEKS FROM
NOW
How is your customer funnel
performing?!
Identify your current stage.!
List out customer lifecycle (AARRR)
metrics.
2,000
CUSTOMERS
1.5 YEARS FROM
NOW
REVENUE
ACQUISITION
ACTIVATION
2
20%
100
100%
10
10%
REFERRAL
5
50%
3 YEARS FROM
NOW
EXPERIMENTS
KEY OBJECTIVE
ACTIVE EXPERIMENTS
BUILD
Determine right action, right time.!
What are your riskiest assumptions or leaps of faiths?!
What is your next significant goal?!
How will you get there?!
By when?
MEASURE
COMPLETED EXPERIMENTS
LEARN
EXPERIMENT
TITLE
80%
CLOSE
RATE
1
2
3
4
5
EXPERIMENT
TITLE
6
7
8
9
10
11
12
13
14
15
16
JUL 25
SEP 1
EXPERIMENT QUEUE
EXPERIMENT
TITLE
EXPERIMENT
TITLE
EXPERIMENT
TITLE
1
2
3
4
5
6
7
8
Lean Dashboard
Lean Stack by Spark59.com
226. SUCCESS METRICS
CURRENT METRICS
PROBLEM/SOLUTION FIT
SCALE
How will you determine if you have
built something enough people
want?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
How will you determine if this is a
problem worth solving?!
What is your early validation criteria?!
How many customers does that
represent?!
By when?
PRODUCT/MARKET FIT
How will scale your business
model?!
What is your engine of growth?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
20
CUSTOMERS
200
CUSTOMERS
8 WEEKS FROM
NOW
How is your customer funnel
performing?!
Identify your current stage.!
List out customer lifecycle (AARRR)
metrics.
2,000
CUSTOMERS
1.5 YEARS FROM
NOW
REVENUE
ACQUISITION
RETENTION
ACTIVATION
400
50%
200
50%
800
80%
REFERRAL
1,000
100%
200
25%
3 YEARS FROM
NOW
EXPERIMENTS
KEY OBJECTIVE
ACTIVE EXPERIMENTS
BUILD
Determine right action, right time.!
What are your riskiest assumptions or leaps of faiths?!
What is your next significant goal?!
How will you get there?!
By when?
MEASURE
COMPLETED EXPERIMENTS
LEARN
EXPERIMENT
TITLE
EXPERIMENT
TITLE
1
2
EXPERIMENT
TITLE
3
EXPERIMENT
TITLE
4
$20,000
MRR
EXPERIMENT
TITLE
EXPERIMENT
TITLE
EXPERIMENT
TITLE
5
OCT 1
6
7
8
9
10
11
12
13
14
15
16
EXPERIMENT QUEUE
EXPERIMENT
TITLE
1
EXPERIMENT
TITLE
EXPERIMENT
TITLE
EXPERIMENT
TITLE
2
3
4
6
7
8
EXPERIMENT
TITLE
5
Lean Dashboard
Lean Stack by Spark59.com
227. SUCCESS METRICS
CURRENT METRICS
PROBLEM/SOLUTION FIT
How is your customer funnel
performing?!
Identify your current stage.!
List out customer lifecycle (AARRR)
metrics.
SCALE
How will you determine if you have
built something enough people
want?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
How will you determine if this is a
problem worth solving?!
What is your early validation criteria?!
How many customers does that
represent?!
By when?
PRODUCT/MARKET FIT
How will scale your business
model?!
What is your engine of growth?!
What is your revenue goal?!
How many customers does that
represent?!
By when?
20
CUSTOMERS
200
CUSTOMERS
8 WEEKS FROM
NOW
REVENUE
ACQUISITION
ACTIVATION
400
50%
200
50%
800
80%
REFERRAL
1,000
100%
2,000
CUSTOMERS
1.5 YEARS FROM
NOW
RETENTION
200
25%
3 YEARS FROM
NOW
EXPERIMENTS
KEY OBJECTIVE
ACTIVE EXPERIMENTS
BUILD
Determine right action, right time.!
What are your riskiest assumptions or leaps of faiths?!
What is your next significant goal?!
How will you get there?!
By when?
EXPERIMENT
TITLE
$20,000
MRR
AUG
MEASURE
EXPERIMENT
TITLE
JUL 30
COMPLETED EXPERIMENTS
LEARN
EXPERIMENT
TITLE
EXPERIMENT
TITLE
EXPERIMENT
TITLE
1
2
EXPERIMENT
TITLE
AUG
EXPERIMENT QUEUE
EXPERIMENT
TITLE
1
EXPERIMENT
TITLE
EXPERIMENT
TITLE
EXPERIMENT
TITLE
2
3
4
6
7
8
EXPERIMENT
TITLE
5
Lean Dashboard
EXPERIMENT
TITLE
EXPERIMENT
TITLE
3
EXPERIMENT
TITLE
4
JUL 27
EXPERIMENT
TITLE
OCT 1
EXPERIMENT
TITLE
EXPERIMENT
TITLE
EXPERIMENT
TITLE
5
6
7
8
9
10
11
12
13
14
15
16
AUG 3
AUG
Lean Stack by Spark59.com
234. Get the Workshop Kit
What You Get:
!
1. Slides
2. Running Lean Book
3. Customer Factory Book (when published)
4. Tools Access
5. 30-minute chat with Ash Maurya
6. Additional Video Content
URL: http://PracticeTrumpsTheory.com/workshop-access
Password: RL-2013
Ash Maurya | ashmaurya.com | spark59.com |@ashmaurya
Life’s too short to build something nobody wants.