1. This work is licensed under Creative Commons Attribution Non Commercial 3.0

2. The lean startup
Opportunity Recognition Workshop
This work is licensed under Creative Commons Attribution Non Commercial 3.0

3. 9 out of 10 start-ups or
products fail
This work is licensed under Creative Commons Attribution Non Commercial 3.0

4. 58 ideas = 1 success
This work is licensed under Creative Commons Attribution Non Commercial 3.0

5. 66% of successful start-
ups drastically change
their original plans
This work is licensed under Creative Commons Attribution Non Commercial 3.0

6. Not a better Plan A but a
path to a plan that
works
This work is licensed under Creative Commons Attribution Non Commercial 3.0

7. Plan that works =
Scalable, repeatable,
business model
This work is licensed under Creative Commons Attribution Non Commercial 3.0

8. Product market fit is the
first thing that matters
This work is licensed under Creative Commons Attribution Non Commercial 3.0

9. Three stages of a startup
Stage 1
Problem /
solution fit
Product /
market fit
Scale
Stage 2 Stage 3
Do I have a problem
worth solving?
Have I built something
people want?
How do I accelerate
growth?
Focus = validated learning
Experiments = pivots
Terrain = qualitative
Focus = growth
Experiments = optimizations
Terrain = quantitative
This work is licensed under Creative Commons Attribution Non Commercial 3.0

10. Lean manufacturing
§ Practice developed in
early 90’s by Toyota
§ Improve efficiency
based on TPS ( = JIT +
automation)
§ Eliminate Waste (what
does not generate
value) in production
process
§ Methodology applied in other businesses such as
production, Government, services, software development,
etc.
Use your scarce
resources to
generate value only
This work is licensed under Creative Commons Attribution Non Commercial 3.0

11. Customer development
§ Methodology created in
mid 90’s by Steve Blank
§ Documented in “The four
steps to the epiphany”
§ Scientific approach to
improve the products
success by developing a
better understanding
of the consumers
Get out of the
building!
This work is licensed under Creative Commons Attribution Non Commercial 3.0

12. This work is licensed under Creative Commons Attribution Non Commercial 3.0

13. Customer development methodology
§ Parallel process to product development
§ Rigid consumer milestones instead of FCS
§ Comprehensive documentation
§ Emphasis on learning & discovery before execution
This work is licensed under Creative Commons Attribution Non Commercial 3.0

14. The lean startup
§ Developed in 2008 by Eric Ries
§ Documented in “The Lean
startup”
§ = Lean philosophy + customer
development + agile principles
§ Approach based on validated
learning, scientific
experimentation and short
iterations
This work is licensed under Creative Commons Attribution Non Commercial 3.0

15. Build, Measure, Learn and iterate
Minimize total time
through the loop
Source: Eric Ries
This work is licensed under Creative Commons Attribution Non Commercial 3.0

16. Customer development + agile
development
This work is licensed under Creative Commons Attribution Non Commercial 3.0

17. Minimum Viable Product
This work is licensed under Creative Commons Attribution Non Commercial 3.0

18. What is an MVP?
A MVP is the most pared down version of a
product that can still be released
§ It has enough value that people are willing to use it
or buy it initially
§ It demonstrates enough future benefit to retain early
adopters
§ It provides a feedback loop to guide future
development
This work is licensed under Creative Commons Attribution Non Commercial 3.0

19. Why do we need an MVP?
The minimum viable product allows a team to
collect the maximum amount of validated
learning about customers with the least effort
§ Do customer recognize that they have a problem you
are trying to solve?
§ If there were a solution, would they buy it?
§ Would they buy it from you?
§ Can we build the solution for that problem?
This work is licensed under Creative Commons Attribution Non Commercial 3.0

20. MVP examples
Boring 3 minute video for their MVP that looked like a
normal product demonstration (no code). When they
released the video online, their waiting list went from
5,000 people to 75,000 overnight!
Collects customer feedback using Google Docs
Used only one plane and one route to test their
hypothesis. As they worked out the kinks in their strategy
they started adding more planes and routes
Started out as a simple WordPress blog with a widget
that used AppleScript to send PDFs coupons via
Mail.app
This work is licensed under Creative Commons Attribution Non Commercial 3.0

21. What lean startup does not mean
§ Cheap or Bootstrapped
§ Lean startup focuses on making real progress while minimizing waste. It’s
more about speed than cost
§ Only for Web 2.0, Internet and consumer companies
§ All companies that face uncertainty about customer needs
§ Lean startups are very small companies
§ Also for established companies
§ Yet another software development methodology
§ Agile development can be part of it
§ Release half-baked product and call it MVP
§ MVP is delivers value to the customer and allows to learn
§ MVP is core but only part of the methodology
This work is licensed under Creative Commons Attribution Non Commercial 3.0

22. Questions?
This work is licensed under Creative Commons Attribution Non Commercial 3.0