The first steps when we want to validate your idea or canvas can be not clear, understand where you are, what validation, hypotheses, experiment and pivot means, and design your roadmap to learn

1. @lmalmanza First steps

2. why?

3. where am I?

4. Startup Company

5. 50% - 1 year
30% - 2 years
90% - 10 years
new business rate

7. most startups fail
from a lack of
customer ($)

8. goal: have a chance

10. business model vs business plan

11. Business Model Business Plan
Startup Company
66%
change

13. lean

15. there is no process

16. tools

17. lean canvas

18. is a framework

19. yeahhh, now what?

21. validation
comprobation

22. comprobar que

23. método científico
scientific method
1.Construct hypotheses
2.Test by doing an experiment
3.Validate or invalidate

24. hypotheses =
assumptions

25. experiments

26. metrics

27. pivot
take decision
take decision

28. one example
How to Make $4,500 in 90 Minutes [Case Study]

29. First steps validation board Project Date
Discovery Pivot... (go back)
About Assumptions Experiments Metrics Validated Invalidated
User/
Customer segment
1. 1. 1. 1. 1.
Customer 2. 2. 2. 2. 2.
3. 3. 3. 3. 3.
1. 1. 1. 1. 1.
Problem 2.
3.
2.
3. Problem 2.
3.
2.
3.
2.
3.
Unique Value Proposition
1. 1. 1. 1. 1.
Solution 2. 2. 2. 2. 2.
3. 3. 3. 3. 3.
Validation Pivot... (go back)
About Assumptions Experiments Metrics Validated Invalidated
Solution
1. 1. 1. 1. 1.
Product 2. 2. 2. 2. 2.
3. 3. 3. 3. 3.
1. 1. 1. 1. 1.
Distribution 2.
3.
2.
3. Channels 2.
3.
2.
3.
2.
3.
Revenue Stream
1. 1. 1. 1. 1.
Pricing 2. 2. 2. 2. 2.
3. 3. 3. 3. 3.
1. 1. 1. 1. 1.
Demand 2. 2. 2. 2. 2.
creation 3. 3. 3. 3. 3.
1. 1. 1. 1. 1.
Market type 2. 2. 2. 2. 2.
3. 3. 3. 3. 3.
1. 1. 1. 1. 1.
Competitors 2. 2. 2. 2. 2.
3. 3. 3. 3. 3.
Luis Almanza
http://lmalmanza.wordpress.com @lmalmanza

30. First steps validation board Project Date
Discovery Pivot... (go back)
About Assumptions Experiments Metrics Validated Invalidated
User/ 1. 1. 1. 1. 1.
Customer 2. 2. 2. 2. 2.
3. 3. 3. 3. 3.
1. 1. 1. 1. 1.
Problem 2. 2. 2. 2. 2.
3. 3. 3. 3. 3.
1. 1. 1. 1. 1.
Solution 2. 2. 2. 2. 2.
3. 3. 3. 3. 3.
Validation Pivot... (go back)
About Assumptions Experiments Metrics Validated Invalidated
1. 1. 1. 1. 1.
Product 2. 2. 2. 2. 2.
3. 3. 3. 3. 3.
1. 1. 1. 1. 1.
Distribution 2. 2. 2. 2. 2.
3. 3. 3. 3. 3.
1. 1. 1. 1. 1.
Pricing 2. 2. 2. 2. 2.
3. 3. 3. 3. 3.
1. 1. 1. 1. 1.
Demand 2. 2. 2. 2. 2.
creation 3. 3. 3. 3. 3.
1. 1. 1. 1. 1.
Market type 2. 2. 2. 2. 2.
3. 3. 3. 3. 3.
1. 1. 1. 1. 1.
Competitors 2. 2. 2. 2. 2.
3. 3. 3. 3. 3.
Luis Almanza
http://lmalmanza.wordpress.com @lmalmanza

31. take notes!
get out of the building

32. 1. Exploration

34. observation
observation

35. empahty map
Emphaty Map

36. story board
Story board

37. talk!

38. interviews

39. 30 min in person
with your
prototypical
customer

40. 1. Set context & tell your story
2. Tell your problem
3. LISTEN!!
4. Ask follow up / references

41. • The best question to start is always, “Tell
me the story of the
time you did…”
• Never ask a question that starts with the
word “would,” ie. “Would you do
X?” or “Would you pay for this?”

42. Bad questions
• Do you like [something everyone likes, ie
music]?”
• “Do you have a problem with [insert too broad
or too obvious problem]?”
• “Do you want more time and money?”
• “Do you wish you could have a [insert
something awesome like a Porsche]?”
• Anything that has to do with your solution

43. good questions
• “Tell me about the last time you…”
• “How are you currently solving [insert
problem]?”
• “How/where did you search for a solution?”
• “If you could wave a magic wand and have
anything you wanted, what would it look
like?”

44. surveys

45. google docs (docs.google.com)
wufoo (wufoo.com)
survey monkey (surveymonkey.com)
facebook (www.facebook.com)

46. record, evidence
record, evidence

47. 2.pitch!
2. pitch

48. cold email
cold email

49. cold call
cold call

50. fake ad

52. Walking into a
store and pitching
the owner

53. meetings, user groups, conferences
Hand out cards with invite to:

54. landing page

55. www.unbounce.com

56. www.launchrock.com

57. www.checkthis.com

58. domain
www.name.com

59. don´t forget the
ACTION
“Singup to be notified when we launch”

60. example

63. demos

64. videos

65. dibujos
drawings

66. maquetas
model

67. research

68. • Euromonitor
• OET
• INEGI
• google trends
• google insights
• facebook ads

69. metrics

71. where are they?
how i can find people?

72. get out of the building

73. First steps validation board Project Date
Discovery Pivot... (go back)
About Assumptions Experiments Metrics Validated Invalidated
User/ 1. 1. 1. yes no
1. 1.
no
Customer 2. 2. 2. 2. 2.
3. 3. 3. 3. 3.
1. 1. 1. yes no
1. 1.
yes
Problem 2. 2. 2. 2. 2.
3. 3. 3. 3. 3.
Solution
1.
2.
3.
1.
2.
3.
1.
2.
3.
yes
1.
2.
3.
1.
2.
3.
Validation Pivot... (go back)
About Assumptions Experiments Metrics Validated Invalidated
1. 1. 1. 1. 1.
Product 2. 2. 2. 2. 2.
3. 3. 3. 3. 3.
1. 1. 1. 1. 1.
Distribution 2. 2. 2. 2. 2.
3. 3. 3. 3. 3.
1. 1. 1. 1. 1.
Pricing 2. 2. 2. 2. 2.
3. 3. 3. 3. 3.
1. 1. 1. 1. 1.
Demand 2. 2. 2. 2. 2.
creation 3. 3. 3. 3. 3.
1. 1. 1. 1. 1.
Market type 2. 2. 2. 2. 2.
3. 3. 3. 3. 3.
1. 1. 1. 1. 1.
Competitors 2. 2. 2. 2. 2.
3. 3. 3. 3. 3.
Luis Almanza
http://lmalmanza.wordpress.com @lmalmanza

74. product features

75. less friction

76. contacto
lmalmanza.wordpress.com

77. Credits
• WWW.leanstartupmachine.com
• www.steveblank.com
• www.startuplessons.com
• the startups owners manual
• the lean startup
• running lean