Introduction to the principles of the The Lean Startup methodology along with case studies and practical tips on how to incorporate a 'Lean Startup' culture within your organisation

1. The Lean Startup
Frido van Driem
fridovandriem.zeef.com
@fridovandriem
Co-Founder & Chief Evangelist
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2. Find Information Through People
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4. I have an idea!
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Lean Startup Machine - Rotterdam 2012

5. FaceCareer
The Career MatchMaker
Business plan
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6. Excel prediction
Me

7. Failed!

8. Business Plan
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“No business plan survives first contact with customers”
- Steve Blank

9. Idea is no product!
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10. The Lean Startup
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Eric Ries
“Validated learning”

11. History of “Lean”
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12. “Work can be studied scientifically
and can be improved through rigorous
experimental approach”
Winslow Taylor - 1911
Scientific Management
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13. “Lean manufacturing” - Reducing waste
Toyota: 1990
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14. The Lean Startup: 2011
“Startup success can be engineered by following the
process, which means it can be learned, which means it can
be taught.”
- Eric Ries
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15. Validated learning
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16. Vision
Strategy
Product Optimization
Pivot
Steering your startup
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17. Example: ZAPPOS
“Chase the vision, not the
money, the money will end
up following you”
- Tony Hsieh

18. Old approach
“I need $300,000 to build a website where you
can buy shoes. Here is my business plan”
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19. New approach
Test and validate the riskiest assumption:
“Will people buy shoes online?”
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20. Important
Before the test:
“What do I think will be the result?”
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21. Get out of the building
“There are no facts inside your building…,
so get the heck outside”
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22. MVP: Minimum viable product
Pictures of shoes online
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23. Customer discovery

24. Pivot
“A pivot is a change in your strategy”
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26. Change the process
“The definition of insanity is doing the same thing
over and over and expecting different results”
- Albert Einstein
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27. Feedback loop continues
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28. Product market fit
“Make things people want”
- Paul Graham Y Combinator
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29. How to measure product market fit?
“How would you feel if you could no longer use ZAPPOS?"
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30. Fire up the engine of growth
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31. Testing your Distribution channels
● Viral Marketing
● PR
● Search Engine Marketing
● Social and Display AD
● Offline ADS
● SEO
● Content Marketing
● Email marketing
● Blogs
● Affiliate programs
● Speaking engagements
Source: Traction “A Startup Guide to Getting Customers”
Convert users
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32. Growth hypothesis
Distribution channel Traffic CTR Conversion % Total users
Techcrunch 300,000 10% 25% 7,500
Dave McClure 30,000 10% 25% 750
Mashable 500,000 10% 25% 12,500
Source: Traction “A Startup Guide to Getting Customers”
Example: Startup ‘Mint - Track your finances’
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33. Conclusion
“The way to get started
is to quit
thinking
and
start testing”
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35. startup.zeef.com
Find Information Through People
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