1. Agile for Startups

2. Startups?

3. Version 0 – 1.0 (Creation) Version 1.0 – 1.1 (Improvement) Version 1.1 – 2.0 (Reinvention)

6. Startups fail due to lack of customers Period.

7. Product Development Model Launch Alpha/Beta Test Product Development Concept / Business Plan

8. Watch

9. Product Development Model Launch Alpha/Beta Test Product Development Concept / Business Plan

10. Requirements Specification Design Problem: Known Solution: Known Implementation Verification Maintenance

11. Product Owner In-house Customer Problem: Known Solution: Unknown

12. “A few months after this first launch, the project's customer representative — a key role in the Extreme Programming methodology — quit due to burnout and stress, and couldn't be replaced.”

14. ? ? ? ? ? ? Problem: Unknown Solution: Unknown

15. Startups are Tightly Coupled Business, Marketing, Sales, Engineering, Testing, Operations, Support

16. ? Problem: Unknown Solution: Unknown

17. Customer Development! Problem: Unknown Solution: Unknown

18. Customer Discovery Customer Validation Customer Creation Scaling Company stop stop stop stop Data Feedback Insights Hypothesis Experiments Insights Problem: Unknown Solution: Unknown

19. Customer Development Started with a Question: If startups fail due to lack of customers, not product development failure then why do we have evolved processes for product development and nothing for customer development

20. Product Development Model Launch Alpha/Beta Test Product Development Concept / Business Plan

22. Iteration not Execution

23. Entrepreneurs and VC operate on guesses

26. Product Benefits

27. Key Assumptions

28. Deployment Model

29. Friendly First Contacts

30. “Problem” Presentation

31. Customer Understanding

32. Market Knowledge

33. Synch with Dev

34. Product Presentation

35. More Customer Visits

36. Advisory Board

37. Summarize Problem

38. Summarize Product

39. Verify Business Model

40. Go/No Go?Fail Fast! Take what you learned and iterate on the idea

42. Create sales tools

43. Build Sales roadmap

44. ID the “closer”

45. Formalize Advisory Board

46. Contact Earlyvangelists

47. Sell them!

48. Refine sales process

49. Selling is truth

50. Gather data

51. Cycle times

52. Web traffic

53. Decision maker

54. Org charts

55. Product

56. Company

57. Present to Influencers

58. Present to AnalystsBack to Customer Discovery

59. Available on CafePress or Amazon

60. The Lean Startup Eric Ries http://www.startuplessonslearned.com/

61. Lean Startup Commodity Technology Stack Customer Development Agile Development

62. Minimize the TOTAL time through the loop IDEAS Learn Build CODE DATA Measure

63. Speed Wins

66. Pivot At each iteration through the loop… Based on what you’ve built, what data do you have, what did you learn? Where should we go next? Staying grounded in what you learn Most successful startups pivot

67. PayPal – CyberCash for PDA’s…Online Payments for eBay Microsoft - BASIC Interpreter…Global OS Domination Flickr – Online Games…Photo sharing

68. LeanStartUp Practice is Evolving IDEAS Learn Build Learn Faster Build Faster Customer Development 5 Whys – Root Cause Customer Advisory Board Falsifiable Hypotheses Product Owner Accountability Customer Personas Cross Functional Teams Unit Tests Usability Tests Continuous Integration Incremental Deployment Open Source Tools Cloud Computing Cluster Immune System Just-In-Time Scaling Refactoring MVP CODE DATA Measure Measure Faster Funnel Analysis Cohort Analysis Net Promoter Score Search Engine Marketing Split Tests Web Analytics Heat Maps Voice of Customer

69. Follow These People Customer Development Steve Blank, Haas School, Stanford http://steveblank.com/ Lean Startups Eric Ries http://startuplessonslearned.com/ AARRR! Dave McClure http://500hats.com/ @sgblank @ericries @davemcclure