In tidligfase kurs del 2 - endelig
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“IdLFaS KoMTSe” L 2 torsdag 16. mai 13
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Transcript of In tidligfase kurs del 2 - endelig
“IdLFaS KoMTSe”L 2
torsdag 16. mai 13
GDaVelkommen
Kort oppsummering og repetisjon fra forrige uke - Del 1
Presentasjon fra bedriftene
Eksperimenter og hypoteser + Øvelse 1
MVP + Øvelse 2
Oppsummering og veien videre
torsdag 16. mai 13
qUK RAp - ThE EaN EOd
torsdag 16. mai 13
lE sTTuP EtH - 3 CPoNTs
business model design - canvas with testable hypotheses
customer development - get out of the building and test the hypotheses
agile development - building a minimum viable product (mvp)
torsdag 16. mai 13
UsISs DL EGnHe SiNS MEl NS lE yO LoO At L bUDiN BlO oF OR bUNeS On E PE.
AcH OmPEnT OnTNS a RiE Of PtHSiS HT yO NeE To St.
Lean Canvas is adapted from The Business Model Canvas (BusinessModelGeneration.com) and is licensed under the Creative Commons Attribution-Share Alike 3.0 Un-ported License.
Problem
Top 3 problems
Existing Alternatives
Solution
Top 3 features
Unique Value Proposition
Single, clear compelling message that states why you are different and worth buying
High-Level Concept
Unique Value Proposition
Single, clear compelling message that states why you are different and worth buying
High-Level Concept
Unfair Advantage
Can’t be easily copied or bought
Customer Segments
Target customers
Early Adopters
Problem
Top 3 problems
Existing Alternatives
Key Metrics
Activity that drives retention/revenue
Unique Value Proposition
Single, clear compelling message that states why you are different and worth buying
High-Level Concept
Unique Value Proposition
Single, clear compelling message that states why you are different and worth buying
High-Level Concept
Channels
Path to customers
Customer Segments
Target customers
Early Adopters
Cost Structure
Customer Acquisition CostsDistribution CostsHostingStaff etc.
Cost Structure
Customer Acquisition CostsDistribution CostsHostingStaff etc.
Cost Structure
Customer Acquisition CostsDistribution CostsHostingStaff etc.
Revenue Streams
Revenue ModelLife Time ValueRevenueGross Margin
Revenue Streams
Revenue ModelLife Time ValueRevenueGross Margin
Revenue Streams
Revenue ModelLife Time ValueRevenueGross Margin
1
torsdag 16. mai 13
UsTER EvEPNt
wH ArE Ou IlL N T bUDN?- Steve Blank
2
Search Execute
Problem/SolutionFit
Product/MarketFit
Scale
Pivots Optimizations
Validated Learning Growth
Method
How to change
Objective
torsdag 16. mai 13
GE EvEPNt3
Steve Blank, Harvard Business Review 2012
IDEAS
CODEDATA
BUILD
MEASURE
LEARN
Meur AEr
OE AErlEN AEr
torsdag 16. mai 13
aRId BeDFtE SiD St
torsdag 16. mai 13
aRId BeDFtE SiD StHver bedrift presenterer:
Problem intervju - resultater og erfaringer
Presentasjon av oppdatert “Lean Canvas” forretningsmodell
Vurderer dere en pivot?
Refleksjoner fra boken og forrige kursdag
10-15 minutter pr bedrift
torsdag 16. mai 13
EN AAs
Q & A
torsdag 16. mai 13
lE cAAs: PBlE / JS T Be NeA job to be done is a fundamental problem/need that a customer faces. It can be functional, social or emotional.
Examples:
Listen to music while jogging
Manage personal finance at home
Clean clothes at home
sIAtIAl NXt
CtI Rb
oBCt
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RoBM NtEIEwValidate your hypotheses
Key questions:
Who has the problem/pain - Is this a viable customer segment?
What are you solving? How do customers rank the problems?
Who is the competition - How do you customers solve these problems today?
torsdag 16. mai 13
OcUNt STs
Be objective
Document immediately after interview
Notice their “keywords”
torsdag 16. mai 13
OlUON NtEIEwValidate your hypotheses
Key questions:
Who has the pain? (customer segment)
How do you solve their problems? (solution)
What will they pay? (revenue)
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qUItAVe.... TN QNtITV
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Et T O ThE UiLNg EASet up a booth - do a public demo
Interview potential customers
Put your office where the customers are
Throw a party
Talk to exerts in the field
Find the decision makers
Ask for introductions
Pre-orders
Landing-pages
Go to conferences
Work for free for your customer
torsdag 16. mai 13
eX cRErI P/ I
Do you have product/solution fit?
Are your top problems (or JBD) validated by customers?
Are they willing to pay for it?
Can you solve it?
Problem/SolutionFit
Product/MarketFit
Scale
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OW WHA?Do you have problem/solution fit?
1 minute for each company
What are you planning next?
Pivot?
Continue at Problem/Solution Fit Stage?
Proceed to Product/Market Fit Stage?
Problem/SolutionFit
Product/MarketFit?
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lUJ...
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rUInG XpEMTsRoDT/ArK I
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https://vimeo.com/65998583/torsdag 16. mai 13
IDEAS
CODEDATA
BUILD
MEASURE
LEARN
SeR EsTG
vADaT MoS RiS hYThES
wIFrA eN AcTN (fABoO FE)
gRSeMKeY CPt
SeR EsTG RRuIENdOMeN AnD UmMIzE EsUS
pIT I NeED
..... WT W LeAED (iNGH)wH wE HoUT...... (hYThES)
torsdag 16. mai 13
IaBItY EsTGLanding page
Concierge
Wizard of Oz
Prototypes (paper/html/Physical)
Video
Wireframe/Mockups, similar products
Test apps / Free apps
Crowd-Funding test
torsdag 16. mai 13
lE cAAs: WHaT S A HyPHIs
Falsifiable hypothesis = (Specific action) will (expected measurable action).
Examples:
Leap of faith: Begin know as an “expert” will drive early adopters.
Hypothesis:
Blog post will drive > 100 early adopter sign-ups.
Product recommendation from friends will drive > 10% purchases/likes.
torsdag 16. mai 13
eXCE 1 - XpEMTsWHaT O ER YpOEI XpEMTs
What are you trying to learn?Use this format:Falsifiable hypothesis = (Specific action) will (expected measurable action).
What type of experiments can you use to validate your hypothesis?
torsdag 16. mai 13
WHaT O ER YpOEI XpEMTs
What are you trying to learn?Use this format:Falsifiable hypothesis = (Specific action) will (expected measurable action).
What type of experiments can you use to validate your hypothesis?
eXCE 1 - XpEMTs
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OcUNt Ur STs
What did you learn?
What’s next?
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m - InIM VBlE RoDT
torsdag 16. mai 13
“The minimum viable product is that version of a new product which allows a team to collect the maximum amount of validated learning about customers with the least effort."
- Eric Ries
torsdag 16. mai 13
InIM VBlE RoDTFeatureset/Capabilites:
Start with the “must haves”
Drop “nice to haves”
Deliver/Sell in iterations if possible
Objectives:
Start iterating trough Build-Measure-Learn (LEARNING)
Validating market demand
torsdag 16. mai 13
InIM VBlE RoDTDo not build the “actual” product before you have to - only what you need to test!
Low Fidelity MVP
i.e. Wireframes / Concierge
High Fidelity MVP
i.e. Video / Prototypes / Demos / Test Apps
torsdag 16. mai 13
dRBoX Vp
https://vimeo.com/65885136
torsdag 16. mai 13
ItMOrS Vp
780.000$
8 months - MVP + 82 pre-orders
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m ExplConcierge
Wizard of Oz
Prototypes
Video
Test apps / Free apps
Rapid Development SW
3D printed HW
Arduino Electronics HW
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Concept Cars
Styrofoam/ABS ToysOrE Vp AmPS
Fashion Electronics
torsdag 16. mai 13
torsdag 16. mai 13
torsdag 16. mai 13
XeRSE 2
Kom opp med minst 2 ulike forslag på hvordan du kan lage en Low-Fidelity MVP og 2 forslag for en High Fidelity MVP for din bedrift.
Discuss in 10 minutes (2 and 2)
Present 3 minutes
torsdag 16. mai 13
OW Fili m Hh Fili m
Describe two Low Fidelity Minimum Viable Product (MVP) ideas for your company, and how you intend to test them.
Examples: Wireframes / Concierge
Describe two High Fidelity Minimum Viable Product (MVP) ideas for your company, and how you intend to test them.
Examples: Video / Prototypes / Demos / Test Apps
eXCE 2 - m
torsdag 16. mai 13
vEN VER
torsdag 16. mai 13
UsTER EvEPNt
Search
Problem/SolutionFit
Product/MarketFit
Scale
PivotsValidated Learning
Interviews MVP
Experiments
Sales
Canvas /Business Model
Agile Development
torsdag 16. mai 13
vEN VER
Hvordan ser veien videre ut? Tanker fra hver bedrift.
Founders Dilemma - Per Arve
Bøker / Web ressurser
Feedback på workshopen fra deltakerne
torsdag 16. mai 13
fODeR DiLMa
torsdag 16. mai 13
rEUEs
http://steveblank.com/tools-and-blogs-for-entrepreneurs/ Steve Blank
http://spark59.com Ash Maurya
http://www.startuplessonslearned.com Eric Ries
http://www.businessmodelgeneration.com Alexander Osterwalder
torsdag 16. mai 13
OK
torsdag 16. mai 13
& A
torsdag 16. mai 13
EeDCkJeg likte spesielt godt......
Dere kan bli bedre på.....
torsdag 16. mai 13
torsdag 16. mai 13
