9 things i learned @ lean camp-san francisco 2013

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9 Things I Saw @Lean Camp-San FranciscoLean Startup Conference 2013

+ 1. @TriKro @SaintSal & Team put on a well-structured, unstructured Lean Camp

+2. More women please

+3. Alarming ambiguity about:

“What the &$&#! is a Customer?”

This bothers me. There has to be a better way.

When have you properly exhausted market segments & customer types? No clear answer in the discussion.

It’s lazy to say – “Ask you current customers why they bought…” Umm… I don’t have any customers. That’s the point of the exercise.

+4. Think: Mutual Disqualification

Lean Startup Metrics Applied to Enterprise Sales

1. What are the reasons the prospect disqualifies your solution?

2. What is the reason you disqualify the person from pursuing a sales process.

+Mutual Disqualification:

Find a Trigger Point early

i.e. If your solution doesn’t solve a significant problem, you’re disqualified.

i.e. NDA – If the prospect isn’t willing to spend one hour with her legal team on this, disqualify them.

i.e. – If the prospect isn’t willing to bring 2-3 additional people into the process, disqualify them.

+5. Build-Measure-Learn Your

Sales Process

+6. When someone says “The book says…”, the answer is “Which book?”

Books by Steve Blank, Eric Ries, and others are just the start.

I think of “Lean Startup” as a platform. It’s up to the community (read: you and me) to build apps off of that platform.

+7. You can rank-order your product risks in 10 minutes with Post-It notes

+8. Cynefin is an acceptable topic

Led by @davidjbland

and@sammcafee

+9. Eric is like Santa Claus – He

knows when you’re at Lean Camp…