1. @vladblagojevic @nickboucart@sirris_be

2. Agile Development is good for 3. Will agile help them build betterproducts? 4. Google WaveBuild it, and they will come(good products = big bucks) Right? 5. What do you need for a successful business? 6. Auto/pers Whatonal/comm will youunities? need toWhat doWho areWhat can master?you offer? youryou Value? customeroutsource Uniqueness s?to whom??What doHow toyou need communicto build ate &up?deliver?How willWhatyou makeare mymoney?costs? 7. Groupon: deal of the day in your inbox.Get 50%-90% off the best stuff your city has to offer. 8. MerchantPersonal/CallAcquisition Centers Copy-writingAutomated/ Deal New, local MerchantsE-mail selectioncustomers(guarantee #) Consumers Discounts Direct salesEmail DBGoogle ads Personalization engine Social media 50% commission Cust. acquisitionMerchant (30% of revenue)20% unfulfilledAcquisition (sales = groupons employees)Churn 9. Entrepreneurship as a science 10. began as a MMO gameWhat happened here?began with PDA payment tool 11. Who is thecustomer?What do theyvalue?What is our productanyway? 12. Startup isa temporary organization with purpose to search for a repeatable and scalable business model. S. BlankStartup ~ research 13. StateHypotheses Pivot or Experimentpersevere 14. StateHypotheses Pivot or Experimentpersevere 15. parkrBootstrapping:parking scoutsSMSHelp findDrivers inparking Mobile appGPS producerscitiesMonetizeNear-locationunused notifier + UIparking App store CommunityViral User credit cardsMicroCommunity commission Platform (parking spotter) 16. parkrBootstrapping:parking scoutsSMSHelp findparking Mobile appDrivers inGPS producerscitiesMonetizeNear-locationunused notifier + UIparking App store CommunityViral User credit cards Micro commission CommunityPlatform(scouts) 17. Customers Problemdo I know who they are & how to reachtop 3 customer problems? them? Pain level: must have vs nice to Segment? Early adopter?have Roles: user, economic buyer, Awareness: active vs. latent influencer, saboteur? How do they search for Alternatives : how do they deal products?with these problems today? Solutiontop 3 product features? Do they solve the top 3 problems? Barriers to adoption (e.g. fit/integration with existing workflow)? Is my price accepted? 18. StateHypotheses Pivot or Experimentpersevere 19. A 1st problem isWould you pay $20 aDoes this resonate withmonth to use a tool likeyou? How do you deal this?with it today?Is it a must-have?...This is how our solution looks today(screen per problem).Which of the screens resonated themost? Which could you live without?Are there any additional features youthink are missing?Use Mocks 20. Trouble Parking in Brussels?www.parkr.comFind parking when you need it.Park easily in busy streets of BrusselsPaying too much for parking?www.parkr.comMonetize your unused parking time andhelp others find free parking! 21. Concierge MVP Wizard of Oz 22. DocumentHypotheses Pivot orExperimentpersevere 23. CHEATSHEET Customer problem pivot: same product, same segment, different problem Change of an aspect ofStarbucks : started selling coffee beans & espresso makers Segment pivot: same product , similar problem,a business model different set of customerse.g. consumers arent buying, enterprises have a similar problem Successful startups Sometimes a pure marketing change Technology pivot: repurpose the technology to solve achange direction quickly more pressing or marketable problem Product feature pivot: remove features for focus, or to Based on learningadd features for a more holistic solutionpay close attention to what real customers are doing Revenue model pivote.g. from a premium customized, to a low price commoditized solution Grounded in the visione.g. from a one-time sale to monthly subscription or license feese.g. razor versus blade strategy They keep one foot in theSales channel pivot: use lessons learned from customers to switch from direct salespast and place one foot inE.g. distribution channel, ecommerce, white-labeling Product versus services pivot: if products are tooa new possible futuredifferent or too complex to be sold effectively to the customer with the problembundle support services with the product, education offerings... Vision: search space Major competitor pivot: react when a major new player or competitor jumps into your spaceone of the above pivots to build your differentiation and stay alive 24. Parkr foursquare for parking spotsBootstrapping:parking scoutsSMS Help find parking Community Drivers inGPS producers cities MonetizeNear-location unused notifier + UI parkingApp store CommunityViralCitiesPromoting User credit public cards Mobile app transport App feeMicro Building commission PlatformCommunity Subvention(critical mass) 25. IDEAS PivotContinuous LEARNBUILDRoot-causedeployment DATA PRODUCTMEASUREMetricsLean startup Feedback build-measure-learn loop by Eric Ries 26. Counter-intuitive and Speedbeyond comfort zone If youre really on tosomething, there are other Learn from the data 4-5 companies pursuing asimilar vision You dont get a gold starfor following the process Techniques helpful, but Its okay to be you need to be veryopportunistic creative but stay grounded inyour vision Emotional rollercoaster Find mentors 27. Lean Startup by Eric Ries Tools startuplessonslearned.com leancanvas.com theleanstartup.com/bookleanlaunchlab.com sllconf.com usertesting.com Steve Blank KissMetrics, Piwik steveblank.com uservoice.com steveblank.com/books.html Ash Maurya More references ashmaurya.com businessmodelgeneration.com runningleanhq.com (book) venturehacks.com Dave McClure 500hats.typepad.com AARRR: Startup metrics for paulgraham.compirates news.ycombinator.com/ Even more: steveblank.com/tools-and- blogs-for-entrepreneurs 28. Startup Weekend Talk to usBrussels 21-23 October Vladimir Blagojevic Featuring Ash Maurya vladimir .blagojevic@sirris.be brussels.startupweeken blog.launched.bed.org @vladblagojevic betagroup.be Nick Boucart Founder Institute & nick.boucart@sirris.beMIC sinnobok.org westartup .eu @nickboucart techbrew.be Book: The art of software innovation