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LEAN STARTUP MASTERCLASS HERLEEN, MARCH 26TH 2015

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LEAN STARTUP MASTERCLASSHERLEEN, MARCH 26TH 2015

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+ANDERSEN & ASSOCIATESCORPORATE INNOVATION & GROWTH THROUGH ENTREPRENEURSHIP + SCIENCE

[email protected]+49 151 40 133 149

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ABOUT VIDAR ANDERSEN

• NORWEGIAN LIVING IN COLOGNE, DE SINCE 2005

• WORKING WITH F500 CORPORATIONS AND GOS SOLVING PROBLEMS WITH TECHNOLOGYSINCE 1996

• SERIAL STARTUP FOUNDER & ENTREPRENEUR WITH HITS & MISSES

• EDUCATOR (UNIVERSITY LECTURER ON STARTUP ENTREPRENEURSHIP, STARTUP NEXT INSTRUCTOR & CERTIFIED LEAN LAUNCHPAD EDUCATOR)

FOUNDING PRINCIPAL +ANDERSEN & ASSOCIATES

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WORKED WITH E.G.

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ANDERSEN FOUNDED E.G.

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FEATURED & RECOGNIZED

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“[Vidar Andersen] one of the most important persons in the German startup scene.” –

Wirtschafts Woche, April 2015

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CERTIFIED LLP EDUCATOR @STANFORD

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LLP LECTURE MARCH 2015 @ QAZVIN ISLAMIC AZAD UNIVERSITY, IRAN

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WHAT WE KNOW NOWWHY STARTUPS ARE NOT SMALLER VERSIONS OF COMPANIES

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STARTUPS ARE NOT SMALLER VERSIONS OF LARGER COMPANIES

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A COMPANY IS A PERMANENT ORGANIZATION

DESIGNED TO EXECUTE A REPEATABLE AND SCALABLE

BUSINESS MODEL IN A PREDICTABLE AND STABLE

ENVIRONMENT

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A STARTUP IS A TEMPORARY ORGANIZATION DESIGNED TO SEARCH FOR A REPEATABLE AND SCALABLE BUSINESS MODEL IN

AN ENVIRONMENT OF EXTREME UNCERTAINTY

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A STARTUP IS A TEMPORARY ORGANIZATION DESIGNED TO SEARCH FOR A REPEATABLE AND

SCALABLE BUSINESS MODEL

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COMPANY LIFE-CYCLE

SCALABLESTARTUP TRANSITION LARGE

COMPANY

SEARCH BUILD GROW• BUSINESS MODEL FOUND • PRODUCT-MARKET FIT • REPEATABLE SALES MODEL • MANAGERS HIRED

• CASH-FLOW BREAK-EVEN • PROFITABLE • RAPID SCALE • NEW SENIOR MANAGEMENT • AROUND 150 PEOPLE

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SEARCH

BUSINESS MODEL GENERATION

CUSTOMER DEVELOPMENT

AGILE ENGINEERING

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EXECUTION

LARGE COMPANY

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WHAT WE KNOW NOW• STARTUPS ARE NOT SMALLER VERSIONS OF LARGER COMPANIES

• STARTUP IS TEMPORARY ORG, IN SEARCH OF SCALABLE REPEATABLE BUSINESS MODEL

• NO BUSINESS PLAN EVER SURVIVES FIRST CONTACT WITH CUSTOMERS

• BUSINESS MODEL CANVAS INSTEAD OF BUSINESS PLANS

• CUSTOMER DISCOVERY INSTEAD OF EXECUTION

• AGILE ENGINEERING PROCESSES INSTEAD OF WATERFALL

• MINIMUM VIABLE PRODUCT INSTEAD OF BETAS

• BUILD - MEASURE - LEARN: ITERATION AND SPEED OF THE ESSENCE

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THE LEAN STARTUP

BUSINESS MODEL GENERATION

CUSTOMER DEVELOPMENT

AGILE ENGINEERING

THE LEAN

STARTUP=

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WHAT IS A BUSINESS MODEL?

INTRODUCING BUSINESS MODEL GENERATION

BUSINESS MODEL GENERATION

CUSTOMER DEVELOPMENT

AGILE ENGINEERING

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www.udacity.com/overview/Course/ep245

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www.udacity.com/overview/Course/ep245

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www.udacity.com/overview/Course/ep245

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VALUE PROPOSITION CANVAS

https://www.youtube.com/watch?v=aN36EcTE54Q

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CUSTOMER DEVELOPMENTCUSTOMER DISCOVERY & VALIDATION

BUSINESS MODEL GENERATION

CUSTOMER DEVELOPMENT

AGILE ENGINEERING

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AGILE ENGINEERINGMVP, BUILD-MEASURE-LEARN IN SMALL ITERATIVE BATCHES

BUSINESS MODEL GENERATION

CUSTOMER DEVELOPMENT

AGILE ENGINEERING

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AGILE ENGINEERING• MINIMUM VIABLE PRODUCT INSTEAD OF FEATURE-COMPLETE

• BUILD-MEASURE-LEARN ITERATIONS IN SMALL BATCHES INSTEAD OF VERSION COMPLETE & WATERFALL PROCESS

• GOOD ENOUGH VS PERFECT - SPEED IS OF THE ESSENCE

• DATA / TEST DRIVEN DESIGN - HYPOTHESIS TESTING

• AUTOMATED ACCEPTANCE TESTING + USER STORIES / SCENARIOSDESCRIBE WHAT WE WANT TO SEE THE SOFTWARE DO, THEN AUTOMATE THE VERIFICATION THAT THE SOFTWARE ACTUALLY DOES IT

• CONTINUOUS DEPLOYMENT, MULTIVARIABLE A/B TESTING, PAIR PROGRAMMING (XP), SCRUM & KANBAN

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DEFINE YOUR PASS / FAIL CRITERIA

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PASS / FAIL CRITERIA

• TESTING YOUR CRITICAL ASSUMPTIONS, YOU NEED TO DEFINE THE SUCCESS AND FAIL CRITERIA IN ADVANCE TO KEEP YOU FROM FUDGING THE FINDINGS TO FIT YOUR BELIEFS AFTER THE FACT

• IT NEEDS TO BE A QUANTITATIVE OR QUALITATIVE RESULT

• 40% IS OFTEN USED AS THE SUCCESS LIMIT

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EXAMPLE

I BELIEVE THAT PEOPLE LIKE (CUSTOMER SEGMENT ) HAVE A NEED FOR OR PROBLEM D O I N G ( N E E D / A C T I O N /BEHAVIOR) AND I WILL KNOW THAT I HAVE SUCCEEDED WHEN (QUANTITATIVE / M E A S U R A B L E O U T C O M E ) O R (QUALITATIVE / OBSERVABLE OUTCOME)

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THE MINIMUM

VIABLE PRODUCT (MVP)

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MVP: THE SMALLEST BATCH THAT

WILL TEACH YOU SOMETHING

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MORE THAN ONE WAY TO MVP

THERE ARE SEVERAL TYPES OF MVPS

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THE EXPLAINER VIDEO

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THE LANDING PAGE

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THE WIZARD OF OZ

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THE WIZARD OF OZ - ZAPPOS

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MVP

THE CONCIERGE

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THE CONCIERGE - FOODONTHETABLE

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THE PIECEMEAL

MVP

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THE PIECEMEAL - AARDVARK

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CROWD FUNDING

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CROWD FUNDING - COOLEST: $13.4M

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MVP - SEVERAL TYPES:• EXPLAINER VIDEO (DROPBOX)

• A LANDING PAGE

• WIZARD OF OZ MVP (ZAPPOS)

• CONCIERGE MVP (FOOD ON THE TABLE)

• PIECEMEAL MVP (WIZARD OF OZ + CONCIERGE)

• CROWD FUNDING (SELL BEFORE YOU BUILD)

• SINGLE-FEATURE MVP (GOOGLE)

• ETC

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DEFINE YOUR MVPWHAT CAN YOU RELEASE IN ONE DAY TO START

TESTING YOUR HYPOTHESES?

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HOW AND WHAT WILL YOU TRACK?

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MEASURE THE DATA FROM YOUR MVP

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COMPARE DATA TO PASS / FAIL CRITERIA

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ACT & ADJUST ACCORDINGLY

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AND TEST AGAIN

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IN BUILD - MEASURE - LEARN CYCLES

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ITERATE OR PIVOT AS NEEDED

RELEASING SMALL BATCHES

IN BUILD-MEASURE-LEARN CYCLES

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LET’S CONNECT:TWITTER.COM/BLACKTAR

FACEBOOK.COM/BLACKTAR LINKEDIN.COM/IN/VIDARANDERSEN

VIDARANDERSEN.COM

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+ANDERSEN & ASSOCIATESCORPORATE INNOVATION & GROWTH THROUGH ENTREPRENEURSHIP + SCIENCE

[email protected]+49 151 40 133 149