The second half of the StartSmart! one day workshop where we use the Customer Persona and the 6 Up uses to build a business model canvas specifically for a first MVP.

1. Tristan Kromer
LUXr.co
@TriKro

2. About LUXr
LUXr’s mission is to educate early-stage entrepreneurs on
effective practices to deliver products that customers want,
need and love to buy.
Residency Core Workshops Advising
Curriculum
8 weeks to Learning products Core concepts and Coaching &
awesome for for accelerators & hands-on activities guidance for teams
early-stage teams. startup teams. for everyone. going at lightspeed.
LUXr • 3435 Cesar Chavez
San Francisco, CA • 94110
info@luxr.co • http://luxr.co • twitter: @luxrco
Janice Fraser, Founder & CEO [janice@luxr.co • @clevergirl ]
Jason Fraser, Co-Founder & Operations Lead [jason@luxr.co ]
Kate Rutter, Co-Founder & Designer [kate@luxr.co • @katerutter ]
LUXR.CO AUGUST 2012

3. Hacking the
Business Model Canvas
&
Minimum Viable Products
@leancircle
#leanstartup

4. Disclaimer
I am not an expert in your business.
Only you can be the expert
in your business.
My job is:
• to ask the unasked questions;
• to challenge assumptions;
• and give you tools to succeed.

5. What is a
Minimum Viable Product?

7. “...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

8. Smoke Test

12. Anti-Pattern Smoke Test

13. Video Test
Click Me

14. Wizard of Oz Test

15. Wizard of Oz Test

16. Concierge Test

17. Behavior Test

18. Prince of Persia

19. Prince of Persia, 1989

20. Other Games of the Day

21. Karateka, 1984

22. Pocket God

23. My Favorite

24. Pocket God, 2009

25. Pocket God Sales

26. Hacking the BMC to MVP

28. Buy my
book!

29. LUXr.co
Janice Fraser
LUXr.co

31. product

32. product UI

33. product UI

36. • Mass Market
• Niche Market
• Segmented
• Diversified
• Multi-sided Platforms

37. • Mass Market
• Niche Market
• Segmented
• Diversified
• Multi-sided Platforms
• As vague as possible

40. BEHAVIORS
Gets SMS from kids “Pick me up!”
Has a housekeeper once a week
Complains “I feel overwhelmed”
Orders take-out 3 nights/wk
Calls to remind husband for errands
DEMOGRAPHICS NEEDS & GOALS
Married, 2 kids Help coordinating errands, manage
kids, keep things running
Working mom
Have time for herself
Household income is $15k / year Feel like she has life under control
34 years old
“to clone herself”
Lives in Walnut Creek,
works in San Jose

42. • Newness
• Performance
• Customization
• “Getting a Job Done”
• Design
• Brand Status
• Price
• Cost reduction
• Risk Reduction

43. • Newness
• Performance
• Customization
• “Getting a Job Done”
• Design
• Brand Status
• Price
• Cost reduction • Accessibility
• Risk Reduction • Convenience / usability

47. • Sales force
• Web sales
• Own stores
• Partner stores
• Wholesaler

48. • Sales force • Awareness
• Web sales • Evaluation
• Own stores • Purchase
• Partner stores • Delivery
• Wholesaler • After sales

50. • Personal assistance
• Dedicated personal
assistance
• Self-service
• Automated services
• Communities
• Co-creation

52. • Production
• Problem Solving
• Platform / network

53. • Production
• Problem Solving
• Platform / network

54. • Production
• Problem Solving
• Platform / network
• Sharing
• Creating content
• Curating
• ???

56. • Physical
• Intellectual
• Human
• Financial

57. • Physical • Key Partners
• Intellectual • Optimization of
Economies of Scale
• Human • Reduction of Risk
• Financial • Acquisition of particular
resources and activities

59. • Asset sale
• Usage Fees
• Subscription fees
• Lending / Renting /
Leasing
• Licensing
• Brokerage Fees
• Advertising

61. • Cost driven
• Value-driven
• Fixed costs
• Variable costs
• Economies of scale
• Economies of scope

64. About LUXr
LUXr’s mission is to educate early-stage entrepreneurs on
effective practices to deliver products that customers want,
need and love to buy.
Residency Core Workshops Advising
Curriculum
8 weeks to Learning products Core concepts and Coaching &
awesome for for accelerators & hands-on activities guidance for teams
early-stage teams. startup teams. for everyone. going at lightspeed.
LUXr • 3435 Cesar Chavez
San Francisco, CA • 94110
info@luxr.co • http://luxr.co • twitter: @luxrco
Janice Fraser, Founder & CEO [janice@luxr.co • @clevergirl ]
Jason Fraser, Co-Founder & Operations Lead [jason@luxr.co ]
Kate Rutter, Co-Founder & Designer [kate@luxr.co • @katerutter ]
LUXR.CO AUGUST 2012

65. Tristan Kromer
LUXr.co
@TriKro