1. Start-up Strategy
Lean Startup + YOU
Presentation by Chris Zobrist (czobrist@cal.berkeley.edu)
• Overview: Short History
• What is Lean Startup?
• How can I use Lean Startup?

2. Customer Development
• Steve Blank
• Co-Founded 8 Startups
• 1996: Started E.piphany
(CRM Software)
• 1998: $3.4mil sales
• 1999: IPO raised $72mil

3. Customer Development + Agile
• Eric Reis (student of
Steve Blank at UC
Berkeley)
• Co-Founded 2 Startups
• 2004: Started IMVU
(3D Chat Client)
• 2009: $20mil sales
• 2010: $40mil sales

4. Based on Lean Manufacturing

5. Build, Measure, Learn Cycle
Learn through Rapid
Prototyping and
Experiments
•Tactics:
• Lead Users
• Smoke Tests
• A/B Tests

6. Cust Dev + Agile = Lean Startup
Both frameworks are very detailed…

7. For most entrepreneurs,
they are TOO detailed…
So, how to make it
more SIMPLE..
and USEFUL?

8. Lean Philosophy
• Lean = Minimize Waste
• Waste = A product that no one will use
• Build only products your customers will use
How can we
build a product
our customers
will use?

9. Is Lean Startup right for me?
Useful Ideas #1: Minimize Startup Costs

10. Is Lean Startup right for me?
Useful Idea #2: Learn quickly what Customers need

11. Is Lean Startup right for me?
Useful Idea #3: Validate Customer Demand through
Experiments and making and testing Prototypes

12. Lean Startup Philosophy in Use
Most Seed Accelerators/Incubators follow
Lean Philosophy:
•Y Combinator (US)
•Tech Stars (US)
•Seed Camp (UK)
•Startup Sauna (EU)
•Startup Chile (Chile)
•JFDI (Singapore)

13. Is Lean Startup right for my
Startup?
Key Question:
•Does your Product
involve writing new
software?
•If not, then the Agile
of Lean Startup may
not be useful for you.

14. Customer Development Framework

15. Step 1 – Customer Discovery
Who is your Customer?
Identify, Observe, and Interact
with your Lead User
NO SURVEYS!!! Face-
to-face Lead User
interaction and
observation is
REQUIRED

16. Five Discovery Skills
Become a Master
Innovator by…
2.Associating
3.Questioning
4.Observing
5.Networking
6.Experimenting

17. For more on these and other topics:
E-mail: czobrist@cal.berkeley.edu
Launching July 2012:
One-Year Masters of Science in
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