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What's the problem you want to solve and why? Europe 2015

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What's the problem you want to solve and why? Europe 2015

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Leanstartup (TM Eric Ries) workshops in Europe at Numa, Rockstart and Etohum challenging early stage founders to talk to 3-25 customers/users (the person for whom they are directly solving a problem). No solutions, no friends, no "would you", no excuses, no waste!

Leanstartup (TM Eric Ries) workshops in Europe at Numa, Rockstart and Etohum challenging early stage founders to talk to 3-25 customers/users (the person for whom they are directly solving a problem). No solutions, no friends, no "would you", no excuses, no waste!

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What's the problem you want to solve and why? Europe 2015

  1. 1. 1Slideshare viewers, skip to slide 8:) Your feedback is most appreciated. @adamberk
  2. 2. 2 If you have editing capabilities on this deck PLEASE use the “comments” (above right) to insert at least 2 comments on at least 2 slides. THe more specific the more helpful it is. Try and tell me the one thing one slide one comment of mine related to the slide that was most helpful to you and the one slide one comment that was confusing, off topic, unclear, not related to what you are doing, something you wished I covered more or something you just disagree with. Because of your comments, I can continue to iterate and learn and improve - which helps more entrepreneurs change the world with less waste:) Thanks, Merci, Gracias, teşekkür ederim -@adamberk
  3. 3. 3 Thanks, Merci, Gracias, teşekkür ederim for helping me improve and help more entrepreneurs. World -- FOLLOW @rentautobus, @NUMAparis, @rdegouveia @dwed @etohum Also if you know any hiring managers at large companies, please get in touch on LinkedIn
  4. 4. 4 For free (up to 15m) mentoring sessions for early stage startups, mostly on customer centric questions and experiments, click here
  5. 5. MINIMUM VIABLE PRESENTATION THIS IS DRAFT. BETA VERSION. WORK IN PROGRESS. ADVANCED COPY. UNDER ITERATION. PERMANENTLY UNDER CONSTRUCTION BEING IMPROVED FOR CLARITY AND EFFECTIVENESS . If you have a local version of one of these signs please tweet it @adamberk I will add it to the collage :)
  6. 6. Lean Startup Experience WHAT PROBLEM ARE YOU SOLVING ? 6
  7. 7. @adamberk @fdebane Entrepreneurial Science For Startups AKA “Lean Startup” (a trademark owned by @ericries) A MINIMUM VIABLE SLIDE DECK PREPARED FOR Early stage entrepreneurs in Europe with an idea to change the world who are willing to experiment to see if the world wants to be changed. BY 8
  8. 8. les objectifs de ce soir 1. QUANTIFIED objectif - identify your specific customer segment so you can talk to 3-10 specific people 2. QUALIFIED objectif - learn about early stage startups in a candid, casual, helpful way - with a bias towards “truth, experimentation, leanstartup, custdev, risk, etc” 9
  9. 9. I am an entrepreneur because…. take a photo and tweet #DEccelerator 10
  10. 10. I’ll know I’ve succeeded when…. take a photo and tweet #DEccelerator 11
  11. 11. 12
  12. 12. 13
  13. 13. 14 ELIMINATE WASTE!!!!
  14. 14. Scientists do not coddle ideas. They crash test them. They run them into a brick wall at sixty miles per hour. If the idea is sound the pieces will be of the wall. 15
  15. 15. “Yeah runnin' down a dream That never would come to me Workin' on a mystery, goin' wherever it leads Runnin' down a dream.” -Tom Petty (rock n roll singer) 16
  16. 16. THINK.TEST.PROVE. Prove Wrong? Think different Prove Right? Think BIGGER -aa-ALBERT EINSTEIN just kidding!!!!!!!!!!!!!!:)17
  17. 17. Good idea? Who cares! 18
  18. 18. No really, Who cares? 19
  19. 19. Good idea? Prove it! 20
  20. 20. UNTIL THEN 21
  21. 21. The most annoying thing that happenedtoday… this this week… (not related to your startup) 22
  22. 22. What PROBLEM are you solving!? 23
  23. 23. 24
  24. 24. 25
  25. 25. 26
  26. 26. Test the riskiest ones first 27
  27. 27. Test Demand NOT SUPPLY 28
  28. 28. Isolate your variables and assumptions test them independently 29
  29. 29. 30
  30. 30. 31
  31. 31. 1000 visitors 0 conversions what number should you try to increase? 32
  32. 32. “Do things that don't scale” -Paul Graham 33
  33. 33. 34
  34. 34. You do not know HOW you did it until you KNOW how to do it again. 35
  35. 35. P E R F E C T I O N is achieved NOT when there is nothing left to A D D , BT WHN THRE IS NTHING LFT TO TKE AWY 36
  36. 36. 37
  37. 37. If you cannot explain it simply, you do not UNDERSTAND IT well enough. <<< That guy 38
  38. 38. If you think your customer segment is MILLENNIALS, YOUNG PROFESSIONALS, EVERYONE, SMBs, MULTIPLE ACTORS, YOUR MENTORS, PEOPLE WHO HAVE A VESTED INTEREST IN BUILDING YOUR SOLUTION (added after the webinar) FRIENDS, FAMILY, you do not UNDERSTAND IT well enough. <<< That guy 39
  39. 39. If you think the problem you are solving is LACK OF TIME, LACK OF MONEY, LACK OF CUSTOMERS, LACK OF YOUR SOLUTION, you do not UNDERSTAND IT well enough. <<< That guy 40
  40. 40. 41
  41. 41. “je crois…[this person] a un problème avec [this problem], and I want to solve it because [slide 2]” -You @NumaParis @adamberk @fdebane 42
  42. 42. “I agree to talk to __ # customers by March ??, #milvalchal -You on twitter (if you accept) 43
  43. 43. 44
  44. 44. Challenge! You now have a customer segment hypothesis. Go talk to 3-10 of those people this week! Record your results here http: //bit.ly/startup_funding_europe -Me, to you:) 45
  45. 45. HOW AND WHY TO TALK TO THE PEOPLE FOR WHOM YOU THINK YOU ARE SOLVING A PROBLEM OR PROVING VALUE 46
  46. 46. The BEST place to start is SOMEWHERE.47
  47. 47. NO SURVEYS NO SOLUTIONS NO FOCUS GROUPS NO EXCUSES NO WOULD NO FRIENDS NO FUTURE NO “CONVINCING” (NEPAL:) NO B2B2BS 48
  48. 48. FACTS vs PROBLEMSyou cannot solve a fact learn the difference 49
  49. 49. AN EARLY ADOPTER TELLS YOU THEIR PROBLEM BEFORE YOU TELL THEM 50
  50. 50. YOUR JOB is to find someone to go first. Not to SAY they will go first, but to go first. 51
  51. 51. 52
  52. 52. It is no coincidence that the diffusion of innovation curve… looks like a crow bar. 53
  53. 53. 54
  54. 54. HEADACHE PROBLEMS VS MIGRAINE PROBLEMS say hi to @dianakander and ask her about her dog (and watch her talks online) 55
  55. 55. say hi to @dianakander on twitter, and ask her about her dog - then watch more of her brilliant talks 56
  56. 56. 57
  57. 57. 58
  58. 58. CUSTOMERS have multiple PROBLEMS PROBLEMS have multiple SOLUTIONS SOLUTIONS SOLUTIONS SOLUTIONS SOLUTIONS SOLUTIONS SOLUTIONS SOLUTIONS 59
  59. 59. 60
  60. 60. 61
  61. 61. 62
  62. 62. 63
  63. 63. 64
  64. 64. Cure tunnel vision 65
  65. 65. Don't let your idea... 66
  66. 66. Get out of your comfort zone 67
  67. 67. GOOB (credit, Steve Blank) 68
  68. 68. Pull don't push - it's harder than it seems. 69
  69. 69. PAST not future 70
  70. 70. LISTEN do you hear that? you have 2 ears and only one mouth for a reason. Listen at least 2x as much as you talk. 71
  71. 71. PRACTICE Do you get junk mail? How many loyalty cards do you have? How did you find this restaurant? 72
  72. 72. PRACTICE 73
  73. 73. STOP Do not ask for $, do not write code… UNTIL 74
  74. 74. They may not know WHAT they want, but they have to want SOMETHING 75
  75. 75. tweet “hey @kevinpmarra you were right they are not milkshakes, but it’s not froyo” 76
  76. 76. tweet “hey @claychristensen, milkshake marketing is brilliant #jtbd” 77
  77. 77. tweet “hey @claychristensen, milkshake marketing is brilliant #jtbd #313problems” JTBD… video games GO (exercise) 78
  78. 78. Don't build this. 79
  79. 79. OR THIS if you build without testing, you are probably building the wrong thing... 80
  80. 80. NO SURVEYS NO SOLUTIONS NO FOCUS GROUPS NO EXCUSES NO WOULD NO FRIENDS NO FUTURE NO “CONVINCING” (NEPAL:) NO B2B2BS 81
  81. 81. NOsolutions, selling, friends, family, surveys 82
  82. 82. NO RECAP 1. LEAN = run experiments waste less 2. WHY custdev = learn problem, prove problem, to find bigger problem, to 3. HOW custdev = just do it. In person. No solutions. No would 83
  83. 83. NO YOUR JOB Talk to the customers stated in your final customer segment box within 7 days. B2B 10 total 4 per person B2C 25 total or 10 per person 84
  84. 84. NO END. MODULE ONE. Talk to the customers stated in your final customer segment box within 7 days. B2B 10 total 4 per person B2C 25 total or 10 per person 85
  85. 85. 86
  86. 86. @dianakander @trikro @lissijean @Justin_Wilcox @unbounce @customer_ninja @AlleyNYC @sgblank @ericries @paulg @danariely @fakegrimlock @claychristensen 87
  87. 87. NO END. MODULE ONE. Talk to the customers stated in your final customer segment box within 7 days. B2B 10 total 4 per person B2C 25 total or 10 per person 88
  88. 88. 89
  89. 89. Embrace constraint. Then iterate! 90
  90. 90. Don’t get lucky, get good. 91
  91. 91. 92
  92. 92. 93
  93. 93. 94
  94. 94. Unbounce 95
  95. 95. I am unique because… I am valuable because… My startup is unique because… My startup is valuable because... 96
  96. 96. SUPPLY & DEMAND 97
  97. 97. Deliver value. Deliver Solution (Manually). Learn. {period} 98
  98. 98. “I make money using my brains and lose money listening to my heart. But in the long run my books balance pretty well.” -Kate Seredy 99
  99. 99. “If you are not embarrassed by the first version of your product, you shipped too late.” -Reid Hoffman (LinkedIn) 100
  100. 100. “To do good, you actually have to do something.” -Yvon Chouinard (Patagonia Founder) 101
  101. 101. “it turns out that focus is so important, even if you pick the wrong focus you're doing better!” BILL GROSS Read more: http://www.businessinsider.com/bill-gross-lessons-2011-12?op=1#ixzz2gO4zcdIJ 102
  102. 102. “Do things that don't scale” -Paul Graham 103
  103. 103. “If you can’t get them to adopt your idea with high- touch, face-to- face service, they will not buy into your cold web page.” -Manuel Rosso 104
  104. 104. “Do the least that gets you to the end instead of the most that gets you to the beginning” -ab 105
  105. 105. 106
  106. 106. Thejourneyofsolvingaproblemforamillioncustomersstartswithasingleprobleminterview... 107
  107. 107. 108
  108. 108. 109
  109. 109. 110
  110. 110. Manual 111
  111. 111. NO harm, copyright infringement, building, adwords 112
  112. 112. Thank you! adam@neighborrow.com @adamberk 113
  113. 113. 114
  114. 114. 115
  115. 115. THE END 116
  116. 116. 117
  117. 117. Science. Economics. Supply & Demand Opportunity cost. 118
  118. 118. Thank me? Send feedback to adam@neighborrow.com @adamberk or send an entrepreneur to my next event in Paris or Kansas City. 119
  119. 119. I PROMISE… If you do 10 interviews and share them here bit. ly/milvalchal, you have a mentor for life 120
  120. 120. @adamberk @dianakander @lesamitchell @jacksonlindauer @anitabnewton @ryanabennett @nathankurtz @ArielMediaKC We are here to help :) 121
  121. 121. Test the riskiest things first 122
  122. 122. Feasible. Desirable. Viable. Just because it is feasible does not mean it is desirable. Almost everything that is desirable and feasible is viable 123
  123. 123. 124
  124. 124. what if the bottleneck is at the bottom? 125
  125. 125. ● Live experiment design and feedback, 25e ● Experiment accountability 10e ● 126
  126. 126. 127
  127. 127. “I want to solve the problme of getting underpaid from the insurance company for marketng directions at malls -- doctors - specialists private hosptals in brazil , because” -raulo@carunchao.com.br 25 drs in brazil -- 128
  128. 128. “I want to solve the problme of getting underpaid from the insurance company for marketng directions at malls -- doctors - specialists private hosptals in brazil , because” -raulo@carunchao.com.br 25 drs in brazil -- 129
  129. 129. “I want to solve the problem findng group travel of getting underpaid from the insurance company for travel agents , because” -job@rentautobus.com 15 travel agents in a week -- 130
  130. 130. “I want to solve the problem of people who want things and dont want to bjy dont want to rent dont want to ask a freiend -- somone who is a mnmilalst and intentionally does not want to won things , because” -DAAN 50 minimalists in 2 weeks -- 131
  131. 131. customer = people who want to create something/start something - problem is getting from idea to… 51 people with ideas and want to start -- define the word start -- in 2 weeks -- @PUFAN -- startupmaze 132
  132. 132. customer = custdev teams - 2 cofounders minimum something/start something - teams that are already conductng customer develpent ntervews problem is ITS ALL IN MY HEAD -- 10 teams who have done more than 10 customers by “Steve blank standars” @EdouardDopper 133
  133. 133. customer = people who have accdents wth their larynx problem soluiotn = medical device -- 10 teams who have done more than 10 customers by “Steve blank standars” 15 == dont see reason to talk to patent 134
  134. 134. customer = people who have accdents wth their larynx problem soluiotn = medical device -- 10 teams who have done more than 10 customers by “Steve blank standars” 15 == dont see reason to talk to patent 135
  135. 135. PITCH 136
  136. 136. 137 Jeff Weiner commented on this David Thedinga Visionary leader helping entrepreneurs reach their dreams I really like this...
  137. 137. “I want to solve the noise pollution problem for marketing directions at malls -- MALLS 138

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