Articulating a clear
esday, 14 June 2011 Tuesday, 14 June 2011
Given a short case study (and
possible online research):
A canvas with only 3 post-its
A paragraph on why this is the
Business model pitches
Explains the overall business in ﬁrst
Focused on the right bits
Used fewest post-its
Good, energetic story
Connects trends, customer problems
& current behavior to proposed
Business model options
Breadth of variation
Understandable when they review them in 3 months?
Problem Solution Excited Feature
Goal Remiss Upset
Person Obstacle Alternative request
Pair. One interviewer, one notetaker.
One phrase per card.
Interviews! Use the icons as your record notes.
The order doesn t matter, but bring up
each topic during the interview.
Add a zero
1.Pick a startup, ideally local.
2.Think of 3 ways to add a
zero (an order of
3.Email them to the founder,
asking to discuss.
4.Write up lessons learned
from the conversation.
5.Automatic 100% if the
startup tried it and learned
Reduce an idea with a broad
market to 10 possible segments,
each with a TAM lower than
Include at least one likely
awareness channel for each.
Pick one. Turn in a contact list of
prospects in that segment.
Pivot or persevere?
Given a short case study:
Analysis of the commitments and signals from customers
Exploration of the possible learning goals
Description of a reasonable way to achieve this learning.
Signal vs. Noise
Log into an analytics account (or look at print-outs) and
isolate the growth engine from the TechCrunch trafﬁc.
Turn in the relevant numbers only, with a paragraph
explaining why this is the growth engine.
How do we grade
Asked good questions
Analysis of multiple conversations
Students are taught how to use option
cards in their startup. At the end of the
semester, they submit their decks.
Quantity of cards
2 subsets, based on different
(low conversion rate, Google becomes
your competition, failed to build, etc.)
Optimise a university web app.
Groups of 4 run 4-5 30-minute
usability tests, submitting:
#1 problem discovered
List of other problems & why they
Hack a personal habit this week. Write a paragraph on what
you tried, and why. Write another on how it went.
Given a short case study, and a speciﬁc learning goal:
Good balance of speed, cost and certainty of learning
Clear success metric
Lay out the big principles
you want to impart.
Come up with a set of
Assemble them as
needed. Don’t converge
until you need to.
Understand The Big Picture
Learn, then Conﬁrm
Focus On Your Next Steps
Make sure they ﬁt well by, looking at the
Each principle was conveyed and
applied in practice.
The energy levels stayed high all day.
The overall tone conveyed the right
message. (We walked the talk.)
It adapted to student needs.
1. Just build a company
2. Build your best idea
3. Lots of small projects
Rules of thumb
Strip away irrelevancies mercilessly.
Make them apply it in the next 5 minutes.
Make it accessible. Use plain speak.
Keep your shirt!
Students make two lists on a single page:
What I’ve Got What I Can Do (startup ideas)
They’re graded on the length of the list and
the relevance of the ideas to their resources.
With enough harnesses, these are 1-2 week
Launch a consumer/SME SaaS MVP.
Launch a drop shipper.
Concierge a market place (ﬁnd liquidity)
Build an audience. (blog, Twitter, Google+, etc.)
Launch an enterprise service.
Growth hack a startup.
We are Founder-Centric.
Salim Virani Rob Fitzpatrick
Work with us. Content: Use our accelerator stuff!
Plug in polished workshops, videos
Programme design: Let’s sit Fast & easily-gradeable
down and work out options to assignment packs
help you hit ambitious, Slide decks
measurable goals. Case studies
Workshops: Fly us in to give
students a practical boost (or Full facilitation guides
kick), and to help keep them on Training videos
track. Teacher community
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