SlideShare une entreprise Scribd logo
1  sur  83
Télécharger pour lire hors ligne
Customer Development in
       54 Hours
  All Action, Out of the Building
This Talk is Based On
The Four Steps to the Epiphany
This Talk is Based On
The Startup Owners Manual



                 The Reference Manual
                 for Entrepreneurs
Startup weekend introduction
Startup weekend introduction
Customer Development in
       54 Hours
   Three Tools For Startups
All I Need to Do is Execute the Plan
No Business Plan Survives
First Contact With Customers
What’s the Weekend Idea?

 Business
  Model          Test Problem        Test Solution
Hypotheses


•MVP          •Does Anyone Care?   •Do they Like It?
• Customers                        • How will you
                                    Get/Keep/ Grow Them?
Startup Tool #1:
Agile Development
Agile Development is How
    We Build Startups
Startup Tool #2:
The Business Model
The Business Model:
Any company can be described in
       9 building blocks
Startup weekend introduction
sketch out your
business model
Business Model Canvas – Any Business
   KEY        KEY          VALUE      CUSTOMER      CUSTOMER
PARTNERS   ACTIVITIES   PROPOSITION RELATIONSHIPS   SEGMENTS




              KEY                     CHANNELS
           RESOURCES




      COST STRUCTURE                 REVENUE STREAMS



                                                         16
Technical Assistance
Nuclear Medicine and   SOPs for precursors
                                                                           (Image Atlas)
Radiology              and drugs                                                                       Radiopharmacies
                                                Accessibility (RCY)        FDA regulatory support
departments            Recruit clinical sites
                       In vivo animal studies   Purity                                                 Equipment producers
                       Develop regulatory       Speed
                       plan for pre IND         PET/SPECT                                              Prescribing physicians
cGMP manufacturers                              Multiplatform                Technical assistance
Radiopharmacies        meeting
                       ID cGMP CRO              Sensitivity (nca)                                      Radiologist who
                       Fund-raising             Specific compounds                                     perform studies


                                                        General
 Pharmaceutical        IP                           methodology for        Direct sales of precursor
 development           PoP data                    adding fluorine to                                    Drug developers
 companies                                        lead compounds of         Sales of packaged
                        IP                              interest            precursor in cassettes
                        PoP data
                                                                                                        Radiologists
                        Regulatory plan                                    Cassette manufacturers
                        Understanding of
                        the regulatory
                        process



                                                              Sales of intermediates
   Contract cGMP precursor manufacture
   Salary, Rents
                                                              Technology license
   Clinical trials
                                                              Product license (royalty)
Value                                                Customer
                                                Proposition                                            Segments
                                                                           Technical Assistance
Nuclear Medicine and   SOPs for precursors
                                                                           (Image Atlas)
Radiology              and drugs                                                                       Radiopharmacies
                                                Accessibility (RCY)        FDA regulatory support
departments            Recruit clinical sites
                       In vivo animal studies   Purity                                                 Equipment producers
                       Develop regulatory       Speed
                       plan for pre IND         PET/SPECT                                              Prescribing physicians
cGMP manufacturers                              Multiplatform                Technical assistance
Radiopharmacies        meeting
                       ID cGMP CRO              Sensitivity (nca)                                      Radiologist who
                       Fund-raising             Specific compounds                                     perform studies


                                                        General
 Pharmaceutical        IP                           methodology for        Direct sales of precursor
 development           PoP data                    adding fluorine to                                    Drug developers
 companies                                        lead compounds of         Sales of packaged
                        IP                              interest            precursor in cassettes
                        PoP data
                                                                                                        Radiologists
                        Regulatory plan                                    Cassette manufacturers
                        Understanding of
                        the regulatory
                        process



                                                              Sales of intermediates
   Contract cGMP precursor manufacture
   Salary, Rents
                                                              Technology license
   Clinical trials
                                                              Product license (royalty)
Value                                                 Customer
                                                Proposition                                             Segments
                                                                           Technical Assistance
Nuclear Medicine and   SOPs for precursors
                                                                           (Image Atlas)
Radiology              and drugs                                                                       Radiopharmacies
                                                Accessibility (RCY)        FDA regulatory support
departments            Recruit clinical sites
                       In vivo animal studies   Purity                                                 Equipment producers
                       Develop regulatory       Speed
                       plan for pre IND         PET/SPECT                                              Prescribing physicians
cGMP manufacturers
Radiopharmacies        meeting
                       ID cGMP CRO
                                                          Product/Market Fit
                                                Multiplatform
                                                Sensitivity (nca)
                                                Specific compounds
                                                                             Technical assistance
                                                                                                       Radiologist who
                       Fund-raising                                                                    perform studies


                                                        General
 Pharmaceutical        IP                           methodology for        Direct sales of precursor
 development           PoP data                    adding fluorine to                                    Drug developers
 companies                                        lead compounds of         Sales of packaged
                        IP                              interest            precursor in cassettes
                        PoP data
                                                                                                        Radiologists
                        Regulatory plan                                    Cassette manufacturers
                        Understanding of
                        the regulatory
                        process



                                                              Sales of intermediates
   Contract cGMP precursor manufacture
   Salary, Rents
                                                              Technology license
   Clinical trials
                                                              Product license (royalty)
Get, Keep
                                                                            and Grow
                                                                           Technical Assistance
Nuclear Medicine and   SOPs for precursors
                                                                           (Image Atlas)
Radiology              and drugs                                                                       Radiopharmacies
                                                Accessibility (RCY)        FDA regulatory support
departments            Recruit clinical sites
                       In vivo animal studies   Purity                                                 Equipment producers
                       Develop regulatory       Speed
                                                PET/SPECT
cGMP manufacturers
Radiopharmacies
                       plan for pre IND
                       meeting                  Multiplatform                Technical assistance      Customer
                                                                                                       Prescribing physicians

                       ID cGMP CRO              Sensitivity (nca)                                      Radiologist who
                       Fund-raising             Specific compounds                                     Segments
                                                                                                       perform studies


                                                        General
                                                                              Channel
 Pharmaceutical        IP                           methodology for        Direct sales of precursor
 development           PoP data                    adding fluorine to
                                                                                                         Drug developers
 companies                                        lead compounds of
                                                                            Sales of packaged
                        IP                              interest
                                                                            precursor in cassettes
                        PoP data
                                                                                                        Radiologists
                        Regulatory plan
                        Understanding of                                   Cassette manufacturers
                        the regulatory
                        process



                                                              Sales of intermediates
   Contract cGMP precursor manufacture
   Salary, Rents
                                                              Technology license
   Clinical trials
                                                              Product license (royalty)
Get, Keep
                                                                            and Grow
                                                                           Technical Assistance
Nuclear Medicine and   SOPs for precursors
                                                                           (Image Atlas)
Radiology              and drugs                                                                       Radiopharmacies
                                                Accessibility (RCY)        FDA regulatory support
departments            Recruit clinical sites
                       In vivo animal studies   Purity                                                 Equipment producers
                       Develop regulatory       Speed
                                                PET/SPECT

 Who Are Our Customers?
cGMP manufacturers
Radiopharmacies
                       plan for pre IND
                       meeting                  Multiplatform                Technical assistance      Customer
                                                                                                       Prescribing physicians

                       ID cGMP CRO              Sensitivity (nca)                                      Radiologist who
                       Fund-raising             Specific compounds                                     Segments
                                                                                                       perform studies
 How Do We Reach Them?                                                        Channel
                                                        General
 Pharmaceutical        IP                           methodology for        Direct sales of precursor
 development           PoP data                    adding fluorine to
                                                                                                         Drug developers
 companies                                        lead compounds of
                                                                            Sales of packaged
                        IP                              interest
                                                                            precursor in cassettes
                        PoP data
                                                                                                        Radiologists
                        Regulatory plan
                        Understanding of                                   Cassette manufacturers
                        the regulatory
                        process



                                                              Sales of intermediates
   Contract cGMP precursor manufacture
   Salary, Rents
                                                              Technology license
   Clinical trials
                                                              Product license (royalty)
Technical Assistance
Nuclear Medicine and   SOPs for precursors
                                                                            (Image Atlas)
Radiology              and drugs                                                                        Radiopharmacies
                                                 Accessibility (RCY)        FDA regulatory support
departments            Recruit clinical sites
                       In vivo animal studies    Purity                                                 Equipment producers
                       Develop regulatory        Speed
                       plan for pre IND          PET/SPECT                                              Prescribing physicians
cGMP manufacturers                               Multiplatform                Technical assistance
Radiopharmacies        meeting
                       ID cGMP CRO               Sensitivity (nca)                                      Radiologist who
                       Fund-raising              Specific compounds                                     perform studies


                                                         General
 Pharmaceutical        IP                            methodology for        Direct sales of precursor
 development           PoP data                     adding fluorine to
                                                                                                          Drug developers
 companies                                         lead compounds of
                                                                             Sales of packaged
                        IP                               interest
                                                                             precursor in cassettes
                        PoP data
                                                                                                         Radiologists
                        Regulatory plan
                        Understanding of                                    Cassette manufacturers
                        the regulatory
                        process




   Contract cGMP precursor manufacture
                                                Costs          Sales of intermediates                   Revenue
   Salary, Rents
                                                               Technology license
   Clinical trials
                                                               Product license (royalty)
Technical Assistance
Nuclear Medicine and   SOPs for precursors
                                                                            (Image Atlas)
Radiology              and drugs                                                                        Radiopharmacies
                                                 Accessibility (RCY)        FDA regulatory support
departments            Recruit clinical sites
                       In vivo animal studies    Purity                                                 Equipment producers
                       Develop regulatory        Speed
                       plan for pre IND          PET/SPECT                                              Prescribing physicians
cGMP manufacturers                               Multiplatform                Technical assistance
Radiopharmacies        meeting
                       ID cGMP CRO               Sensitivity (nca)                                      Radiologist who
                       Fund-raising              Specific compounds                                     perform studies


                                                         General
 Pharmaceutical        IP                            methodology for        Direct sales of precursor
 development           PoP data                     adding fluorine to
                                                                                                          Drug developers
 companies                                         lead compounds of
                         How Do We Make Money?
                        IP
                        PoP data
                                                         interest
                                                                             Sales of packaged
                                                                             precursor in cassettes
                                                                                                         Radiologists
                        Regulatory plan
                        Understanding of                                    Cassette manufacturers
                        the regulatory
                        process




   Contract cGMP precursor manufacture
                                                Costs          Sales of intermediates                   Revenue
   Salary, Rents
                                                               Technology license
   Clinical trials
                                                               Product license (royalty)
9 Guesses


                              Guess
Guess     Guess
                                        Guess

                    Guess
        Guess                 Guess



        Guess                   Guess
Startup Tool #3:
Customer Development
Customer Development is How We
  Search for the Business Model
Lesson 3




   CUSTOMER DEVELOPMENT
Customer Development

There are no facts inside your building
         So get the heck out
Customer Development is
  how you search for the model
        Search                          Execution




Customer            Customer     Customer       Company
Discovery           Validation   Creation       Building



            Pivot
Customer Development
     The Search For the Business Model


            Search



Customer             Customer
Discovery            Validation



            Pivot
Customer Development

                                        Execution




Customer            Customer     Customer       Company
Discovery           Validation   Creation       Building



            Pivot
Customer Discovery
             Search

    Customer             Customer         Customer          Company
    Discovery            Validation       Creation           Building


                Pivot
                                                     Execution

•   Articulate and Test your hypotheses
•   Design experiments, start listening
•   Continuous Discovery
•   Done by founders
Discovery
• How big is the market?
• Who’s the customer?
  – What’s their problem/need
• What’s the product/service/need?
  – Does it solve the customers problem?
• How do you create demand?
• How do you deliver the product?
• How do you make money?
Customer Development =
      process to search
  Business Model Canvas =
        the Scorecard

    Agile Engineering is How
•Research
               •Technology
               Design
               •Marketing    •Cost
                                           •Farming
                                           conventions.
                                           •Demo, dem
Labs                                       o, and                 •Organic

       We Build Startups
               •Demo and     Reduction
•Equipment                                 demo!!                 Farmers
               customer      •Remove       •Proximity is
Manufactur     feedback                                           •Weeding
ers                          labor force   paramount
                                                                  Service
•Distributio                 pains
                •IP –                                             Providers
n Network                    •Eliminate
                Patents                                           •Conventio
•Service        •Video       bio-waste     •Dealers               nal Farmers
Providers       Classifier   hazards       •Direct Service
                Files                      •Indirect Service
                                           • … then Dealers
                •Robust
                Technology



               Value-                      •Asset Sale
               Driven                      •Direct Service with
                                           equipment rental
                                           •… then Asset Sale
Customer Validation
            Search


       Customer            Customer     Customer      Company
       Discovery           Validation   Creation       Building


                   Pivot                       Execution


• Repeatable and scalable business model?
• Passionate earlyvangelists?
• Pivot back to Discovery if no customers
The Minimum Viable Product
           (MVP)




•Smallest feature set that gets you the most …
    - orders, learning, feedback, failure…
    - incremental and iterative
Hypotheses Testing and Insight
The Pivot
                        Search



            Customer             Customer
            Discovery            Validation



                    Pivot

•The heart of Customer Development
•Iteration without crisis
•Fast, agile and opportunistic
Pivot Cycle Time Matters
        Search                      Execution

Customer         Customer     Customer      Company
Discovery        Validation   Creation       Building

            Pivot




•Speed of cycle minimizes cash needs
•Minimum feature set speeds up cycle time
• Near instantaneous customer feedback drives
  feature set
The Startup Owners Manual




               • The Reference Manual
                 for Entrepreneurs
               • Separate Web/Mobile
                 versus Physical tracks
Web/Mobile Versus Physical

                   Customer            Customer
                   Discovery           Validation



                               Pivot




•Web/Mobile startups run faster
•Different process steps for web vs. physical
•Customer Relationships are radically different
Customer Discovery Phase 1 & 2
Customer Relationships
Customer Relationships
Physical Products – Get Customers




                                    © 2012 Steve Blank
Customer Relationships
Physical Products – Keep Customers




                                     © 2012 Steve Blank
Customer Relationships
Physical Products – Grow Customers




                                     © 2012 Steve Blank
Customer Relationships
Physical Products – Get/Keep/Grow




                                    © 2012 Steve Blank
Customer Relationships
Web/Mobile Products– Get Customers




                                     © 2012 Steve Blank
Customer Relationships
Web/Mobile Products– Keep Customers




                                      © 2012 Steve Blank
Customer Relationships
Web/Mobile Products– Grow Customers




                                      © 2012 Steve Blank
Customer Relationships
Web/Mobile Products Get/Keep/Grow




                                    © 2012 Steve Blank
Customer Relationships
Physical & Web Mobile Are Different




                                      © 2012 Steve Blank
Customer Relationships
Physical & Web Mobile Are Different




                                      © 2012 Steve Blank
Customer Development in
       54 Hours
  All Action, Out of the Building
Customer Development
      In Action
This Talk is Based On
The Startup Owners Manual



                 The Reference Manual
                 for Entrepreneurs
Startup weekend introduction
Genesis of the Idea
Business Model Canvas
Assumption of Customer Pain
                       200+                                              People were
Parking is a pain!   customers       People DO want      Bigger Pain      even more
 People want a                         a guaranteed                    frustrated with
   guaranteed                          spot & would                     parking at big
  parking spot.                       reserve online.                      events.
                                 80% positive response
Business Model Canvas
Assumption of Customer Pain
                        200+                                           People were
Parking is a pain!    customers     People DO want     Bigger Pain      even more
 People want a                        a guaranteed                   frustrated with
   guaranteed                         spot & would                    parking at big
  parking spot.                      reserve online.                     events.


 People will pay     Surveyed 75+
 extra to have a      Customers     People will not
great, guarantee                       only pay
                                    more, they will                    Validated!
 d parking spot.
                                    pay a lot more!
                                         ($9+)
Business Model Canvas
Customer Survey/Validation
• How much more would you be willing to pay
  to have a guaranteed close parking spot in the
  arena's lot or near the arena?
  – On average- $9.33
  – Max of $27.00




                                               64
Assumption of Pain
                        200+                                             People were
Parking is a pain!    customers     People DO want       Bigger Pain      even more
 People want a                        a guaranteed                     frustrated with
   guaranteed                         spot & would                      parking at big
  parking spot.                      reserve online.                       events.


 People will pay     Surveyed 75+
 extra to have a      Customers     People will not
great, guarantee                       only pay
                                    more, they will                      Validated!
 d parking spot.
                                    pay a lot more!
                                         ($9+)


                      30+ People    It is difficult to
People who have
                                       get a mass                      We needed to
extra spaces will
                                       number of                        find a new
 post spots and
                                    people to post                       solution.
  make money.
                                    enough parking
                                          spots.
Expert Validation
• Tom Lombardi and Greg Bessoni
  – Online parking reservation experts


   Partnered with
   me and put up
       capital.
Business Model Canvas
New Assumptions
                    30+ Parking
Parking lots will      Lots           Yes! Lots have      Bigger Pain
post spots online                    been looking for
 so that people                      ways to increase
  can reserve                        revenue and fill
      them.                              up lots.

                                  75% positive response
                                                                         20% of cash
                                                                        goes missing.


   Electronic       30+ Parking
  payments in          Lots
advance through                      Loved it! Would
   an online                        pay about 15% of                    Validated!
  reservation                         posted price.
    system.
Industry Validation
Business Model Canvas
Business Model Canvas
MVP Validation
                         All Pro
                         Parking                      30+ person
Started with a                      Easier ways to                  Search process
  very basic            (30 lots)                     focus group
                                    post parking &                   was too hard.
 reservation                             track                      Wanted mobile
   system.                           reservations.                    site as well.
                                                        All Pro
                                                       Parking’s
                                                      Customers




         With no
        marketing-                   Made it even                          Fixed
      50 reservations                easier to post                  search, cleaned
       in just a few                   and track                     up site, mobile
         months.                       parking.                     site in the works.
Business Model Canvas
Business Model Canvas
Our Model




                                                     15% of Price
$5 Reservation                                          Paid
     Fee                                              XoomPark


    We estimate being able to collect about $8 per reservation
Go to Market Strategy & Validation
                    25+ years
 Talked to Tom
Lombardi, indust   experience
   ry expert.



                                Over 250 lots throughout        Lots located all over West
                                      Eastern US.                    Coast and Texas




                                                                  Lots located throughout
                                Parking lots in all 50 states
                                                                  Florida and in Dallas,TX
Go to Market Strategy & Validation



 Tom and Greg’s
Affilate Networks
                               3,000 Affiliates
Go to Market Strategy & Validation


                     Focus
                    group of
                   30+ people
   Customer’s
recommendations
  for the future
Market Size

               $8.2 Billion USA Parking Industry
TAM
SAM                $4.5 Billion Parking
                   Facility/Management

Target
Market            $1.4 Billion Event Parking



Apex              $240,000 Buffalo and
                  Atlanta
Competitors
       High




                    ParkingCarma
                                      ClickandPark
Usability                                  GottaPark

                                            Parkwhiz



       Low


              Low                                      High

                             Reliability
Revenue Projections
                               Revenue
           $20
           $18
           $16
           $14
           $12
Revenue in
           $10
 Millions
            $8
            $6
            $4
            $2
            $0
                   Year 1        Year 2      Year 3   Year 4

                            70% Gross Profit Margin
•2 Partners
      •30+ Parking lots
     •50+ Reservations
     •Working Website
•Validated Revenue Model
This Talk is Based On
The Startup Owners Manual



                 The Reference Manual
                 for Entrepreneurs

Contenu connexe

Tendances

Customer Development at Startup2Startup
Customer Development at Startup2StartupCustomer Development at Startup2Startup
Customer Development at Startup2StartupStanford University
 
Nsf online lecture 8 resources and costs
Nsf online lecture 8 resources and costsNsf online lecture 8 resources and costs
Nsf online lecture 8 resources and costsStanford University
 
Value Proposition Design
Value Proposition DesignValue Proposition Design
Value Proposition DesignYves Pigneur
 
Customer Development/Lean Startup 030910 Class 8
Customer Development/Lean Startup 030910 Class 8Customer Development/Lean Startup 030910 Class 8
Customer Development/Lean Startup 030910 Class 8Stanford University
 
Talking to Humans: Customer Discovery 101
Talking to Humans: Customer Discovery 101Talking to Humans: Customer Discovery 101
Talking to Humans: Customer Discovery 101New York University
 
Customer Development/Lean Startup 033010 class 9
Customer Development/Lean Startup 033010 class 9Customer Development/Lean Startup 033010 class 9
Customer Development/Lean Startup 033010 class 9Stanford University
 
Business Model Camp, Hub Berkeley, CA
Business Model Camp, Hub Berkeley, CABusiness Model Camp, Hub Berkeley, CA
Business Model Camp, Hub Berkeley, CAAlexander Osterwalder
 
Lean Startup Operating Manual (Customer Development at Work)
Lean Startup Operating Manual (Customer Development at Work)Lean Startup Operating Manual (Customer Development at Work)
Lean Startup Operating Manual (Customer Development at Work)Stanford University
 
Nsf online lecture 5 customer relationships
Nsf online lecture 5 customer relationshipsNsf online lecture 5 customer relationships
Nsf online lecture 5 customer relationshipsStanford University
 
Customer Development Class 1 And 2 090409
Customer Development Class 1 And 2 090409Customer Development Class 1 And 2 090409
Customer Development Class 1 And 2 090409Stanford University
 
Lecture 1 intro bus model cust dev 120411
Lecture 1 intro bus model cust dev 120411Lecture 1 intro bus model cust dev 120411
Lecture 1 intro bus model cust dev 120411Stanford University
 
Running a Value Proposition Design Workshop as Part of Product Discovery
Running a Value Proposition Design Workshop as Part of Product DiscoveryRunning a Value Proposition Design Workshop as Part of Product Discovery
Running a Value Proposition Design Workshop as Part of Product DiscoveryPhilipp Engel
 
Customer Development/Lean Startup 012610 Class 2
Customer Development/Lean Startup 012610 Class 2Customer Development/Lean Startup 012610 Class 2
Customer Development/Lean Startup 012610 Class 2Stanford University
 
Customer Development Methodology
Customer Development MethodologyCustomer Development Methodology
Customer Development MethodologyVenture Hacks
 

Tendances (20)

Business Model for Startups
Business Model for StartupsBusiness Model for Startups
Business Model for Startups
 
48 hours customer development
48 hours customer development48 hours customer development
48 hours customer development
 
Customer Development at Startup2Startup
Customer Development at Startup2StartupCustomer Development at Startup2Startup
Customer Development at Startup2Startup
 
Nsf online lecture 8 resources and costs
Nsf online lecture 8 resources and costsNsf online lecture 8 resources and costs
Nsf online lecture 8 resources and costs
 
Value Proposition Design
Value Proposition DesignValue Proposition Design
Value Proposition Design
 
Successful entrepreneurship 1
Successful entrepreneurship 1Successful entrepreneurship 1
Successful entrepreneurship 1
 
Customer Development/Lean Startup 030910 Class 8
Customer Development/Lean Startup 030910 Class 8Customer Development/Lean Startup 030910 Class 8
Customer Development/Lean Startup 030910 Class 8
 
Talking to Humans: Customer Discovery 101
Talking to Humans: Customer Discovery 101Talking to Humans: Customer Discovery 101
Talking to Humans: Customer Discovery 101
 
Customer Development/Lean Startup 033010 class 9
Customer Development/Lean Startup 033010 class 9Customer Development/Lean Startup 033010 class 9
Customer Development/Lean Startup 033010 class 9
 
Business Model Camp, Hub Berkeley, CA
Business Model Camp, Hub Berkeley, CABusiness Model Camp, Hub Berkeley, CA
Business Model Camp, Hub Berkeley, CA
 
Lean Startup Operating Manual (Customer Development at Work)
Lean Startup Operating Manual (Customer Development at Work)Lean Startup Operating Manual (Customer Development at Work)
Lean Startup Operating Manual (Customer Development at Work)
 
Nsf online lecture 5 customer relationships
Nsf online lecture 5 customer relationshipsNsf online lecture 5 customer relationships
Nsf online lecture 5 customer relationships
 
The Lean Startup
The Lean StartupThe Lean Startup
The Lean Startup
 
Customer Development Class 1 And 2 090409
Customer Development Class 1 And 2 090409Customer Development Class 1 And 2 090409
Customer Development Class 1 And 2 090409
 
Lecture 1 intro bus model cust dev 120411
Lecture 1 intro bus model cust dev 120411Lecture 1 intro bus model cust dev 120411
Lecture 1 intro bus model cust dev 120411
 
Running a Value Proposition Design Workshop as Part of Product Discovery
Running a Value Proposition Design Workshop as Part of Product DiscoveryRunning a Value Proposition Design Workshop as Part of Product Discovery
Running a Value Proposition Design Workshop as Part of Product Discovery
 
Customer Development/Lean Startup 012610 Class 2
Customer Development/Lean Startup 012610 Class 2Customer Development/Lean Startup 012610 Class 2
Customer Development/Lean Startup 012610 Class 2
 
Customer Development Methodology
Customer Development MethodologyCustomer Development Methodology
Customer Development Methodology
 
Burn Your Business Plan
Burn Your Business PlanBurn Your Business Plan
Burn Your Business Plan
 
Lean Startup
Lean StartupLean Startup
Lean Startup
 

En vedette

Inno evalfi policy_report_28_oct_2009
Inno evalfi policy_report_28_oct_2009Inno evalfi policy_report_28_oct_2009
Inno evalfi policy_report_28_oct_2009Stanford University
 
Murray gordon the finnish paradox
Murray gordon the finnish paradoxMurray gordon the finnish paradox
Murray gordon the finnish paradoxStanford University
 
Chile 1208 generating innovation hubs 2010
Chile 1208 generating innovation hubs 2010Chile 1208 generating innovation hubs 2010
Chile 1208 generating innovation hubs 2010Stanford University
 
F inland and the helsinki spring 090811
F inland and the helsinki spring 090811F inland and the helsinki spring 090811
F inland and the helsinki spring 090811Stanford University
 
Ny entprenenurial week lecture 111210 customer development
Ny entprenenurial week lecture 111210 customer developmentNy entprenenurial week lecture 111210 customer development
Ny entprenenurial week lecture 111210 customer developmentStanford University
 
steve blank in finland sept 2011
steve blank in finland sept 2011steve blank in finland sept 2011
steve blank in finland sept 2011Stanford University
 
ARPA- E Steve Blank Presentation
ARPA- E Steve Blank PresentationARPA- E Steve Blank Presentation
ARPA- E Steve Blank PresentationStanford University
 

En vedette (20)

Customer Discovery Skills
Customer Discovery Skills Customer Discovery Skills
Customer Discovery Skills
 
Innovation at 50x 031616
Innovation at 50x 031616Innovation at 50x 031616
Innovation at 50x 031616
 
Educators guide jan 2014
Educators guide jan 2014Educators guide jan 2014
Educators guide jan 2014
 
Inno evalfi policy_report_28_oct_2009
Inno evalfi policy_report_28_oct_2009Inno evalfi policy_report_28_oct_2009
Inno evalfi policy_report_28_oct_2009
 
Commonwealth club 020811
Commonwealth club 020811Commonwealth club 020811
Commonwealth club 020811
 
Tikari report
Tikari reportTikari report
Tikari report
 
Murray gordon the finnish paradox
Murray gordon the finnish paradoxMurray gordon the finnish paradox
Murray gordon the finnish paradox
 
Polar Photo Team6
Polar Photo Team6Polar Photo Team6
Polar Photo Team6
 
JAK Capital Team8
JAK Capital Team8JAK Capital Team8
JAK Capital Team8
 
Can I Borrow This Team5
Can I Borrow This Team5Can I Borrow This Team5
Can I Borrow This Team5
 
Chile 1208 generating innovation hubs 2010
Chile 1208 generating innovation hubs 2010Chile 1208 generating innovation hubs 2010
Chile 1208 generating innovation hubs 2010
 
F inland and the helsinki spring 090811
F inland and the helsinki spring 090811F inland and the helsinki spring 090811
F inland and the helsinki spring 090811
 
Ny entprenenurial week lecture 111210 customer development
Ny entprenenurial week lecture 111210 customer developmentNy entprenenurial week lecture 111210 customer development
Ny entprenenurial week lecture 111210 customer development
 
Project Sail Eng245 2017
Project Sail Eng245 2017Project Sail Eng245 2017
Project Sail Eng245 2017
 
Aja Health Engr245 2017
Aja Health Engr245 2017Aja Health Engr245 2017
Aja Health Engr245 2017
 
steve blank in finland sept 2011
steve blank in finland sept 2011steve blank in finland sept 2011
steve blank in finland sept 2011
 
ARPA- E Steve Blank Presentation
ARPA- E Steve Blank PresentationARPA- E Steve Blank Presentation
ARPA- E Steve Blank Presentation
 
When the Boardroom is Bits
When the Boardroom is BitsWhen the Boardroom is Bits
When the Boardroom is Bits
 
Auto bid final presentation
Auto bid final presentationAuto bid final presentation
Auto bid final presentation
 
Freewill Eng245 2017
Freewill Eng245 2017Freewill Eng245 2017
Freewill Eng245 2017
 

Similaire à Startup weekend introduction

Lecture 2 NSF I-Corps March 2012 value prop
Lecture 2 NSF I-Corps March 2012 value propLecture 2 NSF I-Corps March 2012 value prop
Lecture 2 NSF I-Corps March 2012 value propStanford University
 
Ground flour pharma final presentation
Ground flour pharma final presentationGround flour pharma final presentation
Ground flour pharma final presentationStanford University
 
Medical Imaging Seminar Company Presentations
Medical Imaging Seminar Company PresentationsMedical Imaging Seminar Company Presentations
Medical Imaging Seminar Company PresentationsSpace IDEAS Hub
 
thermo fisher BE83EA55-53AE-4224-AA31-E1B6E6FB41A4_UBSWestCoastLifeScienceBu...
thermo fisher  BE83EA55-53AE-4224-AA31-E1B6E6FB41A4_UBSWestCoastLifeScienceBu...thermo fisher  BE83EA55-53AE-4224-AA31-E1B6E6FB41A4_UBSWestCoastLifeScienceBu...
thermo fisher BE83EA55-53AE-4224-AA31-E1B6E6FB41A4_UBSWestCoastLifeScienceBu...finance40
 
thermo fisher BE83EA55-53AE-4224-AA31-E1B6E6FB41A4_UBSWestCoastLifeScienceBu...
thermo fisher  BE83EA55-53AE-4224-AA31-E1B6E6FB41A4_UBSWestCoastLifeScienceBu...thermo fisher  BE83EA55-53AE-4224-AA31-E1B6E6FB41A4_UBSWestCoastLifeScienceBu...
thermo fisher BE83EA55-53AE-4224-AA31-E1B6E6FB41A4_UBSWestCoastLifeScienceBu...finance40
 
Avoiding Pitfalls in the Regulatory Path - MaRS Best Practices
Avoiding Pitfalls in the Regulatory Path - MaRS Best PracticesAvoiding Pitfalls in the Regulatory Path - MaRS Best Practices
Avoiding Pitfalls in the Regulatory Path - MaRS Best PracticesMaRS Discovery District
 
thermo fisher ED886123-7163-46F5-8387-5F57485F786B_FINAL09SHOW_III
thermo fisher  ED886123-7163-46F5-8387-5F57485F786B_FINAL09SHOW_IIIthermo fisher  ED886123-7163-46F5-8387-5F57485F786B_FINAL09SHOW_III
thermo fisher ED886123-7163-46F5-8387-5F57485F786B_FINAL09SHOW_IIIfinance40
 
thermo fisher ED886123-7163-46F5-8387-5F57485F786B_FINAL09SHOW_III
thermo fisher  ED886123-7163-46F5-8387-5F57485F786B_FINAL09SHOW_IIIthermo fisher  ED886123-7163-46F5-8387-5F57485F786B_FINAL09SHOW_III
thermo fisher ED886123-7163-46F5-8387-5F57485F786B_FINAL09SHOW_IIIfinance40
 
thermo fisher ED886123-7163-46F5-8387-5F57485F786B_FINAL09SHOW_III
thermo fisher ED886123-7163-46F5-8387-5F57485F786B_FINAL09SHOW_IIIthermo fisher ED886123-7163-46F5-8387-5F57485F786B_FINAL09SHOW_III
thermo fisher ED886123-7163-46F5-8387-5F57485F786B_FINAL09SHOW_IIIfinance40
 
thermo fisher ED886123-7163-46F5-8387-5F57485F786B_FINAL09SHOW_III
thermo fisher  ED886123-7163-46F5-8387-5F57485F786B_FINAL09SHOW_IIIthermo fisher  ED886123-7163-46F5-8387-5F57485F786B_FINAL09SHOW_III
thermo fisher ED886123-7163-46F5-8387-5F57485F786B_FINAL09SHOW_IIIfinance40
 
thermo fisher ED886123-7163-46F5-8387-5F57485F786B_FINAL09SHOW_III
thermo fisher ED886123-7163-46F5-8387-5F57485F786B_FINAL09SHOW_IIIthermo fisher ED886123-7163-46F5-8387-5F57485F786B_FINAL09SHOW_III
thermo fisher ED886123-7163-46F5-8387-5F57485F786B_FINAL09SHOW_IIIfinance40
 
Emerging Trends in Clinical Data Management
Emerging Trends in Clinical Data ManagementEmerging Trends in Clinical Data Management
Emerging Trends in Clinical Data ManagementArshad Mohammed
 
Automation: a key role for Molecular Diagnostic Evolution
Automation: a key role for Molecular Diagnostic EvolutionAutomation: a key role for Molecular Diagnostic Evolution
Automation: a key role for Molecular Diagnostic EvolutionPatrick Merel
 
Pharma protocol manufacturing
Pharma protocol   manufacturingPharma protocol   manufacturing
Pharma protocol manufacturingManikandan sarma
 
Learn more about Pharmalink
Learn more about PharmalinkLearn more about Pharmalink
Learn more about Pharmalinksloughrey
 
Mammoptics E245 Final Presentation
Mammoptics E245 Final PresentationMammoptics E245 Final Presentation
Mammoptics E245 Final PresentationStanford University
 
The Expanding eClinical Universe: Streamlining Progress by Changing Current W...
The Expanding eClinical Universe: Streamlining Progress by Changing Current W...The Expanding eClinical Universe: Streamlining Progress by Changing Current W...
The Expanding eClinical Universe: Streamlining Progress by Changing Current W...crystalhuntergtcbio
 
SCYNEXIS Overview 2010
SCYNEXIS Overview 2010SCYNEXIS Overview 2010
SCYNEXIS Overview 2010brycechaney
 

Similaire à Startup weekend introduction (20)

Lecture 2 NSF I-Corps March 2012 value prop
Lecture 2 NSF I-Corps March 2012 value propLecture 2 NSF I-Corps March 2012 value prop
Lecture 2 NSF I-Corps March 2012 value prop
 
Ground flour pharma final presentation
Ground flour pharma final presentationGround flour pharma final presentation
Ground flour pharma final presentation
 
Sen severe final presentation
Sen severe final presentationSen severe final presentation
Sen severe final presentation
 
Medical Imaging Seminar Company Presentations
Medical Imaging Seminar Company PresentationsMedical Imaging Seminar Company Presentations
Medical Imaging Seminar Company Presentations
 
thermo fisher BE83EA55-53AE-4224-AA31-E1B6E6FB41A4_UBSWestCoastLifeScienceBu...
thermo fisher  BE83EA55-53AE-4224-AA31-E1B6E6FB41A4_UBSWestCoastLifeScienceBu...thermo fisher  BE83EA55-53AE-4224-AA31-E1B6E6FB41A4_UBSWestCoastLifeScienceBu...
thermo fisher BE83EA55-53AE-4224-AA31-E1B6E6FB41A4_UBSWestCoastLifeScienceBu...
 
thermo fisher BE83EA55-53AE-4224-AA31-E1B6E6FB41A4_UBSWestCoastLifeScienceBu...
thermo fisher  BE83EA55-53AE-4224-AA31-E1B6E6FB41A4_UBSWestCoastLifeScienceBu...thermo fisher  BE83EA55-53AE-4224-AA31-E1B6E6FB41A4_UBSWestCoastLifeScienceBu...
thermo fisher BE83EA55-53AE-4224-AA31-E1B6E6FB41A4_UBSWestCoastLifeScienceBu...
 
Avoiding Pitfalls in the Regulatory Path - MaRS Best Practices
Avoiding Pitfalls in the Regulatory Path - MaRS Best PracticesAvoiding Pitfalls in the Regulatory Path - MaRS Best Practices
Avoiding Pitfalls in the Regulatory Path - MaRS Best Practices
 
thermo fisher ED886123-7163-46F5-8387-5F57485F786B_FINAL09SHOW_III
thermo fisher  ED886123-7163-46F5-8387-5F57485F786B_FINAL09SHOW_IIIthermo fisher  ED886123-7163-46F5-8387-5F57485F786B_FINAL09SHOW_III
thermo fisher ED886123-7163-46F5-8387-5F57485F786B_FINAL09SHOW_III
 
thermo fisher ED886123-7163-46F5-8387-5F57485F786B_FINAL09SHOW_III
thermo fisher  ED886123-7163-46F5-8387-5F57485F786B_FINAL09SHOW_IIIthermo fisher  ED886123-7163-46F5-8387-5F57485F786B_FINAL09SHOW_III
thermo fisher ED886123-7163-46F5-8387-5F57485F786B_FINAL09SHOW_III
 
thermo fisher ED886123-7163-46F5-8387-5F57485F786B_FINAL09SHOW_III
thermo fisher ED886123-7163-46F5-8387-5F57485F786B_FINAL09SHOW_IIIthermo fisher ED886123-7163-46F5-8387-5F57485F786B_FINAL09SHOW_III
thermo fisher ED886123-7163-46F5-8387-5F57485F786B_FINAL09SHOW_III
 
thermo fisher ED886123-7163-46F5-8387-5F57485F786B_FINAL09SHOW_III
thermo fisher  ED886123-7163-46F5-8387-5F57485F786B_FINAL09SHOW_IIIthermo fisher  ED886123-7163-46F5-8387-5F57485F786B_FINAL09SHOW_III
thermo fisher ED886123-7163-46F5-8387-5F57485F786B_FINAL09SHOW_III
 
thermo fisher ED886123-7163-46F5-8387-5F57485F786B_FINAL09SHOW_III
thermo fisher ED886123-7163-46F5-8387-5F57485F786B_FINAL09SHOW_IIIthermo fisher ED886123-7163-46F5-8387-5F57485F786B_FINAL09SHOW_III
thermo fisher ED886123-7163-46F5-8387-5F57485F786B_FINAL09SHOW_III
 
cGMP Aspects of Design
cGMP Aspects of DesigncGMP Aspects of Design
cGMP Aspects of Design
 
Emerging Trends in Clinical Data Management
Emerging Trends in Clinical Data ManagementEmerging Trends in Clinical Data Management
Emerging Trends in Clinical Data Management
 
Automation: a key role for Molecular Diagnostic Evolution
Automation: a key role for Molecular Diagnostic EvolutionAutomation: a key role for Molecular Diagnostic Evolution
Automation: a key role for Molecular Diagnostic Evolution
 
Pharma protocol manufacturing
Pharma protocol   manufacturingPharma protocol   manufacturing
Pharma protocol manufacturing
 
Learn more about Pharmalink
Learn more about PharmalinkLearn more about Pharmalink
Learn more about Pharmalink
 
Mammoptics E245 Final Presentation
Mammoptics E245 Final PresentationMammoptics E245 Final Presentation
Mammoptics E245 Final Presentation
 
The Expanding eClinical Universe: Streamlining Progress by Changing Current W...
The Expanding eClinical Universe: Streamlining Progress by Changing Current W...The Expanding eClinical Universe: Streamlining Progress by Changing Current W...
The Expanding eClinical Universe: Streamlining Progress by Changing Current W...
 
SCYNEXIS Overview 2010
SCYNEXIS Overview 2010SCYNEXIS Overview 2010
SCYNEXIS Overview 2010
 

Plus de Stanford University

Team Networks - 2022 Technology, Innovation & Great Power Competition
Team Networks  - 2022 Technology, Innovation & Great Power CompetitionTeam Networks  - 2022 Technology, Innovation & Great Power Competition
Team Networks - 2022 Technology, Innovation & Great Power CompetitionStanford University
 
Team LiOn Batteries - 2022 Technology, Innovation & Great Power Competition
Team LiOn Batteries  - 2022 Technology, Innovation & Great Power CompetitionTeam LiOn Batteries  - 2022 Technology, Innovation & Great Power Competition
Team LiOn Batteries - 2022 Technology, Innovation & Great Power CompetitionStanford University
 
Team Quantum - 2022 Technology, Innovation & Great Power Competition
Team Quantum  - 2022 Technology, Innovation & Great Power CompetitionTeam Quantum  - 2022 Technology, Innovation & Great Power Competition
Team Quantum - 2022 Technology, Innovation & Great Power CompetitionStanford University
 
Team Disinformation - 2022 Technology, Innovation & Great Power Competition
Team Disinformation  - 2022 Technology, Innovation & Great Power CompetitionTeam Disinformation  - 2022 Technology, Innovation & Great Power Competition
Team Disinformation - 2022 Technology, Innovation & Great Power CompetitionStanford University
 
Team Wargames - 2022 Technology, Innovation & Great Power Competition
Team Wargames  - 2022 Technology, Innovation & Great Power CompetitionTeam Wargames  - 2022 Technology, Innovation & Great Power Competition
Team Wargames - 2022 Technology, Innovation & Great Power CompetitionStanford University
 
Team Acquistion - 2022 Technology, Innovation & Great Power Competition
Team Acquistion  - 2022 Technology, Innovation & Great Power Competition Team Acquistion  - 2022 Technology, Innovation & Great Power Competition
Team Acquistion - 2022 Technology, Innovation & Great Power Competition Stanford University
 
Team Climate Change - 2022 Technology, Innovation & Great Power Competition
Team Climate Change - 2022 Technology, Innovation & Great Power Competition Team Climate Change - 2022 Technology, Innovation & Great Power Competition
Team Climate Change - 2022 Technology, Innovation & Great Power Competition Stanford University
 
Altuna Engr245 2022 Lessons Learned
Altuna Engr245 2022 Lessons LearnedAltuna Engr245 2022 Lessons Learned
Altuna Engr245 2022 Lessons LearnedStanford University
 
Invisa Engr245 2022 Lessons Learned
Invisa Engr245 2022 Lessons LearnedInvisa Engr245 2022 Lessons Learned
Invisa Engr245 2022 Lessons LearnedStanford University
 
ānanda Engr245 2022 Lessons Learned
ānanda Engr245 2022 Lessons Learnedānanda Engr245 2022 Lessons Learned
ānanda Engr245 2022 Lessons LearnedStanford University
 
Gordian Knot Center Roundtable w/Depty SecDef
Gordian Knot Center Roundtable w/Depty SecDef Gordian Knot Center Roundtable w/Depty SecDef
Gordian Knot Center Roundtable w/Depty SecDef Stanford University
 
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...Stanford University
 
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...Stanford University
 
Team Catena - 2021 Technology, Innovation & Great Power Competition
Team Catena - 2021 Technology, Innovation & Great Power CompetitionTeam Catena - 2021 Technology, Innovation & Great Power Competition
Team Catena - 2021 Technology, Innovation & Great Power CompetitionStanford University
 
Team Apollo - 2021 Technology, Innovation & Great Power Competition
Team Apollo - 2021 Technology, Innovation & Great Power CompetitionTeam Apollo - 2021 Technology, Innovation & Great Power Competition
Team Apollo - 2021 Technology, Innovation & Great Power CompetitionStanford University
 
Team Drone - 2021 Technology, Innovation & Great Power Competition
Team Drone - 2021 Technology, Innovation & Great Power CompetitionTeam Drone - 2021 Technology, Innovation & Great Power Competition
Team Drone - 2021 Technology, Innovation & Great Power CompetitionStanford University
 
Team Short Circuit - 2021 Technology, Innovation & Great Power Competition
Team Short Circuit - 2021 Technology, Innovation & Great Power CompetitionTeam Short Circuit - 2021 Technology, Innovation & Great Power Competition
Team Short Circuit - 2021 Technology, Innovation & Great Power CompetitionStanford University
 
Team Aurora - 2021 Technology, Innovation & Great Power Competition
Team Aurora - 2021 Technology, Innovation & Great Power CompetitionTeam Aurora - 2021 Technology, Innovation & Great Power Competition
Team Aurora - 2021 Technology, Innovation & Great Power CompetitionStanford University
 
Team Conflicted Capital Team - 2021 Technology, Innovation & Great Power Comp...
Team Conflicted Capital Team - 2021 Technology, Innovation & Great Power Comp...Team Conflicted Capital Team - 2021 Technology, Innovation & Great Power Comp...
Team Conflicted Capital Team - 2021 Technology, Innovation & Great Power Comp...Stanford University
 
Lecture 8 - Technology, Innovation and Great Power Competition - Cyber
Lecture 8 - Technology, Innovation and Great Power Competition - CyberLecture 8 - Technology, Innovation and Great Power Competition - Cyber
Lecture 8 - Technology, Innovation and Great Power Competition - CyberStanford University
 

Plus de Stanford University (20)

Team Networks - 2022 Technology, Innovation & Great Power Competition
Team Networks  - 2022 Technology, Innovation & Great Power CompetitionTeam Networks  - 2022 Technology, Innovation & Great Power Competition
Team Networks - 2022 Technology, Innovation & Great Power Competition
 
Team LiOn Batteries - 2022 Technology, Innovation & Great Power Competition
Team LiOn Batteries  - 2022 Technology, Innovation & Great Power CompetitionTeam LiOn Batteries  - 2022 Technology, Innovation & Great Power Competition
Team LiOn Batteries - 2022 Technology, Innovation & Great Power Competition
 
Team Quantum - 2022 Technology, Innovation & Great Power Competition
Team Quantum  - 2022 Technology, Innovation & Great Power CompetitionTeam Quantum  - 2022 Technology, Innovation & Great Power Competition
Team Quantum - 2022 Technology, Innovation & Great Power Competition
 
Team Disinformation - 2022 Technology, Innovation & Great Power Competition
Team Disinformation  - 2022 Technology, Innovation & Great Power CompetitionTeam Disinformation  - 2022 Technology, Innovation & Great Power Competition
Team Disinformation - 2022 Technology, Innovation & Great Power Competition
 
Team Wargames - 2022 Technology, Innovation & Great Power Competition
Team Wargames  - 2022 Technology, Innovation & Great Power CompetitionTeam Wargames  - 2022 Technology, Innovation & Great Power Competition
Team Wargames - 2022 Technology, Innovation & Great Power Competition
 
Team Acquistion - 2022 Technology, Innovation & Great Power Competition
Team Acquistion  - 2022 Technology, Innovation & Great Power Competition Team Acquistion  - 2022 Technology, Innovation & Great Power Competition
Team Acquistion - 2022 Technology, Innovation & Great Power Competition
 
Team Climate Change - 2022 Technology, Innovation & Great Power Competition
Team Climate Change - 2022 Technology, Innovation & Great Power Competition Team Climate Change - 2022 Technology, Innovation & Great Power Competition
Team Climate Change - 2022 Technology, Innovation & Great Power Competition
 
Altuna Engr245 2022 Lessons Learned
Altuna Engr245 2022 Lessons LearnedAltuna Engr245 2022 Lessons Learned
Altuna Engr245 2022 Lessons Learned
 
Invisa Engr245 2022 Lessons Learned
Invisa Engr245 2022 Lessons LearnedInvisa Engr245 2022 Lessons Learned
Invisa Engr245 2022 Lessons Learned
 
ānanda Engr245 2022 Lessons Learned
ānanda Engr245 2022 Lessons Learnedānanda Engr245 2022 Lessons Learned
ānanda Engr245 2022 Lessons Learned
 
Gordian Knot Center Roundtable w/Depty SecDef
Gordian Knot Center Roundtable w/Depty SecDef Gordian Knot Center Roundtable w/Depty SecDef
Gordian Knot Center Roundtable w/Depty SecDef
 
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...
 
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...
Team Army venture capital - 2021 Technology, Innovation & Great Power Competi...
 
Team Catena - 2021 Technology, Innovation & Great Power Competition
Team Catena - 2021 Technology, Innovation & Great Power CompetitionTeam Catena - 2021 Technology, Innovation & Great Power Competition
Team Catena - 2021 Technology, Innovation & Great Power Competition
 
Team Apollo - 2021 Technology, Innovation & Great Power Competition
Team Apollo - 2021 Technology, Innovation & Great Power CompetitionTeam Apollo - 2021 Technology, Innovation & Great Power Competition
Team Apollo - 2021 Technology, Innovation & Great Power Competition
 
Team Drone - 2021 Technology, Innovation & Great Power Competition
Team Drone - 2021 Technology, Innovation & Great Power CompetitionTeam Drone - 2021 Technology, Innovation & Great Power Competition
Team Drone - 2021 Technology, Innovation & Great Power Competition
 
Team Short Circuit - 2021 Technology, Innovation & Great Power Competition
Team Short Circuit - 2021 Technology, Innovation & Great Power CompetitionTeam Short Circuit - 2021 Technology, Innovation & Great Power Competition
Team Short Circuit - 2021 Technology, Innovation & Great Power Competition
 
Team Aurora - 2021 Technology, Innovation & Great Power Competition
Team Aurora - 2021 Technology, Innovation & Great Power CompetitionTeam Aurora - 2021 Technology, Innovation & Great Power Competition
Team Aurora - 2021 Technology, Innovation & Great Power Competition
 
Team Conflicted Capital Team - 2021 Technology, Innovation & Great Power Comp...
Team Conflicted Capital Team - 2021 Technology, Innovation & Great Power Comp...Team Conflicted Capital Team - 2021 Technology, Innovation & Great Power Comp...
Team Conflicted Capital Team - 2021 Technology, Innovation & Great Power Comp...
 
Lecture 8 - Technology, Innovation and Great Power Competition - Cyber
Lecture 8 - Technology, Innovation and Great Power Competition - CyberLecture 8 - Technology, Innovation and Great Power Competition - Cyber
Lecture 8 - Technology, Innovation and Great Power Competition - Cyber
 

Dernier

The basics of sentences session 10pptx.pptx
The basics of sentences session 10pptx.pptxThe basics of sentences session 10pptx.pptx
The basics of sentences session 10pptx.pptxheathfieldcps1
 
CAULIFLOWER BREEDING 1 Parmar pptx
CAULIFLOWER BREEDING 1 Parmar pptxCAULIFLOWER BREEDING 1 Parmar pptx
CAULIFLOWER BREEDING 1 Parmar pptxSaurabhParmar42
 
Human-AI Co-Creation of Worked Examples for Programming Classes
Human-AI Co-Creation of Worked Examples for Programming ClassesHuman-AI Co-Creation of Worked Examples for Programming Classes
Human-AI Co-Creation of Worked Examples for Programming ClassesMohammad Hassany
 
Patterns of Written Texts Across Disciplines.pptx
Patterns of Written Texts Across Disciplines.pptxPatterns of Written Texts Across Disciplines.pptx
Patterns of Written Texts Across Disciplines.pptxMYDA ANGELICA SUAN
 
How to Manage Cross-Selling in Odoo 17 Sales
How to Manage Cross-Selling in Odoo 17 SalesHow to Manage Cross-Selling in Odoo 17 Sales
How to Manage Cross-Selling in Odoo 17 SalesCeline George
 
Patient Counselling. Definition of patient counseling; steps involved in pati...
Patient Counselling. Definition of patient counseling; steps involved in pati...Patient Counselling. Definition of patient counseling; steps involved in pati...
Patient Counselling. Definition of patient counseling; steps involved in pati...raviapr7
 
CHUYÊN ĐỀ DẠY THÊM TIẾNG ANH LỚP 11 - GLOBAL SUCCESS - NĂM HỌC 2023-2024 - HK...
CHUYÊN ĐỀ DẠY THÊM TIẾNG ANH LỚP 11 - GLOBAL SUCCESS - NĂM HỌC 2023-2024 - HK...CHUYÊN ĐỀ DẠY THÊM TIẾNG ANH LỚP 11 - GLOBAL SUCCESS - NĂM HỌC 2023-2024 - HK...
CHUYÊN ĐỀ DẠY THÊM TIẾNG ANH LỚP 11 - GLOBAL SUCCESS - NĂM HỌC 2023-2024 - HK...Nguyen Thanh Tu Collection
 
How to Make a Field read-only in Odoo 17
How to Make a Field read-only in Odoo 17How to Make a Field read-only in Odoo 17
How to Make a Field read-only in Odoo 17Celine George
 
How to Add a New Field in Existing Kanban View in Odoo 17
How to Add a New Field in Existing Kanban View in Odoo 17How to Add a New Field in Existing Kanban View in Odoo 17
How to Add a New Field in Existing Kanban View in Odoo 17Celine George
 
Presentation on the Basics of Writing. Writing a Paragraph
Presentation on the Basics of Writing. Writing a ParagraphPresentation on the Basics of Writing. Writing a Paragraph
Presentation on the Basics of Writing. Writing a ParagraphNetziValdelomar1
 
Clinical Pharmacy Introduction to Clinical Pharmacy, Concept of clinical pptx
Clinical Pharmacy  Introduction to Clinical Pharmacy, Concept of clinical pptxClinical Pharmacy  Introduction to Clinical Pharmacy, Concept of clinical pptx
Clinical Pharmacy Introduction to Clinical Pharmacy, Concept of clinical pptxraviapr7
 
Maximizing Impact_ Nonprofit Website Planning, Budgeting, and Design.pdf
Maximizing Impact_ Nonprofit Website Planning, Budgeting, and Design.pdfMaximizing Impact_ Nonprofit Website Planning, Budgeting, and Design.pdf
Maximizing Impact_ Nonprofit Website Planning, Budgeting, and Design.pdfTechSoup
 
What is the Future of QuickBooks DeskTop?
What is the Future of QuickBooks DeskTop?What is the Future of QuickBooks DeskTop?
What is the Future of QuickBooks DeskTop?TechSoup
 
Drug Information Services- DIC and Sources.
Drug Information Services- DIC and Sources.Drug Information Services- DIC and Sources.
Drug Information Services- DIC and Sources.raviapr7
 
How to Show Error_Warning Messages in Odoo 17
How to Show Error_Warning Messages in Odoo 17How to Show Error_Warning Messages in Odoo 17
How to Show Error_Warning Messages in Odoo 17Celine George
 
How to Add a many2many Relational Field in Odoo 17
How to Add a many2many Relational Field in Odoo 17How to Add a many2many Relational Field in Odoo 17
How to Add a many2many Relational Field in Odoo 17Celine George
 
Practical Research 1: Lesson 8 Writing the Thesis Statement.pptx
Practical Research 1: Lesson 8 Writing the Thesis Statement.pptxPractical Research 1: Lesson 8 Writing the Thesis Statement.pptx
Practical Research 1: Lesson 8 Writing the Thesis Statement.pptxKatherine Villaluna
 
AUDIENCE THEORY -- FANDOM -- JENKINS.pptx
AUDIENCE THEORY -- FANDOM -- JENKINS.pptxAUDIENCE THEORY -- FANDOM -- JENKINS.pptx
AUDIENCE THEORY -- FANDOM -- JENKINS.pptxiammrhaywood
 

Dernier (20)

The basics of sentences session 10pptx.pptx
The basics of sentences session 10pptx.pptxThe basics of sentences session 10pptx.pptx
The basics of sentences session 10pptx.pptx
 
CAULIFLOWER BREEDING 1 Parmar pptx
CAULIFLOWER BREEDING 1 Parmar pptxCAULIFLOWER BREEDING 1 Parmar pptx
CAULIFLOWER BREEDING 1 Parmar pptx
 
Human-AI Co-Creation of Worked Examples for Programming Classes
Human-AI Co-Creation of Worked Examples for Programming ClassesHuman-AI Co-Creation of Worked Examples for Programming Classes
Human-AI Co-Creation of Worked Examples for Programming Classes
 
Patterns of Written Texts Across Disciplines.pptx
Patterns of Written Texts Across Disciplines.pptxPatterns of Written Texts Across Disciplines.pptx
Patterns of Written Texts Across Disciplines.pptx
 
How to Manage Cross-Selling in Odoo 17 Sales
How to Manage Cross-Selling in Odoo 17 SalesHow to Manage Cross-Selling in Odoo 17 Sales
How to Manage Cross-Selling in Odoo 17 Sales
 
Patient Counselling. Definition of patient counseling; steps involved in pati...
Patient Counselling. Definition of patient counseling; steps involved in pati...Patient Counselling. Definition of patient counseling; steps involved in pati...
Patient Counselling. Definition of patient counseling; steps involved in pati...
 
CHUYÊN ĐỀ DẠY THÊM TIẾNG ANH LỚP 11 - GLOBAL SUCCESS - NĂM HỌC 2023-2024 - HK...
CHUYÊN ĐỀ DẠY THÊM TIẾNG ANH LỚP 11 - GLOBAL SUCCESS - NĂM HỌC 2023-2024 - HK...CHUYÊN ĐỀ DẠY THÊM TIẾNG ANH LỚP 11 - GLOBAL SUCCESS - NĂM HỌC 2023-2024 - HK...
CHUYÊN ĐỀ DẠY THÊM TIẾNG ANH LỚP 11 - GLOBAL SUCCESS - NĂM HỌC 2023-2024 - HK...
 
How to Make a Field read-only in Odoo 17
How to Make a Field read-only in Odoo 17How to Make a Field read-only in Odoo 17
How to Make a Field read-only in Odoo 17
 
How to Add a New Field in Existing Kanban View in Odoo 17
How to Add a New Field in Existing Kanban View in Odoo 17How to Add a New Field in Existing Kanban View in Odoo 17
How to Add a New Field in Existing Kanban View in Odoo 17
 
Presentation on the Basics of Writing. Writing a Paragraph
Presentation on the Basics of Writing. Writing a ParagraphPresentation on the Basics of Writing. Writing a Paragraph
Presentation on the Basics of Writing. Writing a Paragraph
 
Prelims of Kant get Marx 2.0: a general politics quiz
Prelims of Kant get Marx 2.0: a general politics quizPrelims of Kant get Marx 2.0: a general politics quiz
Prelims of Kant get Marx 2.0: a general politics quiz
 
Clinical Pharmacy Introduction to Clinical Pharmacy, Concept of clinical pptx
Clinical Pharmacy  Introduction to Clinical Pharmacy, Concept of clinical pptxClinical Pharmacy  Introduction to Clinical Pharmacy, Concept of clinical pptx
Clinical Pharmacy Introduction to Clinical Pharmacy, Concept of clinical pptx
 
Maximizing Impact_ Nonprofit Website Planning, Budgeting, and Design.pdf
Maximizing Impact_ Nonprofit Website Planning, Budgeting, and Design.pdfMaximizing Impact_ Nonprofit Website Planning, Budgeting, and Design.pdf
Maximizing Impact_ Nonprofit Website Planning, Budgeting, and Design.pdf
 
Personal Resilience in Project Management 2 - TV Edit 1a.pdf
Personal Resilience in Project Management 2 - TV Edit 1a.pdfPersonal Resilience in Project Management 2 - TV Edit 1a.pdf
Personal Resilience in Project Management 2 - TV Edit 1a.pdf
 
What is the Future of QuickBooks DeskTop?
What is the Future of QuickBooks DeskTop?What is the Future of QuickBooks DeskTop?
What is the Future of QuickBooks DeskTop?
 
Drug Information Services- DIC and Sources.
Drug Information Services- DIC and Sources.Drug Information Services- DIC and Sources.
Drug Information Services- DIC and Sources.
 
How to Show Error_Warning Messages in Odoo 17
How to Show Error_Warning Messages in Odoo 17How to Show Error_Warning Messages in Odoo 17
How to Show Error_Warning Messages in Odoo 17
 
How to Add a many2many Relational Field in Odoo 17
How to Add a many2many Relational Field in Odoo 17How to Add a many2many Relational Field in Odoo 17
How to Add a many2many Relational Field in Odoo 17
 
Practical Research 1: Lesson 8 Writing the Thesis Statement.pptx
Practical Research 1: Lesson 8 Writing the Thesis Statement.pptxPractical Research 1: Lesson 8 Writing the Thesis Statement.pptx
Practical Research 1: Lesson 8 Writing the Thesis Statement.pptx
 
AUDIENCE THEORY -- FANDOM -- JENKINS.pptx
AUDIENCE THEORY -- FANDOM -- JENKINS.pptxAUDIENCE THEORY -- FANDOM -- JENKINS.pptx
AUDIENCE THEORY -- FANDOM -- JENKINS.pptx
 

Startup weekend introduction

  • 1. Customer Development in 54 Hours All Action, Out of the Building
  • 2. This Talk is Based On The Four Steps to the Epiphany
  • 3. This Talk is Based On The Startup Owners Manual The Reference Manual for Entrepreneurs
  • 6. Customer Development in 54 Hours Three Tools For Startups
  • 7. All I Need to Do is Execute the Plan
  • 8. No Business Plan Survives First Contact With Customers
  • 9. What’s the Weekend Idea? Business Model Test Problem Test Solution Hypotheses •MVP •Does Anyone Care? •Do they Like It? • Customers • How will you Get/Keep/ Grow Them?
  • 10. Startup Tool #1: Agile Development
  • 11. Agile Development is How We Build Startups
  • 12. Startup Tool #2: The Business Model
  • 13. The Business Model: Any company can be described in 9 building blocks
  • 16. Business Model Canvas – Any Business KEY KEY VALUE CUSTOMER CUSTOMER PARTNERS ACTIVITIES PROPOSITION RELATIONSHIPS SEGMENTS KEY CHANNELS RESOURCES COST STRUCTURE REVENUE STREAMS 16
  • 17. Technical Assistance Nuclear Medicine and SOPs for precursors (Image Atlas) Radiology and drugs Radiopharmacies Accessibility (RCY) FDA regulatory support departments Recruit clinical sites In vivo animal studies Purity Equipment producers Develop regulatory Speed plan for pre IND PET/SPECT Prescribing physicians cGMP manufacturers Multiplatform Technical assistance Radiopharmacies meeting ID cGMP CRO Sensitivity (nca) Radiologist who Fund-raising Specific compounds perform studies General Pharmaceutical IP methodology for Direct sales of precursor development PoP data adding fluorine to Drug developers companies lead compounds of Sales of packaged IP interest precursor in cassettes PoP data Radiologists Regulatory plan Cassette manufacturers Understanding of the regulatory process Sales of intermediates Contract cGMP precursor manufacture Salary, Rents Technology license Clinical trials Product license (royalty)
  • 18. Value Customer Proposition Segments Technical Assistance Nuclear Medicine and SOPs for precursors (Image Atlas) Radiology and drugs Radiopharmacies Accessibility (RCY) FDA regulatory support departments Recruit clinical sites In vivo animal studies Purity Equipment producers Develop regulatory Speed plan for pre IND PET/SPECT Prescribing physicians cGMP manufacturers Multiplatform Technical assistance Radiopharmacies meeting ID cGMP CRO Sensitivity (nca) Radiologist who Fund-raising Specific compounds perform studies General Pharmaceutical IP methodology for Direct sales of precursor development PoP data adding fluorine to Drug developers companies lead compounds of Sales of packaged IP interest precursor in cassettes PoP data Radiologists Regulatory plan Cassette manufacturers Understanding of the regulatory process Sales of intermediates Contract cGMP precursor manufacture Salary, Rents Technology license Clinical trials Product license (royalty)
  • 19. Value Customer Proposition Segments Technical Assistance Nuclear Medicine and SOPs for precursors (Image Atlas) Radiology and drugs Radiopharmacies Accessibility (RCY) FDA regulatory support departments Recruit clinical sites In vivo animal studies Purity Equipment producers Develop regulatory Speed plan for pre IND PET/SPECT Prescribing physicians cGMP manufacturers Radiopharmacies meeting ID cGMP CRO Product/Market Fit Multiplatform Sensitivity (nca) Specific compounds Technical assistance Radiologist who Fund-raising perform studies General Pharmaceutical IP methodology for Direct sales of precursor development PoP data adding fluorine to Drug developers companies lead compounds of Sales of packaged IP interest precursor in cassettes PoP data Radiologists Regulatory plan Cassette manufacturers Understanding of the regulatory process Sales of intermediates Contract cGMP precursor manufacture Salary, Rents Technology license Clinical trials Product license (royalty)
  • 20. Get, Keep and Grow Technical Assistance Nuclear Medicine and SOPs for precursors (Image Atlas) Radiology and drugs Radiopharmacies Accessibility (RCY) FDA regulatory support departments Recruit clinical sites In vivo animal studies Purity Equipment producers Develop regulatory Speed PET/SPECT cGMP manufacturers Radiopharmacies plan for pre IND meeting Multiplatform Technical assistance Customer Prescribing physicians ID cGMP CRO Sensitivity (nca) Radiologist who Fund-raising Specific compounds Segments perform studies General Channel Pharmaceutical IP methodology for Direct sales of precursor development PoP data adding fluorine to Drug developers companies lead compounds of Sales of packaged IP interest precursor in cassettes PoP data Radiologists Regulatory plan Understanding of Cassette manufacturers the regulatory process Sales of intermediates Contract cGMP precursor manufacture Salary, Rents Technology license Clinical trials Product license (royalty)
  • 21. Get, Keep and Grow Technical Assistance Nuclear Medicine and SOPs for precursors (Image Atlas) Radiology and drugs Radiopharmacies Accessibility (RCY) FDA regulatory support departments Recruit clinical sites In vivo animal studies Purity Equipment producers Develop regulatory Speed PET/SPECT Who Are Our Customers? cGMP manufacturers Radiopharmacies plan for pre IND meeting Multiplatform Technical assistance Customer Prescribing physicians ID cGMP CRO Sensitivity (nca) Radiologist who Fund-raising Specific compounds Segments perform studies How Do We Reach Them? Channel General Pharmaceutical IP methodology for Direct sales of precursor development PoP data adding fluorine to Drug developers companies lead compounds of Sales of packaged IP interest precursor in cassettes PoP data Radiologists Regulatory plan Understanding of Cassette manufacturers the regulatory process Sales of intermediates Contract cGMP precursor manufacture Salary, Rents Technology license Clinical trials Product license (royalty)
  • 22. Technical Assistance Nuclear Medicine and SOPs for precursors (Image Atlas) Radiology and drugs Radiopharmacies Accessibility (RCY) FDA regulatory support departments Recruit clinical sites In vivo animal studies Purity Equipment producers Develop regulatory Speed plan for pre IND PET/SPECT Prescribing physicians cGMP manufacturers Multiplatform Technical assistance Radiopharmacies meeting ID cGMP CRO Sensitivity (nca) Radiologist who Fund-raising Specific compounds perform studies General Pharmaceutical IP methodology for Direct sales of precursor development PoP data adding fluorine to Drug developers companies lead compounds of Sales of packaged IP interest precursor in cassettes PoP data Radiologists Regulatory plan Understanding of Cassette manufacturers the regulatory process Contract cGMP precursor manufacture Costs Sales of intermediates Revenue Salary, Rents Technology license Clinical trials Product license (royalty)
  • 23. Technical Assistance Nuclear Medicine and SOPs for precursors (Image Atlas) Radiology and drugs Radiopharmacies Accessibility (RCY) FDA regulatory support departments Recruit clinical sites In vivo animal studies Purity Equipment producers Develop regulatory Speed plan for pre IND PET/SPECT Prescribing physicians cGMP manufacturers Multiplatform Technical assistance Radiopharmacies meeting ID cGMP CRO Sensitivity (nca) Radiologist who Fund-raising Specific compounds perform studies General Pharmaceutical IP methodology for Direct sales of precursor development PoP data adding fluorine to Drug developers companies lead compounds of How Do We Make Money? IP PoP data interest Sales of packaged precursor in cassettes Radiologists Regulatory plan Understanding of Cassette manufacturers the regulatory process Contract cGMP precursor manufacture Costs Sales of intermediates Revenue Salary, Rents Technology license Clinical trials Product license (royalty)
  • 24. 9 Guesses Guess Guess Guess Guess Guess Guess Guess Guess Guess
  • 26. Customer Development is How We Search for the Business Model
  • 27. Lesson 3 CUSTOMER DEVELOPMENT
  • 28. Customer Development There are no facts inside your building So get the heck out
  • 29. Customer Development is how you search for the model Search Execution Customer Customer Customer Company Discovery Validation Creation Building Pivot
  • 30. Customer Development The Search For the Business Model Search Customer Customer Discovery Validation Pivot
  • 31. Customer Development Execution Customer Customer Customer Company Discovery Validation Creation Building Pivot
  • 32. Customer Discovery Search Customer Customer Customer Company Discovery Validation Creation Building Pivot Execution • Articulate and Test your hypotheses • Design experiments, start listening • Continuous Discovery • Done by founders
  • 33. Discovery • How big is the market? • Who’s the customer? – What’s their problem/need • What’s the product/service/need? – Does it solve the customers problem? • How do you create demand? • How do you deliver the product? • How do you make money?
  • 34. Customer Development = process to search Business Model Canvas = the Scorecard Agile Engineering is How •Research •Technology Design •Marketing •Cost •Farming conventions. •Demo, dem Labs o, and •Organic We Build Startups •Demo and Reduction •Equipment demo!! Farmers customer •Remove •Proximity is Manufactur feedback •Weeding ers labor force paramount Service •Distributio pains •IP – Providers n Network •Eliminate Patents •Conventio •Service •Video bio-waste •Dealers nal Farmers Providers Classifier hazards •Direct Service Files •Indirect Service • … then Dealers •Robust Technology Value- •Asset Sale Driven •Direct Service with equipment rental •… then Asset Sale
  • 35. Customer Validation Search Customer Customer Customer Company Discovery Validation Creation Building Pivot Execution • Repeatable and scalable business model? • Passionate earlyvangelists? • Pivot back to Discovery if no customers
  • 36. The Minimum Viable Product (MVP) •Smallest feature set that gets you the most … - orders, learning, feedback, failure… - incremental and iterative
  • 38. The Pivot Search Customer Customer Discovery Validation Pivot •The heart of Customer Development •Iteration without crisis •Fast, agile and opportunistic
  • 39. Pivot Cycle Time Matters Search Execution Customer Customer Customer Company Discovery Validation Creation Building Pivot •Speed of cycle minimizes cash needs •Minimum feature set speeds up cycle time • Near instantaneous customer feedback drives feature set
  • 40. The Startup Owners Manual • The Reference Manual for Entrepreneurs • Separate Web/Mobile versus Physical tracks
  • 41. Web/Mobile Versus Physical Customer Customer Discovery Validation Pivot •Web/Mobile startups run faster •Different process steps for web vs. physical •Customer Relationships are radically different
  • 44. Customer Relationships Physical Products – Get Customers © 2012 Steve Blank
  • 45. Customer Relationships Physical Products – Keep Customers © 2012 Steve Blank
  • 46. Customer Relationships Physical Products – Grow Customers © 2012 Steve Blank
  • 47. Customer Relationships Physical Products – Get/Keep/Grow © 2012 Steve Blank
  • 48. Customer Relationships Web/Mobile Products– Get Customers © 2012 Steve Blank
  • 49. Customer Relationships Web/Mobile Products– Keep Customers © 2012 Steve Blank
  • 50. Customer Relationships Web/Mobile Products– Grow Customers © 2012 Steve Blank
  • 51. Customer Relationships Web/Mobile Products Get/Keep/Grow © 2012 Steve Blank
  • 52. Customer Relationships Physical & Web Mobile Are Different © 2012 Steve Blank
  • 53. Customer Relationships Physical & Web Mobile Are Different © 2012 Steve Blank
  • 54. Customer Development in 54 Hours All Action, Out of the Building
  • 55. Customer Development In Action
  • 56. This Talk is Based On The Startup Owners Manual The Reference Manual for Entrepreneurs
  • 60. Assumption of Customer Pain 200+ People were Parking is a pain! customers People DO want Bigger Pain even more People want a a guaranteed frustrated with guaranteed spot & would parking at big parking spot. reserve online. events. 80% positive response
  • 62. Assumption of Customer Pain 200+ People were Parking is a pain! customers People DO want Bigger Pain even more People want a a guaranteed frustrated with guaranteed spot & would parking at big parking spot. reserve online. events. People will pay Surveyed 75+ extra to have a Customers People will not great, guarantee only pay more, they will Validated! d parking spot. pay a lot more! ($9+)
  • 64. Customer Survey/Validation • How much more would you be willing to pay to have a guaranteed close parking spot in the arena's lot or near the arena? – On average- $9.33 – Max of $27.00 64
  • 65. Assumption of Pain 200+ People were Parking is a pain! customers People DO want Bigger Pain even more People want a a guaranteed frustrated with guaranteed spot & would parking at big parking spot. reserve online. events. People will pay Surveyed 75+ extra to have a Customers People will not great, guarantee only pay more, they will Validated! d parking spot. pay a lot more! ($9+) 30+ People It is difficult to People who have get a mass We needed to extra spaces will number of find a new post spots and people to post solution. make money. enough parking spots.
  • 66. Expert Validation • Tom Lombardi and Greg Bessoni – Online parking reservation experts Partnered with me and put up capital.
  • 68. New Assumptions 30+ Parking Parking lots will Lots Yes! Lots have Bigger Pain post spots online been looking for so that people ways to increase can reserve revenue and fill them. up lots. 75% positive response 20% of cash goes missing. Electronic 30+ Parking payments in Lots advance through Loved it! Would an online pay about 15% of Validated! reservation posted price. system.
  • 72. MVP Validation All Pro Parking 30+ person Started with a Easier ways to Search process very basic (30 lots) focus group post parking & was too hard. reservation track Wanted mobile system. reservations. site as well. All Pro Parking’s Customers With no marketing- Made it even Fixed 50 reservations easier to post search, cleaned in just a few and track up site, mobile months. parking. site in the works.
  • 75. Our Model 15% of Price $5 Reservation Paid Fee XoomPark We estimate being able to collect about $8 per reservation
  • 76. Go to Market Strategy & Validation 25+ years Talked to Tom Lombardi, indust experience ry expert. Over 250 lots throughout Lots located all over West Eastern US. Coast and Texas Lots located throughout Parking lots in all 50 states Florida and in Dallas,TX
  • 77. Go to Market Strategy & Validation Tom and Greg’s Affilate Networks 3,000 Affiliates
  • 78. Go to Market Strategy & Validation Focus group of 30+ people Customer’s recommendations for the future
  • 79. Market Size $8.2 Billion USA Parking Industry TAM SAM $4.5 Billion Parking Facility/Management Target Market $1.4 Billion Event Parking Apex $240,000 Buffalo and Atlanta
  • 80. Competitors High ParkingCarma ClickandPark Usability GottaPark Parkwhiz Low Low High Reliability
  • 81. Revenue Projections Revenue $20 $18 $16 $14 $12 Revenue in $10 Millions $8 $6 $4 $2 $0 Year 1 Year 2 Year 3 Year 4 70% Gross Profit Margin
  • 82. •2 Partners •30+ Parking lots •50+ Reservations •Working Website •Validated Revenue Model
  • 83. This Talk is Based On The Startup Owners Manual The Reference Manual for Entrepreneurs

Notes de l'éditeur

  1. 80% positive response
  2. 75% positive response
  3. 20% response rate