1.
Introduction to Lean Startup
Shashi Jain
Portland Agile & Scrum Meetup Group

2.
Hi, I’m Shashi
Early Stage Startup Advisor
TiE Angels Program Director
Founder, DongleKong, MatterCompilers
Corporate Innovations @ UP Global
Portland 3D Printing Lab

3.
Agenda
A light discussion about
Bootstrapping an idea using…
Lean Startup and Customer Discovery methodologies.

4.
Bootstrapping
Starting a business without
external help or capital.

5.
Lean Startup
A methodology for iteratively
building products through
business hypothesis driven
experimentation
“Am I building the Right Thing?”

6.
Customer Development
A methodology for developing a
deep understanding of a
customer’s needs and
motivations applied towards
finding a problem worth solving
“Am I solving the Right Problem?”

7.
“Customers care about their problems NOT your solution.”
– Dave McClure

8.
Text
DongleKong was developed using Customer Discovery and Lean Startup Practices

9.
1. Develop Deep Expertise

10.
Customer
Interviews
A sincere discussion around
the problem space. Not a
pitch.

11.
25
The number of interviews per week, per founder needed to develop deep expertise.

12.
Sample Interview questions that lead to an open ended conversation
1. State the top 3 problems
2. Ask customer to prioritize problems and identify any higher priority problems
3. Have customer describe how they solve the problem today
4. Very briefly describe how you might solve the problem
5. Ask Customer whether your approach would solve their problem
6. Would they use your solution if it were free?
7. Would they pay $X/yr?
8. Ask for referrals to other customers

13.
Build a Framework
Model personas that map to real customer problems.
Create solutions for those problems. Test each solution.

14.
Hypothesis: Customers want to feel
prepared to connect their laptops to
any projectors.
For DongleKong:
Convention centers: False.
Presenters: Partially true.

15.
2. Make Something

16.
Minimum Viable Product
A product that solves enough of the core problem to be useful to
your customers.

17.
DongleKong MVP

18.
Hypotheses - Instrument & Test (HIT)
Features
Usage Patterns
Value Propositions -> Customer
Problems

19.
MVP 4

20.
3. Learn & Adapt

21.
Prepare to Pivot
You rarely end up solving the
same problem you started on.

22.
Frustration
Embarrassment
Lost Sales
!
Preparedness

23.
The life of any startup can be divided into two parts –
before product/market fit and after product/market fit.”
–Marc Andreessen

24.
Product-Market Fit
Business Plan / Scale

25.
Without Product-Market Fit, you can’t complete the puzzle.

26.
What did we skip?
User studies
Business Plans
Expensive Market analysis
Patent searches

27.
Is this Just for
Startups?
Enterprise | Foundation | Govt
Requirements Discovery
Feature prioritization
Roadmap planning
Customer Service
Process Improvement Intel WiDi Widget
Specified with Customer Discovery
Developed using Lean practices

28.
Is this Just for Web?
User Experience
Internet of Things
Physical Devices
Food Services

29.
Thank You!
Twitter: @skjain2
LinkedIn: linkedin.com/in/skjain2