What Works in Silicon Valley Doesn't Work Everywhere: How to Apply Lean Startup in Asia--and Win the Emerging Global Startup Wars by Kevin Dewalt @kevindewalt SoHelpful The Lean Startup Conference 2013 http://leanstartup.co/

1. How to Apply Lean Startup Tactics in
Asia – and Win the Emerging Global
Startup Wars
Kevin Dewalt, Beijing China

3. So why should YOU care about Asia?
You are here

4. Win America 1st
Win Here

5. Win America 1st  then expand
Win Here
Then Here

7. 400
300
200
WhatsApp
100
0
2009
2010
2011
2012
2013

8. 400
300
200
WhatsApp
100
WeChat
0
2009
2010
2011
2012
2013

9. Fast growth in Asia  expand to America
Expand Here
Start Here
Expand Here

10. Asia Growth  Global partnerships, endorsements
Expand Here
Start Here
Expand Here

11. WhatsApp now growing in Asia!
Expand Here
Start Here
Expand Here
Expand Here

12. So why should YOU care about Asia?
Get CRUSHED - even in America - by Asian
competitors

13. So why should YOU care about Asia?
Get CRUSHED - even in America - by Asian
competitors
or
Build a BIGGER, STRONGER company by winning in
Asian markets

14. Your Old Plan
Win Here
Then Here

15. Their Plan
Crush You Here
Start Here
Crush You Here

16. Your New Plan  Enter Asian Markets Early!
Start Here
Expand Here

17. What Works in Silicon Valley Doesn’t Work Everywhere
Lean Startup? YES!
Customer Development? YES!
Theory same - execution different

18. Start exploring Asian markets at Product/Market fit
Too late – get killed
About here
Too early – keep searching

19. Assume nothing about the customers & culture

20. Get advice on doing Customer Development there

21. Most Important!
Find local Lean Startup experts & get
advice

22. Some specific tactics

23. In Silicon Valley we talk openly about problems
?

24. Asian Customers: “We have NO problems!”

25. Don’t be direct - create a conversation
• Talk about industry trends
• Bring them valuable information

26. Silicon Valley has a language for strategies
MVP

27. Strategies may not translate
• Partners, investors, employees don’t have
language or context – might be new to them.
MVP?

28. Focus on tactics & outcomes
“Let’s build something
small first - to see if
they buy.”

29. In Silicon Valley we believe in meritocracy
Best = win

30. Relationships (sometimes) trump value
关系

31. So give, share, help, teach – become “someone worth
knowing”

32. Asia is your greatest threat opportunity
•
•
•
•
Start early
Get local help
Adapt Lean Startup to local market
Teach & help to build relationships
Want more? kevindewalt.com/lean_asia
@kevindewalt