2. 2
Faculty Terminology
Instructor
Program Coordinator
Class Tools
LaunchPad Central
Shared Google Drive Folder
Prerequisite Coursework
Enroll on Udacity
Customer Discovery
The Startup Owner’s Manual Checklists
The Business Model Canvas
Update Founder/Team Information in LaunchPad Central
Week 1 -
Class 1 - Program Kick Off
Bigger-Better Challenge
NEXT Opening Presentation
Team Presentations
Peer Review
Assignment for next week
Week 2-
Class 2 - Workshop
Goal Mapping Exercise
Lecture Groups
Team Presentations
Peer Review
Assignment for next week
Week 3-
Class 3 - Workshop
Lecture Groups
Team Presentations
Peer Review
Assignment for next week
Week 4-
Class 4 - Workshop
Lecture Groups
Team Presentations
Peer Review
Assignment for next week
Week 5-
3. 3
Class 5 - Closing
Goal Mapping Revisited
Team “NEXT Step’ Presentations
4. 4
Faculty Terminology
Instructor
The NEXT Instructor is a trained and accredited individual in the delivery of Customer
Discovery. They will be responsible from class discussion, challenging teams, and providing
critical feedback each week to teams.
Program Coordinator
These are individuals selected by Instructor to manage program logistics and class
communication.
Class Tools
LaunchPad Central
Each participant will receive a free trial account to LaunchPad Central to track the customer
interviews, validate assumptions, and receive feedback from the program Instructor and
program mentors.
In addition, teams will receive feedback from their peers. We want to foster a collaborative
learning environment and participants are expected to actively share insight, advice and find
ways in which they can help their classmates using the LaunchPad Central software. You can
read the tutorial on how to do this here.
Shared Google Drive Folder
Each week, team will be expected to upload and share their current week’s presentation.
5. 5
Prerequisite Coursework
Enroll on Udacity
● Sign up for an account with Udacity at www.udacity.com and register for the class - How
to Build a StartUp - EP245 (in the Intermediate Course section). This will bring you to the
main EP245 class page and click “Enroll.” Once enrolled, watch the following:
○ Watch Lecture 0: Before you Get Started
○ Watch Lecture 1: What We Know Now
○ Watch Lecture 1.5A: Business Models & Customer Development
○ Watch Lecture 1.5B: Business Models & Customer Development
Customer Discovery
● Watch How to Do Customer Discovery Interviews with Steve Blank
http://startupweekend.wistia.com/medias/tao3s8hf7l
● Watch Steve Blank’s Customer Discovery Checklist
http://startupweekend.wistia.com/projects/zt618zz0r7
● Read How to Test Your Minimum Viable Product
The Startup Owner’s Manual Checklists
● Register for the Startup Owner’s Manual Checklists. Once registered you must complete
the following workbooks:
○ The Customer Development Model
○ Customer Discovery, Phase One - State Your Business Model Hypothesis
The Business Model Canvas
● Watch Alexander Osterwalder’s Presentation
Update Founder/Team Information in LaunchPad Central
Before attending the first class, teams or an individual founder must complete the following
actions in the LaunchPad Central software:
● Complete Team Profile
● Create Customer Segments (Business Model Hypothesis)
● Complete the rest of the business model canvas with hypotheses
The following videos will guide you on how to complete this
● Creating team profiles: http://startupweekend.wistia.com/medias/75sjrjy9gr
6. 6
● Updating your customer segments & business model canvas:
http://startupweekend.wistia.com/medias/kw7k0vj4bj
● Discovery Narrative: http://startupweekend.wistia.com/medias/zwygtkawyd
● Team Presentations: http://startupweekend.wistia.com/medias/wblo94m0dq
● Messages: http://startupweekend.wistia.com/medias/r7hybv126
Week 1
Class 1 - Program Kick Off
Bigger-Better Challenge
The game is to break everyone in random teams of 3-4. Have everyone introduce themselves
and give each team a $1 bill, a pen and a pad of paper. The objective is to turn that $1 into as
much monetary value as possible in 30 minutes. This is a great way to get participants warmed
up for “getting out of the building” and talking to customers. To learn how to play click here.
Total Time: 30 minutes
NEXT Opening Presentation
The opening presentation is given by the Instructor and will cover the history, structure and
expected outcomes of the program.
Total Time: 15 minutes
Team Presentations
Each team will present their current business model canvas with their initial assumptions.
During each presentation, program participants are expected to comment on each other’s
presentation, share their insight and offer possible connections to potential customers using the
LaunchPad Central software.
Total Time: 60 minutes
Peer Review
Teams will be paired up to discuss the feedback they have received and wrote in the
LaunchPad Central software and ask questions to help strategize their actions for next week.
Total Time: 30 minutes
Assignment for next week
● Read pages 1 - 50 in The Startup Owner’s Manual (registered participants will receive
either a hard-copy or e-book depending on their country of location).
● Complete The Startup Owner’s Manual Workbook: Customer Discovery, Phase One -
State Your Business Model Hypothesis
● Estimate market size: Total Available Market (TAM), Served Available Market (SAM),
and Target Market
7. 7
● Read Test Your Value Proposition: Supercharge Lean Startup & Custdev Principles
● Read Achieve Product-Market Fit with Our Brand New Value Proposition Canvas
● Watch Lecture 2: Value Proposition
Week 2
Class 2 - Workshop
Goal Mapping Exercise
Program participants will be expected to share three specific goals they want to achieve by the
end of the program. These goals will be recorded by the Instructor and shared again at the end
of the program.
Total Time: 30 minutes
Lecture Groups
Teams will be broken up and expected to discuss their value propositions with each other and
agree upon a common definition. Afterwards, the Instructor will ask one group to present their
definition and clarify any questions that may exist amongst the class.
Total Time: 30 minutes
Team Presentations
Each team will present their current business model canvas with their initial assumptions.
During each presentation, program participants are expected to comment on each other’s
presentation, share their insight and offer possible connections to potential customers using the
LaunchPad Central software.
Total Time: 60 minutes
Peer Review
Teams will be paired up to discuss the feedback they have received and wrote in the
LaunchPad Central software and ask questions to help strategize their actions for next week.
Total Time: 30 minutes
Assignment for next week
● Complete The Startup Owner’s Manual Workbook: Customer Discovery, Phase Two -
“Get Out of the Building” to Test the Problem: “Do People Care?”
● Interview 15 potential customers and update business model canvas with new
assumptions.
● Watch Lecture 3: Customer Segments
● Watch Lecture 4: Customer Relationships
8. 8
Week 3
Class 3 - Workshop
Lecture Groups
Teams will be broken up and expected to discuss their customer segments with each other and
agree upon a common definition. Afterwards, the Instructor will ask one group to present their
definition and clarify any questions that may exist amongst the class.
Total Time: 30 minutes
Team Presentations
Each team will present their current business model canvas with their initial assumptions.
During each presentation, program participants are expected to comment on each other’s
presentation, share their insight and offer possible connections to potential customers using the
LaunchPad Central software
Total Time: 60 minutes
Peer Review
Teams will be paired up to discuss the feedback they have received and wrote in the
LaunchPad Central software and ask questions to help strategize their actions for next week.
Total Time: 30 minutes
Assignment for next week
● Complete The Startup Owner’s Manual Workbook: Customer Discovery, Phase Four -
“Verify the Business Model and Pivot or Proceed”
● Interview 15 potential customers and update business model canvas with new
assumptions.
● Watch Lecture 4: Channels
● Watch Lecture 6: Revenue Models
9. 9
Week 4
Class 4 - Workshop
Lecture Groups
Teams will be broken up and expected to discuss their channels and revenue models with each
other and agree upon common definitions. Afterwards, the Instructor will ask one group to
present their definitions and clarify any questions that may exist amongst the class.
Total Time: 30 minutes
Team Presentations
Each team will present their current business model canvas with their initial assumptions.
During each presentation, program participants are expected to comment on each other’s
presentation, share their insight and offer possible connections to potential customers using the
LaunchPad Central software.
Total Time: 60 minutes
Peer Review
Teams will be paired up to discuss the feedback they have received and wrote in the
LaunchPad Central software and ask questions to help strategize their actions for next week.
Total Time: 30 minutes
Assignment for next week
● Interview 15 potential customers and update business model canvas with new
assumptions.
10. 10
Week 5
Class 5 - Closing
Goal Mapping Revisited
The Instructor will share the initial goals of program participants and ask ways in which they
could have made more progress, as well as write additional goals they want to acheive in the
coming months and will facilitate a conversation around how the collective community can help
them reach their goals. will be expected to share three specific goals they want to achieve by
the end of the program. These goals will be recorded by the Instructor and shared again at the
end of the program.
Total Time: 30 minutes
Team “NEXT Step’ Presentations
Each team will present a comprehensive overview of their insights gained and major
assumptions validated or invalidated. Beyond this, teams are expected to share the ‘next’ step
after graduating from the program. Some teams may choose to abandon an idea, other may be
ready to fundraise from family & friends, others may decide to apply to an incubator or
accelerator program.
Total Time: 90 minutes
