Leanstartup (TM Eric Ries) workshops in Europe at Numa, Rockstart and Etohum challenging early stage founders to talk to 3-25 customers/users (the person for whom they are directly solving a problem). No solutions, no friends, no "would you", no excuses, no waste!

1. 1Slideshare viewers, skip to slide 8:) Your feedback is most appreciated. @adamberk

2. 2
If you have editing capabilities on this deck PLEASE
use the “comments” (above right) to insert at least
2 comments on at least 2 slides. THe more specific
the more helpful it is. Try and tell me the one thing
one slide one comment of mine related to the slide
that was most helpful to you and the one slide one
comment that was confusing, off topic, unclear,
not related to what you are doing, something you
wished I covered more or something you just
disagree with. Because of your comments, I can
continue to iterate and learn and improve - which
helps more entrepreneurs change the world with
less waste:)
Thanks, Merci, Gracias, teşekkür ederim
-@adamberk

3. 3
Thanks, Merci, Gracias, teşekkür ederim for
helping me improve and help more entrepreneurs.
World -- FOLLOW @rentautobus, @NUMAparis,
@rdegouveia @dwed @etohum
Also if you know any hiring managers at large
companies, please get in touch on LinkedIn

4. 4
For free (up to 15m) mentoring sessions for early
stage startups, mostly on customer centric
questions and experiments, click here

5. MINIMUM VIABLE PRESENTATION
THIS IS DRAFT. BETA VERSION. WORK IN PROGRESS. ADVANCED
COPY. UNDER ITERATION. PERMANENTLY UNDER CONSTRUCTION
BEING IMPROVED FOR CLARITY AND EFFECTIVENESS .
If you have a local version of one of
these signs please tweet it @adamberk I
will add it to the collage :)

6. Lean Startup Experience
WHAT PROBLEM ARE YOU
SOLVING ?
6

8. @adamberk
@fdebane
Entrepreneurial Science For Startups
AKA “Lean Startup” (a trademark owned by @ericries)
A MINIMUM VIABLE SLIDE DECK
PREPARED FOR
Early stage entrepreneurs in Europe with an idea
to change the world who are willing to experiment
to see if the world wants to be changed.
BY
8

9. les objectifs de ce soir
1. QUANTIFIED objectif - identify your
specific customer segment so you
can talk to 3-10 specific people
2. QUALIFIED objectif - learn about
early stage startups in a candid,
casual, helpful way - with a bias
towards “truth, experimentation,
leanstartup, custdev, risk, etc”
9

10. I am an
entrepreneur
because….
take a photo and tweet #DEccelerator
10

11. I’ll know I’ve
succeeded
when….
take a photo and tweet #DEccelerator
11

12. 12

13. 13

14. 14
ELIMINATE
WASTE!!!!

15. Scientists do not coddle
ideas. They crash test
them. They run them
into a brick wall at sixty
miles per hour. If the
idea is sound the pieces
will be of the wall. 15

16. “Yeah runnin' down a dream
That never would come to me
Workin' on a mystery, goin' wherever it leads
Runnin' down a dream.”
-Tom Petty (rock n roll singer)
16

17. THINK.TEST.PROVE.
Prove Wrong? Think different
Prove Right? Think BIGGER
-aa-ALBERT EINSTEIN
just kidding!!!!!!!!!!!!!!:)17

18. Good idea?
Who cares!
18

19. No really,
Who cares?
19

20. Good idea?
Prove it!
20

21. UNTIL THEN
21

22. The most
annoying
thing that
happenedtoday… this this week…
(not related to your startup)
22

23. What
PROBLEM
are you
solving!?
23

24. 24

25. 25

26. 26

27. Test the
riskiest
ones
first
27

28. Test Demand NOT SUPPLY
28

29. Isolate your variables and
assumptions
test them independently
29

30. 30

31. 31

32. 1000 visitors
0 conversions
what number should you try to increase?
32

33. “Do things that
don't scale”
-Paul Graham
33

34. 34

35. You do not
know HOW you
did it until you
KNOW how to
do it again.
35

36. P E R F E C T I O N
is achieved
NOT when there is nothing left
to A D D ,
BT WHN THRE IS
NTHING LFT TO
TKE
AWY
36

37. 37

38. If you
cannot
explain it
simply,
you
do not
UNDERSTAND IT
well enough.
<<< That guy
38

39. If you think your customer segment is
MILLENNIALS, YOUNG PROFESSIONALS,
EVERYONE, SMBs, MULTIPLE ACTORS, YOUR
MENTORS, PEOPLE WHO HAVE A VESTED
INTEREST IN BUILDING YOUR SOLUTION (added
after the webinar) FRIENDS, FAMILY,
you do not
UNDERSTAND IT
well enough.
<<< That guy
39

40. If you think the problem you are
solving is
LACK OF TIME, LACK OF
MONEY, LACK OF CUSTOMERS,
LACK OF YOUR SOLUTION,
you do
not
UNDERSTAND IT
well enough.
<<< That guy
40

41. 41

42. “je crois…[this person]
a un problème avec [this
problem],
and I want to solve it because [slide 2]”
-You
@NumaParis @adamberk @fdebane
42

43. “I agree to talk to __ #
customers by March
??, #milvalchal
-You on twitter (if you
accept)
43

44. 44

45. Challenge! You now have a
customer segment
hypothesis. Go talk to 3-10 of
those people this week!
Record your results here http:
//bit.ly/startup_funding_europe
-Me, to you:)
45

46. HOW AND WHY TO TALK TO
THE PEOPLE FOR WHOM
YOU THINK YOU ARE
SOLVING A PROBLEM OR
PROVING VALUE
46

47. The BEST
place to start is
SOMEWHERE.47

48. NO SURVEYS
NO SOLUTIONS
NO FOCUS GROUPS
NO EXCUSES
NO WOULD
NO FRIENDS
NO FUTURE
NO “CONVINCING” (NEPAL:)
NO B2B2BS
48

49. FACTS
vs
PROBLEMSyou cannot solve a fact
learn the difference
49

50. AN EARLY
ADOPTER TELLS
YOU THEIR
PROBLEM BEFORE
YOU TELL THEM
50

51. YOUR JOB is to find
someone to go first.
Not to SAY they will go
first, but to go first.
51

52. 52

53. It is no coincidence that
the diffusion of
innovation curve…
looks
like a crow bar.
53

54. 54

55. HEADACHE
PROBLEMS
VS
MIGRAINE
PROBLEMS
say hi to @dianakander and ask her about her dog (and watch her
talks online) 55

56. say hi to @dianakander on twitter, and ask
her about her dog - then watch more of her
brilliant talks 56

57. 57

58. 58

59. CUSTOMERS
have multiple
PROBLEMS PROBLEMS
have multiple
SOLUTIONS SOLUTIONS
SOLUTIONS SOLUTIONS
SOLUTIONS SOLUTIONS
SOLUTIONS SOLUTIONS
59

60. 60

61. 61

62. 62

63. 63

64. 64

65. Cure tunnel vision 65

66. Don't let your idea...
66

67. Get out
of your comfort zone
67

68. GOOB
(credit, Steve Blank)
68

69. Pull
don't push - it's harder than it seems.
69

70. PAST
not future
70

71. LISTEN
do you hear that? you have 2 ears and only
one mouth for a reason. Listen at least 2x as
much as you talk.
71

72. PRACTICE
Do you get junk mail? How many loyalty
cards do you have? How did you find this
restaurant?
72

73. PRACTICE
73

74. STOP
Do not ask for $, do not write code… UNTIL
74

75. They may not know WHAT they want,
but they have to want SOMETHING 75

76. tweet “hey @kevinpmarra you were right they are not milkshakes,
but it’s not froyo” 76

77. tweet “hey @claychristensen, milkshake marketing is brilliant #jtbd”
77

78. tweet “hey @claychristensen, milkshake
marketing is brilliant #jtbd #313problems”
JTBD… video
games
GO (exercise)
78

79. Don't build this.
79

80. OR THIS
if you build without testing, you are probably
building the wrong thing...
80

81. NO SURVEYS
NO SOLUTIONS
NO FOCUS GROUPS
NO EXCUSES
NO WOULD
NO FRIENDS
NO FUTURE
NO “CONVINCING” (NEPAL:)
NO B2B2BS
81

82. NOsolutions,
selling, friends,
family, surveys
82

83. NO
RECAP
1. LEAN = run experiments
waste less
2. WHY custdev = learn
problem, prove problem, to
find bigger problem, to
3. HOW custdev = just do it. In
person. No solutions. No
would 83

84. NO
YOUR JOB
Talk to the customers stated
in your final customer
segment box within 7 days.
B2B 10 total 4 per person
B2C 25 total or 10 per person
84

85. NO
END. MODULE ONE.
Talk to the customers stated
in your final customer
segment box within 7 days.
B2B 10 total 4 per person
B2C 25 total or 10 per person
85

86. 86

87. @dianakander @trikro @lissijean
@Justin_Wilcox @unbounce
@customer_ninja @AlleyNYC
@sgblank @ericries @paulg @danariely
@fakegrimlock @claychristensen
87

88. NO
END. MODULE ONE.
Talk to the customers stated
in your final customer
segment box within 7 days.
B2B 10 total 4 per person
B2C 25 total or 10 per person
88

89. 89

90. Embrace constraint. Then iterate!
90

91. Don’t get lucky, get good.
91

92. 92

93. 93

94. 94

95. Unbounce
95

96. I am unique because…
I am valuable because…
My startup is unique because…
My startup is valuable because...
96

97. SUPPLY
&
DEMAND
97

98. Deliver value.
Deliver Solution (Manually). Learn. {period}
98

99. “I make money using my
brains and lose money
listening to my heart. But in
the long run my books
balance pretty well.”
-Kate Seredy
99

100. “If you are not
embarrassed by the first
version of your product,
you shipped too late.”
-Reid Hoffman (LinkedIn)
100

101. “To do good,
you actually have to do
something.”
-Yvon Chouinard (Patagonia Founder)
101

102. “it turns out that focus is so
important, even if you pick
the wrong focus you're doing
better!” BILL GROSS
Read more: http://www.businessinsider.com/bill-gross-lessons-2011-12?op=1#ixzz2gO4zcdIJ
102

103. “Do things that
don't scale”
-Paul Graham
103

104. “If you can’t get them to
adopt your idea with high-
touch, face-to- face service,
they will not buy into your
cold web page.”
-Manuel Rosso
104

105. “Do the least that
gets you to the end
instead of the most
that gets you to the
beginning”
-ab
105

106. 106

107. Thejourneyofsolvingaproblemforamillioncustomersstartswithasingleprobleminterview...
107

108. 108

109. 109

110. 110

111. Manual
111

112. NO
harm,
copyright
infringement,
building,
adwords
112

113. Thank you!
adam@neighborrow.com
@adamberk
113

114. 114

115. 115

116. THE END
116

117. 117

118. Science. Economics.
Supply & Demand
Opportunity cost.
118

119. Thank me?
Send feedback to
adam@neighborrow.com
@adamberk
or send an entrepreneur to my
next event in Paris or Kansas
City.
119

120. I PROMISE…
If you do 10 interviews and
share them here bit.
ly/milvalchal, you have a
mentor for life
120

121. @adamberk
@dianakander
@lesamitchell
@jacksonlindauer
@anitabnewton
@ryanabennett
@nathankurtz
@ArielMediaKC
We are here to help :)
121

122. Test the riskiest things first
122

123. Feasible. Desirable. Viable.
Just because it is feasible
does not mean it is desirable.
Almost everything that is
desirable and feasible is viable
123

124. 124

125. what if the
bottleneck
is at the bottom?
125

126. ● Live experiment design
and feedback, 25e
● Experiment
accountability 10e
●
126

127. 127

128. “I want to solve the problme of getting underpaid
from the insurance company
for marketng directions at malls -- doctors -
specialists private hosptals in brazil ,
because”
-raulo@carunchao.com.br
25 drs in brazil --
128

129. “I want to solve the problme of getting underpaid
from the insurance company
for marketng directions at malls -- doctors -
specialists private hosptals in brazil ,
because”
-raulo@carunchao.com.br
25 drs in brazil --
129

130. “I want to solve the problem findng group travel of
getting underpaid from the insurance company
for travel agents ,
because”
-job@rentautobus.com
15 travel agents in a week --
130

131. “I want to solve the problem of people who want
things and dont want to bjy dont want to rent dont
want to ask a freiend -- somone who is a mnmilalst
and intentionally does not want to won things
,
because”
-DAAN
50 minimalists in 2 weeks --
131

132. customer = people who want to create
something/start something -
problem is getting from idea to…
51 people with ideas and want to start -- define the
word start -- in 2 weeks --
@PUFAN -- startupmaze
132

133. customer = custdev teams - 2 cofounders minimum
something/start something - teams that are already
conductng customer develpent ntervews
problem is ITS ALL IN MY HEAD --
10 teams who have done more than 10 customers by
“Steve blank standars”
@EdouardDopper
133

134. customer = people who have accdents wth their
larynx
problem
soluiotn = medical device --
10 teams who have done more than 10 customers by
“Steve blank standars”
15 == dont see reason to talk to patent
134

135. customer = people who have accdents wth their
larynx
problem
soluiotn = medical device --
10 teams who have done more than 10 customers by
“Steve blank standars”
15 == dont see reason to talk to patent
135

136. PITCH
136

137. 137
Jeff Weiner commented on this
David Thedinga
Visionary leader helping entrepreneurs
reach their dreams
I really like this...

138. “I want to solve
the noise
pollution
problem
for marketing
directions at
malls -- MALLS 138