"Customers & MVPs for Growth" presented on July 17th, 2014 at Leaning Square Shimbashi, Tokyo, JAPAN
for NIKKEI COMPUTER’s Seminar
Customers & MVPs for Growth (Yusuke Takahashi PhD, CEO AppSocially)
20. founders@appsocial.ly angel.co/appsocially
Too many information flows through timeline, and we feel
as if we got it, with just 3 lines of summary, without reading
the source and practicing it by ourselves.
27. founders@appsocial.ly angel.co/appsociallyWHAT GROWTH IS ABOUT
1. First, Growth is NOT about
product, but customers.
2.Growth is NOT about tactics,
but product.
3.Growth is NOT about
acquisition, but retention
referral.
44. founders@appsocial.ly angel.co/appsociallyWHAT GROWTH IS ABOUT
”A startups is an organization
formed to search for a
scalable and repeatable
business model.”
Source: Steve Blank
Steve Blank, Author of “The 4 Steps to the Epiphany,” Serial Entrepreneur.
51. founders@appsocial.ly angel.co/appsociallyRRRAA FOR PRODUCT/GROWTH TEAMS
AARRR
Acquisition
Activation
Retention
Referral
Revenue
Retention
Referral
Activation
Acquisition
P/S Fit
P/M Fit
Transition to
Growth
Growth /
Scale
Customer
Descovery
Customer
Validation
Customer
Creation
Company
Building
RRRAA STARTUP
PYRAMID
GROWTH
STAGES
CUSTOMER
DEVELOPMENT
LEAN
STARTUP
R
Revenue
R
R
R
Value
Growth
Growth Hack
= Observational Science
54. founders@appsocial.ly angel.co/appsocially
How we should create a product:
1. Meet Customers to know their
problem
2. Build a Product (MVP) which
validates assumptions
3. Measure if it solved their
problem (= Repeat from 1)
61. LEAN Canvas
Date: {MM/DD/YYYY}
LEAN Canvas used by Janice Fraser at LUXR
CUSTOMER:
{Describe based on
validation or Assume}
SOLUTION:
{Describe based on
validation or Assume}
ENGINE OF GROWTH:
{VIRAL, STICKY, PAID}
!
{Describe based on
validation or Assume}
VALUE STREAM
{Describe based on
validation or Assume}
!
!
!
!
!
!
MARKET
STAKEHOLDERS:
{Describe based on
validation or Assume}
DISTRIBUTION:
{Describe based on
validation or Assume}
PROBLEM:
{Describe based on
validation or Assume}
VALUE PROP:
{Describe based on
validation or Assume}
REVENUE:
{Describe based on validation or Assume}
COST:
{Describe based on validation or Assume}
https://appsocial.ly hello@appsocial.ly
64. LEAN Canvas
Date: {MM/DD/YYYY}
LEAN Canvas used by Janice Fraser at LUXR
CUSTOMER:
{Describe based on
validation or Assume}
SOLUTION:
{Describe based on
validation or Assume}
ENGINE OF GROWTH:
{VIRAL, STICKY, PAID}
!
{Describe based on
validation or Assume}
VALUE STREAM
{Describe based on
validation or Assume}
!
!
!
!
!
!
MARKET
STAKEHOLDERS:
{Describe based on
validation or Assume}
DISTRIBUTION:
{Describe based on
validation or Assume}
PROBLEM:
{Describe based on
validation or Assume}
VALUE PROP:
{Describe based on
validation or Assume}
REVENUE:
{Describe based on validation or Assume}
COST:
{Describe based on validation or Assume}
https://appsocial.ly hello@appsocial.ly
68. MVP Canvas
MVP Canvas Version 1.1. Designed and Created by AppSocially in collaboration with RECRUIT Media Technology Labs in 2014.
Date: {MM/DD/YYYY}
https://appsocial.ly hello@appsocial.ly
Hypothesis / Assumption:
{Describe ...}
Engine of Growth:
{Viral, Sticky, Paid}
What to Learn / Goal:
{Describe ...}
IMG
Type of MVP:
{Interview Questions,
Handwritten Wireframes,
Photoshop Wireframes,
Working Demo, etc}
What to Build / How to Validate the Hypothesis with MVP:
{Describe ...}
Criteria of Validation:
{Simple Metric}
Cost of Developing
MVP:
How much does it cost
to learn / validate? {2
Hours, 2 Days, 2 Weeks,
2 Months}, {$ YYY}
Time of Validating
Hypothesis w/ MVP:
How quickly can you
validate / learn? {2
Hours, 2 Days, 2 Weeks,
2 Months}, {$ YYY}
Estimate of Future
Risk/Chance:
How much does this
learning contribute to
growth? {Save $XXX,
Earn $YYY}
Result / What Actually Learned: {Describe ...}
69. founders@appsocial.ly angel.co/appsocially
MVP CANVAS is to
Know what to focus on a daily basis
Archive organizational
experience+knowledge of how to validate assumptions and make
decisions
Provide efficient+actionable
metrics for meetings and senior’s decisions