The presentation is about minimum viable product, what is it, why is it important and how to build it. In the presentation you can find many ideas that will help you with the build, measure and learn loop.
The second part of the presentation is about pivoting. Pivots are fundamental changes in business strategy and very important part of avoiding the big failure without learning or even worse becoming a zombie company.
2. BLAZ KOS
• 10+ years working with start-ups
• Management of university incubator, technology park and business angel network
• Management of two start-up accelerators and co-working space
• PODIM Conference – one of the biggest conferences in Alps-Adriatic region
• 600+ lectures in CEE
• Mentored over 300 start-ups
• Two handbooks about startups, 1500+ pages on two blogs
I am on a life mission to make the world a more innovative, organized and transparent place to be by
helping individuals, organizations and communities achieve their peak potential and an entirely new level of
performance.
6. The Minimum Viable Product is the
smallest thing you can build that will
create the value you‘ve promisted to your
market.
Nowhere in definition is said how much of that offering
has to be real.
7. Stop thinking about the
big picture.
Start thinking about
CREATING VALUE NOW.
16. Sources and additional resources
CUSTOMER DEVELOPMENT
• 95 Ways to find your first customers for customer development or your first sale
• http://jasonevanish.com/2013/08/11/95-ways-to-find-your-first-customers-for-customer-development-or-
your-first-sale/
• Best Cold Calling Script
• http://www.quora.com/Customer-Development/When-setting-up-Customer-Development-Interviews-
What%E2%80%99s-the-best-Cold-calling-script-you-found-success-with
• 12 Tips for Early Customer Development Interviews
• http://giffconstable.com/2012/12/12-tips-for-early-customer-development-interviews-revision-3/
• How to Structure (and get the most out of) Customer Development Interviews
• http://jasonevanish.com/2012/01/18/how-to-structure-and-get-the-most-out-of-customer-development-
interviews/
• The Art of The Customer Development Conversation
• http://market-by-numbers.com/2010/09/the-art-of-the-customer-development-conversations/
• Insight Interviews
• http://blog.luxr.co/talk-to-the-nice-people/
• Customer Development Interviews
• http://www.cindyalvarez.com/communication/customer-development-interviews-how-to-what-you-should-
be-learning
• Customer Development Interviews: What You should be learning
• http://www.cindyalvarez.com/communication/customer-development-interviews-how-to-what-you-should-
be-learning
17. Sources and additional resources
• Customer Interviews: Quora
• http://www.quora.com/Customer-Development/What-are-your-favorite-methods-for-doing-
problem-interviews-during-Customer-Discovery
• Getting Back on Customer Development Horse
• http://jasonevanish.com/2012/01/18/how-do-you-get-back-on-the-customer-development-
horse//
• Tips for a better customer interview process
• http://blog.kytelabs.com/?p=17
• Bad Customer Development Questions
• http://kevindewalt.com/2013/01/21/bad-customer-development-questions-and-how-to-avoid-
my-mistakes/
MINIMUM VIABLE PRODUCT
• 10 Examples of MVP
• http://venturehacks.com/articles/minimum-viable-product-examples
• The Ultimate Guide to MVP
• http://scalemybusiness.com/the-ultimate-guide-to-minimum-viable-products/
18. Sources and additional resources
MINIMUM VIABLE PRODUCT
• Minimum Viable Product Guide
• http://www.startuplessonslearned.com/2009/08/minimum-viable-product-guide.html
• http://www.startuplessonslearned.com/2009/03/minimum-viable-product.html
• How I Build MVP
• http://practicetrumpstheory.com/2009/10/how-i-built-my-minimum-viable-product/
21. • Fundamental change in business strategy
• Change directions but stay grounded in:
• Vision
• Learned facts
22. When do you pivot?
When each additional
experiment leads to
less progress.
You hit local maximum.
23. DON‘T GET STUCK IN THE LAND
OF THE LIVING DEAD.
• NO GROWTH
• NO DEATH
• CONSUMING RESOURCES
• NOT MOVING AHEAD
TERRIBLE DRAIN OF
HUMAN ENERGY
24. •Big vision
•Deep understanding of the
problem
•Validated learning
•Actual falsifiable hypotheses
•Metrics and targets
•A passion for the pivot
25. Zoom-in Pivot
Zoom-out Pivot
Customer Segment Pivot
Customer Need Pivot
Platform Pivot
Business Architecture Pivot
Value Capture Pivot
Engine of Growth Pivot
Channel Pivot
Technology Pivot
10
Source: Eric Ries, The Lean Startup
26. CUSTOMER VALIDATION
Do we understand the industry?
Is there a severe problem/pain?
Does anybody care at all?
Are we building the right product?
Will they pay for it?
= SALES ROADMAP
1
2
3
4
5
6
Source: Steven Blank
29. (sources and references) Learn More
Steve Blank
@sgblank
http://steveblank.com/
Eric Ries
@EricRies
http://startuplessonslearned.com/
Ash Maurya
@ashmaurya
http://ashmaurya.com/
Dave McClure
@davemcclure
http://davemcclure.com/
Alex Osterwalder
@AlexOsterwalder
http://alexosterwalder.com
Brad Feld
@bfeld
http://feld.com/