2. Lean Startup
Al-Amjad Tawfiq Isstaif
@isstaif
Wikilogia Bootcamp for Startup
Weekend Damascus

3. Lean Launchpad - Steve Blank

6. Harvard MBA

7. © 2012 Steve Blank

8. © 2012 Steve Blank

11. Startups Search
Companies Execute
© 2012 Steve Blank

12. © 2012 Steve Blank

13. © 2012 Steve Blank

15. Planning comes before the plan
‫التخطيط قبل الخطة‬

16. Business Models
© 2012 Steve Blank

17. © 2012 Steve Blank

18. © 2012 Steve Blank

19. © 2012 Steve Blank

20. © 2012 Steve Blank

21. Waterfall / Product Management
Execution on Two “Knowns”
Requirements
Product Features: known
Design
Implementation
Verification
Customer Problem: known
Maintenance
Source: Eric Ries
http://startuplessonslearned.blogspot.com
© 2012 Steve Blank

22. More startups fail from
a lack of customers than from a failure of
product development
© 2012 Steve Blank

23. Customer Development
© 2012 Steve Blank

24. Agile Development
© 2012 Steve Blank

25. +
© 2012 Steve Blank

26. Hire and Build a
Functional Organization
© 2012 Steve Blank

27. Hire and Build a
Functional Organization
© 2012 Steve Blank

28. Founders run a
Customer Development Team
No sales, marketing and business development
© 2012 Steve Blank

29. © 2012 Steve Blank

32. Entrepeneur

33. Customer

34. Investor

35. Advisor

37. Lean Startup Cycle

38. Startup Stages

39. Meta-Iteration

40. Lean Startup Cycle

41. Lean Startup Cycle

43. Identify the riskiest parts!
• Product risk
– Getting the product right
• Customer risk
– Building a path to customers
• Market risk
– Building a viable business

44. Risks

45. Rank your business models
• How to prioritize:
– Customer pain level (Problem)
– Ease of reach (Channels)
– Price/gross margin (Revenue Streams/Cost
Structure)
– Market size (Customer Segments)
– Technical feasibility (Solution)

46. Forming your team
• Model 1:
– Problem team
– Solution team
• Model 2:
– One problem/solution team
• Development
• Marketing
• Design

47. Applying the meta-iteration to risks

48. Applying the meta-iteration to risks

49. Applying the meta-iteration to risks
• Product risk: Getting the product right
– First make sure you have a problem worth solving.
– Then define the smallest possible solution (MVP).
– Build and validate your MVP at small scale
(demonstrate UVP).
– Then verify it at large scale.

50. Applying the meta-iteration to risks
• Customer risk: Building a path to customers
– First identify who has the pain.
– Then narrow this down to early adopters who
really want your product now.
– It’s OK to start with outbound channels.
– But gradually build/develop scalable inbound
channels—the earlier the better.

51. Applying the meta-iteration to risks
• Market risk: Building a viable business
– Identify competition through existing alternatives
and pick a price for your solution.
– Test pricing first by measuring what customers say
(verbal commitments).
– Then test pricing by what customers do.
– Optimize your cost structure to make the business
model work.