Part one of Lean Startup Workshop in Bergen Norway. Mix of english/norwegian text.

1. “IdLFaS KoMTSe”
L 2
søndag 2. juni 13

2. GDa
Velkommen
Kort oppsummering og repetisjon fra forrige uke - Del 1
Presentasjon fra bedriftene
Eksperimenter og hypoteser + Øvelse 1
MVP + Øvelse 2
Oppsummering og veien videre
søndag 2. juni 13

3. qUK RAp - ThE EaN EOd
søndag 2. juni 13

4. lE sTTuP EtH - 3 CPoNTs
business model design - canvas with testable hypotheses
customer development - get out of the building and test the
hypotheses
agile development - building a minimum viable product (mvp)
søndag 2. juni 13

5. UsISs DL EGn
He SiNS MEl NS
dERiB lOCaL W
yO bUNeS WoR oN 
sILe Ge.
AcH OmPEnT OnTNS
a RiE Of PtHSiS HT
yO NeE To St.
Lean Canvas is adapted from The Business Model Canvas (BusinessModelGeneration.com) and is licensed under the Creative Commons Attribution-Share Alike 3.0 Un-ported License.
Problem
Top 3 problems
Existing
Alternatives
Solution
Top 3 features
Unique Value
Proposition
Single, clear
compelling
message that
states why you
are different and
worth buying
High-Level
Concept
Unique Value
Proposition
Single, clear
compelling
message that
states why you
are different and
worth buying
High-Level
Concept
Unfair Advantage
Can’t be easily
copied or bought
Customer
Segments
Target customers
Early Adopters
Problem
Top 3 problems
Existing
Alternatives
Key Metrics
Activity that
drives retention/
revenue
Unique Value
Proposition
Single, clear
compelling
message that
states why you
are different and
worth buying
High-Level
Concept
Unique Value
Proposition
Single, clear
compelling
message that
states why you
are different and
worth buying
High-Level
Concept
Channels
Path to customers
Customer
Segments
Target customers
Early Adopters
Cost Structure
Customer Acquisition Costs
Distribution Costs
Hosting
Staff etc.
Cost Structure
Customer Acquisition Costs
Distribution Costs
Hosting
Staff etc.
Cost Structure
Customer Acquisition Costs
Distribution Costs
Hosting
Staff etc.
Revenue Streams
Revenue Model
Life Time Value
Revenue
Gross Margin
Revenue Streams
Revenue Model
Life Time Value
Revenue
Gross Margin
Revenue Streams
Revenue Model
Life Time Value
Revenue
Gross Margin
1
søndag 2. juni 13

6. UsTER EvEPNt
wH ArE Ou IlL N T bUDN?
- Steve Blank
2
Search Execute
Problem/Solution
Fit
Product/Market
Fit
Scale
Pivots Optimizations
Validated Learning Revenue & Growth
Method
How to change
Objective
søndag 2. juni 13

7. GE EvEPNt3
Steve Blank, Harvard Business Review 2012
IDEAS
PRODUCTDATA
BUILD
MEASURE
LEARN
Meur AEr
OE AErlEN AEr
søndag 2. juni 13

8. aRId  BeDFtE SiD St
søndag 2. juni 13

9. aRId  BeDFtE SiD St
Hver bedrift presenterer:
Problem intervju - resultater og erfaringer
Presentasjon av oppdatert “Lean Canvas” forretningsmodell
Vurderer dere en pivot?
Refleksjoner om “lean startup” metoden så langt?
10-15 minutter pr bedrift
søndag 2. juni 13

10. EN AAs
Q & A
søndag 2. juni 13

11. lE cAAs: PBlE / JS T Be Ne
A job to be done is a fundamental problem/need that a customer
faces. It can be functional, social or emotional.
Examples:
Listen to music while jogging
Manage personal finance at home
Clean clothes at home
sIAtIAl NXt
CtI Rb
oBCt
søndag 2. juni 13

12. RoBM NtEIEw
Validate your hypotheses
Key questions:
Who has the problem/pain - Is
this a viable customer segment?
What are you solving? How do
customers rank the problems?
Who is the competition - How
do you customers solve these
problems today?
søndag 2. juni 13

13. OlUON NtEIEw
Validate your hypotheses
Key questions:
Who has the pain? (customer
segment)
How do you solve their problems?
(solution)
What will they pay? (revenue)
søndag 2. juni 13

14. qUItAVe.... TN QNtITV
søndag 2. juni 13

15. Et T O ThE UiLNg EA
Set up a booth - do a public
demo
Interview potential customers
Put your office where the
customers are
Throw a party
Talk to exerts in the field
Find the decision makers
Ask for introductions
Pre-orders
Landing-pages
Go to conferences
Work for free for your customer
søndag 2. juni 13

16. eX cRErI P/ I
Do you have product/solution fit?
Are your top problems (or JTBD) validated by customers?
Are they willing to pay for it?
Can you solve it?
Problem/Solution
Fit
Product/Market
Fit
Scale
søndag 2. juni 13

17. OW WHA?
Do you have problem/solution fit?
1 minute for each company
What are you planning next?
Pivot?
Continue at Problem/Solution Fit Stage?
Proceed to Product/Market Fit Stage?
Problem/Solution
Fit
Product/Market
Fit
?
søndag 2. juni 13

18. lUJ...
søndag 2. juni 13

19. rUInG XpEMTs
RoDT/ArK I
søndag 2. juni 13

20. https://vimeo.com/65998583/
søndag 2. juni 13

21. IDEAS
PRODUCTDATA
BUILD
MEASURE
LEARN
SeR EsTG
vADaT MoS RiS hYThES
wIFrA eN AcTN (fABoO FE)
gRSeMKeY CPt
SeR EsTG RRuIEN
dOMeN AnD UmMIzE EsUS
pIT I NeED
..... WT W LeAED (iNGH)
wH wE HoUT...... (hYThES)
søndag 2. juni 13

22. IaBItY EsTG
Landing page
Concierge
Wizard of Oz
Prototypes (paper/html/
Physical)
Video
Wireframe/Mockups, similar
products
Test apps / Free apps
Crowd-Funding test
søndag 2. juni 13

23. AnDG PE - A/ St
Original
15% better
30% better
http://www.optimizely.com
http://unbounce.com
http://visualwebsiteoptimizer.com
søndag 2. juni 13

24. søndag 2. juni 13

25. lE cAAs: WHaT S A HyPHIs
Falsifiable hypothesis = (Specific action) will (expected measurable
action).
Examples:
Leap of faith: Begin know as an “expert” will drive early adopters.
Hypothesis:
Blog post will drive > 100 early adopter sign-ups.
Product recommendation from friends will drive > 10% purchases/likes.
søndag 2. juni 13

26. eXCE 1 - XpEMeN / o o t Budi
WHaT O ER YpOEI XpEMTs
What are you trying to learn?
Use this format:
Falsifiable hypothesis = (Specific action) will (expected measurable
action).
What type of experiments can you use to validate your hypothesis?
søndag 2. juni 13

27. WHaT O ER YpOEI XpEMTs
What are you trying to learn?
Use this format:
Falsifiable hypothesis = (Specific action) will (expected measurable
action).
What type of experiments can you use to validate your hypothesis?
eXCE 1 - XpEMTs
søndag 2. juni 13

28. OcUNt Ur STs
What did you learn?
What’s next?
søndag 2. juni 13

29. m - InIM VBlE RoDT
søndag 2. juni 13

30. “The minimum viable product is that version of a new product which
allows a team to collect the maximum amount of validated learning
about customers with the least effort."
- Eric Ries
søndag 2. juni 13

31. InIM VBlE RoDT
Featureset/Capabilites:
Start with the “must haves”
Drop “nice to haves”
Deliver/Sell in iterations if possible
Objectives:
Start iterating trough Build-Measure-Learn (LEARNING)
Validating market demand
søndag 2. juni 13

32. mV TiMIN
Me
low-fidelity
concierge
wireframes
detail
level
customers
type
days
interviews
sketch
effort
søndag 2. juni 13

33. mV TiMIN
Me
low-fidelity
concierge
wireframes
detail
level
customers
type
days
interviews
sketch
high-fidelity
video
prototype
pre-sales
weeks
mockup
letter of intent
effort
søndag 2. juni 13

34. mV TiMIN
Me
low-fidelity
concierge
wireframes
detail
level
customers
type
days
interviews
sketch
high-fidelity
video
prototype
pre-sales
weeks
mockup
letter of intent sell
complete mvp
finished actual
product
months
ship
effort
søndag 2. juni 13

35. mV TiMIN
Me
low-fidelity
concierge
wireframes
detail
level
customers
type
days
interviews
sketch
high-fidelity
video
prototype
pre-sales
weeks
mockup
letter of intent sell
complete mvp
finished actual
product
months
ship
effort
improved
product
improved
product
years
søndag 2. juni 13

36. dRBoX Vp
https://vimeo.com/65885136
søndag 2. juni 13

37. ItMOrS Vp
780.000$
8 months - MVP + 82 pre-
orders
søndag 2. juni 13

38. m Expl
Concierge
Wizard of Oz
Prototypes
Video
Test apps / Free apps
Rapid Development SW
3D printed HW
Arduino Electronics HW
søndag 2. juni 13

39. Concept Cars
Styrofoam/ABS Toys
OrE Vp AmPS
Fashion Electronics
søndag 2. juni 13

40. søndag 2. juni 13

41. søndag 2. juni 13

42. XeRSE 2
Kom opp med minst 2 ulike forslag på hvordan du kan lage en Low-
Fidelity MVP og 2 forslag for en High Fidelity MVP for din bedrift.
Discuss in 10 minutes (2 and 2)
Present 3 minutes
søndag 2. juni 13

43. OW Fili m Hh Fili m
Describe two Low Fidelity MinimumViable Product (MVP) ideas for your company, and how you intend
to test them.
Examples: Wireframes / Concierge
Describe two High Fidelity MinimumViable Product (MVP) ideas for your company, and how you intend
to test them.
Examples: Video / Prototypes / Demos /Test Apps
eXCE 2 - m
søndag 2. juni 13

44. vEN VER
søndag 2. juni 13

45. UsTER EvEPNt
Search
Problem/Solution
Fit
Product/Market
Fit
Scale
PivotsValidated Learning
Interviews MVP
Experiments
Sales
Canvas /Business Model
Agile Development
søndag 2. juni 13

46. vEN VER
Hvordan ser veien videre ut? Tanker fra hver bedrift.
Founders Dilemma - Per Arve
Bøker / Web ressurser
Feedback på workshopen fra deltakerne
søndag 2. juni 13

47. fODeR DiLMa
søndag 2. juni 13

48. rEUEs
http://steveblank.com/tools-and-blogs-for-entrepreneurs/ Steve Blank
http://spark59.com Ash Maurya
http://www.startuplessonslearned.com Eric Ries
http://www.businessmodelgeneration.com Alexander Osterwalder
søndag 2. juni 13

49. OK
søndag 2. juni 13

50.  & A
søndag 2. juni 13

51. EeDCk
Jeg likte spesielt
godt......
Dere kan bli bedre
på.....
søndag 2. juni 13

52. Kontaktinfo: helgeh@gmail.com
AkK Or  DA!
søndag 2. juni 13

53. søndag 2. juni 13