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Ash Maurya, Running Lean Presentation at Lean Startup SXSW

Ash Maurya, Founder & Author of Running Lean
Presentation on agile development at the 2012 Lean Startup SXSW, Austin.

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Ash Maurya, Running Lean Presentation at Lean Startup SXSW

  1. MVPHashtag:#leanstartup ASH MAURYA @ashmaurya ashmaurya.com spark59.com
  2. IDEASLEARN BUILD DATA PRODUCT MEASURE
  3. IDEASLEARN BUILD Customer Interviews Demos DATA PRODUCT Teaser Pages MEASURE Smoke Tests Release 1.0 Concierge MVP Wizard of Oz MVP
  4. An MVP is the smallest solutionthat delivers customer value.
  5. IDEASLEARN BUILD Customer Interviews Demos DATA PRODUCT Teaser Pages MEASURE Smoke Tests Release 1.0 Concierge MVP Wizard of Oz MVP
  6. An MVP is the smallest solutionthat delivers customer value.(BONUS: And captures customervalue.)
  7. AGENDA 01 Finding a problem worth solving 02 Defining the MVP 03 Maximizing for learning
  8. AGENDA 01 Finding a problem worth solving 02 Defining the MVP 03 Maximizing for learning
  9. Time
  10. BlogTime
  11. BookBlogTime
  12. Workshops BookBlogTime
  13. Workshops BookBlogTime
  14. Awesome Solution We built it and we didn’t expect it to be a company,we were just building this because we thought it was awesome. - Mark Zuckerberg
  15. Your “solution” is NOT theproduct Solution
  16. Your business model is theproductProblem Solution Unique Unfair Customer Value Advantage Segments Proposition Key Metrics ChannelsCost Structure Revenue Streams
  17. Problem Interviews Workshops BookBlogTime
  18. PROBLEM CUSTOMER SEGMENTSEXISTING EARLYALTERNATIVES ADOPTERS
  19. PROBLEM CUSTOMER SEGMENTS 1. Hard to measure real progress. 2. Drown in a sea of numbers. 3. Metrics can’t tell you why.EXISTING EARLYALTERNATIVES ADOPTERS
  20. PROBLEM CUSTOMER SEGMENTS 1. Hard to measure real progress. 2. Drown in a sea of numbers. Software Companies 3. Metrics can’t tell you why.EXISTING EARLYALTERNATIVES ADOPTERS
  21. PROBLEM CUSTOMER SEGMENTS 1. Hard to measure real progress. 2. Drown in a sea of numbers. Software Companies 3. Metrics can’t tell you why.EXISTING EARLYALTERNATIVES ADOPTERS 1. Homegrown 2. Analytics & CRM software
  22. PROBLEM CUSTOMER SEGMENTS 1. Hard to measure real progress. 2. Drown in a sea of numbers. Software Companies 3. Metrics can’t tell you why.EXISTING EARLYALTERNATIVES ADOPTERS 1. Homegrown SaaS products 2. Analytics & CRM software with > 20 sign-ups/day
  23. AGENDA 01 Finding a problem worth solving 02 Defining the MVP 03 Maximizing for learning
  24. SOLUTION
  25. SOLUTION 1. Pirate metrics + cohorts 2. Lifecycle messaging 3. Actionable visualization
  26. SOLUTION 1. Pirate metrics + cohorts 2. Lifecycle messaging 3. Actionable visualization
  27. Simple to understand.Hard to implement so it’ssimple.
  28. Build Demo Problem Interviews Workshops BookBlogTime
  29. You don’t need code to test avision.
  30. 1. Are we making progress? -WHAT
  31. 1. Are we making progress? -WHAT2. What caused the change? -WHY
  32. 1. Are we making progress? -WHAT2. What caused the change? -WHY3. How do we improve? - HOW
  33. June Acquisition 1000 (100%) Activated 800 (80%) Retention 500 (50%) Revenue 100 (10%)Pros: Simple and visual
  34. May June Acquisition Acquisition 900 (100%) 1000 (100%) Activated Activated 750 (83%) 900 (90%) Retention Retention 500 (56%) 500 (50%) Revenue Revenue 95 (11%) 100 (10%)Cons: Hard to see what changed.
  35. May JuneActivation Activation900 (100%) 1000 (100%)Activated Activated750 (83%) 900 (90%)Retention Retention500 (56%) 500 (50%) Revenue Revenue 95 (11%) 100 (10%)
  36. May JuneActivation Activation900 (100%) 1000 (100%)Activated Activated750 (83%) 900 (90%)Retention Retention500 (56%) 500 (50%) Revenue Revenue 95 (11%) 100 (10%)
  37. May JuneActivation Activation900 (100%) 1000 (100%)Activated Activated750 (83%) 900 (90%)Retention Retention500 (56%) 500 (50%) Revenue Revenue 95 (11%) 100 (10%)
  38. MAY JUNE 900 signed-up 1000 signed-upACTIVATION RATE 83% 90%RETENTION RATE 56% 50% PAID 11% 10% 0 20 40 60 80 100 0 20 40 60 80 100
  39. MAY JUNE 900 signed-up 1000 signed-upACTIVATION RATE 83% 90%RETENTION RATE 56% 50% PAID 11% 10% 0 20 40 60 80 100 0 20 40 60 80 100
  40. JUNE 1000 signed-upACTIVATION RATE 90%RETENTION RATE 50% PAID 10% 0 20 40 60 80 100
  41. Days not weeks ormonths.
  42. Solution Interviews Build Demo Problem Interviews Workshops BookBlogTime
  43. AGENDA 01 Finding a problem worth solving 02 Defining the MVP 03 Maximizing for learning
  44. A ttention I nterest D esire A ction
  45. A ttention I nterest D esire A ction
  46. 01 Nail the problem.
  47. A ttention I nterest D esire A ction
  48. 02 Deliver a compelling demo.
  49. A ttention I nterest D esire A ction
  50. PROSPECTS / USERS CUSTOMERSStage 1 100 10 High-touch, Market Risk, QualitativeStage 2 1,000 100Stage 3 10,000 1,000 Self-serve, Technical Risk,Stage 4 100,000 10,000 Quantiative 10X Product Launch
  51. 03 Unintentional use of prizing and scarcity.
  52. Position your MVP as the prize.
  53. 04 Don’t lower sign-up friction. Raise it.
  54. Qualify early adopters.
  55. EXISTINGALTERNATIVES 1. Homegrown SaaS products 2. Analytics & CRM software with > 20 sign-ups/day REVENUE STREAMS 30-day trial @ $150-200/mo
  56. 05 Use price anchoring.
  57. $200/mo < 4 developerhours /mo
  58. Could you build a similarhomegrown system spendinghalf a day/month?
  59. 06 Make a big promise you plan on keeping.
  60. Deliver value or go home.
  61. THANKS! ASH MAURYA ashmaurya.com @ashmaurya spark59.com

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