After learning about the theory of Lean Startup, we will cover how to implement it with the Lean Canvas.

1. by SANTIAGO LEFEBVRE
@santi_on_twitt

3. @santi_on_twitt
Santiago Lefebvre

4. 1. Recall
2. Discover
3. Apply

5. What do you
remember ?

6. - Time -
- Money -
- Resources -
Uncertainty is the enemy!

7. Key Concept: MVP

8. Actionable Data
Vs
Vanity Metrics

9. - is important -
- Batches -

10. Pivot
The challenge of changing courses

11. Product
Strategy
Vision
Pivot
Zone

12. - Test early (assumptions, MVP) -
- Focus on the right metrics -
- Iterate (5 whys, batches) -
- Be humble and pivot -
- Keep your Vision -

13. Now, you’re
ready to go!

14. Business Plan
Lean Canvas
Large Batch
Small Batch
=
=

16. CUSTOMER SEGMENTS
• For whom are we creating value?
• Who are our most important
customers?
• Who are our early adopters?
Marketing segments
Mass Market / Niche
Multi-sided Platform
User Vs Customer

17. PROBLEM
• What is the pain point?
• Why people would pay for our
solution?
Misunderstanding the
problem is one of the
first reasons for failure!

18. VALUE PROPOSITION
• What value do we deliver to the
customer?
• What is in our solution that people
would pay for?
• Which customer needs are we
satisfying?
• How can we make people
understand our value in one
sentence?
Newness
Performance
Customization
Design
Brand/Status
Price
Cost Reduction
Risk Reduction
Accessibility
Convenience

20. SOLUTION
• What product/service/project can
solve the problem?
• What are the key characteristic of the
end product?
• What the MVP could look like?
All the characteristics
of the solution must
correspond to a
problem or an unfair
advantage.

21. CHANNEL
• Through which Channels do our
Customer Segments want to be
reached?
• Which ones work best?
• Which ones are most cost-efficient?
Number of customer
segments
Investment required
Standard product
Amount of control

23. REVENUE STREAMS
• For what value are our customers
really willing to pay?
• For what do they currently pay?
• How much does each Revenue
Stream contribute to overall
revenues?
Subscriptions
Upfront payment
Maintenance
Product Vs Service
Reload (Gilette Model)

24. COST STRUCTURE
• What are the most important costs
inherent in our business model?
• Which Key Resources are most
expensive?
• Which Key Activities are most
expensive?
Fixed Costs (salaries,
rents, utilities)
Variable costs
Economies of scale
Economies of scope

25. KEY METRICS
• What KPIs (1 to 3 max.) are really
relevant to measure the validation of
our solution?
• How can we measure the key
metrics?
A starting project
cannot spend time on
too many KPIs. Focus
only 1, 2 or 3.
Remember Actionable
data

26. UNFAIR ADVANTAGE
• What can protect us from
competitors?
• Can we build a barrier to entry?
• What asset do we have that are
difficult to replicate?
You usually never start
with a strong unfair
advantage. But keep in
mind to build the unfair
advantage in the long
run.

28. Production
Problem Solving
Platform/Network
KEY ACTIVITIES
• What Key Activities do our Value
Propositions require?
• Our Distribution Channels?
• Customer Relationships?
• Revenue streams?
KEY RESOURCES
• What Key Resources do our
Value Propositions require?
• Our Distribution Chan<nels?
Customer Relationships?
• Revenue Streams?
Physical
Intellectual (brand patents,
copyrights, data)
Human
Financial

29. Personal assistance
Dedicated Personal
Assistance
Self-Service
Automated Services
Co-creation
CUSTOMER RELATIONSHIPS
• What type of relationship does each of
our Customer Segments expect us to
establish and maintain with them?
• How costly are they?
KEY PARTNERSHIPS
• Who are our Key Partners?
• Who are our key suppliers?
Motivations for Partnerships
Optimization and economy
Reduction of risk and uncertainty
Acquisition of particular resources
andactivities

30. Step 1
Use the Business Model Canvas to visualize/imagine your potential
business. Make most probable hypotheses for each of the elements
Step 2
Rate the degree of doubt you have for each of the hypotheses (1-3
scale).

31. Step 3
For the most major risk(s), Identify Risk Mitigation Tasks based on Primary
Data, estimate its cost.
Step 4
Identify Feasible sequences and any chronological or physical constraints
Step 5
Identify the maximum Risk Reduction-lowest cost path.

33. What could be the canvas
for electric cars?

34. Battery
- Leased
- Limited Range
- Expensive
Switching
Station
- Inventory of batteries
- Service Level
B u s i n e s s
m o d e l a s
i m a g i n e d
Charging Spots
- Home or Work
Electricity
-
Customer
Payment Plan --
Overage Charge -

35. Auto & Battery
manufacturers
Generic Battery Platform
Electricity Suppliers
Government
Battery Station Mgmt
Sales
Electricity Procurement
Subscription
Per-mile payment
Stations
Batteries
Car
A ecological car with no
problem of battery.
Green
Status
Cheaper in the long run
No Range Problem
Subscription
Aftersale: Full Online
relationship
Green customers
Commercial Fleets (rental
cars, taxis)
Early Customers: High
Income urban executives,
Internet
Direct to consumers
Some strategic retailers
Fixed costs
Battery Costs
Maintenance, replacement of
platforms and batteries
Varialble costs:
Electricity Costs
Per-mile price
Fixed + Overage
Subscription fee

36. Questions ?