HOW TO LEARN FROM POTENTIAL CUSTOMERS

FROM DAY ONE!

!

!

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THIS SLIDES AND RESOURCES FOR STARTUP THINKING

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mail@holger-dieterich.de

Hi, I’m Holger

– Steve Blank

„A startup is an organization formed to search for a repeatable and scalable business model.“

BUSINESS MODEL = CREATE VALUE

VALUE PROPOSITION

VALUE PROPOSITION (XYZ)

• „We help X do Y doing Z“

VALUE PROPOSITION (CPS)

• Customer:

• Problem:

• Solution:

FORMULATE YOUR VALUE PROPOSITION

• „We help X do Y doing Z“ or „Customer: Problem: Solution:“

• Then read it to the whole groupINTERACTION!

ARE YOU SURE? NO, THESE ARE JUST ASSUMPTIONS.

ASK YOUR CUSTOMERS!

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CC-BY-SA http://en.wikipedia.org/wiki/File:People_engaging_in_conversation.jpg

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BUILD A SIMPLE CRM

HOW TO TALK TO CUSTOMERS?

„I want to learn from you as an expert in electric vehicles.“

„Tell me about how you charge your electric vehicle today.“

„What is the worst thing about that?“

„When was the last time you had that problem?“

„Please tell me more.“

„What other things are a problem?“

„Can I come back to you when the prototype is ready?“

„Who else should I talk to?“

„Thank you.“

RUN EXPERIMENTS

Build

MeasureLearnMetrics

Experiments

New assumptions

Eric Ries: „The lean startup“

THIS WAS JUST THE START…

DEVELOP A WHOLE BUSINESS MODEL THAT WAY

BUSINESS MODEL CANVAS

BUSINESS MODEL CANVAS

BUSINESS MODEL CANVAS

Most importantly: Get out of the building!

One more thing

cleanlaunchpad.eu

cleanlaunchpad.eu

€17.500 prize money

cleanlaunchpad.eu

€17.500 prize money

Get accepted at

Green Garage

Accelerator