LEAN Business PlanLiran Rorlich

IDC IEC Club 11/12/16

What are we going to talk about?

What’s Lean? How to build a business plan using lean methodology? Assignment Presentations

“If you don’t know where you are going, any road will get you there”

What’s Lean Startup?

MVP?

MVP: Minimal Viable Product

A version of a new product which allows to collect the maximum amount of validated learning about customers with the least effort.

“The devil is in the details”

Vision?

Goal?

Problem?

Solution?

Measure?

Target Market?

Customers?

Early Adopters?

Competitors?

Competitive Advantage?

Introducing: The Lean Canvas

1 .Who: Customers & Users What’s the difference? Take 1 category and focus/split Tag separate segments (#Parents, #Moms, #Kids, #Family, #CEO’s…) User Stories

2 .Why: The Problem

3 Problems Who are your competitors? Direct/indirect

בחניה מחסורא" בת

מדי יותר יש כיעל רכבים

הכביש

התחבורה כיעל הציבורית

הפנים

מספיק אין כיאלטרנטיבות

לתחבורה ציבורית

לא הממשלה כיבזה מתעסקת

מרוויחה היא כיעל ממיסוי יותר

רכבים

על התשתיות כיהפנים

לא הממשלה כימספיק משקיעה

מרוויחה היא כיעל ממיסוי יותר

רכביםרגולציה

מדי יותר כיעובדים אנשים

א" בתהמשכורות כי

יותר גבוהותהחברות כי

להרשות יכולותלעצמן

מרוויחות הן כיכסף מלא

מדי יותר כייוצאים אנשים

א" לת

מספיק אין כיבילוי מקומות

" א לת מחוץפחות זה כי

כלכלית משתלםהאנשים רוב כי

" א לת יוצאים

מעט יש כיביחס חניונים

הרכבים לכמותשטח לקנות כי

יקר זה ...לחניה

Whyx5 Brainstorming

3 .How much: Revenue Streams Who is going to pay for your solution? How much and how people pay for existing solutions? How much time people waste on existing solutions?

Ex: “SaaS: 30 day free trial, then $500/year”

4 .What: The Solution How can we solve each problem? Breakdown the problem/solution

Solution Problem

Instant, no upload sharing. #Parents sharing lots of photos and videos is time consuming

Integration with popular tools like iCloud, iPhoto etc

#Parents have no free time

5 .UVP: Unique Value Proposition

Combine the problem and the solution (the benefit)

Be specific – no buzzwords!

Ex: “Share your entire photo and video library in under 5 minutes”

5 .UVP: Unique Value Proposition

High-level concept The X for Y

Airbnb for XYoutube for X

Front = Slack for external communications

6. Channels: Your path to customers

Start planning from day 1

Inbound (Scalable) Outbound

Content Marketing List of 1st degree connections

WOM Intro’s

CRM Email list (Launchrock)

Referrals Adwords/Facebook ads

SEO Cold calls/emails

Social Media & Blog Social Media & Blog

Events sponsorships Events sponsorships

Outbound Marketing vs. Inbound Marketing

7 .Key Metrics: How your business is doing?

Minimum Success Criteria

“the smallest outcome that would deem the project a success for you X years from now”

7 .Key Metrics

More KPI’s: Cost Per Acquisition Lifetime Value NPS (Net Promoter Score) Churn Rate

8 .Cost Structure: Your fix and variable costs

i.e – LaunchHosting: Amazon 120USD x 6monthsPeople costs: 40hrs*$65/h - $10k/month

9 .The Unfair Advantage

A real unfair advantage is something that can not be easily copied or bought

Bullshit Unfair

First to market / time to market Inside Information

More / Less features Personal domain/industry authority

Design / UX A dream team (track record)* Also a dream investor/s

Passion Existing customers

Determination The right celebrity endorsements

Creativity Large network effects

Other buzzwords… Owned community

High SEO rankings

Patents

Core values

Unfair vs. Bullshit advantages

Now it’s your turn.

1. Team up2. Go to leanstack.com and create an account3. Create a canvas4. Choose 1 team member that will present it

“If you don’t know where you are going, any road will get you there”

Thank You.