Lean startup refresher

copy2013 Pathfinder Software

chicagoleanstartupcom

Tonight

Lean Startup RefresherBernhard Kappe (Pathfinder)

600 Pizza and Beer

645 Introductions

700 Lean Startup Refresher

800 Questions

Upcoming Meetups

April 18th ndash TBD

May 16th ndash Mark Achler (Redbox)

June 20th ndash Chuck Templeton (OpenTable and Impact Engine)

Members 3101


NOTE Slides borrowed liberally from Steve Blankrsquos Lean Launchpad Thanks Steve


3

Lean Startup Refresher


Agenda1 What we used to believe What we now

know

2 Business Models and Customer Development

3 Examples

4 Questions


Part 1

What We Used to Believe

What We Now Know




Startups are a Smaller Version of a Large Company


What We Now Know


Startups Search Companies Execute



Strategy


Start With an Operating Plan and Financial Model


All I Need to Do is Execute the Plan


All I Need to Do is Make the Forecast


What We Now Know

Strategy


Plan MeetsFirst ContactWith Customers


Previous 5-Year Plans




No Business Plan survives first contact with customers


Planning comes before the plan


Business Models


Business Models


Business Model Hypotheses

Search

Strategy

Execution

Operating Plan +Financial Model



Process


We Built Startups by Managing Processes

Product Management

+

Waterfall Engineering


Product Introduction Model

ConceptProduct

DevAlpha

Beta TestLaunch1st Ship


Tradition ndash Hire Marketing

ConceptProduct

DevAlphaBeta

TestLaunch1st Ship

- Create Marcom Materials- Create Positioning

- Hire PR Agency- Early Buzz

- Create Demand- Launch Event- ldquoBrandingrdquo

Marketing


Tradition ndash Hire Sales

ConceptSeed

Round

Product Dev

AlphaBeta Test

Launch1st Ship




bull Build Sales Organization

Marketing

Salesbull Hire Sales VPbull Hire 1st Sales Staff


Tradition ndash Hire Bus Development

Concept Product Dev

AlphaBeta Test

Launch1st Ship




bull Hire Sales VPbull Pick distribution Channel

bull Build Sales Channel Distribution

Marketing

Sales

bull Hire First Bus Dev

bull Do deals Business Development


Tradition ndash Hire Engineering

Concept

Marketing

Sales

Business Development

Engineering

Product Dev


bull Write MRD

bull Waterfall

AlphaBeta Test


bull Hire Sales VPbull Pick distribution

Channel


bull QA

Launch1st Ship



bull Do deals for FCS

bull Tech Pubs



ConceptSeed

Round

Product Dev

AlphaBeta Test

Launch1st Ship


Customer Problem known

Product Features known

Waterfall Product ManagementExecution on Two ldquoKnownsrdquo

Requirements

Design

Implementation

Verification

Maintenance

Source Eric Rieshttpstartuplessonslearnedblogspotcom





Requirements

Design

Implementation

Verification

Maintenance



What We Now Know

Strategy


More startups fail from a lack of customers than from a failure of product development


Customer Development



Strategy

Process Customer ampAgile Development


Product Managementamp Waterfall Development

Search Execution



Organization


Hire and Build a Functional Organization




What We Now Know

Organization


Founders run a Customer Development Team

No sales marketing and business development



OrganizationCustomer

Development Team Founder-driven

Customer DevelopmentAgile Development


Product ManagementAgile or Waterfall Development

Functional Organization by Department

Search Execution

Strategy

Process


Putting Search first is a radical change

Itrsquos not just one more methodology



Education


Entrepreneurial Education was about execution




What We Now Know

Education


Entrepreneurial Education begins with the Search for a business model



Strategy

Organization Customer DevelopmentTeam Founder-driven

Process Customer DevelopmentAgile Development

Education Business Model Design Customer Development Startup team building

Entrepreneurial Finance Agile Development

Customer Funnel GetKeepGrow Market




Organizational Behavior HR Mgmt Accounting Modeling

Strategy Operations Leadership Marketing

Manufacturing

Search Execution






Instructional Strategies


Cases and a Business Plan were good teaching tools




What We Now Know



~100 GOOTB connections

Experiential Immersion


Business Model Patterns Replace Cases

57

Nespresso machines

retail mailorder

Nespressocom

callcenter

Nespresso

stores

households

business

1 x machinesales

repetitive pod sales

distribution channels

coffeeproduction

facilites

production B2C distribution brand

marketing

brandpatents

machine

manufacturer

production

B2C

distributionbrand

marketing

Nespresso club

brandbrand

Nespresso pods



Strategy




Entrepreneurial Finance Agile Development Marketing


Experiential constructivist learner-centered

inquiry-based

Search






Manufacturing

Case Lecture Small Group Mentorship

Execution


bull Lean Startup Classesbull Great Mentorsbull Essential Startup Toolsbull $75000 Cash and Prizes

Get Out of the BuildingJoin the 14-week Lean Startup program designed to get your company on the path to success

httpchicagoleanchallengecom

June 17th Entry Deadline | June 29th Bootcamp October 3rd Finalists Pitch


Part 2

Business Models and



Whatrsquos A Company



A business organization which sells a product or service in exchange for revenue and profit


Whatrsquos A Startup


A temporary organization designed to search for a repeatable and scalable business model









A Startup aims to become a company


How Are Companies Organized



Companies are organized around Business Models


Whatrsquos a Business Model



Value Proposition

What Are You Building and For Who



Customer Segments

Who Are They

Why Would They Buy



Channels

How does your Product Get to Customers



Customer Relationships

How do you Get Keep and Grow Customers



Revenue Streams

How do you Make Money



Key Resources

What are your most important Assets



Key Partners

Who are your Partners and Suppliers



Key Activities

Whatrsquos Most Important for the Business



Cost Structure

What are the Costs and Expenses



ButRealize Theyrsquore Hypotheses


9 Guesses

Guess Guess

Guess

Guess

GuessGuess

Guess

GuessGuess





Test the Problem Then the Solution





The Minimum Viable Product




The Pivot




Details


Customer Development is how you search for the model




How to Build A Startup

Idea

Business Model

Size Opportunity




Idea Business Model(s)

Size of the Opportunity

Customer Discovery

Customer Validation



Idea Size of the Opportunity

Business Model(s)

Customer Discovery

Customer Validation

Theory Practice

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)


bull First test the problembull Next test the solution




Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)



Does this really work

12 Weeks From an Idea to a Business

Part 3


>





CONSUMER

PAIN POINTS

OUR SOLUTION

UNIQUE Centralized Collection

COMMUNITY of Independent

Designers

AFFORDABLE Pieces

Lack of VARIETY

Low ACCESS to Independent

Design

Low

VALUE


DESIGNER

PAIN POINTS

OUR SOLUTION

Lack of BUSINESS

SKILLS

NETWORKING in a fragmented

community

Regular FEEDBACK

Manage BUSINESS

OPERATIONS

Online COMMUNITY

VOTING amp COMMENT


LOW-FIDELITY MVP

HIGH-FIDELITY MVP


LEAN PRODUCT DEVELOPMENTphysical

1 Generate idea

3 Obtain customer validation

2 Create renderings

4 Identify product value

5 Build CAD drawings

6 Value engineer design

7 Select manufacturing partners

9 Source materials

8 Evaluate manufacturing processes

10 Optimize packaging

11 Select delivery methods

12 Develop overall fulfillment strategy

Iterate

Iterate

Dis

covery

Develo

pm

en

tExe

cuti

on


= INITIAL PRICE POINT

+

INDUSTRY EXPERTS

+

CUSTOMER INTERVIEWS

CRAIGSLIST


70 Manufacturers Contacted

35 Responded and Bid

4 Offered to Partner

1 Selected


49COST

REDUCTION

OUR FIRST PRODUCT


10 DAYS OF OFFLINE SALEShellip

$3200


3 MONTHS AGO

TODAY Paying Customers Active

Website

Physical Product

Network of Manufacture

rs

Design Community

Idea



Menu Expenses

$$$

$$$$



SEM Email


Lots of competition

Getting a fair price

Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email


They still need to do negotiations

Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email


Quote restaurants specifically

Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY


Concierge MVPElectronic interfaces for customers

Manual processes behind the scenes

Test hypotheses fast without investing in development

Also known as ldquoflintstoningrdquo


Lean StartupData Driven Process to Find a Scalable Business Model

Reduce Risk Through Rapid Hypothesis Testing

Get Out of the Building (Genchi Genbutsu)

Eliminate Waste through Minimal Experiments (Build-Measure-Learn Loops)

Growing Body of Knowledge Lots of Techniques


147

httppathfindersoftwarecom

T 8775487248 F 3128031941

infopathfcom

Build your next great product


But can we use it in our enterprise


149

Wherever Therersquos Extreme Uncertainty


Uncertainty in Your Product Portfolio

Share of Wallet

RevCustomer

New Product Development

Loyalty

Churn LTV

New Customers

New Customer Revenue

Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty


Are any enterprises using Lean Startup


152

Whorsquos Applying Lean Innovation



Protect the Startup from the Enterprise hellipEnterprise Startup

Execute Search

Financial Accounting Innovation Accounting

Short Term Results Long Term Results - Maybe

Risk Intolerant ndash Failure is not Tolerated

Risk Tolerant ndash Fail Early and Often


hellip and the Enterprise from the StartupEnterprise Startup

Valuable Brand Must Be Preserved

Brand What Brand


Startups are high risk high reward

So donrsquot put all your eggs in one basket


Portfolio Management

Example

$1MM total portfolio

$300K for initial funding ($75Kquarter)

If an EIR costs $100K you could fund 3 new projectsquarter

This ratio would be adjusted based on failure rate

157


Lean Innovation Stages

Brainstorming Business Model Generation Hypotheses

Problem Interviews Landing Pages

Stage Activities

Solution Interviews Wireframing Proto typing MVP Channel Testing First Sales

Improve product - make it indispensable

Validate UVP Full User Lifecycle Funnel (AAARR) test channels messaging scalingTest pricing plans optimizereduce customer acquisition costs increase LTV improve NPS

Scale sales and marketing build organization


Validated Customer amp Problem

Metrics

bull Total of customer interviews

bull Weekly of customer interviews (trend graph)

bull validated hypotheses

bull invalidated hypotheses

Goal To have a clear understanding of your target market and what problem that you solve for them

159

Exit Criteria

bull Have validated customer archetypes

bull Can depict a day in the life of a customer

bull Have organizational and customer influence maps

bull Understand how customers solve this problem today

bull Are solving a ldquomust haverdquo problem


ProblemSolution Fit

Metrics





Goal To have a clear understanding of the minimum solution to your target customerrsquos problem

160

Exit Criteria

bull Identified the demographics of an early adopter

bull Defined the minimum features to solve this problem

bull Understand the value the product provides the customer

bull Understand the price a customer is willing to pay

bull Back of the napkin financial model looks promising

bull For indirect sales show each channel partnerrsquos business model


10 Customers

Metrics ndash each project will be different

bull of engaged customers

bull Funnel Metrics (example)bull Acquisition

bull Unique visitorsbull Time on site

bull Activationbull Average of visitsbull Average conversion

timebull Conversion by channel

bull Engagement Metrics

Goal To have 10 engaged paying customers

161

Exit Criteria

bull Identified what an engaged customer means

bull Determined the actions of an engaged customer

bull 10 engaged paying customers


100 Customers

Metrics

All of the metrics for 10 Customers plus

bull Cohort analysis for churn and engagement events

bull Customer acquisition cost amp cycle time

bull Lifetime value

bull Referral rate


162

Exit Criteria

bull Identified best channels for customer acquisition

bull Recognize the highest risks for the project and what to do to mitigate them



1000 Customers

Metrics


bull P amp L

bull Breakeven projection

bull Time to recover CAC

bull Net promoter score (quarterly)

bull Product issue rate


163

Exit Criteria



bull The Business Canvas is completely validated

bull The product has a repeatable scalable sales and marketing model



Transfer to Execution

164

Products that have 1000 engaged paying customers are transferred to Execution


Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage


The Four Ps of Lean Portfolio ManagementPivot - change hypotheses go back and validate

Persevere - keep optimizing stay in stage

Punt - Kill the project

Promote - Move up a stageinvestment level


Managing the Funnel with the 4 Ps

Projects

100

50

25

12

8

6

3

Stage

PuntPivot Persevere Promote


Portfolio Management GoalsMetrics

- Get projects to move from idea to handoff as quickly and inexpensively as possible

- When they fail fail fast

- Ultimately IRR But that takes 3-

5 years- Average throughout

by stage and overall Use cohort

analysis for this- Mean time to failure- Mean cost of failure

Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know


What We Used to Believe (2)


Slide 12

Slide 13

What We Now Know (2)

Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22








Product Introduction Model (2)

Waterfall Product Management Execution on Two ldquoKnownsrdquo

Waterfall Product Management Execution on Two ldquoKnownsrdquo (2)


More startups fail from a lack of customers than from a failur


Slide 36



Slide 39

Slide 40


Founders run a Customer Development Team No sales marketing

Slide 43

Putting Search first is a radical change Itrsquos not just one m



Entrepreneurial Education was about execution (2)


Entrepreneurial Education begins with the Search for a business

Slide 50

Putting Search first is a radical change Itrsquos not just one m (2)



Cases and a Business Plan were good teaching tools (2)




Slide 58

Slide 59

Part 2


Whatrsquos A Company (2)


A temporary organization designed to search for a repeatable

A temporary organization designed to search for a repeatable (2)





How Are Companies Organized (2)


Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90

But Realize Theyrsquore Hypotheses

Slide 92

Slide 93

Slide 94

Customer Development (2)

Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105


How to Build A Startup (2)






Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153

Protect the Startup from the Enterprise hellip

hellip and the Enterprise from the Startup

Startups are high risk high reward So donrsquot put all your egg




ProblemSolution Fit

10 Customers

100 Customers

1000 Customers


Lean Innovation Stages (2)

The Four Ps of Lean Portfolio Management



Process Roles


NOTE Slides borrowed liberally from Steve Blankrsquos Lean Launchpad Thanks Steve


3




know


3 Examples

4 Questions


Part 1


What We Now Know






What We Now Know





Strategy








What We Now Know

Strategy












Business Models


Business Models



Search

Strategy

Execution




Process



Product Management

+




ConceptProduct

DevAlpha




ConceptProduct

DevAlphaBeta

TestLaunch1st Ship




Marketing



ConceptSeed

Round

Product Dev

AlphaBeta Test

Launch1st Ship





Marketing




Concept Product Dev

AlphaBeta Test

Launch1st Ship






Marketing

Sales





Concept

Marketing

Sales


Engineering

Product Dev


bull Write MRD

bull Waterfall

AlphaBeta Test



Channel


bull QA

Launch1st Ship




bull Tech Pubs



ConceptSeed

Round

Product Dev

AlphaBeta Test

Launch1st Ship





Requirements

Design

Implementation

Verification

Maintenance






Requirements

Design

Implementation

Verification

Maintenance



What We Now Know

Strategy







Strategy




Search Execution



Organization






What We Now Know

Organization












Search Execution

Strategy

Process






Education






What We Now Know

Education





Strategy











Manufacturing

Search Execution












What We Now Know







57

Nespresso machines

retail mailorder

Nespressocom

callcenter

Nespresso

stores

households

business

1 x machinesales



coffeeproduction

facilites


marketing

brandpatents

machine

manufacturer

production

B2C

distributionbrand

marketing

Nespresso club

brandbrand

Nespresso pods



Strategy







inquiry-based

Search






Manufacturing


Execution







Part 2

Business Models and





























Value Proposition




Customer Segments

Who Are They

Why Would They Buy



Channels








Revenue Streams




Key Resources




Key Partners




Key Activities




Cost Structure






9 Guesses

Guess Guess

Guess

Guess

GuessGuess

Guess

GuessGuess














The Pivot




Details







Idea

Business Model

Size Opportunity






Customer Discovery

Customer Validation




Business Model(s)

Customer Discovery

Customer Validation

Theory Practice

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)






Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Part 3


>





CONSUMER

PAIN POINTS

OUR SOLUTION



Designers

AFFORDABLE Pieces

Lack of VARIETY


Design

Low

VALUE


DESIGNER

PAIN POINTS

OUR SOLUTION

Lack of BUSINESS

SKILLS


community

Regular FEEDBACK

Manage BUSINESS

OPERATIONS

Online COMMUNITY

VOTING amp COMMENT


LOW-FIDELITY MVP

HIGH-FIDELITY MVP



1 Generate idea


2 Create renderings





9 Source materials





Iterate

Iterate

Dis

covery

Develo

pm

en

tExe

cuti

on



+

INDUSTRY EXPERTS

+

CUSTOMER INTERVIEWS

CRAIGSLIST





1 Selected


49COST

REDUCTION

OUR FIRST PRODUCT



$3200


3 MONTHS AGO


Website

Physical Product


rs

Design Community

Idea



Menu Expenses

$$$

$$$$



SEM Email


Lots of competition


Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles


3




know


3 Examples

4 Questions


Part 1


What We Now Know






What We Now Know





Strategy








What We Now Know

Strategy












Business Models


Business Models



Search

Strategy

Execution




Process



Product Management

+




ConceptProduct

DevAlpha




ConceptProduct

DevAlphaBeta

TestLaunch1st Ship




Marketing



ConceptSeed

Round

Product Dev

AlphaBeta Test

Launch1st Ship





Marketing




Concept Product Dev

AlphaBeta Test

Launch1st Ship






Marketing

Sales





Concept

Marketing

Sales


Engineering

Product Dev


bull Write MRD

bull Waterfall

AlphaBeta Test



Channel


bull QA

Launch1st Ship




bull Tech Pubs



ConceptSeed

Round

Product Dev

AlphaBeta Test

Launch1st Ship





Requirements

Design

Implementation

Verification

Maintenance






Requirements

Design

Implementation

Verification

Maintenance



What We Now Know

Strategy







Strategy




Search Execution



Organization






What We Now Know

Organization












Search Execution

Strategy

Process






Education






What We Now Know

Education





Strategy











Manufacturing

Search Execution












What We Now Know







57

Nespresso machines

retail mailorder

Nespressocom

callcenter

Nespresso

stores

households

business

1 x machinesales



coffeeproduction

facilites


marketing

brandpatents

machine

manufacturer

production

B2C

distributionbrand

marketing

Nespresso club

brandbrand

Nespresso pods



Strategy







inquiry-based

Search






Manufacturing


Execution







Part 2

Business Models and





























Value Proposition




Customer Segments

Who Are They

Why Would They Buy



Channels








Revenue Streams




Key Resources




Key Partners




Key Activities




Cost Structure






9 Guesses

Guess Guess

Guess

Guess

GuessGuess

Guess

GuessGuess














The Pivot




Details







Idea

Business Model

Size Opportunity






Customer Discovery

Customer Validation




Business Model(s)

Customer Discovery

Customer Validation

Theory Practice

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)






Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Part 3


>





CONSUMER

PAIN POINTS

OUR SOLUTION



Designers

AFFORDABLE Pieces

Lack of VARIETY


Design

Low

VALUE


DESIGNER

PAIN POINTS

OUR SOLUTION

Lack of BUSINESS

SKILLS


community

Regular FEEDBACK

Manage BUSINESS

OPERATIONS

Online COMMUNITY

VOTING amp COMMENT


LOW-FIDELITY MVP

HIGH-FIDELITY MVP



1 Generate idea


2 Create renderings





9 Source materials





Iterate

Iterate

Dis

covery

Develo

pm

en

tExe

cuti

on



+

INDUSTRY EXPERTS

+

CUSTOMER INTERVIEWS

CRAIGSLIST





1 Selected


49COST

REDUCTION

OUR FIRST PRODUCT



$3200


3 MONTHS AGO


Website

Physical Product


rs

Design Community

Idea



Menu Expenses

$$$

$$$$



SEM Email


Lots of competition


Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles



know


3 Examples

4 Questions


Part 1


What We Now Know






What We Now Know





Strategy








What We Now Know

Strategy












Business Models


Business Models



Search

Strategy

Execution




Process



Product Management

+




ConceptProduct

DevAlpha




ConceptProduct

DevAlphaBeta

TestLaunch1st Ship




Marketing



ConceptSeed

Round

Product Dev

AlphaBeta Test

Launch1st Ship





Marketing




Concept Product Dev

AlphaBeta Test

Launch1st Ship






Marketing

Sales





Concept

Marketing

Sales


Engineering

Product Dev


bull Write MRD

bull Waterfall

AlphaBeta Test



Channel


bull QA

Launch1st Ship




bull Tech Pubs



ConceptSeed

Round

Product Dev

AlphaBeta Test

Launch1st Ship





Requirements

Design

Implementation

Verification

Maintenance






Requirements

Design

Implementation

Verification

Maintenance



What We Now Know

Strategy







Strategy




Search Execution



Organization






What We Now Know

Organization












Search Execution

Strategy

Process






Education






What We Now Know

Education





Strategy











Manufacturing

Search Execution












What We Now Know







57

Nespresso machines

retail mailorder

Nespressocom

callcenter

Nespresso

stores

households

business

1 x machinesales



coffeeproduction

facilites


marketing

brandpatents

machine

manufacturer

production

B2C

distributionbrand

marketing

Nespresso club

brandbrand

Nespresso pods



Strategy







inquiry-based

Search






Manufacturing


Execution







Part 2

Business Models and





























Value Proposition




Customer Segments

Who Are They

Why Would They Buy



Channels








Revenue Streams




Key Resources




Key Partners




Key Activities




Cost Structure






9 Guesses

Guess Guess

Guess

Guess

GuessGuess

Guess

GuessGuess














The Pivot




Details







Idea

Business Model

Size Opportunity






Customer Discovery

Customer Validation




Business Model(s)

Customer Discovery

Customer Validation

Theory Practice

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)






Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Part 3


>





CONSUMER

PAIN POINTS

OUR SOLUTION



Designers

AFFORDABLE Pieces

Lack of VARIETY


Design

Low

VALUE


DESIGNER

PAIN POINTS

OUR SOLUTION

Lack of BUSINESS

SKILLS


community

Regular FEEDBACK

Manage BUSINESS

OPERATIONS

Online COMMUNITY

VOTING amp COMMENT


LOW-FIDELITY MVP

HIGH-FIDELITY MVP



1 Generate idea


2 Create renderings





9 Source materials





Iterate

Iterate

Dis

covery

Develo

pm

en

tExe

cuti

on



+

INDUSTRY EXPERTS

+

CUSTOMER INTERVIEWS

CRAIGSLIST





1 Selected


49COST

REDUCTION

OUR FIRST PRODUCT



$3200


3 MONTHS AGO


Website

Physical Product


rs

Design Community

Idea



Menu Expenses

$$$

$$$$



SEM Email


Lots of competition


Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles


Part 1


What We Now Know






What We Now Know





Strategy








What We Now Know

Strategy












Business Models


Business Models



Search

Strategy

Execution




Process



Product Management

+




ConceptProduct

DevAlpha




ConceptProduct

DevAlphaBeta

TestLaunch1st Ship




Marketing



ConceptSeed

Round

Product Dev

AlphaBeta Test

Launch1st Ship





Marketing




Concept Product Dev

AlphaBeta Test

Launch1st Ship






Marketing

Sales





Concept

Marketing

Sales


Engineering

Product Dev


bull Write MRD

bull Waterfall

AlphaBeta Test



Channel


bull QA

Launch1st Ship




bull Tech Pubs



ConceptSeed

Round

Product Dev

AlphaBeta Test

Launch1st Ship





Requirements

Design

Implementation

Verification

Maintenance






Requirements

Design

Implementation

Verification

Maintenance



What We Now Know

Strategy







Strategy




Search Execution



Organization






What We Now Know

Organization












Search Execution

Strategy

Process






Education






What We Now Know

Education





Strategy











Manufacturing

Search Execution












What We Now Know







57

Nespresso machines

retail mailorder

Nespressocom

callcenter

Nespresso

stores

households

business

1 x machinesales



coffeeproduction

facilites


marketing

brandpatents

machine

manufacturer

production

B2C

distributionbrand

marketing

Nespresso club

brandbrand

Nespresso pods



Strategy







inquiry-based

Search






Manufacturing


Execution







Part 2

Business Models and





























Value Proposition




Customer Segments

Who Are They

Why Would They Buy



Channels








Revenue Streams




Key Resources




Key Partners




Key Activities




Cost Structure






9 Guesses

Guess Guess

Guess

Guess

GuessGuess

Guess

GuessGuess














The Pivot




Details







Idea

Business Model

Size Opportunity






Customer Discovery

Customer Validation




Business Model(s)

Customer Discovery

Customer Validation

Theory Practice

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)






Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Part 3


>





CONSUMER

PAIN POINTS

OUR SOLUTION



Designers

AFFORDABLE Pieces

Lack of VARIETY


Design

Low

VALUE


DESIGNER

PAIN POINTS

OUR SOLUTION

Lack of BUSINESS

SKILLS


community

Regular FEEDBACK

Manage BUSINESS

OPERATIONS

Online COMMUNITY

VOTING amp COMMENT


LOW-FIDELITY MVP

HIGH-FIDELITY MVP



1 Generate idea


2 Create renderings





9 Source materials





Iterate

Iterate

Dis

covery

Develo

pm

en

tExe

cuti

on



+

INDUSTRY EXPERTS

+

CUSTOMER INTERVIEWS

CRAIGSLIST





1 Selected


49COST

REDUCTION

OUR FIRST PRODUCT



$3200


3 MONTHS AGO


Website

Physical Product


rs

Design Community

Idea



Menu Expenses

$$$

$$$$



SEM Email


Lots of competition


Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles






What We Now Know





Strategy








What We Now Know

Strategy












Business Models


Business Models



Search

Strategy

Execution




Process



Product Management

+




ConceptProduct

DevAlpha




ConceptProduct

DevAlphaBeta

TestLaunch1st Ship




Marketing



ConceptSeed

Round

Product Dev

AlphaBeta Test

Launch1st Ship





Marketing




Concept Product Dev

AlphaBeta Test

Launch1st Ship






Marketing

Sales





Concept

Marketing

Sales


Engineering

Product Dev


bull Write MRD

bull Waterfall

AlphaBeta Test



Channel


bull QA

Launch1st Ship




bull Tech Pubs



ConceptSeed

Round

Product Dev

AlphaBeta Test

Launch1st Ship





Requirements

Design

Implementation

Verification

Maintenance






Requirements

Design

Implementation

Verification

Maintenance



What We Now Know

Strategy







Strategy




Search Execution



Organization






What We Now Know

Organization












Search Execution

Strategy

Process






Education






What We Now Know

Education





Strategy











Manufacturing

Search Execution












What We Now Know







57

Nespresso machines

retail mailorder

Nespressocom

callcenter

Nespresso

stores

households

business

1 x machinesales



coffeeproduction

facilites


marketing

brandpatents

machine

manufacturer

production

B2C

distributionbrand

marketing

Nespresso club

brandbrand

Nespresso pods



Strategy







inquiry-based

Search






Manufacturing


Execution







Part 2

Business Models and





























Value Proposition




Customer Segments

Who Are They

Why Would They Buy



Channels








Revenue Streams




Key Resources




Key Partners




Key Activities




Cost Structure






9 Guesses

Guess Guess

Guess

Guess

GuessGuess

Guess

GuessGuess














The Pivot




Details







Idea

Business Model

Size Opportunity






Customer Discovery

Customer Validation




Business Model(s)

Customer Discovery

Customer Validation

Theory Practice

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)






Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Part 3


>





CONSUMER

PAIN POINTS

OUR SOLUTION



Designers

AFFORDABLE Pieces

Lack of VARIETY


Design

Low

VALUE


DESIGNER

PAIN POINTS

OUR SOLUTION

Lack of BUSINESS

SKILLS


community

Regular FEEDBACK

Manage BUSINESS

OPERATIONS

Online COMMUNITY

VOTING amp COMMENT


LOW-FIDELITY MVP

HIGH-FIDELITY MVP



1 Generate idea


2 Create renderings





9 Source materials





Iterate

Iterate

Dis

covery

Develo

pm

en

tExe

cuti

on



+

INDUSTRY EXPERTS

+

CUSTOMER INTERVIEWS

CRAIGSLIST





1 Selected


49COST

REDUCTION

OUR FIRST PRODUCT



$3200


3 MONTHS AGO


Website

Physical Product


rs

Design Community

Idea



Menu Expenses

$$$

$$$$



SEM Email


Lots of competition


Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles





Strategy








What We Now Know

Strategy












Business Models


Business Models



Search

Strategy

Execution




Process



Product Management

+




ConceptProduct

DevAlpha




ConceptProduct

DevAlphaBeta

TestLaunch1st Ship




Marketing



ConceptSeed

Round

Product Dev

AlphaBeta Test

Launch1st Ship





Marketing




Concept Product Dev

AlphaBeta Test

Launch1st Ship






Marketing

Sales





Concept

Marketing

Sales


Engineering

Product Dev


bull Write MRD

bull Waterfall

AlphaBeta Test



Channel


bull QA

Launch1st Ship




bull Tech Pubs



ConceptSeed

Round

Product Dev

AlphaBeta Test

Launch1st Ship





Requirements

Design

Implementation

Verification

Maintenance






Requirements

Design

Implementation

Verification

Maintenance



What We Now Know

Strategy







Strategy




Search Execution



Organization






What We Now Know

Organization












Search Execution

Strategy

Process






Education






What We Now Know

Education





Strategy











Manufacturing

Search Execution












What We Now Know







57

Nespresso machines

retail mailorder

Nespressocom

callcenter

Nespresso

stores

households

business

1 x machinesales



coffeeproduction

facilites


marketing

brandpatents

machine

manufacturer

production

B2C

distributionbrand

marketing

Nespresso club

brandbrand

Nespresso pods



Strategy







inquiry-based

Search






Manufacturing


Execution







Part 2

Business Models and





























Value Proposition




Customer Segments

Who Are They

Why Would They Buy



Channels








Revenue Streams




Key Resources




Key Partners




Key Activities




Cost Structure






9 Guesses

Guess Guess

Guess

Guess

GuessGuess

Guess

GuessGuess














The Pivot




Details







Idea

Business Model

Size Opportunity






Customer Discovery

Customer Validation




Business Model(s)

Customer Discovery

Customer Validation

Theory Practice

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)






Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Part 3


>





CONSUMER

PAIN POINTS

OUR SOLUTION



Designers

AFFORDABLE Pieces

Lack of VARIETY


Design

Low

VALUE


DESIGNER

PAIN POINTS

OUR SOLUTION

Lack of BUSINESS

SKILLS


community

Regular FEEDBACK

Manage BUSINESS

OPERATIONS

Online COMMUNITY

VOTING amp COMMENT


LOW-FIDELITY MVP

HIGH-FIDELITY MVP



1 Generate idea


2 Create renderings





9 Source materials





Iterate

Iterate

Dis

covery

Develo

pm

en

tExe

cuti

on



+

INDUSTRY EXPERTS

+

CUSTOMER INTERVIEWS

CRAIGSLIST





1 Selected


49COST

REDUCTION

OUR FIRST PRODUCT



$3200


3 MONTHS AGO


Website

Physical Product


rs

Design Community

Idea



Menu Expenses

$$$

$$$$



SEM Email


Lots of competition


Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles








What We Now Know

Strategy












Business Models


Business Models



Search

Strategy

Execution




Process



Product Management

+




ConceptProduct

DevAlpha




ConceptProduct

DevAlphaBeta

TestLaunch1st Ship




Marketing



ConceptSeed

Round

Product Dev

AlphaBeta Test

Launch1st Ship





Marketing




Concept Product Dev

AlphaBeta Test

Launch1st Ship






Marketing

Sales





Concept

Marketing

Sales


Engineering

Product Dev


bull Write MRD

bull Waterfall

AlphaBeta Test



Channel


bull QA

Launch1st Ship




bull Tech Pubs



ConceptSeed

Round

Product Dev

AlphaBeta Test

Launch1st Ship





Requirements

Design

Implementation

Verification

Maintenance






Requirements

Design

Implementation

Verification

Maintenance



What We Now Know

Strategy







Strategy




Search Execution



Organization






What We Now Know

Organization












Search Execution

Strategy

Process






Education






What We Now Know

Education





Strategy











Manufacturing

Search Execution












What We Now Know







57

Nespresso machines

retail mailorder

Nespressocom

callcenter

Nespresso

stores

households

business

1 x machinesales



coffeeproduction

facilites


marketing

brandpatents

machine

manufacturer

production

B2C

distributionbrand

marketing

Nespresso club

brandbrand

Nespresso pods



Strategy







inquiry-based

Search






Manufacturing


Execution







Part 2

Business Models and





























Value Proposition




Customer Segments

Who Are They

Why Would They Buy



Channels








Revenue Streams




Key Resources




Key Partners




Key Activities




Cost Structure






9 Guesses

Guess Guess

Guess

Guess

GuessGuess

Guess

GuessGuess














The Pivot




Details







Idea

Business Model

Size Opportunity






Customer Discovery

Customer Validation




Business Model(s)

Customer Discovery

Customer Validation

Theory Practice

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)






Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Part 3


>





CONSUMER

PAIN POINTS

OUR SOLUTION



Designers

AFFORDABLE Pieces

Lack of VARIETY


Design

Low

VALUE


DESIGNER

PAIN POINTS

OUR SOLUTION

Lack of BUSINESS

SKILLS


community

Regular FEEDBACK

Manage BUSINESS

OPERATIONS

Online COMMUNITY

VOTING amp COMMENT


LOW-FIDELITY MVP

HIGH-FIDELITY MVP



1 Generate idea


2 Create renderings





9 Source materials





Iterate

Iterate

Dis

covery

Develo

pm

en

tExe

cuti

on



+

INDUSTRY EXPERTS

+

CUSTOMER INTERVIEWS

CRAIGSLIST





1 Selected


49COST

REDUCTION

OUR FIRST PRODUCT



$3200


3 MONTHS AGO


Website

Physical Product


rs

Design Community

Idea



Menu Expenses

$$$

$$$$



SEM Email


Lots of competition


Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles












Business Models


Business Models



Search

Strategy

Execution




Process



Product Management

+




ConceptProduct

DevAlpha




ConceptProduct

DevAlphaBeta

TestLaunch1st Ship




Marketing



ConceptSeed

Round

Product Dev

AlphaBeta Test

Launch1st Ship





Marketing




Concept Product Dev

AlphaBeta Test

Launch1st Ship






Marketing

Sales





Concept

Marketing

Sales


Engineering

Product Dev


bull Write MRD

bull Waterfall

AlphaBeta Test



Channel


bull QA

Launch1st Ship




bull Tech Pubs



ConceptSeed

Round

Product Dev

AlphaBeta Test

Launch1st Ship





Requirements

Design

Implementation

Verification

Maintenance






Requirements

Design

Implementation

Verification

Maintenance



What We Now Know

Strategy







Strategy




Search Execution



Organization






What We Now Know

Organization












Search Execution

Strategy

Process






Education






What We Now Know

Education





Strategy











Manufacturing

Search Execution












What We Now Know







57

Nespresso machines

retail mailorder

Nespressocom

callcenter

Nespresso

stores

households

business

1 x machinesales



coffeeproduction

facilites


marketing

brandpatents

machine

manufacturer

production

B2C

distributionbrand

marketing

Nespresso club

brandbrand

Nespresso pods



Strategy







inquiry-based

Search






Manufacturing


Execution







Part 2

Business Models and





























Value Proposition




Customer Segments

Who Are They

Why Would They Buy



Channels








Revenue Streams




Key Resources




Key Partners




Key Activities




Cost Structure






9 Guesses

Guess Guess

Guess

Guess

GuessGuess

Guess

GuessGuess














The Pivot




Details







Idea

Business Model

Size Opportunity






Customer Discovery

Customer Validation




Business Model(s)

Customer Discovery

Customer Validation

Theory Practice

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)






Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Part 3


>





CONSUMER

PAIN POINTS

OUR SOLUTION



Designers

AFFORDABLE Pieces

Lack of VARIETY


Design

Low

VALUE


DESIGNER

PAIN POINTS

OUR SOLUTION

Lack of BUSINESS

SKILLS


community

Regular FEEDBACK

Manage BUSINESS

OPERATIONS

Online COMMUNITY

VOTING amp COMMENT


LOW-FIDELITY MVP

HIGH-FIDELITY MVP



1 Generate idea


2 Create renderings





9 Source materials





Iterate

Iterate

Dis

covery

Develo

pm

en

tExe

cuti

on



+

INDUSTRY EXPERTS

+

CUSTOMER INTERVIEWS

CRAIGSLIST





1 Selected


49COST

REDUCTION

OUR FIRST PRODUCT



$3200


3 MONTHS AGO


Website

Physical Product


rs

Design Community

Idea



Menu Expenses

$$$

$$$$



SEM Email


Lots of competition


Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles


Business Models



Search

Strategy

Execution




Process



Product Management

+




ConceptProduct

DevAlpha




ConceptProduct

DevAlphaBeta

TestLaunch1st Ship




Marketing



ConceptSeed

Round

Product Dev

AlphaBeta Test

Launch1st Ship





Marketing




Concept Product Dev

AlphaBeta Test

Launch1st Ship






Marketing

Sales





Concept

Marketing

Sales


Engineering

Product Dev


bull Write MRD

bull Waterfall

AlphaBeta Test



Channel


bull QA

Launch1st Ship




bull Tech Pubs



ConceptSeed

Round

Product Dev

AlphaBeta Test

Launch1st Ship





Requirements

Design

Implementation

Verification

Maintenance






Requirements

Design

Implementation

Verification

Maintenance



What We Now Know

Strategy







Strategy




Search Execution



Organization






What We Now Know

Organization












Search Execution

Strategy

Process






Education






What We Now Know

Education





Strategy











Manufacturing

Search Execution












What We Now Know







57

Nespresso machines

retail mailorder

Nespressocom

callcenter

Nespresso

stores

households

business

1 x machinesales



coffeeproduction

facilites


marketing

brandpatents

machine

manufacturer

production

B2C

distributionbrand

marketing

Nespresso club

brandbrand

Nespresso pods



Strategy







inquiry-based

Search






Manufacturing


Execution







Part 2

Business Models and





























Value Proposition




Customer Segments

Who Are They

Why Would They Buy



Channels








Revenue Streams




Key Resources




Key Partners




Key Activities




Cost Structure






9 Guesses

Guess Guess

Guess

Guess

GuessGuess

Guess

GuessGuess














The Pivot




Details







Idea

Business Model

Size Opportunity






Customer Discovery

Customer Validation




Business Model(s)

Customer Discovery

Customer Validation

Theory Practice

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)






Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Part 3


>





CONSUMER

PAIN POINTS

OUR SOLUTION



Designers

AFFORDABLE Pieces

Lack of VARIETY


Design

Low

VALUE


DESIGNER

PAIN POINTS

OUR SOLUTION

Lack of BUSINESS

SKILLS


community

Regular FEEDBACK

Manage BUSINESS

OPERATIONS

Online COMMUNITY

VOTING amp COMMENT


LOW-FIDELITY MVP

HIGH-FIDELITY MVP



1 Generate idea


2 Create renderings





9 Source materials





Iterate

Iterate

Dis

covery

Develo

pm

en

tExe

cuti

on



+

INDUSTRY EXPERTS

+

CUSTOMER INTERVIEWS

CRAIGSLIST





1 Selected


49COST

REDUCTION

OUR FIRST PRODUCT



$3200


3 MONTHS AGO


Website

Physical Product


rs

Design Community

Idea



Menu Expenses

$$$

$$$$



SEM Email


Lots of competition


Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles



Search

Strategy

Execution




Process



Product Management

+




ConceptProduct

DevAlpha




ConceptProduct

DevAlphaBeta

TestLaunch1st Ship




Marketing



ConceptSeed

Round

Product Dev

AlphaBeta Test

Launch1st Ship





Marketing




Concept Product Dev

AlphaBeta Test

Launch1st Ship






Marketing

Sales





Concept

Marketing

Sales


Engineering

Product Dev


bull Write MRD

bull Waterfall

AlphaBeta Test



Channel


bull QA

Launch1st Ship




bull Tech Pubs



ConceptSeed

Round

Product Dev

AlphaBeta Test

Launch1st Ship





Requirements

Design

Implementation

Verification

Maintenance






Requirements

Design

Implementation

Verification

Maintenance



What We Now Know

Strategy







Strategy




Search Execution



Organization






What We Now Know

Organization












Search Execution

Strategy

Process






Education






What We Now Know

Education





Strategy











Manufacturing

Search Execution












What We Now Know







57

Nespresso machines

retail mailorder

Nespressocom

callcenter

Nespresso

stores

households

business

1 x machinesales



coffeeproduction

facilites


marketing

brandpatents

machine

manufacturer

production

B2C

distributionbrand

marketing

Nespresso club

brandbrand

Nespresso pods



Strategy







inquiry-based

Search






Manufacturing


Execution







Part 2

Business Models and





























Value Proposition




Customer Segments

Who Are They

Why Would They Buy



Channels








Revenue Streams




Key Resources




Key Partners




Key Activities




Cost Structure






9 Guesses

Guess Guess

Guess

Guess

GuessGuess

Guess

GuessGuess














The Pivot




Details







Idea

Business Model

Size Opportunity






Customer Discovery

Customer Validation




Business Model(s)

Customer Discovery

Customer Validation

Theory Practice

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)






Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Part 3


>





CONSUMER

PAIN POINTS

OUR SOLUTION



Designers

AFFORDABLE Pieces

Lack of VARIETY


Design

Low

VALUE


DESIGNER

PAIN POINTS

OUR SOLUTION

Lack of BUSINESS

SKILLS


community

Regular FEEDBACK

Manage BUSINESS

OPERATIONS

Online COMMUNITY

VOTING amp COMMENT


LOW-FIDELITY MVP

HIGH-FIDELITY MVP



1 Generate idea


2 Create renderings





9 Source materials





Iterate

Iterate

Dis

covery

Develo

pm

en

tExe

cuti

on



+

INDUSTRY EXPERTS

+

CUSTOMER INTERVIEWS

CRAIGSLIST





1 Selected


49COST

REDUCTION

OUR FIRST PRODUCT



$3200


3 MONTHS AGO


Website

Physical Product


rs

Design Community

Idea



Menu Expenses

$$$

$$$$



SEM Email


Lots of competition


Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles



Process



Product Management

+




ConceptProduct

DevAlpha




ConceptProduct

DevAlphaBeta

TestLaunch1st Ship




Marketing



ConceptSeed

Round

Product Dev

AlphaBeta Test

Launch1st Ship





Marketing




Concept Product Dev

AlphaBeta Test

Launch1st Ship






Marketing

Sales





Concept

Marketing

Sales


Engineering

Product Dev


bull Write MRD

bull Waterfall

AlphaBeta Test



Channel


bull QA

Launch1st Ship




bull Tech Pubs



ConceptSeed

Round

Product Dev

AlphaBeta Test

Launch1st Ship





Requirements

Design

Implementation

Verification

Maintenance






Requirements

Design

Implementation

Verification

Maintenance



What We Now Know

Strategy







Strategy




Search Execution



Organization






What We Now Know

Organization












Search Execution

Strategy

Process






Education






What We Now Know

Education





Strategy











Manufacturing

Search Execution












What We Now Know







57

Nespresso machines

retail mailorder

Nespressocom

callcenter

Nespresso

stores

households

business

1 x machinesales



coffeeproduction

facilites


marketing

brandpatents

machine

manufacturer

production

B2C

distributionbrand

marketing

Nespresso club

brandbrand

Nespresso pods



Strategy







inquiry-based

Search






Manufacturing


Execution







Part 2

Business Models and





























Value Proposition




Customer Segments

Who Are They

Why Would They Buy



Channels








Revenue Streams




Key Resources




Key Partners




Key Activities




Cost Structure






9 Guesses

Guess Guess

Guess

Guess

GuessGuess

Guess

GuessGuess














The Pivot




Details







Idea

Business Model

Size Opportunity






Customer Discovery

Customer Validation




Business Model(s)

Customer Discovery

Customer Validation

Theory Practice

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)






Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Part 3


>





CONSUMER

PAIN POINTS

OUR SOLUTION



Designers

AFFORDABLE Pieces

Lack of VARIETY


Design

Low

VALUE


DESIGNER

PAIN POINTS

OUR SOLUTION

Lack of BUSINESS

SKILLS


community

Regular FEEDBACK

Manage BUSINESS

OPERATIONS

Online COMMUNITY

VOTING amp COMMENT


LOW-FIDELITY MVP

HIGH-FIDELITY MVP



1 Generate idea


2 Create renderings





9 Source materials





Iterate

Iterate

Dis

covery

Develo

pm

en

tExe

cuti

on



+

INDUSTRY EXPERTS

+

CUSTOMER INTERVIEWS

CRAIGSLIST





1 Selected


49COST

REDUCTION

OUR FIRST PRODUCT



$3200


3 MONTHS AGO


Website

Physical Product


rs

Design Community

Idea



Menu Expenses

$$$

$$$$



SEM Email


Lots of competition


Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles



Product Management

+




ConceptProduct

DevAlpha




ConceptProduct

DevAlphaBeta

TestLaunch1st Ship




Marketing



ConceptSeed

Round

Product Dev

AlphaBeta Test

Launch1st Ship





Marketing




Concept Product Dev

AlphaBeta Test

Launch1st Ship






Marketing

Sales





Concept

Marketing

Sales


Engineering

Product Dev


bull Write MRD

bull Waterfall

AlphaBeta Test



Channel


bull QA

Launch1st Ship




bull Tech Pubs



ConceptSeed

Round

Product Dev

AlphaBeta Test

Launch1st Ship





Requirements

Design

Implementation

Verification

Maintenance






Requirements

Design

Implementation

Verification

Maintenance



What We Now Know

Strategy







Strategy




Search Execution



Organization






What We Now Know

Organization












Search Execution

Strategy

Process






Education






What We Now Know

Education





Strategy











Manufacturing

Search Execution












What We Now Know







57

Nespresso machines

retail mailorder

Nespressocom

callcenter

Nespresso

stores

households

business

1 x machinesales



coffeeproduction

facilites


marketing

brandpatents

machine

manufacturer

production

B2C

distributionbrand

marketing

Nespresso club

brandbrand

Nespresso pods



Strategy







inquiry-based

Search






Manufacturing


Execution







Part 2

Business Models and





























Value Proposition




Customer Segments

Who Are They

Why Would They Buy



Channels








Revenue Streams




Key Resources




Key Partners




Key Activities




Cost Structure






9 Guesses

Guess Guess

Guess

Guess

GuessGuess

Guess

GuessGuess














The Pivot




Details







Idea

Business Model

Size Opportunity






Customer Discovery

Customer Validation




Business Model(s)

Customer Discovery

Customer Validation

Theory Practice

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)






Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Part 3


>





CONSUMER

PAIN POINTS

OUR SOLUTION



Designers

AFFORDABLE Pieces

Lack of VARIETY


Design

Low

VALUE


DESIGNER

PAIN POINTS

OUR SOLUTION

Lack of BUSINESS

SKILLS


community

Regular FEEDBACK

Manage BUSINESS

OPERATIONS

Online COMMUNITY

VOTING amp COMMENT


LOW-FIDELITY MVP

HIGH-FIDELITY MVP



1 Generate idea


2 Create renderings





9 Source materials





Iterate

Iterate

Dis

covery

Develo

pm

en

tExe

cuti

on



+

INDUSTRY EXPERTS

+

CUSTOMER INTERVIEWS

CRAIGSLIST





1 Selected


49COST

REDUCTION

OUR FIRST PRODUCT



$3200


3 MONTHS AGO


Website

Physical Product


rs

Design Community

Idea



Menu Expenses

$$$

$$$$



SEM Email


Lots of competition


Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles



ConceptProduct

DevAlpha




ConceptProduct

DevAlphaBeta

TestLaunch1st Ship




Marketing



ConceptSeed

Round

Product Dev

AlphaBeta Test

Launch1st Ship





Marketing




Concept Product Dev

AlphaBeta Test

Launch1st Ship






Marketing

Sales





Concept

Marketing

Sales


Engineering

Product Dev


bull Write MRD

bull Waterfall

AlphaBeta Test



Channel


bull QA

Launch1st Ship




bull Tech Pubs



ConceptSeed

Round

Product Dev

AlphaBeta Test

Launch1st Ship





Requirements

Design

Implementation

Verification

Maintenance






Requirements

Design

Implementation

Verification

Maintenance



What We Now Know

Strategy







Strategy




Search Execution



Organization






What We Now Know

Organization












Search Execution

Strategy

Process






Education






What We Now Know

Education





Strategy











Manufacturing

Search Execution












What We Now Know







57

Nespresso machines

retail mailorder

Nespressocom

callcenter

Nespresso

stores

households

business

1 x machinesales



coffeeproduction

facilites


marketing

brandpatents

machine

manufacturer

production

B2C

distributionbrand

marketing

Nespresso club

brandbrand

Nespresso pods



Strategy







inquiry-based

Search






Manufacturing


Execution







Part 2

Business Models and





























Value Proposition




Customer Segments

Who Are They

Why Would They Buy



Channels








Revenue Streams




Key Resources




Key Partners




Key Activities




Cost Structure






9 Guesses

Guess Guess

Guess

Guess

GuessGuess

Guess

GuessGuess














The Pivot




Details







Idea

Business Model

Size Opportunity






Customer Discovery

Customer Validation




Business Model(s)

Customer Discovery

Customer Validation

Theory Practice

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)






Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Part 3


>





CONSUMER

PAIN POINTS

OUR SOLUTION



Designers

AFFORDABLE Pieces

Lack of VARIETY


Design

Low

VALUE


DESIGNER

PAIN POINTS

OUR SOLUTION

Lack of BUSINESS

SKILLS


community

Regular FEEDBACK

Manage BUSINESS

OPERATIONS

Online COMMUNITY

VOTING amp COMMENT


LOW-FIDELITY MVP

HIGH-FIDELITY MVP



1 Generate idea


2 Create renderings





9 Source materials





Iterate

Iterate

Dis

covery

Develo

pm

en

tExe

cuti

on



+

INDUSTRY EXPERTS

+

CUSTOMER INTERVIEWS

CRAIGSLIST





1 Selected


49COST

REDUCTION

OUR FIRST PRODUCT



$3200


3 MONTHS AGO


Website

Physical Product


rs

Design Community

Idea



Menu Expenses

$$$

$$$$



SEM Email


Lots of competition


Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles



ConceptProduct

DevAlphaBeta

TestLaunch1st Ship




Marketing



ConceptSeed

Round

Product Dev

AlphaBeta Test

Launch1st Ship





Marketing




Concept Product Dev

AlphaBeta Test

Launch1st Ship






Marketing

Sales





Concept

Marketing

Sales


Engineering

Product Dev


bull Write MRD

bull Waterfall

AlphaBeta Test



Channel


bull QA

Launch1st Ship




bull Tech Pubs



ConceptSeed

Round

Product Dev

AlphaBeta Test

Launch1st Ship





Requirements

Design

Implementation

Verification

Maintenance






Requirements

Design

Implementation

Verification

Maintenance



What We Now Know

Strategy







Strategy




Search Execution



Organization






What We Now Know

Organization












Search Execution

Strategy

Process






Education






What We Now Know

Education





Strategy











Manufacturing

Search Execution












What We Now Know







57

Nespresso machines

retail mailorder

Nespressocom

callcenter

Nespresso

stores

households

business

1 x machinesales



coffeeproduction

facilites


marketing

brandpatents

machine

manufacturer

production

B2C

distributionbrand

marketing

Nespresso club

brandbrand

Nespresso pods



Strategy







inquiry-based

Search






Manufacturing


Execution







Part 2

Business Models and





























Value Proposition




Customer Segments

Who Are They

Why Would They Buy



Channels








Revenue Streams




Key Resources




Key Partners




Key Activities




Cost Structure






9 Guesses

Guess Guess

Guess

Guess

GuessGuess

Guess

GuessGuess














The Pivot




Details







Idea

Business Model

Size Opportunity






Customer Discovery

Customer Validation




Business Model(s)

Customer Discovery

Customer Validation

Theory Practice

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)






Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Part 3


>





CONSUMER

PAIN POINTS

OUR SOLUTION



Designers

AFFORDABLE Pieces

Lack of VARIETY


Design

Low

VALUE


DESIGNER

PAIN POINTS

OUR SOLUTION

Lack of BUSINESS

SKILLS


community

Regular FEEDBACK

Manage BUSINESS

OPERATIONS

Online COMMUNITY

VOTING amp COMMENT


LOW-FIDELITY MVP

HIGH-FIDELITY MVP



1 Generate idea


2 Create renderings





9 Source materials





Iterate

Iterate

Dis

covery

Develo

pm

en

tExe

cuti

on



+

INDUSTRY EXPERTS

+

CUSTOMER INTERVIEWS

CRAIGSLIST





1 Selected


49COST

REDUCTION

OUR FIRST PRODUCT



$3200


3 MONTHS AGO


Website

Physical Product


rs

Design Community

Idea



Menu Expenses

$$$

$$$$



SEM Email


Lots of competition


Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles



ConceptSeed

Round

Product Dev

AlphaBeta Test

Launch1st Ship





Marketing




Concept Product Dev

AlphaBeta Test

Launch1st Ship






Marketing

Sales





Concept

Marketing

Sales


Engineering

Product Dev


bull Write MRD

bull Waterfall

AlphaBeta Test



Channel


bull QA

Launch1st Ship




bull Tech Pubs



ConceptSeed

Round

Product Dev

AlphaBeta Test

Launch1st Ship





Requirements

Design

Implementation

Verification

Maintenance






Requirements

Design

Implementation

Verification

Maintenance



What We Now Know

Strategy







Strategy




Search Execution



Organization






What We Now Know

Organization












Search Execution

Strategy

Process






Education






What We Now Know

Education





Strategy











Manufacturing

Search Execution












What We Now Know







57

Nespresso machines

retail mailorder

Nespressocom

callcenter

Nespresso

stores

households

business

1 x machinesales



coffeeproduction

facilites


marketing

brandpatents

machine

manufacturer

production

B2C

distributionbrand

marketing

Nespresso club

brandbrand

Nespresso pods



Strategy







inquiry-based

Search






Manufacturing


Execution







Part 2

Business Models and





























Value Proposition




Customer Segments

Who Are They

Why Would They Buy



Channels








Revenue Streams




Key Resources




Key Partners




Key Activities




Cost Structure






9 Guesses

Guess Guess

Guess

Guess

GuessGuess

Guess

GuessGuess














The Pivot




Details







Idea

Business Model

Size Opportunity






Customer Discovery

Customer Validation




Business Model(s)

Customer Discovery

Customer Validation

Theory Practice

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)






Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Part 3


>





CONSUMER

PAIN POINTS

OUR SOLUTION



Designers

AFFORDABLE Pieces

Lack of VARIETY


Design

Low

VALUE


DESIGNER

PAIN POINTS

OUR SOLUTION

Lack of BUSINESS

SKILLS


community

Regular FEEDBACK

Manage BUSINESS

OPERATIONS

Online COMMUNITY

VOTING amp COMMENT


LOW-FIDELITY MVP

HIGH-FIDELITY MVP



1 Generate idea


2 Create renderings





9 Source materials





Iterate

Iterate

Dis

covery

Develo

pm

en

tExe

cuti

on



+

INDUSTRY EXPERTS

+

CUSTOMER INTERVIEWS

CRAIGSLIST





1 Selected


49COST

REDUCTION

OUR FIRST PRODUCT



$3200


3 MONTHS AGO


Website

Physical Product


rs

Design Community

Idea



Menu Expenses

$$$

$$$$



SEM Email


Lots of competition


Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles



Concept Product Dev

AlphaBeta Test

Launch1st Ship






Marketing

Sales





Concept

Marketing

Sales


Engineering

Product Dev


bull Write MRD

bull Waterfall

AlphaBeta Test



Channel


bull QA

Launch1st Ship




bull Tech Pubs



ConceptSeed

Round

Product Dev

AlphaBeta Test

Launch1st Ship





Requirements

Design

Implementation

Verification

Maintenance






Requirements

Design

Implementation

Verification

Maintenance



What We Now Know

Strategy







Strategy




Search Execution



Organization






What We Now Know

Organization












Search Execution

Strategy

Process






Education






What We Now Know

Education





Strategy











Manufacturing

Search Execution












What We Now Know







57

Nespresso machines

retail mailorder

Nespressocom

callcenter

Nespresso

stores

households

business

1 x machinesales



coffeeproduction

facilites


marketing

brandpatents

machine

manufacturer

production

B2C

distributionbrand

marketing

Nespresso club

brandbrand

Nespresso pods



Strategy







inquiry-based

Search






Manufacturing


Execution







Part 2

Business Models and





























Value Proposition




Customer Segments

Who Are They

Why Would They Buy



Channels








Revenue Streams




Key Resources




Key Partners




Key Activities




Cost Structure






9 Guesses

Guess Guess

Guess

Guess

GuessGuess

Guess

GuessGuess














The Pivot




Details







Idea

Business Model

Size Opportunity






Customer Discovery

Customer Validation




Business Model(s)

Customer Discovery

Customer Validation

Theory Practice

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)






Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Part 3


>





CONSUMER

PAIN POINTS

OUR SOLUTION



Designers

AFFORDABLE Pieces

Lack of VARIETY


Design

Low

VALUE


DESIGNER

PAIN POINTS

OUR SOLUTION

Lack of BUSINESS

SKILLS


community

Regular FEEDBACK

Manage BUSINESS

OPERATIONS

Online COMMUNITY

VOTING amp COMMENT


LOW-FIDELITY MVP

HIGH-FIDELITY MVP



1 Generate idea


2 Create renderings





9 Source materials





Iterate

Iterate

Dis

covery

Develo

pm

en

tExe

cuti

on



+

INDUSTRY EXPERTS

+

CUSTOMER INTERVIEWS

CRAIGSLIST





1 Selected


49COST

REDUCTION

OUR FIRST PRODUCT



$3200


3 MONTHS AGO


Website

Physical Product


rs

Design Community

Idea



Menu Expenses

$$$

$$$$



SEM Email


Lots of competition


Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles



Concept

Marketing

Sales


Engineering

Product Dev


bull Write MRD

bull Waterfall

AlphaBeta Test



Channel


bull QA

Launch1st Ship




bull Tech Pubs



ConceptSeed

Round

Product Dev

AlphaBeta Test

Launch1st Ship





Requirements

Design

Implementation

Verification

Maintenance






Requirements

Design

Implementation

Verification

Maintenance



What We Now Know

Strategy







Strategy




Search Execution



Organization






What We Now Know

Organization












Search Execution

Strategy

Process






Education






What We Now Know

Education





Strategy











Manufacturing

Search Execution












What We Now Know







57

Nespresso machines

retail mailorder

Nespressocom

callcenter

Nespresso

stores

households

business

1 x machinesales



coffeeproduction

facilites


marketing

brandpatents

machine

manufacturer

production

B2C

distributionbrand

marketing

Nespresso club

brandbrand

Nespresso pods



Strategy







inquiry-based

Search






Manufacturing


Execution







Part 2

Business Models and





























Value Proposition




Customer Segments

Who Are They

Why Would They Buy



Channels








Revenue Streams




Key Resources




Key Partners




Key Activities




Cost Structure






9 Guesses

Guess Guess

Guess

Guess

GuessGuess

Guess

GuessGuess














The Pivot




Details







Idea

Business Model

Size Opportunity






Customer Discovery

Customer Validation




Business Model(s)

Customer Discovery

Customer Validation

Theory Practice

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)






Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Part 3


>





CONSUMER

PAIN POINTS

OUR SOLUTION



Designers

AFFORDABLE Pieces

Lack of VARIETY


Design

Low

VALUE


DESIGNER

PAIN POINTS

OUR SOLUTION

Lack of BUSINESS

SKILLS


community

Regular FEEDBACK

Manage BUSINESS

OPERATIONS

Online COMMUNITY

VOTING amp COMMENT


LOW-FIDELITY MVP

HIGH-FIDELITY MVP



1 Generate idea


2 Create renderings





9 Source materials





Iterate

Iterate

Dis

covery

Develo

pm

en

tExe

cuti

on



+

INDUSTRY EXPERTS

+

CUSTOMER INTERVIEWS

CRAIGSLIST





1 Selected


49COST

REDUCTION

OUR FIRST PRODUCT



$3200


3 MONTHS AGO


Website

Physical Product


rs

Design Community

Idea



Menu Expenses

$$$

$$$$



SEM Email


Lots of competition


Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles



ConceptSeed

Round

Product Dev

AlphaBeta Test

Launch1st Ship





Requirements

Design

Implementation

Verification

Maintenance






Requirements

Design

Implementation

Verification

Maintenance



What We Now Know

Strategy







Strategy




Search Execution



Organization






What We Now Know

Organization












Search Execution

Strategy

Process






Education






What We Now Know

Education





Strategy











Manufacturing

Search Execution












What We Now Know







57

Nespresso machines

retail mailorder

Nespressocom

callcenter

Nespresso

stores

households

business

1 x machinesales



coffeeproduction

facilites


marketing

brandpatents

machine

manufacturer

production

B2C

distributionbrand

marketing

Nespresso club

brandbrand

Nespresso pods



Strategy







inquiry-based

Search






Manufacturing


Execution







Part 2

Business Models and





























Value Proposition




Customer Segments

Who Are They

Why Would They Buy



Channels








Revenue Streams




Key Resources




Key Partners




Key Activities




Cost Structure






9 Guesses

Guess Guess

Guess

Guess

GuessGuess

Guess

GuessGuess














The Pivot




Details







Idea

Business Model

Size Opportunity






Customer Discovery

Customer Validation




Business Model(s)

Customer Discovery

Customer Validation

Theory Practice

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)






Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Part 3


>





CONSUMER

PAIN POINTS

OUR SOLUTION



Designers

AFFORDABLE Pieces

Lack of VARIETY


Design

Low

VALUE


DESIGNER

PAIN POINTS

OUR SOLUTION

Lack of BUSINESS

SKILLS


community

Regular FEEDBACK

Manage BUSINESS

OPERATIONS

Online COMMUNITY

VOTING amp COMMENT


LOW-FIDELITY MVP

HIGH-FIDELITY MVP



1 Generate idea


2 Create renderings





9 Source materials





Iterate

Iterate

Dis

covery

Develo

pm

en

tExe

cuti

on



+

INDUSTRY EXPERTS

+

CUSTOMER INTERVIEWS

CRAIGSLIST





1 Selected


49COST

REDUCTION

OUR FIRST PRODUCT



$3200


3 MONTHS AGO


Website

Physical Product


rs

Design Community

Idea



Menu Expenses

$$$

$$$$



SEM Email


Lots of competition


Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles





Requirements

Design

Implementation

Verification

Maintenance






Requirements

Design

Implementation

Verification

Maintenance



What We Now Know

Strategy







Strategy




Search Execution



Organization






What We Now Know

Organization












Search Execution

Strategy

Process






Education






What We Now Know

Education





Strategy











Manufacturing

Search Execution












What We Now Know







57

Nespresso machines

retail mailorder

Nespressocom

callcenter

Nespresso

stores

households

business

1 x machinesales



coffeeproduction

facilites


marketing

brandpatents

machine

manufacturer

production

B2C

distributionbrand

marketing

Nespresso club

brandbrand

Nespresso pods



Strategy







inquiry-based

Search






Manufacturing


Execution







Part 2

Business Models and





























Value Proposition




Customer Segments

Who Are They

Why Would They Buy



Channels








Revenue Streams




Key Resources




Key Partners




Key Activities




Cost Structure






9 Guesses

Guess Guess

Guess

Guess

GuessGuess

Guess

GuessGuess














The Pivot




Details







Idea

Business Model

Size Opportunity






Customer Discovery

Customer Validation




Business Model(s)

Customer Discovery

Customer Validation

Theory Practice

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)






Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Part 3


>





CONSUMER

PAIN POINTS

OUR SOLUTION



Designers

AFFORDABLE Pieces

Lack of VARIETY


Design

Low

VALUE


DESIGNER

PAIN POINTS

OUR SOLUTION

Lack of BUSINESS

SKILLS


community

Regular FEEDBACK

Manage BUSINESS

OPERATIONS

Online COMMUNITY

VOTING amp COMMENT


LOW-FIDELITY MVP

HIGH-FIDELITY MVP



1 Generate idea


2 Create renderings





9 Source materials





Iterate

Iterate

Dis

covery

Develo

pm

en

tExe

cuti

on



+

INDUSTRY EXPERTS

+

CUSTOMER INTERVIEWS

CRAIGSLIST





1 Selected


49COST

REDUCTION

OUR FIRST PRODUCT



$3200


3 MONTHS AGO


Website

Physical Product


rs

Design Community

Idea



Menu Expenses

$$$

$$$$



SEM Email


Lots of competition


Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles





Requirements

Design

Implementation

Verification

Maintenance



What We Now Know

Strategy







Strategy




Search Execution



Organization






What We Now Know

Organization












Search Execution

Strategy

Process






Education






What We Now Know

Education





Strategy











Manufacturing

Search Execution












What We Now Know







57

Nespresso machines

retail mailorder

Nespressocom

callcenter

Nespresso

stores

households

business

1 x machinesales



coffeeproduction

facilites


marketing

brandpatents

machine

manufacturer

production

B2C

distributionbrand

marketing

Nespresso club

brandbrand

Nespresso pods



Strategy







inquiry-based

Search






Manufacturing


Execution







Part 2

Business Models and





























Value Proposition




Customer Segments

Who Are They

Why Would They Buy



Channels








Revenue Streams




Key Resources




Key Partners




Key Activities




Cost Structure






9 Guesses

Guess Guess

Guess

Guess

GuessGuess

Guess

GuessGuess














The Pivot




Details







Idea

Business Model

Size Opportunity






Customer Discovery

Customer Validation




Business Model(s)

Customer Discovery

Customer Validation

Theory Practice

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)






Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Part 3


>





CONSUMER

PAIN POINTS

OUR SOLUTION



Designers

AFFORDABLE Pieces

Lack of VARIETY


Design

Low

VALUE


DESIGNER

PAIN POINTS

OUR SOLUTION

Lack of BUSINESS

SKILLS


community

Regular FEEDBACK

Manage BUSINESS

OPERATIONS

Online COMMUNITY

VOTING amp COMMENT


LOW-FIDELITY MVP

HIGH-FIDELITY MVP



1 Generate idea


2 Create renderings





9 Source materials





Iterate

Iterate

Dis

covery

Develo

pm

en

tExe

cuti

on



+

INDUSTRY EXPERTS

+

CUSTOMER INTERVIEWS

CRAIGSLIST





1 Selected


49COST

REDUCTION

OUR FIRST PRODUCT



$3200


3 MONTHS AGO


Website

Physical Product


rs

Design Community

Idea



Menu Expenses

$$$

$$$$



SEM Email


Lots of competition


Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles


What We Now Know

Strategy







Strategy




Search Execution



Organization






What We Now Know

Organization












Search Execution

Strategy

Process






Education






What We Now Know

Education





Strategy











Manufacturing

Search Execution












What We Now Know







57

Nespresso machines

retail mailorder

Nespressocom

callcenter

Nespresso

stores

households

business

1 x machinesales



coffeeproduction

facilites


marketing

brandpatents

machine

manufacturer

production

B2C

distributionbrand

marketing

Nespresso club

brandbrand

Nespresso pods



Strategy







inquiry-based

Search






Manufacturing


Execution







Part 2

Business Models and





























Value Proposition




Customer Segments

Who Are They

Why Would They Buy



Channels








Revenue Streams




Key Resources




Key Partners




Key Activities




Cost Structure






9 Guesses

Guess Guess

Guess

Guess

GuessGuess

Guess

GuessGuess














The Pivot




Details







Idea

Business Model

Size Opportunity






Customer Discovery

Customer Validation




Business Model(s)

Customer Discovery

Customer Validation

Theory Practice

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)






Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Part 3


>





CONSUMER

PAIN POINTS

OUR SOLUTION



Designers

AFFORDABLE Pieces

Lack of VARIETY


Design

Low

VALUE


DESIGNER

PAIN POINTS

OUR SOLUTION

Lack of BUSINESS

SKILLS


community

Regular FEEDBACK

Manage BUSINESS

OPERATIONS

Online COMMUNITY

VOTING amp COMMENT


LOW-FIDELITY MVP

HIGH-FIDELITY MVP



1 Generate idea


2 Create renderings





9 Source materials





Iterate

Iterate

Dis

covery

Develo

pm

en

tExe

cuti

on



+

INDUSTRY EXPERTS

+

CUSTOMER INTERVIEWS

CRAIGSLIST





1 Selected


49COST

REDUCTION

OUR FIRST PRODUCT



$3200


3 MONTHS AGO


Website

Physical Product


rs

Design Community

Idea



Menu Expenses

$$$

$$$$



SEM Email


Lots of competition


Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles







Strategy




Search Execution



Organization






What We Now Know

Organization












Search Execution

Strategy

Process






Education






What We Now Know

Education





Strategy











Manufacturing

Search Execution












What We Now Know







57

Nespresso machines

retail mailorder

Nespressocom

callcenter

Nespresso

stores

households

business

1 x machinesales



coffeeproduction

facilites


marketing

brandpatents

machine

manufacturer

production

B2C

distributionbrand

marketing

Nespresso club

brandbrand

Nespresso pods



Strategy







inquiry-based

Search






Manufacturing


Execution







Part 2

Business Models and





























Value Proposition




Customer Segments

Who Are They

Why Would They Buy



Channels








Revenue Streams




Key Resources




Key Partners




Key Activities




Cost Structure






9 Guesses

Guess Guess

Guess

Guess

GuessGuess

Guess

GuessGuess














The Pivot




Details







Idea

Business Model

Size Opportunity






Customer Discovery

Customer Validation




Business Model(s)

Customer Discovery

Customer Validation

Theory Practice

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)






Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Part 3


>





CONSUMER

PAIN POINTS

OUR SOLUTION



Designers

AFFORDABLE Pieces

Lack of VARIETY


Design

Low

VALUE


DESIGNER

PAIN POINTS

OUR SOLUTION

Lack of BUSINESS

SKILLS


community

Regular FEEDBACK

Manage BUSINESS

OPERATIONS

Online COMMUNITY

VOTING amp COMMENT


LOW-FIDELITY MVP

HIGH-FIDELITY MVP



1 Generate idea


2 Create renderings





9 Source materials





Iterate

Iterate

Dis

covery

Develo

pm

en

tExe

cuti

on



+

INDUSTRY EXPERTS

+

CUSTOMER INTERVIEWS

CRAIGSLIST





1 Selected


49COST

REDUCTION

OUR FIRST PRODUCT



$3200


3 MONTHS AGO


Website

Physical Product


rs

Design Community

Idea



Menu Expenses

$$$

$$$$



SEM Email


Lots of competition


Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles



Organization






What We Now Know

Organization












Search Execution

Strategy

Process






Education






What We Now Know

Education





Strategy











Manufacturing

Search Execution












What We Now Know







57

Nespresso machines

retail mailorder

Nespressocom

callcenter

Nespresso

stores

households

business

1 x machinesales



coffeeproduction

facilites


marketing

brandpatents

machine

manufacturer

production

B2C

distributionbrand

marketing

Nespresso club

brandbrand

Nespresso pods



Strategy







inquiry-based

Search






Manufacturing


Execution







Part 2

Business Models and





























Value Proposition




Customer Segments

Who Are They

Why Would They Buy



Channels








Revenue Streams




Key Resources




Key Partners




Key Activities




Cost Structure






9 Guesses

Guess Guess

Guess

Guess

GuessGuess

Guess

GuessGuess














The Pivot




Details







Idea

Business Model

Size Opportunity






Customer Discovery

Customer Validation




Business Model(s)

Customer Discovery

Customer Validation

Theory Practice

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)






Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Part 3


>





CONSUMER

PAIN POINTS

OUR SOLUTION



Designers

AFFORDABLE Pieces

Lack of VARIETY


Design

Low

VALUE


DESIGNER

PAIN POINTS

OUR SOLUTION

Lack of BUSINESS

SKILLS


community

Regular FEEDBACK

Manage BUSINESS

OPERATIONS

Online COMMUNITY

VOTING amp COMMENT


LOW-FIDELITY MVP

HIGH-FIDELITY MVP



1 Generate idea


2 Create renderings





9 Source materials





Iterate

Iterate

Dis

covery

Develo

pm

en

tExe

cuti

on



+

INDUSTRY EXPERTS

+

CUSTOMER INTERVIEWS

CRAIGSLIST





1 Selected


49COST

REDUCTION

OUR FIRST PRODUCT



$3200


3 MONTHS AGO


Website

Physical Product


rs

Design Community

Idea



Menu Expenses

$$$

$$$$



SEM Email


Lots of competition


Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles






What We Now Know

Organization












Search Execution

Strategy

Process






Education






What We Now Know

Education





Strategy











Manufacturing

Search Execution












What We Now Know







57

Nespresso machines

retail mailorder

Nespressocom

callcenter

Nespresso

stores

households

business

1 x machinesales



coffeeproduction

facilites


marketing

brandpatents

machine

manufacturer

production

B2C

distributionbrand

marketing

Nespresso club

brandbrand

Nespresso pods



Strategy







inquiry-based

Search






Manufacturing


Execution







Part 2

Business Models and





























Value Proposition




Customer Segments

Who Are They

Why Would They Buy



Channels








Revenue Streams




Key Resources




Key Partners




Key Activities




Cost Structure






9 Guesses

Guess Guess

Guess

Guess

GuessGuess

Guess

GuessGuess














The Pivot




Details







Idea

Business Model

Size Opportunity






Customer Discovery

Customer Validation




Business Model(s)

Customer Discovery

Customer Validation

Theory Practice

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)






Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Part 3


>





CONSUMER

PAIN POINTS

OUR SOLUTION



Designers

AFFORDABLE Pieces

Lack of VARIETY


Design

Low

VALUE


DESIGNER

PAIN POINTS

OUR SOLUTION

Lack of BUSINESS

SKILLS


community

Regular FEEDBACK

Manage BUSINESS

OPERATIONS

Online COMMUNITY

VOTING amp COMMENT


LOW-FIDELITY MVP

HIGH-FIDELITY MVP



1 Generate idea


2 Create renderings





9 Source materials





Iterate

Iterate

Dis

covery

Develo

pm

en

tExe

cuti

on



+

INDUSTRY EXPERTS

+

CUSTOMER INTERVIEWS

CRAIGSLIST





1 Selected


49COST

REDUCTION

OUR FIRST PRODUCT



$3200


3 MONTHS AGO


Website

Physical Product


rs

Design Community

Idea



Menu Expenses

$$$

$$$$



SEM Email


Lots of competition


Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles












Search Execution

Strategy

Process






Education






What We Now Know

Education





Strategy











Manufacturing

Search Execution












What We Now Know







57

Nespresso machines

retail mailorder

Nespressocom

callcenter

Nespresso

stores

households

business

1 x machinesales



coffeeproduction

facilites


marketing

brandpatents

machine

manufacturer

production

B2C

distributionbrand

marketing

Nespresso club

brandbrand

Nespresso pods



Strategy







inquiry-based

Search






Manufacturing


Execution







Part 2

Business Models and





























Value Proposition




Customer Segments

Who Are They

Why Would They Buy



Channels








Revenue Streams




Key Resources




Key Partners




Key Activities




Cost Structure






9 Guesses

Guess Guess

Guess

Guess

GuessGuess

Guess

GuessGuess














The Pivot




Details







Idea

Business Model

Size Opportunity






Customer Discovery

Customer Validation




Business Model(s)

Customer Discovery

Customer Validation

Theory Practice

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)






Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Part 3


>





CONSUMER

PAIN POINTS

OUR SOLUTION



Designers

AFFORDABLE Pieces

Lack of VARIETY


Design

Low

VALUE


DESIGNER

PAIN POINTS

OUR SOLUTION

Lack of BUSINESS

SKILLS


community

Regular FEEDBACK

Manage BUSINESS

OPERATIONS

Online COMMUNITY

VOTING amp COMMENT


LOW-FIDELITY MVP

HIGH-FIDELITY MVP



1 Generate idea


2 Create renderings





9 Source materials





Iterate

Iterate

Dis

covery

Develo

pm

en

tExe

cuti

on



+

INDUSTRY EXPERTS

+

CUSTOMER INTERVIEWS

CRAIGSLIST





1 Selected


49COST

REDUCTION

OUR FIRST PRODUCT



$3200


3 MONTHS AGO


Website

Physical Product


rs

Design Community

Idea



Menu Expenses

$$$

$$$$



SEM Email


Lots of competition


Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles






Education






What We Now Know

Education





Strategy











Manufacturing

Search Execution












What We Now Know







57

Nespresso machines

retail mailorder

Nespressocom

callcenter

Nespresso

stores

households

business

1 x machinesales



coffeeproduction

facilites


marketing

brandpatents

machine

manufacturer

production

B2C

distributionbrand

marketing

Nespresso club

brandbrand

Nespresso pods



Strategy







inquiry-based

Search






Manufacturing


Execution







Part 2

Business Models and





























Value Proposition




Customer Segments

Who Are They

Why Would They Buy



Channels








Revenue Streams




Key Resources




Key Partners




Key Activities




Cost Structure






9 Guesses

Guess Guess

Guess

Guess

GuessGuess

Guess

GuessGuess














The Pivot




Details







Idea

Business Model

Size Opportunity






Customer Discovery

Customer Validation




Business Model(s)

Customer Discovery

Customer Validation

Theory Practice

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)






Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Part 3


>





CONSUMER

PAIN POINTS

OUR SOLUTION



Designers

AFFORDABLE Pieces

Lack of VARIETY


Design

Low

VALUE


DESIGNER

PAIN POINTS

OUR SOLUTION

Lack of BUSINESS

SKILLS


community

Regular FEEDBACK

Manage BUSINESS

OPERATIONS

Online COMMUNITY

VOTING amp COMMENT


LOW-FIDELITY MVP

HIGH-FIDELITY MVP



1 Generate idea


2 Create renderings





9 Source materials





Iterate

Iterate

Dis

covery

Develo

pm

en

tExe

cuti

on



+

INDUSTRY EXPERTS

+

CUSTOMER INTERVIEWS

CRAIGSLIST





1 Selected


49COST

REDUCTION

OUR FIRST PRODUCT



$3200


3 MONTHS AGO


Website

Physical Product


rs

Design Community

Idea



Menu Expenses

$$$

$$$$



SEM Email


Lots of competition


Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles






What We Now Know

Education





Strategy











Manufacturing

Search Execution












What We Now Know







57

Nespresso machines

retail mailorder

Nespressocom

callcenter

Nespresso

stores

households

business

1 x machinesales



coffeeproduction

facilites


marketing

brandpatents

machine

manufacturer

production

B2C

distributionbrand

marketing

Nespresso club

brandbrand

Nespresso pods



Strategy







inquiry-based

Search






Manufacturing


Execution







Part 2

Business Models and





























Value Proposition




Customer Segments

Who Are They

Why Would They Buy



Channels








Revenue Streams




Key Resources




Key Partners




Key Activities




Cost Structure






9 Guesses

Guess Guess

Guess

Guess

GuessGuess

Guess

GuessGuess














The Pivot




Details







Idea

Business Model

Size Opportunity






Customer Discovery

Customer Validation




Business Model(s)

Customer Discovery

Customer Validation

Theory Practice

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)






Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Part 3


>





CONSUMER

PAIN POINTS

OUR SOLUTION



Designers

AFFORDABLE Pieces

Lack of VARIETY


Design

Low

VALUE


DESIGNER

PAIN POINTS

OUR SOLUTION

Lack of BUSINESS

SKILLS


community

Regular FEEDBACK

Manage BUSINESS

OPERATIONS

Online COMMUNITY

VOTING amp COMMENT


LOW-FIDELITY MVP

HIGH-FIDELITY MVP



1 Generate idea


2 Create renderings





9 Source materials





Iterate

Iterate

Dis

covery

Develo

pm

en

tExe

cuti

on



+

INDUSTRY EXPERTS

+

CUSTOMER INTERVIEWS

CRAIGSLIST





1 Selected


49COST

REDUCTION

OUR FIRST PRODUCT



$3200


3 MONTHS AGO


Website

Physical Product


rs

Design Community

Idea



Menu Expenses

$$$

$$$$



SEM Email


Lots of competition


Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles





Strategy











Manufacturing

Search Execution












What We Now Know







57

Nespresso machines

retail mailorder

Nespressocom

callcenter

Nespresso

stores

households

business

1 x machinesales



coffeeproduction

facilites


marketing

brandpatents

machine

manufacturer

production

B2C

distributionbrand

marketing

Nespresso club

brandbrand

Nespresso pods



Strategy







inquiry-based

Search






Manufacturing


Execution







Part 2

Business Models and





























Value Proposition




Customer Segments

Who Are They

Why Would They Buy



Channels








Revenue Streams




Key Resources




Key Partners




Key Activities




Cost Structure






9 Guesses

Guess Guess

Guess

Guess

GuessGuess

Guess

GuessGuess














The Pivot




Details







Idea

Business Model

Size Opportunity






Customer Discovery

Customer Validation




Business Model(s)

Customer Discovery

Customer Validation

Theory Practice

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)






Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Part 3


>





CONSUMER

PAIN POINTS

OUR SOLUTION



Designers

AFFORDABLE Pieces

Lack of VARIETY


Design

Low

VALUE


DESIGNER

PAIN POINTS

OUR SOLUTION

Lack of BUSINESS

SKILLS


community

Regular FEEDBACK

Manage BUSINESS

OPERATIONS

Online COMMUNITY

VOTING amp COMMENT


LOW-FIDELITY MVP

HIGH-FIDELITY MVP



1 Generate idea


2 Create renderings





9 Source materials





Iterate

Iterate

Dis

covery

Develo

pm

en

tExe

cuti

on



+

INDUSTRY EXPERTS

+

CUSTOMER INTERVIEWS

CRAIGSLIST





1 Selected


49COST

REDUCTION

OUR FIRST PRODUCT



$3200


3 MONTHS AGO


Website

Physical Product


rs

Design Community

Idea



Menu Expenses

$$$

$$$$



SEM Email


Lots of competition


Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles












What We Now Know







57

Nespresso machines

retail mailorder

Nespressocom

callcenter

Nespresso

stores

households

business

1 x machinesales



coffeeproduction

facilites


marketing

brandpatents

machine

manufacturer

production

B2C

distributionbrand

marketing

Nespresso club

brandbrand

Nespresso pods



Strategy







inquiry-based

Search






Manufacturing


Execution







Part 2

Business Models and





























Value Proposition




Customer Segments

Who Are They

Why Would They Buy



Channels








Revenue Streams




Key Resources




Key Partners




Key Activities




Cost Structure






9 Guesses

Guess Guess

Guess

Guess

GuessGuess

Guess

GuessGuess














The Pivot




Details







Idea

Business Model

Size Opportunity






Customer Discovery

Customer Validation




Business Model(s)

Customer Discovery

Customer Validation

Theory Practice

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)






Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Part 3


>





CONSUMER

PAIN POINTS

OUR SOLUTION



Designers

AFFORDABLE Pieces

Lack of VARIETY


Design

Low

VALUE


DESIGNER

PAIN POINTS

OUR SOLUTION

Lack of BUSINESS

SKILLS


community

Regular FEEDBACK

Manage BUSINESS

OPERATIONS

Online COMMUNITY

VOTING amp COMMENT


LOW-FIDELITY MVP

HIGH-FIDELITY MVP



1 Generate idea


2 Create renderings





9 Source materials





Iterate

Iterate

Dis

covery

Develo

pm

en

tExe

cuti

on



+

INDUSTRY EXPERTS

+

CUSTOMER INTERVIEWS

CRAIGSLIST





1 Selected


49COST

REDUCTION

OUR FIRST PRODUCT



$3200


3 MONTHS AGO


Website

Physical Product


rs

Design Community

Idea



Menu Expenses

$$$

$$$$



SEM Email


Lots of competition


Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles






57

Nespresso machines

retail mailorder

Nespressocom

callcenter

Nespresso

stores

households

business

1 x machinesales



coffeeproduction

facilites


marketing

brandpatents

machine

manufacturer

production

B2C

distributionbrand

marketing

Nespresso club

brandbrand

Nespresso pods



Strategy







inquiry-based

Search






Manufacturing


Execution







Part 2

Business Models and





























Value Proposition




Customer Segments

Who Are They

Why Would They Buy



Channels








Revenue Streams




Key Resources




Key Partners




Key Activities




Cost Structure






9 Guesses

Guess Guess

Guess

Guess

GuessGuess

Guess

GuessGuess














The Pivot




Details







Idea

Business Model

Size Opportunity






Customer Discovery

Customer Validation




Business Model(s)

Customer Discovery

Customer Validation

Theory Practice

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)






Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Part 3


>





CONSUMER

PAIN POINTS

OUR SOLUTION



Designers

AFFORDABLE Pieces

Lack of VARIETY


Design

Low

VALUE


DESIGNER

PAIN POINTS

OUR SOLUTION

Lack of BUSINESS

SKILLS


community

Regular FEEDBACK

Manage BUSINESS

OPERATIONS

Online COMMUNITY

VOTING amp COMMENT


LOW-FIDELITY MVP

HIGH-FIDELITY MVP



1 Generate idea


2 Create renderings





9 Source materials





Iterate

Iterate

Dis

covery

Develo

pm

en

tExe

cuti

on



+

INDUSTRY EXPERTS

+

CUSTOMER INTERVIEWS

CRAIGSLIST





1 Selected


49COST

REDUCTION

OUR FIRST PRODUCT



$3200


3 MONTHS AGO


Website

Physical Product


rs

Design Community

Idea



Menu Expenses

$$$

$$$$



SEM Email


Lots of competition


Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles



Strategy







inquiry-based

Search






Manufacturing


Execution







Part 2

Business Models and





























Value Proposition




Customer Segments

Who Are They

Why Would They Buy



Channels








Revenue Streams




Key Resources




Key Partners




Key Activities




Cost Structure






9 Guesses

Guess Guess

Guess

Guess

GuessGuess

Guess

GuessGuess














The Pivot




Details







Idea

Business Model

Size Opportunity






Customer Discovery

Customer Validation




Business Model(s)

Customer Discovery

Customer Validation

Theory Practice

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)






Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Part 3


>





CONSUMER

PAIN POINTS

OUR SOLUTION



Designers

AFFORDABLE Pieces

Lack of VARIETY


Design

Low

VALUE


DESIGNER

PAIN POINTS

OUR SOLUTION

Lack of BUSINESS

SKILLS


community

Regular FEEDBACK

Manage BUSINESS

OPERATIONS

Online COMMUNITY

VOTING amp COMMENT


LOW-FIDELITY MVP

HIGH-FIDELITY MVP



1 Generate idea


2 Create renderings





9 Source materials





Iterate

Iterate

Dis

covery

Develo

pm

en

tExe

cuti

on



+

INDUSTRY EXPERTS

+

CUSTOMER INTERVIEWS

CRAIGSLIST





1 Selected


49COST

REDUCTION

OUR FIRST PRODUCT



$3200


3 MONTHS AGO


Website

Physical Product


rs

Design Community

Idea



Menu Expenses

$$$

$$$$



SEM Email


Lots of competition


Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles







Part 2

Business Models and





























Value Proposition




Customer Segments

Who Are They

Why Would They Buy



Channels








Revenue Streams




Key Resources




Key Partners




Key Activities




Cost Structure






9 Guesses

Guess Guess

Guess

Guess

GuessGuess

Guess

GuessGuess














The Pivot




Details







Idea

Business Model

Size Opportunity






Customer Discovery

Customer Validation




Business Model(s)

Customer Discovery

Customer Validation

Theory Practice

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)






Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Part 3


>





CONSUMER

PAIN POINTS

OUR SOLUTION



Designers

AFFORDABLE Pieces

Lack of VARIETY


Design

Low

VALUE


DESIGNER

PAIN POINTS

OUR SOLUTION

Lack of BUSINESS

SKILLS


community

Regular FEEDBACK

Manage BUSINESS

OPERATIONS

Online COMMUNITY

VOTING amp COMMENT


LOW-FIDELITY MVP

HIGH-FIDELITY MVP



1 Generate idea


2 Create renderings





9 Source materials





Iterate

Iterate

Dis

covery

Develo

pm

en

tExe

cuti

on



+

INDUSTRY EXPERTS

+

CUSTOMER INTERVIEWS

CRAIGSLIST





1 Selected


49COST

REDUCTION

OUR FIRST PRODUCT



$3200


3 MONTHS AGO


Website

Physical Product


rs

Design Community

Idea



Menu Expenses

$$$

$$$$



SEM Email


Lots of competition


Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles




























Value Proposition




Customer Segments

Who Are They

Why Would They Buy



Channels








Revenue Streams




Key Resources




Key Partners




Key Activities




Cost Structure






9 Guesses

Guess Guess

Guess

Guess

GuessGuess

Guess

GuessGuess














The Pivot




Details







Idea

Business Model

Size Opportunity






Customer Discovery

Customer Validation




Business Model(s)

Customer Discovery

Customer Validation

Theory Practice

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)






Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Part 3


>





CONSUMER

PAIN POINTS

OUR SOLUTION



Designers

AFFORDABLE Pieces

Lack of VARIETY


Design

Low

VALUE


DESIGNER

PAIN POINTS

OUR SOLUTION

Lack of BUSINESS

SKILLS


community

Regular FEEDBACK

Manage BUSINESS

OPERATIONS

Online COMMUNITY

VOTING amp COMMENT


LOW-FIDELITY MVP

HIGH-FIDELITY MVP



1 Generate idea


2 Create renderings





9 Source materials





Iterate

Iterate

Dis

covery

Develo

pm

en

tExe

cuti

on



+

INDUSTRY EXPERTS

+

CUSTOMER INTERVIEWS

CRAIGSLIST





1 Selected


49COST

REDUCTION

OUR FIRST PRODUCT



$3200


3 MONTHS AGO


Website

Physical Product


rs

Design Community

Idea



Menu Expenses

$$$

$$$$



SEM Email


Lots of competition


Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles



Customer Segments

Who Are They

Why Would They Buy



Channels








Revenue Streams




Key Resources




Key Partners




Key Activities




Cost Structure






9 Guesses

Guess Guess

Guess

Guess

GuessGuess

Guess

GuessGuess














The Pivot




Details







Idea

Business Model

Size Opportunity






Customer Discovery

Customer Validation




Business Model(s)

Customer Discovery

Customer Validation

Theory Practice

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)






Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Part 3


>





CONSUMER

PAIN POINTS

OUR SOLUTION



Designers

AFFORDABLE Pieces

Lack of VARIETY


Design

Low

VALUE


DESIGNER

PAIN POINTS

OUR SOLUTION

Lack of BUSINESS

SKILLS


community

Regular FEEDBACK

Manage BUSINESS

OPERATIONS

Online COMMUNITY

VOTING amp COMMENT


LOW-FIDELITY MVP

HIGH-FIDELITY MVP



1 Generate idea


2 Create renderings





9 Source materials





Iterate

Iterate

Dis

covery

Develo

pm

en

tExe

cuti

on



+

INDUSTRY EXPERTS

+

CUSTOMER INTERVIEWS

CRAIGSLIST





1 Selected


49COST

REDUCTION

OUR FIRST PRODUCT



$3200


3 MONTHS AGO


Website

Physical Product


rs

Design Community

Idea



Menu Expenses

$$$

$$$$



SEM Email


Lots of competition


Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles



Channels








Revenue Streams




Key Resources




Key Partners




Key Activities




Cost Structure






9 Guesses

Guess Guess

Guess

Guess

GuessGuess

Guess

GuessGuess














The Pivot




Details







Idea

Business Model

Size Opportunity






Customer Discovery

Customer Validation




Business Model(s)

Customer Discovery

Customer Validation

Theory Practice

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)






Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Part 3


>





CONSUMER

PAIN POINTS

OUR SOLUTION



Designers

AFFORDABLE Pieces

Lack of VARIETY


Design

Low

VALUE


DESIGNER

PAIN POINTS

OUR SOLUTION

Lack of BUSINESS

SKILLS


community

Regular FEEDBACK

Manage BUSINESS

OPERATIONS

Online COMMUNITY

VOTING amp COMMENT


LOW-FIDELITY MVP

HIGH-FIDELITY MVP



1 Generate idea


2 Create renderings





9 Source materials





Iterate

Iterate

Dis

covery

Develo

pm

en

tExe

cuti

on



+

INDUSTRY EXPERTS

+

CUSTOMER INTERVIEWS

CRAIGSLIST





1 Selected


49COST

REDUCTION

OUR FIRST PRODUCT



$3200


3 MONTHS AGO


Website

Physical Product


rs

Design Community

Idea



Menu Expenses

$$$

$$$$



SEM Email


Lots of competition


Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles







Revenue Streams




Key Resources




Key Partners




Key Activities




Cost Structure






9 Guesses

Guess Guess

Guess

Guess

GuessGuess

Guess

GuessGuess














The Pivot




Details







Idea

Business Model

Size Opportunity






Customer Discovery

Customer Validation




Business Model(s)

Customer Discovery

Customer Validation

Theory Practice

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)






Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Part 3


>





CONSUMER

PAIN POINTS

OUR SOLUTION



Designers

AFFORDABLE Pieces

Lack of VARIETY


Design

Low

VALUE


DESIGNER

PAIN POINTS

OUR SOLUTION

Lack of BUSINESS

SKILLS


community

Regular FEEDBACK

Manage BUSINESS

OPERATIONS

Online COMMUNITY

VOTING amp COMMENT


LOW-FIDELITY MVP

HIGH-FIDELITY MVP



1 Generate idea


2 Create renderings





9 Source materials





Iterate

Iterate

Dis

covery

Develo

pm

en

tExe

cuti

on



+

INDUSTRY EXPERTS

+

CUSTOMER INTERVIEWS

CRAIGSLIST





1 Selected


49COST

REDUCTION

OUR FIRST PRODUCT



$3200


3 MONTHS AGO


Website

Physical Product


rs

Design Community

Idea



Menu Expenses

$$$

$$$$



SEM Email


Lots of competition


Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles



Key Resources




Key Partners




Key Activities




Cost Structure






9 Guesses

Guess Guess

Guess

Guess

GuessGuess

Guess

GuessGuess














The Pivot




Details







Idea

Business Model

Size Opportunity






Customer Discovery

Customer Validation




Business Model(s)

Customer Discovery

Customer Validation

Theory Practice

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)






Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Part 3


>





CONSUMER

PAIN POINTS

OUR SOLUTION



Designers

AFFORDABLE Pieces

Lack of VARIETY


Design

Low

VALUE


DESIGNER

PAIN POINTS

OUR SOLUTION

Lack of BUSINESS

SKILLS


community

Regular FEEDBACK

Manage BUSINESS

OPERATIONS

Online COMMUNITY

VOTING amp COMMENT


LOW-FIDELITY MVP

HIGH-FIDELITY MVP



1 Generate idea


2 Create renderings





9 Source materials





Iterate

Iterate

Dis

covery

Develo

pm

en

tExe

cuti

on



+

INDUSTRY EXPERTS

+

CUSTOMER INTERVIEWS

CRAIGSLIST





1 Selected


49COST

REDUCTION

OUR FIRST PRODUCT



$3200


3 MONTHS AGO


Website

Physical Product


rs

Design Community

Idea



Menu Expenses

$$$

$$$$



SEM Email


Lots of competition


Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles



Key Partners




Key Activities




Cost Structure






9 Guesses

Guess Guess

Guess

Guess

GuessGuess

Guess

GuessGuess














The Pivot




Details







Idea

Business Model

Size Opportunity






Customer Discovery

Customer Validation




Business Model(s)

Customer Discovery

Customer Validation

Theory Practice

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)






Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Part 3


>





CONSUMER

PAIN POINTS

OUR SOLUTION



Designers

AFFORDABLE Pieces

Lack of VARIETY


Design

Low

VALUE


DESIGNER

PAIN POINTS

OUR SOLUTION

Lack of BUSINESS

SKILLS


community

Regular FEEDBACK

Manage BUSINESS

OPERATIONS

Online COMMUNITY

VOTING amp COMMENT


LOW-FIDELITY MVP

HIGH-FIDELITY MVP



1 Generate idea


2 Create renderings





9 Source materials





Iterate

Iterate

Dis

covery

Develo

pm

en

tExe

cuti

on



+

INDUSTRY EXPERTS

+

CUSTOMER INTERVIEWS

CRAIGSLIST





1 Selected


49COST

REDUCTION

OUR FIRST PRODUCT



$3200


3 MONTHS AGO


Website

Physical Product


rs

Design Community

Idea



Menu Expenses

$$$

$$$$



SEM Email


Lots of competition


Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles



Key Activities




Cost Structure






9 Guesses

Guess Guess

Guess

Guess

GuessGuess

Guess

GuessGuess














The Pivot




Details







Idea

Business Model

Size Opportunity






Customer Discovery

Customer Validation




Business Model(s)

Customer Discovery

Customer Validation

Theory Practice

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)






Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Part 3


>





CONSUMER

PAIN POINTS

OUR SOLUTION



Designers

AFFORDABLE Pieces

Lack of VARIETY


Design

Low

VALUE


DESIGNER

PAIN POINTS

OUR SOLUTION

Lack of BUSINESS

SKILLS


community

Regular FEEDBACK

Manage BUSINESS

OPERATIONS

Online COMMUNITY

VOTING amp COMMENT


LOW-FIDELITY MVP

HIGH-FIDELITY MVP



1 Generate idea


2 Create renderings





9 Source materials





Iterate

Iterate

Dis

covery

Develo

pm

en

tExe

cuti

on



+

INDUSTRY EXPERTS

+

CUSTOMER INTERVIEWS

CRAIGSLIST





1 Selected


49COST

REDUCTION

OUR FIRST PRODUCT



$3200


3 MONTHS AGO


Website

Physical Product


rs

Design Community

Idea



Menu Expenses

$$$

$$$$



SEM Email


Lots of competition


Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles



Cost Structure






9 Guesses

Guess Guess

Guess

Guess

GuessGuess

Guess

GuessGuess














The Pivot




Details







Idea

Business Model

Size Opportunity






Customer Discovery

Customer Validation




Business Model(s)

Customer Discovery

Customer Validation

Theory Practice

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)






Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Part 3


>





CONSUMER

PAIN POINTS

OUR SOLUTION



Designers

AFFORDABLE Pieces

Lack of VARIETY


Design

Low

VALUE


DESIGNER

PAIN POINTS

OUR SOLUTION

Lack of BUSINESS

SKILLS


community

Regular FEEDBACK

Manage BUSINESS

OPERATIONS

Online COMMUNITY

VOTING amp COMMENT


LOW-FIDELITY MVP

HIGH-FIDELITY MVP



1 Generate idea


2 Create renderings





9 Source materials





Iterate

Iterate

Dis

covery

Develo

pm

en

tExe

cuti

on



+

INDUSTRY EXPERTS

+

CUSTOMER INTERVIEWS

CRAIGSLIST





1 Selected


49COST

REDUCTION

OUR FIRST PRODUCT



$3200


3 MONTHS AGO


Website

Physical Product


rs

Design Community

Idea



Menu Expenses

$$$

$$$$



SEM Email


Lots of competition


Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles





9 Guesses

Guess Guess

Guess

Guess

GuessGuess

Guess

GuessGuess














The Pivot




Details







Idea

Business Model

Size Opportunity






Customer Discovery

Customer Validation




Business Model(s)

Customer Discovery

Customer Validation

Theory Practice

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)






Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Part 3


>





CONSUMER

PAIN POINTS

OUR SOLUTION



Designers

AFFORDABLE Pieces

Lack of VARIETY


Design

Low

VALUE


DESIGNER

PAIN POINTS

OUR SOLUTION

Lack of BUSINESS

SKILLS


community

Regular FEEDBACK

Manage BUSINESS

OPERATIONS

Online COMMUNITY

VOTING amp COMMENT


LOW-FIDELITY MVP

HIGH-FIDELITY MVP



1 Generate idea


2 Create renderings





9 Source materials





Iterate

Iterate

Dis

covery

Develo

pm

en

tExe

cuti

on



+

INDUSTRY EXPERTS

+

CUSTOMER INTERVIEWS

CRAIGSLIST





1 Selected


49COST

REDUCTION

OUR FIRST PRODUCT



$3200


3 MONTHS AGO


Website

Physical Product


rs

Design Community

Idea



Menu Expenses

$$$

$$$$



SEM Email


Lots of competition


Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles














The Pivot




Details







Idea

Business Model

Size Opportunity






Customer Discovery

Customer Validation




Business Model(s)

Customer Discovery

Customer Validation

Theory Practice

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)






Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Part 3


>





CONSUMER

PAIN POINTS

OUR SOLUTION



Designers

AFFORDABLE Pieces

Lack of VARIETY


Design

Low

VALUE


DESIGNER

PAIN POINTS

OUR SOLUTION

Lack of BUSINESS

SKILLS


community

Regular FEEDBACK

Manage BUSINESS

OPERATIONS

Online COMMUNITY

VOTING amp COMMENT


LOW-FIDELITY MVP

HIGH-FIDELITY MVP



1 Generate idea


2 Create renderings





9 Source materials





Iterate

Iterate

Dis

covery

Develo

pm

en

tExe

cuti

on



+

INDUSTRY EXPERTS

+

CUSTOMER INTERVIEWS

CRAIGSLIST





1 Selected


49COST

REDUCTION

OUR FIRST PRODUCT



$3200


3 MONTHS AGO


Website

Physical Product


rs

Design Community

Idea



Menu Expenses

$$$

$$$$



SEM Email


Lots of competition


Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles




Details







Idea

Business Model

Size Opportunity






Customer Discovery

Customer Validation




Business Model(s)

Customer Discovery

Customer Validation

Theory Practice

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)






Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Part 3


>





CONSUMER

PAIN POINTS

OUR SOLUTION



Designers

AFFORDABLE Pieces

Lack of VARIETY


Design

Low

VALUE


DESIGNER

PAIN POINTS

OUR SOLUTION

Lack of BUSINESS

SKILLS


community

Regular FEEDBACK

Manage BUSINESS

OPERATIONS

Online COMMUNITY

VOTING amp COMMENT


LOW-FIDELITY MVP

HIGH-FIDELITY MVP



1 Generate idea


2 Create renderings





9 Source materials





Iterate

Iterate

Dis

covery

Develo

pm

en

tExe

cuti

on



+

INDUSTRY EXPERTS

+

CUSTOMER INTERVIEWS

CRAIGSLIST





1 Selected


49COST

REDUCTION

OUR FIRST PRODUCT



$3200


3 MONTHS AGO


Website

Physical Product


rs

Design Community

Idea



Menu Expenses

$$$

$$$$



SEM Email


Lots of competition


Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles







Idea

Business Model

Size Opportunity






Customer Discovery

Customer Validation




Business Model(s)

Customer Discovery

Customer Validation

Theory Practice

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)






Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Part 3


>





CONSUMER

PAIN POINTS

OUR SOLUTION



Designers

AFFORDABLE Pieces

Lack of VARIETY


Design

Low

VALUE


DESIGNER

PAIN POINTS

OUR SOLUTION

Lack of BUSINESS

SKILLS


community

Regular FEEDBACK

Manage BUSINESS

OPERATIONS

Online COMMUNITY

VOTING amp COMMENT


LOW-FIDELITY MVP

HIGH-FIDELITY MVP



1 Generate idea


2 Create renderings





9 Source materials





Iterate

Iterate

Dis

covery

Develo

pm

en

tExe

cuti

on



+

INDUSTRY EXPERTS

+

CUSTOMER INTERVIEWS

CRAIGSLIST





1 Selected


49COST

REDUCTION

OUR FIRST PRODUCT



$3200


3 MONTHS AGO


Website

Physical Product


rs

Design Community

Idea



Menu Expenses

$$$

$$$$



SEM Email


Lots of competition


Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles





Customer Discovery

Customer Validation




Business Model(s)

Customer Discovery

Customer Validation

Theory Practice

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)






Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Part 3


>





CONSUMER

PAIN POINTS

OUR SOLUTION



Designers

AFFORDABLE Pieces

Lack of VARIETY


Design

Low

VALUE


DESIGNER

PAIN POINTS

OUR SOLUTION

Lack of BUSINESS

SKILLS


community

Regular FEEDBACK

Manage BUSINESS

OPERATIONS

Online COMMUNITY

VOTING amp COMMENT


LOW-FIDELITY MVP

HIGH-FIDELITY MVP



1 Generate idea


2 Create renderings





9 Source materials





Iterate

Iterate

Dis

covery

Develo

pm

en

tExe

cuti

on



+

INDUSTRY EXPERTS

+

CUSTOMER INTERVIEWS

CRAIGSLIST





1 Selected


49COST

REDUCTION

OUR FIRST PRODUCT



$3200


3 MONTHS AGO


Website

Physical Product


rs

Design Community

Idea



Menu Expenses

$$$

$$$$



SEM Email


Lots of competition


Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles




Business Model(s)

Customer Discovery

Customer Validation

Theory Practice

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)






Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Part 3


>





CONSUMER

PAIN POINTS

OUR SOLUTION



Designers

AFFORDABLE Pieces

Lack of VARIETY


Design

Low

VALUE


DESIGNER

PAIN POINTS

OUR SOLUTION

Lack of BUSINESS

SKILLS


community

Regular FEEDBACK

Manage BUSINESS

OPERATIONS

Online COMMUNITY

VOTING amp COMMENT


LOW-FIDELITY MVP

HIGH-FIDELITY MVP



1 Generate idea


2 Create renderings





9 Source materials





Iterate

Iterate

Dis

covery

Develo

pm

en

tExe

cuti

on



+

INDUSTRY EXPERTS

+

CUSTOMER INTERVIEWS

CRAIGSLIST





1 Selected


49COST

REDUCTION

OUR FIRST PRODUCT



$3200


3 MONTHS AGO


Website

Physical Product


rs

Design Community

Idea



Menu Expenses

$$$

$$$$



SEM Email


Lots of competition


Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles




Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)






Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Part 3


>





CONSUMER

PAIN POINTS

OUR SOLUTION



Designers

AFFORDABLE Pieces

Lack of VARIETY


Design

Low

VALUE


DESIGNER

PAIN POINTS

OUR SOLUTION

Lack of BUSINESS

SKILLS


community

Regular FEEDBACK

Manage BUSINESS

OPERATIONS

Online COMMUNITY

VOTING amp COMMENT


LOW-FIDELITY MVP

HIGH-FIDELITY MVP



1 Generate idea


2 Create renderings





9 Source materials





Iterate

Iterate

Dis

covery

Develo

pm

en

tExe

cuti

on



+

INDUSTRY EXPERTS

+

CUSTOMER INTERVIEWS

CRAIGSLIST





1 Selected


49COST

REDUCTION

OUR FIRST PRODUCT



$3200


3 MONTHS AGO


Website

Physical Product


rs

Design Community

Idea



Menu Expenses

$$$

$$$$



SEM Email


Lots of competition


Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles




Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)






Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Part 3


>





CONSUMER

PAIN POINTS

OUR SOLUTION



Designers

AFFORDABLE Pieces

Lack of VARIETY


Design

Low

VALUE


DESIGNER

PAIN POINTS

OUR SOLUTION

Lack of BUSINESS

SKILLS


community

Regular FEEDBACK

Manage BUSINESS

OPERATIONS

Online COMMUNITY

VOTING amp COMMENT


LOW-FIDELITY MVP

HIGH-FIDELITY MVP



1 Generate idea


2 Create renderings





9 Source materials





Iterate

Iterate

Dis

covery

Develo

pm

en

tExe

cuti

on



+

INDUSTRY EXPERTS

+

CUSTOMER INTERVIEWS

CRAIGSLIST





1 Selected


49COST

REDUCTION

OUR FIRST PRODUCT



$3200


3 MONTHS AGO


Website

Physical Product


rs

Design Community

Idea



Menu Expenses

$$$

$$$$



SEM Email


Lots of competition


Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles




Business Model(s)

Customer Discovery

Customer Validation

Business Model(s)





Part 3


>





CONSUMER

PAIN POINTS

OUR SOLUTION



Designers

AFFORDABLE Pieces

Lack of VARIETY


Design

Low

VALUE


DESIGNER

PAIN POINTS

OUR SOLUTION

Lack of BUSINESS

SKILLS


community

Regular FEEDBACK

Manage BUSINESS

OPERATIONS

Online COMMUNITY

VOTING amp COMMENT


LOW-FIDELITY MVP

HIGH-FIDELITY MVP



1 Generate idea


2 Create renderings





9 Source materials





Iterate

Iterate

Dis

covery

Develo

pm

en

tExe

cuti

on



+

INDUSTRY EXPERTS

+

CUSTOMER INTERVIEWS

CRAIGSLIST





1 Selected


49COST

REDUCTION

OUR FIRST PRODUCT



$3200


3 MONTHS AGO


Website

Physical Product


rs

Design Community

Idea



Menu Expenses

$$$

$$$$



SEM Email


Lots of competition


Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles




Part 3


>





CONSUMER

PAIN POINTS

OUR SOLUTION



Designers

AFFORDABLE Pieces

Lack of VARIETY


Design

Low

VALUE


DESIGNER

PAIN POINTS

OUR SOLUTION

Lack of BUSINESS

SKILLS


community

Regular FEEDBACK

Manage BUSINESS

OPERATIONS

Online COMMUNITY

VOTING amp COMMENT


LOW-FIDELITY MVP

HIGH-FIDELITY MVP



1 Generate idea


2 Create renderings





9 Source materials





Iterate

Iterate

Dis

covery

Develo

pm

en

tExe

cuti

on



+

INDUSTRY EXPERTS

+

CUSTOMER INTERVIEWS

CRAIGSLIST





1 Selected


49COST

REDUCTION

OUR FIRST PRODUCT



$3200


3 MONTHS AGO


Website

Physical Product


rs

Design Community

Idea



Menu Expenses

$$$

$$$$



SEM Email


Lots of competition


Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles


>





CONSUMER

PAIN POINTS

OUR SOLUTION



Designers

AFFORDABLE Pieces

Lack of VARIETY


Design

Low

VALUE


DESIGNER

PAIN POINTS

OUR SOLUTION

Lack of BUSINESS

SKILLS


community

Regular FEEDBACK

Manage BUSINESS

OPERATIONS

Online COMMUNITY

VOTING amp COMMENT


LOW-FIDELITY MVP

HIGH-FIDELITY MVP



1 Generate idea


2 Create renderings





9 Source materials





Iterate

Iterate

Dis

covery

Develo

pm

en

tExe

cuti

on



+

INDUSTRY EXPERTS

+

CUSTOMER INTERVIEWS

CRAIGSLIST





1 Selected


49COST

REDUCTION

OUR FIRST PRODUCT



$3200


3 MONTHS AGO


Website

Physical Product


rs

Design Community

Idea



Menu Expenses

$$$

$$$$



SEM Email


Lots of competition


Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles





CONSUMER

PAIN POINTS

OUR SOLUTION



Designers

AFFORDABLE Pieces

Lack of VARIETY


Design

Low

VALUE


DESIGNER

PAIN POINTS

OUR SOLUTION

Lack of BUSINESS

SKILLS


community

Regular FEEDBACK

Manage BUSINESS

OPERATIONS

Online COMMUNITY

VOTING amp COMMENT


LOW-FIDELITY MVP

HIGH-FIDELITY MVP



1 Generate idea


2 Create renderings





9 Source materials





Iterate

Iterate

Dis

covery

Develo

pm

en

tExe

cuti

on



+

INDUSTRY EXPERTS

+

CUSTOMER INTERVIEWS

CRAIGSLIST





1 Selected


49COST

REDUCTION

OUR FIRST PRODUCT



$3200


3 MONTHS AGO


Website

Physical Product


rs

Design Community

Idea



Menu Expenses

$$$

$$$$



SEM Email


Lots of competition


Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles


DESIGNER

PAIN POINTS

OUR SOLUTION

Lack of BUSINESS

SKILLS


community

Regular FEEDBACK

Manage BUSINESS

OPERATIONS

Online COMMUNITY

VOTING amp COMMENT


LOW-FIDELITY MVP

HIGH-FIDELITY MVP



1 Generate idea


2 Create renderings





9 Source materials





Iterate

Iterate

Dis

covery

Develo

pm

en

tExe

cuti

on



+

INDUSTRY EXPERTS

+

CUSTOMER INTERVIEWS

CRAIGSLIST





1 Selected


49COST

REDUCTION

OUR FIRST PRODUCT



$3200


3 MONTHS AGO


Website

Physical Product


rs

Design Community

Idea



Menu Expenses

$$$

$$$$



SEM Email


Lots of competition


Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles


LOW-FIDELITY MVP

HIGH-FIDELITY MVP



1 Generate idea


2 Create renderings





9 Source materials





Iterate

Iterate

Dis

covery

Develo

pm

en

tExe

cuti

on



+

INDUSTRY EXPERTS

+

CUSTOMER INTERVIEWS

CRAIGSLIST





1 Selected


49COST

REDUCTION

OUR FIRST PRODUCT



$3200


3 MONTHS AGO


Website

Physical Product


rs

Design Community

Idea



Menu Expenses

$$$

$$$$



SEM Email


Lots of competition


Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles



1 Generate idea


2 Create renderings





9 Source materials





Iterate

Iterate

Dis

covery

Develo

pm

en

tExe

cuti

on



+

INDUSTRY EXPERTS

+

CUSTOMER INTERVIEWS

CRAIGSLIST





1 Selected


49COST

REDUCTION

OUR FIRST PRODUCT



$3200


3 MONTHS AGO


Website

Physical Product


rs

Design Community

Idea



Menu Expenses

$$$

$$$$



SEM Email


Lots of competition


Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles



+

INDUSTRY EXPERTS

+

CUSTOMER INTERVIEWS

CRAIGSLIST





1 Selected


49COST

REDUCTION

OUR FIRST PRODUCT



$3200


3 MONTHS AGO


Website

Physical Product


rs

Design Community

Idea



Menu Expenses

$$$

$$$$



SEM Email


Lots of competition


Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles





1 Selected


49COST

REDUCTION

OUR FIRST PRODUCT



$3200


3 MONTHS AGO


Website

Physical Product


rs

Design Community

Idea



Menu Expenses

$$$

$$$$



SEM Email


Lots of competition


Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles


49COST

REDUCTION

OUR FIRST PRODUCT



$3200


3 MONTHS AGO


Website

Physical Product


rs

Design Community

Idea



Menu Expenses

$$$

$$$$



SEM Email


Lots of competition


Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles



$3200


3 MONTHS AGO


Website

Physical Product


rs

Design Community

Idea



Menu Expenses

$$$

$$$$



SEM Email


Lots of competition


Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles


3 MONTHS AGO


Website

Physical Product


rs

Design Community

Idea



Menu Expenses

$$$

$$$$



SEM Email


Lots of competition


Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles



Menu Expenses

$$$

$$$$



SEM Email


Lots of competition


Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles



SEM Email


Lots of competition


Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles


Lots of competition


Not a dire problem

Only 1 signup

Bad

COMPANY

Better Closer

Good


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles


PIVOT



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles



$

Expenses

$

Expenses

$$$

Expenses



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles



SEM Email



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles



Top problem

Manual solution

12 signups

Bad

Better Closer

Good

COMPANY


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles


ITERATE


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles


$ $$ $$$



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles



SEM Email



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles



Restaurants love it

No signups

Vendors hesitantBad

Better Closer

Good

COMPANY


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles


ITERATE


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles


Requirements

$ $$ $$$


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles


Restaurants like it

Vendors like it

Both willing to pay

Bad

Better Closer

Good

COMPANY













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles













147


T 8775487248 F 3128031941

infopathfcom





149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles




149




Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles



Share of Wallet

RevCustomer


Loyalty

Churn LTV

New Customers


Customers

Prod

ucts

Existing New

Existing

New

High Uncertainty

Low Uncertainty




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles




152





Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles




Execute Search








Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles




Brand What Brand






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles






Example





157





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles





Stage Activities







Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles



Metrics






159

Exit Criteria







ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles


ProblemSolution Fit

Metrics






160

Exit Criteria








10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles


10 Customers









161

Exit Criteria





100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles


100 Customers

Metrics




bull Lifetime value

bull Referral rate


162

Exit Criteria





1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


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Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

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Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles


1000 Customers

Metrics


bull P amp L






163

Exit Criteria








164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

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Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

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Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles



164



Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

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Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles


Risk Cost

$

$$

$$$

$$$$

$$$$$

$$$$$$

$$$$$$$


Stage








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

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Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles








Projects

100

50

25

12

8

6

3

Stage










Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles









Goals

Metrics

168


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles


Process Roles

169

Slide 1

Slide 2

Agenda

Part 1



What We Now Know




Slide 12

Slide 13


Slide 15

Slide 16

Slide 17



Business Models

Business Models (2)

Slide 22














Slide 36



Slide 39

Slide 40



Slide 43







Slide 50








Slide 58

Slide 59

Part 2












Slide 72

Value Proposition

Slide 74

Customer Segments

Slide 76

Channels

Slide 78


Slide 80

Revenue Streams

Slide 82

Key Resources

Slide 84

Key Partners

Slide 86

Key Activities

Slide 88

Cost Structure

Slide 90


Slide 92

Slide 93

Slide 94


Slide 96

Slide 97


Slide 99


Slide 101



Slide 104

Slide 105








Slide 113

Slide 114

Slide 115

Slide 116

Slide 117

Slide 118

Slide 119

Slide 120

Slide 121

Slide 122

Slide 123

Slide 124

Slide 125

Slide 126

Slide 127

Slide 128

Slide 129

Slide 130

Slide 131

Slide 132

Slide 133

Slide 134

Slide 135

Slide 136

Slide 137

Slide 138

Slide 139

Slide 140

Slide 141

Slide 142

Slide 143

Slide 144

Concierge MVP

Lean Startup

(2)


Slide 149




Slide 153







ProblemSolution Fit

10 Customers

100 Customers

1000 Customers






Process Roles

Lean startup refresher

Documents

Transcript of Lean startup refresher