• Overview: Short History• What is Lean Startup?• How can I use Lean Startup?

Start-up StrategyLean Startup + YOU

Presentation by Chris Zobrist (czobrist@cal.berkeley.edu)

• Steve Blank• Co-Founded 8 Startups• 1996: Started E.piphany

(CRM Software)• 1998: $3.4mil sales• 1999: IPO raised $72mil

Customer Development

• Eric Reis (student of Steve Blank at UC Berkeley)

• Co-Founded 2 Startups• 2004: Started IMVU

(3D Chat Client)• 2009: $20mil sales• 2010: $40mil sales

Customer Development + Agile

Based on Lean Manufacturing

Build, Measure, Learn Cycle

Learn through Rapid Prototyping and Experiments•Tactics:• Lead Users• Smoke Tests• A/B Tests

Cust Dev + Agile = Lean Startup

Both frameworks are very detailed…

For most entrepreneurs, they are TOO detailed…

So, how to make it more SIMPLE..

and USEFUL?

Lean Philosophy• Lean = Minimize Waste• Waste = A product that no one will use• Build only products your customers will use

How can we build a product our customers will use?

Is Lean Startup right for me?Useful Ideas #1: Minimize Startup Costs

Is Lean Startup right for me?Useful Idea #2: Learn quickly what Customers need

Is Lean Startup right for me?Useful Idea #3: Validate Customer Demand through

Experiments and making and testing Prototypes

Lean Startup Philosophy in UseMost Seed Accelerators/Incubators follow Lean Philosophy:•Y Combinator (US)•Tech Stars (US)•Seed Camp (UK)•Startup Sauna (EU)•Startup Chile (Chile)•JFDI (Singapore)

Is Lean Startup right for my Startup?

Key Question:•Does your Product involve writing new software?•If not, then the Agile of Lean Startup may not be useful for you.

Customer Development Framework

NO SURVEYS!!! Face-to-face Lead User interaction and observation is REQUIRED

Step 1 – Customer Discovery

Who is your Customer?Identify, Observe, and Interact with your Lead User

Five Discovery Skills

Become a Master Innovator by…1.Associating2.Questioning3.Observing4.Networking5.Experimenting

For more on these and other topics:E-mail: czobrist@cal.berkeley.eduLaunching July 2012:

One-Year Masters of Science in Innovation, Leadership, and Entrepreneurship (English)

•Designed to train High-Potential Innovators•Learning through real-world Experience•Connections to Industry and Investors

Go to facebook.com/jvn.ms.ile

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