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H OW T O T H R I V E I N A C H A NGI NG E C ONOM Y W I T H
A GI L E T H I N K I NG , P RO C E S S E S A N D P RODUC T S
THE LEAN STARTUP
O P T I M A L W E B C O N S U L T A N T S I N C . T H E L E A N S T A R T U P 1 / 1 0 / 1 3
"THERE IS SURELY NOTHING QUITE SO USELESS AS DOING WITH GREAT EFFICIENCY WHAT SHOULD NOT BE DONE AT ALL"
PE T E R DRUCK E R
O P T I M A L W E B C O N S U L T A N T S I N C . T H E L E A N S T A R T U P 1 / 1 0 / 1 3
LEAP OF FAITH
O P T I M A L W E B C O N S U L T A N T S I N C . T H E L E A N S T A R T U P 1 / 1 0 / 1 3
FAILURE RATE
0
22.5
45
67.5
90
1 2 3 4 5 6 7 8 9 10N U M BE R OF Y E A R S
O P T I M A L W E B C O N S U L T A N T S I N C . T H E L E A N S T A R T U P 1 / 1 0 / 1 3
1. Provides a system, a structure
2. Make decisions on facts, not assumptions
3. Find your product market fit
LEAN STARTUP
Z E RO PE RC E N T B ODY FAT
LEAN
O P T I M A L W E B C O N S U L T A N T S I N C . T H E L E A N S T A R T U P 1 / 1 0 / 1 3
O P T I M A L W E B C O N S U L T A N T S I N C . T H E L E A N S T A R T U P 1 / 1 0 / 1 3
O P T I M A L W E B C O N S U L T A N T S I N C . T H E L E A N S T A R T U P 1 / 1 0 / 1 3
LEAN STARTUP 101 EXAMPLES Q&A
OVERVIEW
O P T I M A L W E B C O N S U L T A N T S I N C . T H E L E A N S T A R T U P 1 / 1 0 / 1 3
SCIENCE
O P T I M A L W E B C O N S U L T A N T S I N C . T H E L E A N S T A R T U P 1 / 1 0 / 1 3
ERIK RIES
O P T I M A L W E B C O N S U L T A N T S I N C . T H E L E A N S T A R T U P 1 / 1 0 / 1 3
LESS WASTE
O P T I M A L W E B C O N S U L T A N T S I N C . T H E L E A N S T A R T U P 1 / 1 0 / 1 3
MEASURE
BUILD
LEARN
THE LOOP
O P T I M A L W E B C O N S U L T A N T S I N C . T H E L E A N S T A R T U P 1 / 1 0 / 1 3
IDEA
O P T I M A L W E B C O N S U L T A N T S I N C . T H E L E A N S T A R T U P 1 / 1 0 / 1 3
MVP
Prototype of product
Least amount of effort to extract the most amount of learning
Validates your leap of faith assumptions
O P T I M A L W E B C O N S U L T A N T S I N C . T H E L E A N S T A R T U P 1 / 1 0 / 1 3
EXAMPLE
O P T I M A L W E B C O N S U L T A N T S I N C . T H E L E A N S T A R T U P 1 / 1 0 / 1 3
EXAMPLE
O P T I M A L W E B C O N S U L T A N T S I N C . T H E L E A N S T A R T U P 1 / 1 0 / 1 3
EXAMPLE
O P T I M A L W E B C O N S U L T A N T S I N C . T H E L E A N S T A R T U P 1 / 1 0 / 1 3
MEASURE
Measure the present (baseline)
Tune the engine (experiments)
Pivot or persevere
O P T I M A L W E B C O N S U L T A N T S I N C . T H E L E A N S T A R T U P 1 / 1 0 / 1 3
EXAMPLE
O P T I M A L W E B C O N S U L T A N T S I N C . T H E L E A N S T A R T U P 1 / 1 0 / 1 3
EXAMPLE
O P T I M A L W E B C O N S U L T A N T S I N C . T H E L E A N S T A R T U P 1 / 1 0 / 1 3
EXAMPLE
O P T I M A L W E B C O N S U L T A N T S I N C . T H E L E A N S T A R T U P 1 / 1 0 / 1 3
MEASURE -INNOVATION ACCOUNTING
Validates leap of faith assumptions
Actionable metrics vs. vanity metrics
O P T I M A L W E B C O N S U L T A N T S I N C . T H E L E A N S T A R T U P 1 / 1 0 / 1 3
VANITY METRICS
O P T I M A L W E B C O N S U L T A N T S I N C . T H E L E A N S T A R T U P 1 / 1 0 / 1 3
ACCESSIBLE
METRICS
ACTIONABLE AUDITABLE
O P T I M A L W E B C O N S U L T A N T S I N C . T H E L E A N S T A R T U P 1 / 1 0 / 1 3
ACTIONABLE
O P T I M A L W E B C O N S U L T A N T S I N C . T H E L E A N S T A R T U P 1 / 1 0 / 1 3
ACCESSIBLE
Simple
Concrete units
Cohort analysis
Easy to access
O P T I M A L W E B C O N S U L T A N T S I N C . T H E L E A N S T A R T U P 1 / 1 0 / 1 3
COHORT ANALYSIS
H T T P : / / G O O . GL / 8 O ORQ
O P T I M A L W E B C O N S U L T A N T S I N C . T H E L E A N S T A R T U P 1 / 1 0 / 1 3
EXAMPLE
O P T I M A L W E B C O N S U L T A N T S I N C . T H E L E A N S T A R T U P 1 / 1 0 / 1 3
EXAMPLE
O P T I M A L W E B C O N S U L T A N T S I N C . T H E L E A N S T A R T U P 1 / 1 0 / 1 3
EASY TO ACCESS
O P T I M A L W E B C O N S U L T A N T S I N C . T H E L E A N S T A R T U P 1 / 1 0 / 1 3
AUDITABLE
Credible
Metrics are people too
Find cause and affect
O P T I M A L W E B C O N S U L T A N T S I N C . T H E L E A N S T A R T U P 1 / 1 0 / 1 3
PIVOT OR PERSEVERE
O P T I M A L W E B C O N S U L T A N T S I N C . T H E L E A N S T A R T U P 1 / 1 0 / 1 3
1 .
OUR PIVOT
1. Top search engine positioning
2. Turn browsers in to buyers2.
O P T I M A L W E B C O N S U L T A N T S I N C . T H E L E A N S T A R T U P 1 / 1 0 / 1 3
1 .
2.
OUR PIVOT
1. Custom web design
2. Top search engine positioning
3. Turn browsers in to buyers3.
O P T I M A L W E B C O N S U L T A N T S I N C . T H E L E A N S T A R T U P 1 / 1 0 / 1 3
PIVOT TYPES
Zoom-in pivot
Zoom-out pivot
Customer segment pivot
Customer need pivot
Platform pivot
Business architecture pivot
Value capture pivot
Engine of growth pivot
Channel pivot
Technology pivot
O P T I M A L W E B C O N S U L T A N T S I N C . T H E L E A N S T A R T U P 1 / 1 0 / 1 3
RUNWAY
O P T I M A L W E B C O N S U L T A N T S I N C . T H E L E A N S T A R T U P 1 / 1 0 / 1 3
MEASURE
BUILD
LEARN
THE LOOP
O P T I M A L W E B C O N S U L T A N T S I N C . T H E L E A N S T A R T U P 1 / 1 0 / 1 3
ACCELERATE
Small batches
Fast production
O P T I M A L W E B C O N S U L T A N T S I N C . T H E L E A N S T A R T U P 1 / 1 0 / 1 3
ENGINES OF GROWTH
Sticky engine of growth
Viral engine of growth
Paid engine of growth
O P T I M A L W E B C O N S U L T A N T S I N C . T H E L E A N S T A R T U P 1 / 1 0 / 1 3
STICKY ENGINE OF GROWTH
Attract and retain customers
Track attrition or churn rate
If new customers > churn rate = growth
Speed = rate of compounding (growth-churn)
O P T I M A L W E B C O N S U L T A N T S I N C . T H E L E A N S T A R T U P 1 / 1 0 / 1 3
VIRAL ENGINE OF GROWTH
Require person to person transmition
Viral coefficient=new customers each new users brings
Growth= viral coefficient > 1
O P T I M A L W E B C O N S U L T A N T S I N C . T H E L E A N S T A R T U P 1 / 1 0 / 1 3
PAID ENGINE OF GROWTH
Cost of a customer - revenue
Can grow by
Lowering costs of acquiring
Increasing revenue per customer
O P T I M A L W E B C O N S U L T A N T S I N C . T H E L E A N S T A R T U P 1 / 1 0 / 1 3
LEARN
Measure what is most important to your engine of growth
Productivity is learning
O P T I M A L W E B C O N S U L T A N T S I N C . T H E L E A N S T A R T U P 1 / 1 0 / 1 3
MEASURE
BUILD
LEARN
THE LOOP
O P T I M A L W E B C O N S U L T A N T S I N C . T H E L E A N S T A R T U P 1 / 1 0 / 1 3
COMING IN FOR LANDING
T H A N K YOU
Q&AS L I DE S H A R E : H T T P : / /
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