1. Lean Startup, Customer Development, and Business Model Canvas
Learning for Life Lecture
Mike Marasco

2. This Talk is Based On

3. We now know how to make startups fail less

4. How?

5. The Entrepreneurial API

6. Entrepreneurial API = 3 parts
Business Model Canvas

7. Entrepreneurial API
Part 1 +
Part 2
Customer Development

8. + + Entrepreneurial API Part 3 Agile Engineering Agile Engineering

9. Startups Are Not Smaller Versions of Large Companies

10. Startups Are Not Smaller Versions of Large Companies
Large Companies Execute Known Business Models

11. Startups Are Not Smaller Versions of Large Companies
Startups Search for Unknown Business Models

12. What’s A Startup?

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

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

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

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

17. Startups Fail Because They Confuse Search with Execute

20. Turning Hypotheses Into Facts

22. The Four Steps – The Startup Path
Customer Development

24. There Are No Facts Inside The Building, So Get the Heck Outside
Customer Development
There Are No Facts Inside The Building, So Get the Heck Outside

26. Test the Problem, Then the Solution
Customer Development
Test the Problem, Then the Solution

28. The Entrepreneurial Journey
Customer Development
The Entrepreneurial Journey

30. What Are You Building and For Who?
Value Proposition
What Are You Building and For Who?

32. Who Are They? Why Would They Buy? Your Segments are Double Sided!
Customer Segments
Who Are They?
Why Would They Buy?
Your Segments are Double Sided!

34. How does your Device Get to Customers?
Channels
How does your Device Get to Customers?

36. Customer Relationships
How do you Get, Keep and Grow Customers?

38. Revenue Streams
How do you Make Money?

40. What are your most important Assets?
Key Resources
What are your most important Assets?

42. Who are your Partners and Suppliers?
Key Partners
Who are your Partners and Suppliers?

44. What’s Most Important for the Business?
Key Activities
What’s Most Important for the Business?

46. What are the Costs and Expenses
Cost Structure
What are the Costs and Expenses