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Lean Startup and
Customer Dev
StartUP Academy
The old business
plan model
Time
Cash
Flow
II III IVI
The Entrepreneur’s Challenge
Visioning the Future into the Present
Lean startup cust dev intro start up academy
Lean Start Up 101
Lean Start up
The Problem:
Management was Focused on Planning
Design
• Processes
• Positions
• Pathways
Learning
• Sensing
• Seizing
• Managing
The New Model Emphasizes Speed and
Agility
and Iteration between Design and Learning
Design
• Processes
• Positions
• Pathways
Learning
• Sensing
• Seizing
• Managing
Steps of Lean Start Up
• Opportunity Recognition
• Customer Development
• Agile Product Development
• Business Model Development
• Bootstrapping / Creative Financing
Experimental Mindset & Design Thinking
Customer
Development
Lean is about
eliminating waste
The biggest waste is
building something that
nobody wants
Lean startup cust dev intro start up academy
Customer development helps in 2 ways
1. If you're building the wrong thing, it helps
you learn that sooner
2. Once you're building the correct thing, it
helps you find customers before you launch
It's very simple
1. Talk to lots of customers
2. Deeply understand their
needs
3. Write down what you learn
But it is not sales!
It's about learning
There are lots of possible ways to learn what
your customers want
Customer Testing Model
5/31/2013 19
This is what you want…
This is what you get if you aren’t careful
A process not an
event
Thank you!

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