3. Most startups fail (1)
93% of the companies that get
accepted by Y Combinator
eventually fail.
4. Most startups fail (2)
The default state of the world is to stay the way it is,
which means the default state of a startup is failure.
Chris Dixon
5. Startups donât die, they commit suicide
Startups die in many ways, but in the past couple of
years Iâve noticed that the most common cause of
death is what I call âStartup Suicideâ, a phenomenon
in which a startupâs founders and its management kill
the company while itâs still very much breathing.
Justin Kan
7. 1. The market
The real reason most startups fail is that they fail to build
something that people actually want to use and pay for.
An anonymous guy on the internet
8. 2. The founders
What's wrong with having one founder? To start with, it's
a vote of no confidence. It probably means the founder
couldn't talk any of his friends into starting the company
with him. That's pretty alarming, because his friends are
the ones who know him best.
Paul Graham
10. 5. Poor Execution
Execution is the great unaddressed issue in the business
world today. Its absence is the single biggest obstacle to
success and the cause of most of the disappointments
that are mistakenly attributed to other causes.
Larry Bossidy & Ram Charan
18. Product/Market fit (1)
The ONLY thing that matters is getting to product/
market fit.
Marc Andreesen
19. Product/Market fit (2)
Achieving product/market fit requires at least 40% of
users saying they would be âvery disappointedâ
without your product.
Sean Ellis
20. The Lean Startup methodology (1)
Lean Startup is a systematic process for iterating from
Plan A to a plan that works before running out of
resources.
Ash Maurya
32. How to test a business model ?
Get out
of the
building
33. How to interview a client ?
Source : http://practicetrumpstheory.com/customer-development-getting-started/
34. Exemples questions
Ask about the situation wherein they might discover the
problem you're attempting to solve.
Can you describe the problem to me in your own
words?
Talk me through the last time you had this problem
How are you solving the problem currently? What are
your workarounds?
38. Unique value proposition (2)
ZocDoc is a free service that helps patients find and book appointments
with local doctors instantly online or via mobile app
Pinterest is a visual discovery tool for finding ideas for projects and
interests.
Algolia provides a developer-friendly search API enabling users to
perform database search functions in a user-friendly manner.
Heroku is a multi-language cloud application platform that enables
developers to deploy, scale, and manage their applications.
Stripe provides a set of unified APIs and tools that instantly enable
businesses to accept and manage online payments.
40. Market size (1)
Total Addressable Market (TAM)
Everyone you wish to reach with your product.
Serviceable Available Market (SAM)
The portion of your TAM that you can actually address.
Serviceable Obtainable Market (SOM)
What is the realistic prediction of acquiring share of your SAM by you,
considering competition, locality, your distribution and sales channels and
any other market influences.
41. Market size (2)
TAM
Total Addressable Market
SAM
Serviceable Available Market
SOM
Serviceable Obtainable
Market
43. Market size - outils
Google Trends
-
Google AdWords
-
Facebook ads
-
Insee
44. Early-Evangelists by Steve Blank
Have the problem you think they have
-
Knows they have the problem
-
Tried to solve the problem themselves
-
Looked for a solution themselves
-
Put budget behind solving the problem
45. Persona (1)
Hello, Iâm Henri !
31 years old - art director
1000⏠/ month for clothing
Like picking girlsâ clothing
Alternative culture is my drug
Hey, je suis Gege !
26 ans - photographe
350⏠/ mois de shopping
Un style ne me suffit pas !
Je tiens un blog post-punk
61. Real MVP - exemples (1)
Wizard of Oz
Where customers believe they are interacting with the
actual product, but behind the scenes human beings are
doing the work.
Concierge
Manually perform tasks related to delivering
the value of your product or service
62. Real MVP - exemples (1)
Piecemeal
Emulate all the missing features with
existing services
One Painkiller feature
Restate any hard problem that requires a
lot of software into a simple problem that
requires much less.
65. Bibliographie (2)
How to actually do customer development - Rob Fitzpatrick
http://fr.slideshare.net/robfitz/how-to-actually-do-customer-development-and-not-waste-your-time