9. What is a startup?
“The act or fact of starting something; a
setting in motion.”
-Dictionary (useless)
10. What is a startup?
“Startups are fresh, new companies trying
to do cool stuff.”
-Instinctive (still mostly useless)
11. What is a startup?
“A startup is an organization formed to
search for a repeatable and scalable
business model.”
-Steve Blank
12. What is a startup?
“A startup is a human institution designed to
deliver a new product or service under
conditions of extreme uncertainty.”
-Eric Ries
13. What is a startup?
“...essentially a startup is a new business
designed for scale.”
“A startup is a small company that takes on a
hard technical problem.”
-Paul Graham
14. What is a startup?
“A startup is a business which has ambitions
and plans to grow by a large factor
over the next few years.”
-Me!
27. • A business is there to achieve a purpose
• Building things people don’t need is waste
• Building large things that people don’t need
is large waste
• You have no idea what you’re doing
• You have no idea what to build
28. • A business is there to achieve a purpose
• Building things people don’t need is waste
• Building large things that people don’t need
is large waste
• You have no idea what you’re doing
• You have no idea what to build
29. • A business is there to achieve a purpose
• Building things people don’t need is waste
• Building large things that people don’t need
is large waste
• You have no idea what you’re doing
• You have no idea what to build
30. • A business is there to achieve a purpose
• Building things people don’t need is waste
• Building large things that people don’t need
is large waste
• You have no idea what you’re doing
• You have no idea what to build
31. • A business is there to achieve a purpose
• Building things people don’t need is waste
• Building large things that people don’t need
is large waste
• You have no idea what you’re doing
• You have no idea what to build
70. Experiment failed...
what now?
• Why did it fail? Which assumption was
wrong?
• Can the assumption be tweaked, or does it
need to be thrown out?
• How can we rework the business model
now we know that we know this?
71. Experiments
succeeded, but...
• If it’s not working well enough to build a
sustainable business, it’s not working,
period.
72. • Zoom-in pivot: single feature becomes
the whole product
• Zoom-out pivot: the product becomes
a feature of a larger product
73. • Customer segment pivot: some
customers like us, but not the ones initially
targeted
• Customer need pivot: the product
doesn’t solve a big enough problem for our
customers
74. • Business architecture pivot: low
margin, high volume, vs. high margin, low
volume
• Value capture pivot: change the way
you monetise
84. Where to go from
here...
• “The Lean Startup” - Eric Ries
• “Running Lean” - Ash Maurya
• “The entrepreneur’s guide to customer development” -
Brant Cooper & Patrick Vlaskovits
• Numerous blogs online...
• Mentors...
• EXPERIENCE!