Lean Workshop

links.txt

http://www.nailthenscale.com/nail-it-then-scale-it-principles-and-process/ (5 steps, Clayton Christensen quote)

http://practicetrumpstheory.com/2013/03/lean-analytics-the-one-metric-that-matters-and-other-provocations/

http://customerdevlabs.com/2013/11/05/how-i-interview-customers/

http://organizationalphysics.com/2013/04/16/the-lean-startup-goes-mainstream-heres-what-you-need-to-know/

https://docs.google.com/presentation/d/1r2AsONEqaZOfVOIcDz8DHEvjWvXsLDq5Km6hJEbe2Ec/edit#slide=id.gf803d980_14

outline.md

Lean Movement

May 14th, 1-3:30pm

(1-2 books to give away!)

1:00 - 1:10 Intro

- "how many of you are familiar with" questions
- Story: (Paul MacCready)[http://www.azarask.in/blog/post/the-wrong-problem/]
  - (via Aza Raskin / Alan Kay)
  - Kremer Prize
    - £50,000 - fly a figure eight around 2 markers a half-mile apart
    - £100,000 - fly across the English Channel
  - 18 years with 0 successes
  - > 1 year to rebuild the plane
  - "The problem is that we don't understand the problem."
  - "How can you build a plane that could be rebuilt in hours not months?" (aluminium tubing, plastic foam, piano wire, bicycle parts, and mylar foil)
  - took MacCready 6 months to win the £50k prize, and another year to win the £100k
  - "Do more with less."
- learning is the most important thing we can do in the early days of a startup
- temporary organization in search of a repeatable, scalable business model

1:10 - 1:20 Lean Canvas - overview + first two sections

- Why this order? 5 stages:
  - NISI:
    1. Customer pain
    2. Solution
    3. Go-to-market
    4. Business model
    5. Scale it
  - Lean Analytics:
    1. Empathy
    2. Stickiness
    3. Virality
    4. Revenue
    5. Scale
- problem + customer segment sections

1:20 - 1:40 EXERCISE: Lean Canvas - first two sections

1:40 - 2:00 PRESENT: Canvases

2:00 - 2:10 Break

2:10 - 2:25 Customer interviews

- Positive / negative / present / future quadrant
- 4 Ps (problem, process, priority, price?)
- set the context (http://customerdevlabs.com/2013/11/05/how-i-interview-customers/)
- avoid leading or yes/no questions
- it's not about your solution!
- "A to Z" sales technique: "As you look at your entire X process, starting with A and continuing through Z, as successful as you've been, what part of the process is most concerning to you?"
- Where do your interviews come from? If you can't find 5 interviews, how are you going to find 5 customers? 50? 500?

2:25 - 3:00 EXERCISE: 2x customer interviews

3:00 - 3:10 Break

3:10 - 3:20 Customer interviews Q&A

3:20 - 3:30 UVP + Solution

- UVP - Use words and phrases from your interviewee
- Solution
  - Validate the problem (AdWords, cold calls, etc.)
  - MVP

3:30 - 3:45 EXERCISE: UVP + Solution

3:45 - 4:00 PRESENT: Canvases

4:00 - 4:10 Break

4:10 - 4:30 The rest of the canvas

- Channels
  - Partners are overrated
- Revenue / cost -- investor fit
- Key metrics
  - Lean Analytics examples -- OMTM
  - Vanity metrics

4:30 - 4:45 Q&A

4:45 Closing / DSV / etc.