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TEACHINGLEAN STARTUP AT ACCELERATORS
Thank you
Thank you
BRIAN ARDINGERMANAGING DIRECTOR
Who am I?JUSTIN WILCOX
Blog
TEACH AROUND THE WORLDSan Francisco San Juan
Seattle
LincolnCalgary
Singapore
Barcelona
ParisLondon
Sydney
Zagreb
San Francisco San Juan
Seattle
LincolnCalgary
Singapore
Barcelona
ParisLondon
Sydney
Zagreb
STARTUP ACCELERATORS
CURRICULUM
MENTOR & SPEAKER
FOCUS Framework
TEACHING LEAN STARTUP ISHARD
1. Getting teams Invested in Validation2. Providing Individualized Instruction3. End-to-End Curriculum4. Q & A
agenda
In ValidationInvested
Poll
StudentEmployee
Peer
external internalCustomer
Change agent…
StudentEmployee
Peer
Extrinsic IntrinsicCustomer
Motivation…
StudentEmployee
Peer
months lifetimeCustomer
Motivation…
CUSTOMERS DON’T BUYproductsCUSTOMERS BUY SOLUTIONS TOproblems
STARTUPS DON’T BUYLean startupSTARTUPS BUY SOLUTIONS TOproblems
WhichProblems?
STARTUPS BUY SOLUTIONS TOproblemsTHEY SEE
Not problemsYOU SEE
What Problems do theySee?
AskThem
DeclaringVictory
Declaring Victory1. Define success metrics2. Confidence to pivot3. Unifies the team
Their Victory MatchYours?
StudentEmployee
Peer
external internalCustomer
Change agent…
CUSTOMERS DON’T BUYproductsCUSTOMERS BUY SOLUTIONS TOproblems
1. Getting teams Invested in Validation2. Providing Individualized Instruction3. End-to-End Curriculum4. Q & A
Invested in
Key to IndividualizedInstruction
1. Define End-to-End process2. Assess the team’s stage in the process3. Provide stage-specific instructions
Everything that needs testing
Business Model Canvas
Assumption
AssumptionAssumption
Assumption
Assumption
Assumption Assumption
Assumption
Assumption
Assumption
Assumption
Assumption
Assumption Assumption
Assumption
Assumption
Assumption
Assumption
Assumption
Assumption
Assumption Assumption
Assumption
Assumption
Assumption
Assumption
Assumption
Assumption
Assumption
Assumption
Assumption
AssumptionAssumption
Assumption
Assumption
Assumption Assumption
Assumption
Assumption
Assumption
Assumption
Assumption
Assumption
Assumption
Assumption
Assumption Assumption
Assumption
Assumption
AssumptionWhat order should teams go in?What tests do
they run?
Not a Process
How do they run them?
??
?
?
??
??
?
Assumption
AssumptionAssumption
Assumption
Assumption
Assumption Assumption
Assumption
Assumption
Assumption
Assumption
Assumption
Assumption
Assumption
Assumption
Assumption
Assumption
Assumption Assumption
Assumption
Assumption
Assumption
52
13 3
144 2
5 AssumptionsProcess
1 Principle5 assumptions
CUSTOMERS DON’T BUYproductsCUSTOMERS BUY SOLUTIONS TOproblems
ASSUMPTIONYou can find
people trying to solve the problem
They want your help solving it
They will “pay” you to solve it
You can solve it
You will achieve Product-Market
Fit
TEST
Manual solution
Cold outreach,Ads.Pre-Sales, LOIs
Product, large segments, etc.
CustomerInterviews
Utility Testing
Offer Testing
Currency Testing
Scaling to Fit
Finding Early Adopters
PHASE
S OFC C
FUU O
5 Phases
FOCUS Framework
S OFC C
FUU O
5 Phases
FOCUS Framework
1. Concrete steps
1 23 4 56 ...
2. Orders the steps
3. Exercises & tools for each step
Product-Market FitAssessment
1. What phase are they in?2. What’s their riskiest assumption?3. What’s their next step to test it?
CurrencyCalculator
1. Size market from bottom-up2. Define success metrics3. Track progress
1. Getting teams Invested in Validation2. Providing Individualized Instruction3. End-to-End Curriculum4. Q & A
Invested in
FOCUS Framework
End-to-Endcurriculum 1st Workbook during application process
Measure investment in validation Assess coachability Value-add for teams Arrive w/ valid interview data
1st Month is Offer Testing 2nd Month is Currency Testing 3rd Month is Utility Testing
S OFC C
FUU O
5 Phases
FOCUS Framework
Free CopyTeam
Copies10+
copies25+
Copies of Workboo
k #1
Focus for GAN
5 Online workbooks / 40+ exercises$100 off = eBooks $99 / print $199$120 off = eBooks $79 / print $179GAN Exclusive - $29 eBook
1. Getting teams Invested in Validation2. Providing Individualized Instruction3. End-to-End Curriculum4. Q & A
Recap
StudentEmployee
Peer
months lifetimeCustomer
Motivation…
CUSTOMERS DON’T BUYproductsCUSTOMERS BUY SOLUTIONS TOproblems
STARTUPS DON’T BUYLean startupSTARTUPS BUY SOLUTIONS TOproblems
STARTUPS BUY SOLUTIONS TOproblemsTHEY SEE
Not problemsYOU SEE
Declaring Victory1. Define success metrics2. Confidence to pivot3. Unifies the team
Key to IndividualizedInstruction
1. Define End-to-End process2. Assess the team’s stage in the process3. Provide stage-specific instructions
Product-Market FitAssessment
1. What phase are they in?2. What’s their riskiest assumption?3. What’s their next step to test it?
Everything that needs testing
Business Model Canvas
Assumption
AssumptionAssumption
Assumption
Assumption
Assumption Assumption
Assumption
Assumption
Assumption
Assumption
Assumption
Assumption Assumption
Assumption
Assumption
Assumption
Assumption
Assumption
Assumption
Assumption Assumption
Assumption
Assumption
Assumption
Assumption
Assumption
Assumption
Assumption
Assumption
Assumption
AssumptionAssumption
Assumption
Assumption
Assumption Assumption
Assumption
Assumption
Assumption
Assumption
Assumption
Assumption
Assumption
Assumption
Assumption Assumption
Assumption
Assumption
AssumptionWhat order should teams go in?What tests do
they run?
Not a Process
How do they run them?
??
?
?
??
??
?
Assumption
AssumptionAssumption
Assumption
Assumption
Assumption Assumption
Assumption
Assumption
Assumption
Assumption
Assumption
Assumption
Assumption
Assumption
Assumption
Assumption
Assumption Assumption
Assumption
Assumption
Assumption
52
13 3
144 2
5 AssumptionsProcess
S OFC C
FUU O
5 Phases
FOCUS Framework
S OFC C
FUU O
5 Phases
FOCUS Framework
1. Concrete steps
1 23 4 56 ...
2. Orders the steps
3. Exercises & tools for each step
End-to-Endcurriculum 1st Workbook during application process
Measure investment in validation Assess coachability Value-add for teams Arrive w/ valid interview data
1st Month is Offer Testing 2nd Month is Currency Testing 3rd Month is Utility Testing
1. Getting teams Invested in Validation2. Providing Individualized Instruction3. End-to-End Curriculum4. Q & A
Recap
Thank you
BRIAN ARDINGERMANAGING DIRECTOR
Thank you
TEACHINGLEAN STARTUP AT ACCELERATORS
