Embed Size (px)
DESCRIPTION
Presented to the Lean Startup Sydney Meetup on 22 July 2013 which overs a basic Lean Startup intro, going into persona's and their benefits, then looking at reason why behind your business to connect with early adopters, then some basic channels to reach them. We also had a talk from Billy Tucker on the night from 57Signals.com. Cheers, Humphrey (Apologies Font conversion didn't work so well.)
Citation preview
Lean Startup SydneyHumphrey Laubscher
@HumphreyPL
Tomás Kutaj@tomaskutaj
Fishburners, Sydney, 23 July 2013
Mission
Connecting people
passionate about Lean
Startup Methodologies.
Meeting Format• Lean Startup Session• Workshop• Lean Conversation with Billy Tucker
• Startup Pitch’s (2min)• Meet and Greet Drinks!
What is Lean Startup?Steven Blank
steveblank.com
Eric ReisStartupLessonsLearned.com
Ash Mauryaashmaurya.com
Customer Development
Meets Agile Development
New Product LifecycleProblem
/ Solution
Fit
Product / Market
FitScale
Do I have Problem
worth Solving?
Have a built
something people want?
Can I repeat the processes profitably?
Validated Learning Growth
Pivots Optimizations
Lean Startup Canvas
Early Adopters / Earlyvangelists
The Revised Technology Adoption Life Cycle
Early Adopters
http://www.collegehumor.com/video/6348675/early-adapters-through-history
Persona’s
Fictitious
Represents Target Customers
User Motivation
User Expectation
Helps Teams Focus!
Resolves Disagreements
User Empathy
Channels
“Customers don’t care about your solution. They care about their problems.”- Dave McClure, 500Startups
Startup Metrics for Pirates
• Acquisition: users come to site from various channels
• Activation: users enjoy 1st visit: "happy” experience
• Retention: users come back, visit site multiple times
• Referral: users like product enough to refer others
• Revenue: users conduct some monetization behavior
Dave McClure @DaveMcClurehttp://500.co
http://500hats.typepad.comhttp://slideshare.net/
dmc500hats
AARRR!: Startup Metrics Model
Website.com
Revenue $$$
Biz DevAds, Lead Gen,
Subscriptions, ECommerce
Activ
atio
n
Homepage / Landing Page
Product Features
ACQUISITION
SEOSEM
Apps & Widgets
Affiliates
PR Biz Dev
Campaigns, Contests
Direct, Tel, TV
Social Network
s Blogs
Domains
Retention
Emails & Alerts
System Events & Time-based Features
Blogs, RSS, News Feeds
REFERRALEmails & widgets
Affiliates, Contests
Viral Loops
Role: Marketing / Sales
Q: What channels? Which users? Why?A: High Volume (#), Low Cost ($), High Conv
(%)
• Design & Test Multiple Marketing Channels + Campaigns• Select & Focus on Best-Performing Channels & Themes• Optimize for conversion to target CTAs, not just site/landing
page• Match/Drive channel cost to/below revenue potential
• Low-Hanging Fruit: – Blogs– SEO/SEM– Landing Pages– Automated Emails
Where from?
Create Content
Cold Call
Friends!
@WebbJS © John Webb 2013
WHY
HOW
WHAT
Simon Sinek: Start With Why
Traditional, product-led marketing
OUTSIDE - IN
@WebbJS © John Webb 2013
Innovators / Early Adopters engage with beliefs first
WHY
HOW
WHAT
INSIDE - OUT
Simon Sinek: Start With Why
@WebbJS © John Webb 2013
What
Compaq 1996
IBM 1997
Why
Apple 1997
Simon Sinek: Start With Why
@WebbJS © John Webb 2013
When your WHY is seen as a“Noble Cause” people will follow
Simon Sinek: Start With Why
Workout• Customer
Empathy Map• Early Adopter
Persona• Google and
Facebook Ad Example
Lean Conversation with
Billy Tucker
Startup Pitch’s
No Beer until someone Pitches!
Time to Socialise!
