Steve Blank Startup Owners Manual

The
Startup Owners Manual

Steve Blank
Stanford - School of Engineering U.C. Berkeley - Haas School Of Business www.steveblank.com Twi9er: @sgblank
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This Talk is Based On

Business Model GeneraCon The Lean Startup Four Steps to the Epiphany
This Talk is Based On

Business Model GeneraCon The Lean Startup The Startup Owners Manual
Not all those who wander are lost

Bilbo Baggins
The Search for a Path

1602 - 1908
2012 Steve Blank
The Path to Business ExecuCon

But Startups are Not Smaller Versions of Larger Companies
2012 Steve Blank
From Atoms to Bits
2012 Steve Blank
The Startup Path

Search Versus ExecuCon
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Whats a Startup?
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Whats a Business Model?
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Value ProposiCon
What Are You Building and For Who?
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Customer Segments
Who Are They? Why Would They Buy?
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Channels
How does your Product Get to Customers?
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Customer RelaConships
How do you Get, Keep and Grow Customers?
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Revenue Streams
How do you Make Money?
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Key Resources
What are your most important Assets?
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Key Partners
Who are your Partners and Suppliers?
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Key AcCviCes
Whats Most Important for the Business?
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Cost Structure
What are the Costs and Expenses
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Turning Hypotheses Into Facts
2012 Steve Blank
The Four Steps The Startup Path

Customer Development
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There Are No Facts Inside The Building, So Get the Heck Outside
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Test the Problem, Then the SoluCon
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The Entrepreneurial Journey
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NaConal Science FoundaCon

Yes theres an E-Book version coming Free autographed copies - Sunday Startup America Salon E 1:30 -3pm
Examples from the Book
Examples from the Book
Web/Mobile Products Get Customers
2012 Steve Blank
Web/Mobile Products Keep Customers
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Web/Mobile Products Grow Customers
2012 Steve Blank
Web/Mobile Products Get/Keep/Grow
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Physical & Web Mobile Are Dierent
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Physical & Web Mobile Are Dierent
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How Does This Really Work?
Lean LaunchPad Class
NaConal Science FoundaCon
How Does This Really Work?

8 Weeks from an Idea to a Business
Interviews: 252 Partner: 10 Survey: 76
Team Dynamo
Final Presentation
THE TEAM
Megh Gautam MS&E MS PICTURE BTech in IT PICTURE
Al Hassan Hleileh MBA 2 MA in POL ECON SOC H
Hung Le MS&E MS PICTURE BS in EE/CS PICTURE
Elika Mahdavi MS&E MS BS in Indus.Eng.
TABLE OF CONTENTS
1. Overview of our idea evolution 2. Our journey from week 1 to week 8 3. Current Idea
Archetype Product vision Partner Channel & Demand Creation Competitive Landscape Market Sizing
4. Lesson learned and what next
IDEA EVOLUTION THROUGH PIVOT
1 Travel booking portal for Middle Easterns
2 Social travel planning
3 Ex-pat travel portal to Middle East
4 Safe travel portal for US travelers to M.E.
Travel inspiration Social platform that nudges people to inspire and enrich their life
Nudge to enrich life
Focus Competition Market size Market Customer Customer size Insights Insights Research
Scalability Market size
Interviews: 20
Week 1
WEEK 1 MAKE MY DREAM

Middle East focused Travel booking portal
Hotels Airlines Events (Festivals) Car rentals Promotion companies Deal listings State Tourism Travel agents Conventions (CES) Business Schools (Study groups) Product Development Lowest price Middle East focused platform A/B testing Best inventory Relationship with hotels; airlines; car rentals Sourcing deals Acquisition, retain customers Convenient Experiential UI Social Validation Create a Community Multiple options Best Actionable deals Relevant locations Trusted relationships Successful partnerships Brand awareness/ identification Pilots Cross pollination Events (Parties!)
New Remain Remove
Young and the affluent High disposable incomes Willing to explore Young and single Divergent origins Social media savvy Young couples Trendsetting behavior Young families Best education for kids Cultural experience Trendy destinations
Offer a booking platform with group discounts and flash-sales Ramp up strategy through social conversations
Preserve memories of travel through photo sharing and quotes

Web and mail Advertising Social Media Word of Mouth Referrals Customer call centers Magazines
Market understanding Best in class product Relationship with partners Human Capital
Human Capital Product Development Advertising costs Maintaining relationships Refunds
Percentage of booking costs Percentage of hotel/package (s) Advertising revenues Event of the month Exclusive partnership with events
Week 1
New Remain Remove
Hotels Airlines Events (Festivals) Car rentals Promotion companies Deal listings State Tourism Travel agents Conventions (CES) Business Schools (Study groups)
Product Development A/B testing Relationship with hotels; airlines; car rentals Sourcing deals Acquisition, retain customers
Lowest price Best inventory Convenient Experiential UI Social Validation Create a Community Multiple options Best Actionable deals Relevant locations
Trusted relationships Successful partnerships Brand awareness/ identification Pilots Cross pollination Events (Parties!)
Week 1
New Remain Remove
Web and mail Lack of focus in value propositions Market understanding Best in class product Relationship with partners Human Capital
Too broad a platform Too many value propositions
Advertising Social Media Word of Mouth Referrals Customer call centers Magazines
Week 1
New Remain Remove
Market sizing problem
Young and the affluent High disposable incomes Willing to explore Young and single Divergent origins Social media savvy Young couples Trendsetting behavior
The method we used was a top-down Young families approach Best education for kids We didnt use net numbers (gross)
Market understanding Best in class product Relationship with partners Human Capital Web and mail Advertising Social Media Word of Mouth Referrals Customer call centers Magazines Cultural experience Trendy destinations
The lesson here is that if we were to do it again we would use bottom up / net figures
Week 1

Lack of focus in customer segments
Hotels Airlines Events (Festivals) Car rentals Promotion companies Deal listings State Tourism Travel agents Conventions (CES) Business Schools (Study groups) Product Development A/B testing Relationship with hotels; airlines; car rentals Sourcing deals Acquisition, retain customers Lowest price Best inventory Convenient Experiential UI Social Validation Create a Community Multiple options Best Actionable deals Relevant locations
New Remain Remove
We were not focused on a specific customer segment too broad.
Our interview base was biased towards our network needed a better sample.
Week 1
New Remain Remove
Key learning
Focus is crucial be it in your value proposition or in your customer segmentation Market sizing Use bottom up whenever possible Get out of the building in spirit and in action. Avoid bias
Market understanding Best in class product Relationship with partners Human Capital Web and mail Advertising Social Media Word of Mouth Referrals Customer call centers Magazines
Interviews: 20
Customer focus
Week 2
WEEK 2 SOCIAL TRIP PLANNING

Pivot to social travel planning for group traveling
Social Networks Travel Publications Hotels Business Schools Travel agents Airlines Events Deal listings Car rentals Promotion companies State Tourism Conventions (CES)
New Remain Remove
Through our mentors, we really dug into our customers insights Customer Acquisition Easy and pleasurable Trusted relationships Young and the affluent They were telling us that they didnt just want to go to the Convenient Brand awareness/ Young and single middle east Experiential UI identification Divergent origins They wanted a seamless, social and enjoyable travel experience from A-Z
Lowest price Multiple options Best Actionable deals Relevant locations Create a Community Social Validation Pilots Cross pollination Customer Retention Product Dev Relationship with key partners Sourcing deals trip planning Best inventory Successful partnerships Events (Parties!) High disposable incomes Willing to explore
Social media savvy Young couples Trendsetting behavior Young families Best education for kids Cultural experience Trendy destinations
We pivoted to The Middle Easts travel booking portal with a ramp up focused on influential who want Word ofeasy Mouth and Social Media pleasurable trip planning Market understanding
Human Capital Relationship with partners Best in class product Web and mail Advertising Referrals Customer call centers Magazines
Week 2
New Remain Remove
Customer Acquisition Customer Retention Product Dev Relationship with key partners Sourcing deals
Easy and pleasurable trip planning Best inventory Convenient Experiential UI Lowest price Multiple options Best Actionable deals Relevant locations Create a Community Social Validation
Trusted relationships Successful partnerships Events (Parties!) Brand awareness/ identification Pilots Cross pollination
Market understanding Human Capital Relationship with partners Best in class product
Word of Mouth Social Media Web and mail Advertising Referrals Customer call centers Magazines
Week 2
New Remain Remove
Market understanding Human Capital Relationship with partners Best in class product Human Capital Product Development Advertising costs Maintaining relationships Refunds
Word of Mouth Social Media Web and mail Advertising Referrals Customer call centers Magazines of booking costs Percentage Percentage of hotel/package (s) Advertising revenues Event of the month Exclusive partnership with events
Week 2
New Remain Remove
Social Networks Travel Publications Hotels Business Schools Travel agents Airlines Events Deal listings
What was the problem?
When research for potential partners, we learned of several existing competitors with similar product crowded hypercompetitive
Car rentals Promotion companies State Tourism Conventions (CES)
Week 2
New Remain Remove
Social Networks Travel Publications Hotels Business Schools Travel agents Airlines Events Deal listings
Key learning
We should have looked at the competitive landscape earlier We should have spoken to industry / domain experts earlier
Car rentals Promotion companies State Tourism Conventions (CES)
Interviews: 64
Competition
Week 3
WEEK 3 EX-PAT TRAVELING

Pivot to Ex-pat Community Travel Portal
Social Networks Hotels Business Schools Travel agents Airlines Events Deal listings
New Remain Remove
We pivoted back to the original idea with focus one customer Customer Acquisition Local knowhow and on Trusted relationships segment Young and the affluent
Customer Retention Product Dev Relationship with key partners Sourcing deals content Successful partnerships High disposable incomes Willing to explore
A travel planner for Ex-Pat students who frequently visit the Middle-East & Easy and pleasurable Events (Parties!) trip planning Young and single other major cities. Travel Publications Best inventory Divergent origins We want to capture & publish their travel experience.
Social media savvy Young couples Trendsetting behavior
Market understanding Human Capital Relationship with partners
Word of Mouth Social Media
Percentage of booking costs
Week 3
New Remain Remove
Social Networks Hotels Business Schools Travel agents Travel Publications Airlines Events Deal listings
Local knowhow and content Easy and pleasurable trip planning Best inventory
Trusted relationships Successful partnerships Events (Parties!)
Week 3
New Remain Remove
Social Networks Hotels Business Schools Travel agents
Travel Publications Airlines Events Deal listings
We interviewed 64 people and found: The market was too small
There is little homogeneity in customer needs Too low frequency of travel to justify target Social market Media
Market understanding Human Capital Relationship with partners Word of Mouth
Week 3
New Remain Remove
Social Networks Hotels Business Schools Travel agents
Key learning
Travel Publications Airlines Events Deal listings
Market sizing is crucial
Interviews: 33 Survey: 46
Market size
Week 4
WEEK 4 US TRAVEL TO Middle East

Pivot to US Traveler Portal to Middle East
Social Networks Alumni Associations Hotels Business Schools Travel agents Travel Publications Airlines Events Deal listings
New Remain Remove
We expanded our market to entire US Customer Acquisition Safety proposition Customer Retention Local knowhow and travel market Product Development content Platform to facilitate Americans to Easy and pleasurable travel to the Middle-East
trip planning Best inventory Relationship with key partners Sourcing deals Community/Group Travel
Trusted relationships Successful partnerships
Young and the affluent High disposable incomes Willing to explore -MBA Students
Week 4

Young affluent market
Social Networks Alumni Associations Hotels Business Schools Travel agents Travel Publications Airlines Events Deal listings Customer Acquisition Customer Retention Product Development Relationship with key partners Sourcing deals Safety proposition 46 people Trustedand relationships We surveyed Local knowhow and Successful partnerships interview 33 more content MBA Students
New Remain Remove
Young & Affluent Americans Easy and pleasurable to the Middle East triptraveling planning Best inventory need local insight. Well be the trusted source!
Community/Group Travel
Young and the affluent High disposable incomes Willing to explore
Week 4
New Remain Remove
Customer Acquisition Customer Retention Product Development Relationship with key partners Sourcing deals
Safety proposition Local knowhow and content Community/Group Travel Easy and pleasurable trip planning Best inventory
Young and the affluent High disposable incomes Willing to explore -MBA Students
Week 4

Launched website with full basic booking functionalities
New Remain Remove
Ebtism.com went live
Full basic functionalities (login, browse deals and book trips) 4 sourced deals from agencies 42 GSB students booked
Word of Mouth Social Media Easy and pleasurable trip planning Best inventory
Safety proposition Local knowhow and content Community/Group Travel
MBA Students Young and the affluent High disposable incomes Willing to explore
Human Capital Product Development Advertising costs Exclusive login Maintaining relationships Refunds
Value proposition
Deals selection (real sourcing)
Ability to book trips
Week 4
New Remain Remove
We spoke to Christos Stergiou , founder of truegreece.com (Greece Easy and pleasurable trip planning Analogue)
Best inventory
10 years of development $5M idea

Market understanding Human Capital Relationship with partners Word of Mouth Social Media
Week 4
New Remain Remove
Key learning
Market size need to be VENTURE SCALE Easy and pleasurable We want to DISRUPT the Travel Space. Lets Re-think the Entire Idea!
Market understanding Human Capital Relationship with partners Word of Mouth Social Media trip planning Best inventory
Interviews: 17 Survey: 10
5 Social platform that nudges people to travel
Market size
Week 5
WEEK 5 TRAVEL NUDGE

Pivot to travel inspiration
Social Networks Travel Websites Alumni Associations Travel agents Business Schools Hotels
Paying partner side End-user side Remove
We pivot to a brand new market Customer Acquisition Enrichment (Travel) Inspire people to travel more Safety proposition Local knowhow and through recommendation content
Sourcing deals Customer Retention Product Development Relationship with key partners Leads
Online travelers Travel Websites MBA Students Young and the affluent High disposable incomes Willing to explore
Relevant based on social graph and travel history
Community/Group Travel
User data Human Capital Relationship with partners
Leads Advertising Percentage of booking costs
Week 5
WEEK 5 TRAVEL NUDGE
Inception of Nudge by looking at the competitive landscape

Social Networks Travel Websites Alumni Associations Travel agents Business Schools Hotels Customer Acquisition Customer Retention Product Development Relationship with key partners Sourcing deals Enrichment (Travel) Leads Safety proposition Local knowhow and content Community/Group Travel Trusted relationships Successful partnerships Online travelers Travel Websites MBA Students Young and the affluent High disposable incomes Willing to explore
Revised later
Week 5
WEEK 5 TRAVEL NUDGE
Social Networks Travel Websites Alumni Associations Travel agents Business Schools Hotels
Enrichment (Travel) Leads Safety proposition Local knowhow and content Community/Group Travel
Week 5
WEEK 5 TRAVEL NUDGE

Sizeable potential market
Social Networks Travel Websites Alumni Associations Travel agents Business Schools Hotels Customer Acquisition Enrichment (Travel) Customer Retention Leads Product Development Relationship with TAM =key $900MSafety proposition partners Local knowhow and content Sourcing deals Community/Group Travel Successful partnerships Bottom-up estimation Trusted relationships
Online travelers Travel Websites MBA Students
Market = population x nudge Young and the affluent High disposable incomes frequency x CTR x CPC
Willing to explore
SAM = $373M
SOM = $267M
With leads revenue sharing model, TAM is based on assumptions of nudges frequency and conversion Target market is justifiable with an annual revenue of $267 million with 31% market penetration
Week 5
WEEK 5 TRAVEL NUDGE

Mock up of the product for customer interview
Social Networks Travel Websites Alumni Associations Travel agents Business Schools Hotels Customer Acquisition Customer Retention Product Development Relationship with key partners Sourcing deals Enrichment (Travel) Leads Safety proposition Local knowhow and content Community/Group Travel Trusted relationships Successful partnerships
Interviews: 52 + 3 partners
Week 6
WEEK 6 TRAVEL NUDGE
Social Networks Travel Websites
Customer Acquisition Customer Retention Product Development Relationship with key partners
Enrichment (Travel) Customer Acquisition Leads
Online travelers Travel Websites
Human Capital Product Development Advertising costs Maintaining relationships
Cost per acquisition Leads Advertising
Week 6
WEEK 6 TRAVEL NUDGE

Partner
Social Networks Travel Websites Customer Acquisition Customer Retention Product Development Relationship with key partners Customer Acquisition Successful partnerships Reach out to Travelocity (Jim Hornthal) Leads Enrichment (Travel) Trusted relationships
Customer insights differed Technological challenges (e.g. cookies) Revenue share instead of lead generating Reach out to Expedia and Bookingmarkets Word of Mouth
Social Media
Confirm revenue share model (5% - 10%) and we even got a standard term
Week 6
WEEK 6 TRAVEL NUDGE

The customers value relevance of nudges
Social Networks Travel Websites Customer Acquisition Enrichment (Travel) Trusted relationships Then we went out of the building to interview 50partnerships Customer Retention Customer Acquisition Successful Product Development people at Stanford Mall
What prevents people from traveling is time, not imagination or laziness (seasonal) People dont want to be nudged too often (1 per month) Referrals from close friends more valuable Social Media User data than referrals from strangers Human Capital
Relationship with partners Word of Mouth
Relationship with key partners
Leads
Interviews: 16
7 Nudge to enrich life
Market size
Week 7
WEEK 7 - NUDGE
Expand from travel to include activity nudges
Social Networks Travel Websites Event Websites University Events Merchants
Customer We expanded nudges to include activities, events,Students Acquisition our Enrichment (Activities + Trusted relationships Customer Retention Travel) Successful partnerships Graduates social reminders than just travels Product Development Customer Acquisition Young Families
Enrichment (Travel) Travel Websites Keep user more engaged with relevant frequent nudges Online travelers Relationship with key partners
Cost per acquisition
Week 7
WEEK 7 - NUDGE
Enrichment (Activities + Travel) Customer Acquisition Enrichment (Travel)
Students Graduates Young Families Travel Websites Online travelers
Week 7
WEEK 7 - NUDGE
The customers want diverse nudges

We went out of the building to interview 20 people
People also want to be nudged in other things than just travel Mobile is the most effective medium to increase engagement
Week 7
WEEK 7 - NUDGE
Interviews: 15 Partners: 7 Pilot nudges: 20
Nudge to enrich life
Week 5
NUDGE
Creating NUDGE
Social Networks Travel Websites Acquisition nudge /nCustomer j/ Customer Retention Product Development Relationship with key partners Enrichment (Travel) Leads Trusted relationships Successful partnerships
Alumni Associations Travel agents Business Schools Hotels
Safety proposition MBA Students verb: Local knowhow and content with the elbow, to get someone's Young and the affluent to push slightly or gently, especially Sourcing deals Community/Group High disposable incomes attention, prod someone into action, etc. Travel Willing to explore
noun: a slight or gentle push or jog, especially with the elbow.

Week 8
WEEK 8 (FINAL)
Enrichment (Activities + Travel) Customer Acquisition
Students Graduates Young Families Travel Websites
CUSTOMER ARCHETYPES
Ashley
Age: 26 Stanford Student Worked in Hollywood Loves Adventures Wants to be nudged relevantly, and inspired!
Clair
Age: 28 Works at mobile start-up in San Francisco, originally from Montana Single & dating Plays soccer, runs marathons Likes to cook/host dinner with friends when possible
Alex
Age: 38 Married, 1 child (4 y.o. Clay) Investment professional in New York Volunteer coach for sons hockey team Commutes for work to Manhattan every day Goes out of town to the country for break once/ month with his family
NUDGE TYPES
Nudges from friends as a social push
Discovering nudges
OCCURING EVENTS (REALITY)
social push
serendipity
Highest conversion rate nudges
EVENTS YOU ARE AWARE OF (CONSCIOUS)
nudge
DESIRE (SUBCONSCIOUS)
SIMULATED NUDGE
We did a pilot to test how many people sign up for nudge 103 people try the product 42 people left email (41% signup for service rate)
This is awesome! I love it!! Just told me to walk the dish today! phenomenal and stunning all in one shot!!
Love the product idea!

As long as there is transparency between advertisers, the suggestion database and its users, this is an innovative idea. Otherwise, it is a rather subversive tool for consumer and social trends. An interesting concept either way!
SIMULATED NUDGE
We carefully selected people we know to send them tailored nudges We sent tailored nudge to 25 people with 40% conversion rate 10 people actually like the nudge and go 4 people may take the trip in the future 11 people didnt respond
NUDGE: "Visit the Rodin Sculpture Garden this week and get inspired. Located next to the Cantor Arts Center but accessible at all hours, the Rodin Sculpture Garden houses one of the largest collection of Rodin sculptures NUDGE: "it's 4 months till you graduate, take your best friend out for a coffee at Coupa, and share some of the good times you have had at GSB"
RECOMMENDING PLATFORM
Input
Crowd-sourced Social nudging Data mining Social networks Past behaviors
Model
Computational Matrix factorization Collaborative filtering
Curated Geography Time Customized user preference Context-based
PARTNERS
Partner
Gifts
Event + Activities
University Events
Revenue sharing (CPA)
Restaurants
Travel
Week 7
DEMAND CREATION
Days Facebook Ad 3 Views 273,380 Unique 120,173 Clicks 82 CTR 0.030% CPC $0.38
Engage Facebook Fan Page 60 898 46
Like 83
CPC Free
YouTube Video
370
Unique Avg time Website 30 900 430 2:22min
Bounce rate 62%
COMPETITIVE LANDSCAPE
Inspiration
Planning
Sharing
Q&A
Community
Flash Deal
Reminder
INCOME STATEMENT
Local beta at Stanford
Q2 2012 User growth projection
California Universities
Q3 2012 Q4 2012
Go global !
Q1 2013 Q2 2013 Q3 2013 Q4 2013
2,000
20,000
50,000
500,000
1,000,000
2,000,000
4,000,000
Q2 2012 Revenues Advertising Rev. Share * Total Revenue Cost of Sales Customer Acquisition Advertising & Promotions Total Cost of Sales Gross Profit Expenses Development ** Hosting Other Wages *** Travel Office + Utilities Total Expenses Net Income N/A $10,000 $10,000
Q3 2012 N/A $100,000 $100,000
Q4 2012 N/A $250,000 $250,000
Q1 2013 N/A $2,500,000 $2,500,000
Q2 2013 N/A $5,000,000 $5,000,000
Q3 2013 N/A $10,000,000 $10,000,000
Q4 2013 N/A $20,000,000 $20,000,000
$60 $1,000 $1,060 $8,940
$600 $1,000 $1,600 $98,400
$1,500 $1,000 $2,500
$15,000 $3,000 $18,000
$30,000 $3,000 $33,000 $4,967,000
$60,000 $3,000 $63,000 $9,937,000
$120,000 $3,000 $123,000 $19,877,000
$247,500 $2,482,000
$645,000 $1,250 $100,000 $5,000 $12,000 $763,250
$645,000 $1,250 $100,000 $5,000 $12,000 $763,250
$645,000 $1,250 $100,000 $5,000 $12,000 $763,250
$940,000 $1,250 $100,000 $10,000 $12,000 $1,063,250
$1,115,000 $1,250 $100,000 $10,000 $12,000 $1,238,250 $3,728,750
$1,290,000 $1,250 $100,000 $15,000 $12,000 $1,418,250 $8,518,750
$1,465,000 $1,250 $100,000 $15,000 $12,000 $1,593,250 $18,283,750
($754,310) ($664,850) ($515,750) $1,418,750
LESSON LEARNED
Focus is key segmentation is important Market sizing is crucial!!!! There is nothing more important than good team environment and culture Mentorship is hugely important, we couldnt have got where we are without our Mentors help We should be open to pivot even at an earlier stage and trade off: The need to be loyal to our old ideas vs. new innovations that could solve problems based on our customer insights Distilling insights and listening to experiments Looking past ourselves We have a heightened awareness of confirmation bias and try and assuage that in our different experiments
WHATS NEXT
Incubators
CRITICAL SUCCESS MILESTONES NEXT 6 MONTHS

Initiate Cohort Analysis Expand Beta testing to entire Stanford Campus Test Gamification iteration and Badges Develop machine learning and curation technology and resources to enable scalability Hire key resources (software developer, data scientist, marketing, business development, social animal) and space
Why Do We Do This?
Make Your Lives Extraordinary

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The

Startup Owners Manual

See the Animated Version of this PresentaCon at:

This Talk is Based On

This Talk is Based On

Not all those who wander are lost

The Search for a Path

2012 Steve Blank

The Path to Business ExecuCon

2012 Steve Blank

From Atoms to Bits

2012 Steve Blank

The Startup Path

2012 Steve Blank

2012 Steve Blank

Whats a Business Model?

2012 Steve Blank

2012 Steve Blank

2012 Steve Blank

2012 Steve Blank

2012 Steve Blank

2012 Steve Blank

2012 Steve Blank

2012 Steve Blank

2012 Steve Blank

2012 Steve Blank

Turning Hypotheses Into Facts

2012 Steve Blank

The Four Steps The Startup Path

2012 Steve Blank

2012 Steve Blank

2012 Steve Blank

2012 Steve Blank

Startup Owners Manual

Startup Owners Manual

NaConal Science FoundaCon

Startup Owners Manual

Examples from the Book

Examples from the Book

Web/Mobile Products Get Customers

2012 Steve Blank

Web/Mobile Products Keep Customers

2012 Steve Blank

Web/Mobile Products Grow Customers

2012 Steve Blank

Web/Mobile Products Get/Keep/Grow

2012 Steve Blank

2012 Steve Blank

2012 Steve Blank

How Does This Really Work?

Lean LaunchPad Class

NaConal Science FoundaCon

How Does This Really Work?

Interviews: 252 Partner: 10 Survey: 76

Megh Gautam MS&E MS PICTURE BTech in IT PICTURE

Al Hassan Hleileh MBA 2 MA in POL ECON SOC H

Hung Le MS&E MS PICTURE BS in EE/CS PICTURE

Elika Mahdavi MS&E MS BS in Indus.Eng.

4. Lesson learned and what next

IDEA EVOLUTION THROUGH PIVOT

1 Travel booking portal for Middle Easterns

2 Social travel planning