The Startup Owner's Manual
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The Startup Owners Manual
Stanford - School of EngineeringU.C. Berkeley - Haas School Of Business
www.steveblank.comTwitter: @sgblank
Steve Blank
See the Animated Version of this Presentation at:
http://www.slideshare.net/sblank/the-startup-owners-manual-sxsw-the-
movie-2
This Talk is Based On• Business Model Generation• The Lean Startup• Four Steps to the Epiphany
This Talk is Based On• Business Model Generation• The Lean Startup• The Startup Owners Manual
Not all those who wander are lost
Bilbo Baggins
The Search for a Path
1602 - 1908
The Path to Business Execution
But Startups are Not Smaller Versions of Larger Companies
From Atoms to Bits
The Startup Path
Search Versus Execution
What’s a Startup?
What’s a Business Model?
Value Proposition
What Are You Building and For Who?
Customer Segments
Who Are They?Why Would They Buy?
Channels
How does your Product Get to Customers?
Customer Relationships
How do you Get, Keep and Grow Customers?
Revenue Streams
How do you Make Money?
Key Resources
What are your most important Assets?
Key Partners
Who are your Partners and Suppliers?
Key Activities
What’s Most Important for the Business?
Cost Structure
What are the Costs and Expenses
Turning Hypotheses Into Facts
The Four Steps – The Startup Path
Customer Development
Customer Development
There Are No Facts Inside The Building, So Get the Heck Outside
Customer Development
Test the Problem, Then the Solution
Customer Development
The Entrepreneurial Journey
Startup Owners Manual
Startup Owners Manual
National Science Foundation
• Yes there’s an E-Book version coming• Free autographed copies - Sunday
Startup America Salon E 1:30 -3pm
Startup Owners Manual
Examples from the Book
Examples from the Book
Step-by-Step for b
oth web/m
obile
and physical ch
annels
Customer Relationships
Customer Relationships Web/Mobile Products– Get Customers
© 2012 Steve Blank
Customer Relationships Web/Mobile Products– Keep Customers
© 2012 Steve Blank
Customer Relationships Web/Mobile Products– Grow Customers
© 2012 Steve Blank
Customer Relationships Web/Mobile Products Get/Keep/Grow
© 2012 Steve Blank
Customer Relationships Physical & Web Mobile Are Different
© 2012 Steve Blank
Customer Relationships Physical & Web Mobile Are Different
© 2012 Steve Blank
Make Your Lives Extraordinary
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