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Prove yourself wrong
to get there faster.
Validation For Startups
Problem
Problem
Problem
Problem
Problem
Problem
Validation
Validation
Confirmation of
your vision through
reality based evidence.
Validation
Your
Vision
Their
Reality
$
Validation
Validation
Is Learning
Assumptions
Assumptions
Idea
 Problem
 Solution
Market
 Positioning
 Products
Pricing
 Funnels
 Website
Foundation
Foundation
60 Second Pitch
For
 Your Audience
 Your Product Name
is a
 Category Name
 which provides
Main Benefit
 unlike
 Competitor
which provides
 Competitor’s Benefit
Foundation
Business Model Canvas
7

Key
Partners
1

Value
Prop
2

Customer
Segments
4

Customer
Relations
3

Channels
8

Key
Activities
6

Key
Resources
9

Costs
5

Revenue
Foundation
Validation Board
© 2012 Lean Startup Machine. You are free to use it and earn money with it as an entrepreneur, consultant, or executive, as long as you are not a software company (the latter need to license it from us).www.ValidationBoard.com
Validation Board
Track Pivots
1st Pivot 2nd Pivot 3rd Pivot 4th PivotStart
Riskiest
Assumption
Method
Core Assumptions
Any assumption that, if invalidated, will break the business
Which Core Assumption has the
highest level of uncertainty?
Solas Bar
232 E. 9th Street
What is the lowest cost way to
test the Riskiest Assumption?
Choose: Exploration,
Pitch, or Concierge
Only put the Riskiest
Assumption from an
experiment in these boxes
Record data &
learnings separately
If Invalidated, pivot at least
one Core Hypothesis
If Validated, brainstorm and
test the next Riskiet Assumption
What is the weakest outcome
we will accept as validation?
Minimum
Success
Criterion
1
3
5
2
4
6
1
3
5
2
4
6
Project Name: Team Leader Name:
Customer
Hypothesis
Problem
Hypothesis
Solution
Hypothesis
Design Experiment
Track Pivots
Tip: For two-sided markets,
always validate the riskier side first
Tip: Clear all post-its from this area after each experiment is completed
Invalidated Validated
GET
OUT
OF THE
BLDG
Results
Tip: Do NOT define a solution
until you’ve validated the problem
Remember:
Limit one sticky-note per box
Write in ALL CAPS
Do not write more than 5 words on any sticky-note
h"ps://www.youtube.com/1
watch?v=HhoducyStMw1
Data
Data
Randoms
Likely
Customers
Data
Where are they?

1.  On the street
2.  Online
3.  Random
Affinities
4.  Psychographics
Techniques
Techniques
A/B Testing
Competitors
Content
Crowdfunding
Crowdspeaking
Demo
Interviews
Landing Pages
Launch
MeetUps
Mentors
Paid Traffic
Prototype
Sell
Surveys
Techniques
A/B Testing
Competitors
Content
Crowdfunding
Crowdspeaking
Demo
Interviews
Landing Pages
Launch
MeetUps
Mentors
Paid Traffic
Prototype
Sell
Surveys
•  Reverse Engineer Success
•  Troll Their Social Media
•  Interview Their Customers
About Them
•  Talk To Them Directly
Techniques
A/B Testing
Competitors
Content
Crowdfunding
Crowdspeaking
Demo
Interviews
Landing Pages
Launch
MeetUps
Mentors
Paid Traffic
Prototype
Sell
Surveys
B2B
Any Excuse To Interview Them
B2C
Pre-Product Customer Dev
Techniques
A/B Testing
Competitors
Content
Crowdfunding
Crowdspeaking
Demo
Interviews
Landing Pages
Launch
MeetUps
Mentors
Paid Traffic
Prototype
Sell
Surveys
Techniques
A/B Testing
Competitors
Content
Crowdfunding
Crowdspeaking
Demo
Interviews
Landing Pages
Launch
MeetUps
Mentors
Paid Traffic
Prototype
Sell
Surveys
Techniques
A/B Testing
Competitors
Content
Crowdfunding
Crowdspeaking
Demo
Interviews
Landing Pages
Launch
MeetUps
Mentors
Paid Traffic
Prototype
Sell
Surveys
Techniques
A/B Testing
Competitors
Content
Crowdfunding
Crowdspeaking
Demo
Interviews
Landing pages
Launch
MeetUps
Mentors
Paid Traffic
Prototype
Sell
Surveys
Past Behavior Discovery
Techniques
A/B Testing
Competitors
Content
Crowdfunding
Crowdspeaking
Demo
Interviews
Landing pages
Launch
MeetUps
Mentors
Paid Traffic
Prototype
Sell
Surveys
•  Biased
•  Don’t you agree that iOs apps
are better than Android?
•  Assuming
•  Double-barreled
•  Confusing
•  Unrelated
Bad Questions To Ask
Techniques
A/B Testing
Competitors
Content
Crowdfunding
Crowdspeaking
Demo
Interviews
Landing pages
Launch
MeetUps
Mentors
Paid Traffic
Prototype
Sell
Surveys
•  Biased
•  Don’t you agree that iOs apps are
better than Android?
•  Which apps do you prefer, iOs
or Android?
•  Assuming
•  Double-barreled
•  Confusing
•  Unrelated
Bad Questions To Ask
Techniques
A/B Testing
Competitors
Content
Crowdfunding
Crowdspeaking
Demo
Interviews
Landing pages
Launch
MeetUps
Mentors
Paid Traffic
Prototype
Sell
Surveys
•  Biased
•  Assuming
•  There are many people who
would like a mobile payment
app. Are you one of them?
•  Double-barreled
•  Confusing
•  Unrelated
Bad Questions To Ask
Techniques
A/B Testing
Competitors
Content
Crowdfunding
Crowdspeaking
Demo
Interviews
Landing pages
Launch
MeetUps
Mentors
Paid Traffic
Prototype
Sell
Surveys
Bad Questions To Ask
•  Biased
•  Assuming
•  There are many people who
would like a mobile payment
app. Are you one of them?
•  Do you agree or disagree with
mobile payments?
•  Double-barreled
•  Confusing
•  Unrelated
Techniques
A/B Testing
Competitors
Content
Crowdfunding
Crowdspeaking
Demo
Interviews
Landing pages
Launch
MeetUps
Mentors
Paid Traffic
Prototype
Sell
Surveys
Bad Questions To Ask
•  Biased
•  Assuming
•  Double-barreled
•  Do you agree that Facebook
privacy has improved and that
they can consider it a past
issue?
•  Confusing
•  Unrelated
Techniques
A/B Testing
Competitors
Content
Crowdfunding
Crowdspeaking
Demo
Interviews
Landing pages
Launch
MeetUps
Mentors
Paid Traffic
Prototype
Sell
Surveys
Bad Questions To Ask
•  Biased
•  Assuming
•  Double-barreled
•  DoyouagreethatFacebookprivacy
hasimprovedandthattheycan
consideritapastissue?
•  Has Facebook privacy
improved? [if yes] Can it be
considered a past issue?
•  Confusing
•  Unrelated
Techniques
A/B Testing
Competitors
Content
Crowdfunding
Crowdspeaking
Demo
Interviews
Landing pages
Launch
MeetUps
Mentors
Paid Traffic
Prototype
Sell
Surveys
Bad Questions To Ask
•  Biased
•  Assuming
•  Double-barreled
•  Confusing
•  What do you think of cloud
services? [too vague]
•  Unrelated
Techniques
A/B Testing
Competitors
Content
Crowdfunding
Crowdspeaking
Demo
Interviews
Landing pages
Launch
MeetUps
Mentors
Paid Traffic
Prototype
Sell
Surveys
Bad Questions To Ask
•  Biased
•  Assuming
•  Double-barreled
•  Confusing
•  What do you think of cloud
services? [too vague]
•  Do you think cloud services are
helpful to entrepreneurs
looking to start SaaS
businesses for the educational
industry? [too many details]
•  Unrelated
Techniques
A/B Testing
Competitors
Content
Crowdfunding
Crowdspeaking
Demo
Interviews
Landing pages
Launch
MeetUps
Mentors
Paid Traffic
Prototype
Sell
Surveys
Bad Questions To Ask
•  Biased
•  Assuming
•  Double-barreled
•  Confusing
•  Unrelated
•  Any question whose answer
does not provide a key learning
point towards what’s being
validated.
Techniques
A/B Testing
Competitors
Content
Crowdfunding
Crowdspeaking
Demo
Interviews
Landing pages
Launch
MeetUps
Mentors
Paid Traffic
Prototype
Sell
Surveys
THE WORST QUESTIONS
•  Would you like…?
•  Would you buy…?
•  Would you ever try…?
•  Does this sound good…?
•  Will you tell you friends…?
•  Could you see yourself using…?
•  Do you like…?
Techniques
A/B Testing
Competitors
Content
Crowdfunding
Crowdspeaking
Demo
Interviews
Landing Pages
Launch
MeetUps
Mentors
Paid Traffic
Prototype
Sell
Surveys
Techniques
A/B Testing
Competitors
Content
Crowdfunding
Crowdspeaking
Demo
Interviews
Landing Pages
Launch
MeetUps
Mentors
Paid Traffic
Prototype
Sell
Surveys
Techniques
A/B Testing
Competitors
Content
Crowdfunding
Crowdspeaking
Demo
Interviews
Landing Pages
Launch
MeetUps
Mentors
Paid Traffic
Prototype
Sell
Surveys
Techniques
A/B Testing
Competitors
Content
Crowdfunding
Crowdspeaking
Demo
Interviews
Landing Pages
Launch
MeetUps
Mentors
Paid Traffic
Prototype
Sell
Surveys
Techniques
A/B Testing
Competitors
Content
Crowdfunding
Crowdspeaking
Demo
Interviews
Landing Pages
Launch
MeetUps
Mentors
Paid Traffic
Prototype
Sell
Surveys
Techniques
A/B Testing
Competitors
Content
Crowdfunding
Crowdspeaking
Demo
Interviews
Landing Pages
Launch
MeetUps
Mentors
Paid Traffic
Prototype
Sell
Surveys
Techniques
A/B Testing
Competitors
Content
Crowdfunding
Crowdspeaking
Demo
Interviews
Landing Pages
Launch
MeetUps
Mentors
Paid Traffic
Prototype
Sell
Surveys
Techniques
A/B Testing
Competitors
Content
Crowdfunding
Crowdspeaking
Demo
Interviews
Landing Pages
Launch
MeetUps
Mentors
Paid Traffic
Prototype
Sell
Surveys
Techniques
A/B Testing
Competitors
Content
Crowdfunding
Crowdspeaking
Demo
Interviews
Landing Pages
Launch
MeetUps
Mentors
Paid Traffic
Prototype
Sell
Surveys
Follow Up
Follow Up
Always have a way
to get back in touch
with your validation
participant.
Beware
Beware
•  Addinganewfeatureaftereveryinterview.
Beware
•  Addinganewfeatureaftereveryinterview.
•  Developingafterthefirstinterview.
Beware
•  Addinganewfeatureaftereveryinterview.
•  Developingafterthefirstinterview.
•  Notlettingthepersonfinishaphrase,interjecting
andleadingtheminotherdirections.
Beware
•  Addinganewfeatureaftereveryinterview.
•  Developingafterthefirstinterview.
•  Notlettingthepersonfinishaphrase,interjecting
andleadingtheminotherdirections.
•  Notpivotingbecause“oncetheyseeitthey’llloveit”.
Beware
•  Addinganewfeatureaftereveryinterview.
•  Developingafterthefirstinterview.
•  Notlettingthepersonfinishaphrase,interjecting
andleadingtheminotherdirections.
•  Notpivotingbecause“oncetheyseeitthey’llloveit”.
•  Vanitymetrics.
Beware
•  Addinganewfeatureaftereveryinterview.
•  Developingafterthefirstinterview.
•  Notlettingthepersonfinishaphrase,interjecting
andleadingtheminotherdirections.
•  Notpivotingbecause“oncetheyseeitthey’llloveit”.
•  Vanitymetrics.
•  Nottalkingtopeoplefacetoface.
Beware
•  Addinganewfeatureaftereveryinterview.
•  Developingafterthefirstinterview.
•  Notlettingthepersonfinishaphrase,interjecting
andleadingtheminotherdirections.
•  Notpivotingbecause“oncetheyseeitthey’llloveit”.
•  Vanitymetrics.
•  Nottalkingtopeoplefacetoface.
•  Notwriting/recordingeverythingdownduring/after.
Beware
•  Addinganewfeatureaftereveryinterview.
•  Developingafterthefirstinterview.
•  Notlettingthepersonfinishaphrase,interjecting
andleadingtheminotherdirections.
•  Notpivotingbecause“oncetheyseeitthey’llloveit”.
•  Vanitymetrics.
•  Nottalkingtopeoplefacetoface.
•  Notwriting/recordingeverythingdownduring/after.
•  Skewingdatatofityourvision.
Beware
•  Addinganewfeatureaftereveryinterview.
•  Developingafterthefirstinterview.
•  Notlettingthepersonfinishaphrase,interjecting
andleadingtheminotherdirections.
•  Notpivotingbecause“oncetheyseeitthey’llloveit”.
•  Vanitymetrics.
•  Nottalkingtopeoplefacetoface.
•  Notwriting/recordingeverythingdownduring/after.
•  Skewingdatatofityourvision.
•  Spammingpeopleonline,theyandIwillhateyou.
Beware
•  Addinganewfeatureaftereveryinterview.
•  Developingafterthefirstinterview.
•  Notlettingthepersonfinishaphrase,interjecting
andleadingtheminotherdirections.
•  Notpivotingbecause“oncetheyseeitthey’llloveit”.
•  Vanitymetrics.
•  Nottalkingtopeoplefacetoface.
•  Notwriting/recordingeverythingdownduring/after.
•  Skewingdatatofityourvision.
•  Spammingpeopleonline,theyandIwillhateyou.
•  Validatingbyaskingyourfriendsandfamily.
The Ultimate Validation
The Ultimate Validation
A sale.
SELL
Validation For Startups



www.TetuanValley.com

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