This document provides information about Ignitor Bootcamp, which helps entrepreneurs succeed through a startup acceleration program. The bootcamp goals are to apply lean startup principles and select entrepreneurs for its Ignitor Startup Acceleration program. This program consists of 6 sprints with 1-on-1 coaching, modules taught by successful entrepreneurs, and a mentor network to help entrepreneurs get more done faster. The document also discusses lean startup methodology and the importance of achieving product-market fit through customer interviews and testing hypotheses.

1. Ignitor Bootcamp

2. Who we are?
We are passionate about helping entrepreneurs succeed

3. Bootcamp Goals
1 Apply lean
2 Select entrepreneurs

4. Ignitor Startup Acceleration
6 sprints
1-on-1 coaching
Task modules to help you get more done faster
Modules taught by the world’s best entrepreneurs
Mentor network of 100+ mentors

5. 1. Entrepreneurs count off into team of 5
2. Audience selects 30 random words to use for a name
3. Each team selects 2 words to use for a name (example. Blank-
blank.com)
4. Each team has 5 minutes to create a business plan
5. The business plan should consist of:
• A tagline
• A product or service (your solution)
• A business model (How do you make money)
• A go-to-market strategy (How do you get customers)
6. Each team has 60 secs to pitch their plan
Networking game: half baked.com

6. How we used to launch startups
Business Plan Launch
Product
Development
Learn if idea will work!Months / Years

9. Steve Blank Eric Ries

12. A lean startup
Run
Experiments
Launch
Product
Development
Learn if idea will work!
Months / Years

13. Quickly learn if a business idea will work!

14. Move from Plan A to a plan that works!

15. The story of anyperk: 3 months
1 Dating site Mieple (Through friends)
2 Introductions to investors (Through friends)
3 Introductions to jobs (Through friends)
4 A translation company
5 Movie advice company
6 Teaching through Skype
7 AnyPerk (Offer discounts and perks to employees)

17. Lean Startup: Blue River

18. The only thing that matters is product/market fit
- Marc Andreessen

19. You can always feel product-market fit
when it’s happening.
- Marc Andreessen
• The customers are buying the product just as fast as you can make it –
• or usage is growing just as fast as you can add more servers.
• Money from customers is piling up in your company checking account.

20. INGITE CANVAS
CAN YOU FIND
EARLY ADOPTERS?
CAN YOU SELL
EARLY ADOPTERS?
CAN YOU BUILD A
PRODUCT THEY LOVE?
?
Can you… get lots of customers?

21. 1. CAN YOU… find early adoptors?
2. CAN YOU… sell early adoptors?
3. CAN YOU… build a product they love?
4. CAN YOU… get lots of customers?

22. 1. CAN YOU… find early adoptors?
2. CAN YOU… sell early adoptors?
3. CAN YOU… build a product they love?
4. CAN YOU… get lots of customers?

23. 1. CAN YOU… find early adoptors?
2. CAN YOU… sell early adoptors?
3. CAN YOU… build a product they love?
4. CAN YOU… get lots of customers?

24. You can always feel when product-
market isn’t happening.
- Marc Andreessen
• The customers aren't quite getting value out of the product,
• word of mouth isn't spreading,
• usage isn't growing that fast,
• press reviews are kind of "blah",
• the sales cycle takes too long,
• and lots of deals never close..

25. INGITE CANVAS
CAN YOU FIND
EARLY ADOPTERS?
CAN YOU SELL
EARLY ADOPTERS?
CAN YOU BUILD A
PRODUCT THEY LOVE?
?

26. INGITE CANVAS
CAN YOU FIND
EARLY ADOPTERS?
?

27. What is the one thing every successful business has?

28. Customers

29. How do new businesses get customers?

30. 1 Have a problem
2 Trying to solve it
3 Spent money
1 Have a problem
2 Trying to solve it
1 Have a problem

31. Rich enviromentalists
who spending money
on being green.
Enviromentalists trying
to live a little greener.
Want to be green
but haven’t taken
any action.

32. Overweight people
spending money on
trainers, diets, exercise
programmes, etc.
Overweight people
trying to lose weight on
their own with no help.
Overweight
people that
have no interest
in losing weight.
Exercise
App

34. H
Tips: Target very small markets
Etc
S
Universities
Schools

35. What if I already have customers?
1 Improve customer definition
2 Messaging / positioning
Not sure – Talk to Justin or Paul
3 Improve sales (lower CAC)

36. CAN YOU… find early adoptors?Customer
definition
1 Brainstorm 5 early adopter
customer segments
2 Select what you believe is the best
early adopter customer segment
3 Write it on a sticky note and place
on the canvas
Hint: Choose a small market,
reachable market with a budget and
an unsolved pain.
Time: 5 mins

37. SUCCESSFUL BUSINESSES
SIMPLE SOLUTIONBIG PROBLEM

38. SUCCESSFUL BUSINESSES
SIMPLE SOLUTIONBIG PROBLEM
CD PLAYER
JUMPS &
MISSION TO
CARRY CDS!

39. SUCCESSFUL BUSINESSES
SIMPLE SOLUTIONBIG PROBLEM
OVERSEAS
CALLS ARE
EXPENSIVE!

40. SUCCESSFUL BUSINESSES
SIMPLE SOLUTIONBIG PROBLEM
IT IS A
HEADACHE
GETTING A
TAXI!

41. SUCCESSFUL BUSINESSES
SIMPLE SOLUTIONBIG PROBLEM
PIZZA TOOK
FOREVER TO
ARRIVE!

42. Warning!!!
Example: pumodo. not find a big problem!!!

43. CAN YOU… find early adopters?Customer
definition
1 Brainstorm 5 problems you believe
your early adopters have
2 Select the biggest problem
3 Write it on a sticky note and stick it
on the canvas
Time: 5 mins
Customer
Problem

44. Why should you hypothesize (guess) customer behaviour?

45. Wild optimism?

46. What are the odds of your business succeeding?
Source: Cooper et al. (1988)
0 1 2 3 4 5 6 7 8 9 10
No Chance
of Success
Certain Chance
of Success

47. What are the odds of your business succeeding?
Source: Cooper et al. (1988)
0 1 2 3 4 5 6 7 8 9 10
No Chance
of Success
Certain Chance
of Success
81%

48. What are the odds of your business succeeding?
Source: Cooper et al. (1988)
0 1 2 3 4 5 6 7 8 9 10
No Chance
of Success
Certain Chance
of Success
33%

49. 1 Modelling customer behavior
2 Predicting if they will buy

50. Early adopter customers have
spent money / dissatisfied with
the current solution and willing
to switch?

51. Interviews in groups of 5.
1 / 5
Spent money,
time or effort
5 / 5
Spent money,
time or effort
B-to-B (No customers)

52. Interviews in groups of 5.
2 / 5
Spent money,
time or effort
5 / 5
Spent money,
time or effort
B-to-B (With customers)
What is your current conversation rate?

53. Interview in groups of 10.
1 / 10
Spent money,
time or effort
10 / 10
Spent money,
time or effort
B-to-C (No customers)

54. Interview in groups of 10.
1 / 10
Spent money,
time or effort
10 / 10
Spent money,
time or effort
B-to-C (With customers)
What is your current conversation rate?

55. CAN YOU… find early adopters?Customer
definition
1 Decide on what a good outcome
would for your problem interview.
> B-to-B: 1/5 spent money
> B-to-C: 1/10 spent money
2 Write it on a sticky note and stick it
on the canvas
Time: 5 mins
Customer
problem
Expected
result

56. Why interview customers?

57. vs.
Ensure you are building something people want!

58. “I wish I had know about this earlier”

59. “I can’t believe I have wasted a year building something
that will never make money. F@#k!”

60. How to conduct a problem interview
INTRODUCE
INDICATORS
INTERVIEW
INVITE
Reminder: 4Is

61. How to conduct a problem interview
INTRODUCE yourself
i.e. My name is [name] I am doing market research for a startup and I was wondering if I
could take 5 minutes of your time.
Check customer INDICATORS
i.e. Ask questions to test if they are in your target market.
Conduct INTERVIEW
i.e. Story, Challenge, Solution.
INVITE them to meet with you again.
i.e. Ask if they would be interested in seeing the product and giving
feedback when it is done.

62. What questions to ask? (SCS)
STORY
CHALLENGE
SOLUTION

63. What questions to ask? (PCS)
SOLUTION:
What if anything have you done to solve the problem? Likes? Dislikes?
CHALLENGE:
What was most challenging about that? Why was that challenging?
STORY:
Tell me a story about the last time you
(describe task they are trying to achieve / problem context)?

64. What questions to ask? (PCS)
SOLUTION:
What if anything have you done to solve the problem? Likes? Dislikes?
CHALLENGE:
What was most challenging about that? Why was that challenging?
STORY:
Tell me a story about the last time you tried to started a business?

65. Commons mistakes
1 Talking about your idea (DON’T MENTION THE SOLUTION)
2 Talking to the wrong customers (TALK TO YOUR CUSTOMER SEGMENT)
3 Asking customers to predict the future (FOCUS ON THE PAST)
4 Not interviewing customers (MAKING EXCUSES)

66. Problem interview practice (10 mins)
STORY:
Tell me a story about the last time you (describe task they are trying to achieve or problem
context)?
CHALLENGE:
What was most challenging about that? Why was that challenging?
SOLUTION:
What if anything have you done to solve the problem? Why did you dislike that solution?

67. Customer interview plan

68. 1 Have a problem
2 Trying to solve it
3 Have spent money
1 Have a problem
2 Trying to solve it
1 Have a problem
How do we
find early
adopters?

69. They have spent money trying to solve
their problem?

70. Create customer interview plan:
Put together a plan to speak to at least 10 customers tomorrow morning:
1. Friends and family (Facebook, Linkedin, Email, Cell phone)
2. Shopping malls
3. Bored people (Waiting in lines, Gautrain, Bus stops, Taxi ranks)
4. Cold calling (LinkedIn, Facebook, Google)
5. Lead Generation (Landing Page, OLX, GumTree, Google Ads, Facebook Ads)
6. Public spaces (Events, Parks, conferences)

71. Write at least 10 ways you can find your customer (5 mins)
1 Write a plan on how you will find customers
2 Create a back up plan if Plan A doesn’t work
Ideas:
Social media: Search, Twitter, LinkedIn, Facebook, Groups, Meetup
Friends and family: Phone book, Facebook, Google contacts
Events: Events, conferences, seminars, sporting events, shows
Waiting areas: Restaurants, bus stops, train stops, taxi rank, airports
Online ads: Gumtree, OLX, Google ads, Facebook ads, Twitter ads