1. Hi, I’m Holger!

5. HOWTO LEARN
FROM POTENTIAL CUSTOMERS
FROM DAY ONE
!
!
!
CC-BY mail@holger-dieterich.de

6. – Steve Blank
„A startup is an organization formed to search for
a repeatable and scalable business model.“

7. BUSINESS MODEL = CREATEVALUE

8. VALUE PROPOSITION

9. VALUE PROPOSITION (XYZ)
• „We help X doY doing Z“

10. VALUE PROPOSITION (CPS)
• Customer:
• Problem:
• Solution:

11. FORMULATEYOURVALUE PROPOSITION
• „We help X doY doing Z“ or „Customer: Problem: Solution:“
• Then read it to the whole group
INTERACTION!

12. AREYOU SURE?
NO,THESE ARE JUST ASSUMPTIONS.

13. ASKYOUR CUSTOMERS!

14. CC-BY-ND https://www.flickr.com/photos/wire_trade_fair/

15. CC-BY-SA http://en.wikipedia.org/wiki/File:People_engaging_in_conversation.jpg
CC-BA-SA https://www.flickr.com/photos/rorycellan/
CC-BY https://www.flickr.com/photos/vasile23/

16. BUILD A SIMPLE CRM

17. HOWTOTALKTO CUSTOMERS?

18. „I want to learn from you as an expert in electric vehicles.“

19. „Tell me about how you charge your electric vehicle today.“

20. „What is the worst thing about that?“

21. „When was the last time you had that problem?“

22. „Please tell me more.“

23. „What other things are a problem?“

24. „Can I come back to you when the prototype is ready?“

25. „Who else should I talk to?“

26. „Thank you.“

27. RUN EXPERIMENTS

28. Build
MeasureLearn
Metrics
Experiments
New assumptions
Eric Ries: „The lean startup“

29. THIS WAS JUSTTHE START…

30. DEVELOP A WHOLE BUSINESS MODEL
THAT WAY

31. BUSINESS MODEL CANVAS

32. BUSINESS MODEL CANVAS

33. BUSINESS MODEL CANVAS

34. Most importantly:
Get out of the building!

35. SLIDES AND RESOURCES
FOR STARTUPTHINKING
bit.ly/suthink
mail@holger-dieterich.de