LeanStartup from the Trenches - AgileIndia 2017

1. Lean Startup from the Trenches Manish Chiniwalar Product Manager @ Multunus
2. Plan A Plan that works
3. Yoga
4. Yoga
5. Yoga
6. Yoga
7. Yoga > $80 Billion Industry, Globally
10. —
11. ≠
12. ≠ - Marketing - Operation - Finance …
13. Good Karma
14. Good Karma Product we are building
15. Currently… WEBSITE
16. Currently… WEBSITE What Next?
17. Currently… PHONE CALL WEBSITE What Next?
18. Currently… PHONE CALL WEBSITE What Next? No Response
19. FREE TRIAL CLASS With Good Karma… In 3 minutes!
20. Story
21. So far…
22. So far… 226 Trials booked instantly
23. Takeaway #1: “Don’t sell what you can build. Build what you can sell instead.”
24. The Beginning
25. ? How badly do other people face this pain? How do we solve it? And will it work in the real world?
26. Design Sprint
27. Design Sprint Brainstorm Solutions Build a Prototype Test with real users In 5 Days
28. ? How badly do other people face this pain?
 Serious folks see a need. How do we solve it? 
 Behaviour Science And will it work in the real world?
 We don’t know! 
 ˠTest with MVP
29. MVP Build Measure Learn
30. MVP Build Measure Learn ✕…✕…✕…✕…✕…✓…✕…✕…✕…✓…✕… Big Insight!
31. Yoga Practitioners → Yoga Studios A Major Pivot
32. Takeaway #2: “Get out of the building!” — Steve Blank
33. Acquisition Activation Retention Referral Revenue Juggling
34. +
35. Ash Maurya, Scaling Lean
36. Ash Maurya, Scaling Lean
37. Ash Maurya, Scaling Lean
38. Ash Maurya, Scaling Lean
39. Ash Maurya, Scaling Lean
40. Ash Maurya, Scaling Lean
41. Ash Maurya, Scaling Lean Eg: Getting to 50 paying customers per week
44. Referrals & Cold Calls Prospecting → Cold call → Set up demo → Signup for a trial
45. Referrals & Cold Calls Prospecting → Cold call → Set up demo → Signup for a trial
47. Takeaway #3: “During early stages, rely on Qualitative information. Don’t wait for statistical significance.”
48. BJ Fogg's Behaviour Model & Hooked Model Behaviour Science
49. Takeaway #4: “Focus on your behaviour. Measure how often you talk to customers and how many experiments you finish weekly.”
50. Thank You
51. Credits • Solders in Trenches
 https://upload.wikimedia.org/wikipedia/ commons/8/81/Royal_Naval_Division_trench.jpg • Yoga Icon
 https://thenounproject.com/search/? q=yoga&i=695642 • Yoga Pose Icon
 https://thenounproject.com/search/? q=yoga&i=893784 • Lotus Icon
 https://thenounproject.com/search/? q=yoga&i=572872 • Human Icon
 https://thenounproject.com/term/human/470918/ • Juggling Image
 http://bit.ly/2n8uP6C • Call Icon
 https://thenounproject.com/search/? q=call&i=850691 • Roulette Wheel Image
 https://cdn.pixabay.com/photo/ 2015/07/10/11/11/luck-839037_960_720.jpg • Seed Image
 https://upload.wikimedia.org/wikipedia/ commons/b/b3/Seed_germination.png • Coffee Icon
 https://thenounproject.com/search/? q=takeaway&i=745800 • Factory Icon
 https://thenounproject.com/search/? q=factory&i=863580