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

RiskiestAssumption

MethodCore AssumptionsAny assumption that, if invalidated, will break the business

Which Core Assumption has the highest level of uncertainty?

Solas Bar232 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?

MinimumSuccessCriterion

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

GETOUT

OF THEBLDG

Results

Tip: Do NOT define a solution until you’ve validated the problem

Remember:Limit one sticky-note per boxWrite in ALL CAPSDo not write more than 5 words on any sticky-note

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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

•  Do you agree that Facebook privacy has improved and that they can consider it a past issue?

•  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

•  Adding a new feature after every interview.

Beware

•  Adding a new feature after every interview. •  Developing after the first interview.

Beware

•  Adding a new feature after every interview. •  Developing after the first interview. •  Not letting the person finish a phrase, interjecting

and leading them in other directions.

Beware

•  Adding a new feature after every interview. •  Developing after the first interview. •  Not letting the person finish a phrase, interjecting

and leading them in other directions. •  Not pivoting because “once they see it they’ll love it”.

Beware

•  Adding a new feature after every interview. •  Developing after the first interview. •  Not letting the person finish a phrase, interjecting

and leading them in other directions. •  Not pivoting because “once they see it they’ll love it”. •  Vanity metrics.

Beware

•  Adding a new feature after every interview. •  Developing after the first interview. •  Not letting the person finish a phrase, interjecting

and leading them in other directions. •  Not pivoting because “once they see it they’ll love it”. •  Vanity metrics. •  Not talking to people face to face.

Beware

•  Adding a new feature after every interview. •  Developing after the first interview. •  Not letting the person finish a phrase, interjecting

and leading them in other directions. •  Not pivoting because “once they see it they’ll love it”. •  Vanity metrics. •  Not talking to people face to face. •  Not writing/recording everything down during/after.

Beware

•  Adding a new feature after every interview. •  Developing after the first interview. •  Not letting the person finish a phrase, interjecting

and leading them in other directions. •  Not pivoting because “once they see it they’ll love it”. •  Vanity metrics. •  Not talking to people face to face. •  Not writing/recording everything down during/after. •  Skewing data to fit your vision.

Beware

•  Adding a new feature after every interview. •  Developing after the first interview. •  Not letting the person finish a phrase, interjecting

and leading them in other directions. •  Not pivoting because “once they see it they’ll love it”. •  Vanity metrics. •  Not talking to people face to face. •  Not writing/recording everything down during/after. •  Skewing data to fit your vision. •  Spamming people online, they and I will hate you.

Beware

•  Adding a new feature after every interview. •  Developing after the first interview. •  Not letting the person finish a phrase, interjecting

and leading them in other directions. •  Not pivoting because “once they see it they’ll love it”. •  Vanity metrics. •  Not talking to people face to face. •  Not writing/recording everything down during/after. •  Skewing data to fit your vision. •  Spamming people online, they and I will hate you. •  Validating by asking your friends and family.

The Ultimate Validation

The Ultimate Validation

A sale.

SELL

Validation For Startups

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