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Using “Validation Board” for

LeanStartup
 The Pivot
• A core concept of Customer Development
• In the past a failure to make “the plan” meant a failure of an
individual to execute
• In the past we fixed problems and changed strategies by firing
executives
• Now we first fire the plan
• A pivot is a substantive change in one or more business model
canvas components
• An iteration is a minor change in one or more business model
canvas components
Canvas to Keep Score
Validation Methods

1.Exploration Method – FIND PAIN

2.Pitching – Measure Demand

3.Concierge Technique – Productize

 Experiment
Start here brainstorming hypothesis. Pull to right to start experiment s 1 2 3 4

Who are your customers? People People with

with difficult
Customer difficult commute
NYC
commute
5 min Time Limit NYC

What is the problem? Understandi Vespa too

ng of Safety expensive
Problem and Time for Identity
Saving of risk
Vespa
5 min Time Limit

Define your solution only after its proven that the problem is worth solving Vespa + Rent Vespa
pager + trial and return f
Solution not fit

5 min Time Limit

No Fiends Pay
List all assumptions that must hold true for your hypothesis to be proven true Riskiest Vespa $250/month
Assumpt
10 min Time Limit ion

Need help, use this sentences to construct your experiment INTERVIEW: SELL:
8/10 do not 15 email
Success have friends addresses in
Criteria with Vespa 2 hours

Get out of the Building

5/10 50+ in 2
Results hours
&
Pivot Persevere
Decision

- I am not - People
a typing in
scooter all caps
Learning person - Jumping
- Lifestyle to try
risky
Validation Board
A real-life case study
Validation Board
Let’s Do It!
 Validation Board Case
• Group 1
– An online site where providers of training (small
and large) can post their courses for people or
companies that are looking for specific types of
training
• Group 2
– A facility that will link people or companies who
need to buy fresh produce (example – restaurants
or food producers) to farmers thereby reducing
middleman costs and expanding the source of
fresh produce