About Me

Studied in Kiel (Computer Science + Economy)

Founder of runpat.com (2013)

Product Guy/Coder/Entrepreneur

Helping People getting ideas of the ground with runpat

twitter.com/ElTimuro

There is this idea i have…

4

Do do things, you can learn from

Build, Measure, Learn, Repeat…

Short cycles, fast learning

This is your journey

Passion

How do i start?

6

Angebot

26.4

31.7 31.10

7

Angebot

8

Laserfocus „Less Is More“

Offer

Customer

11

Offer

12

Offer

„Unique“ Selling Proposal

Features

Solution

Benefits

13

Offer

Features

What does your product do?

What does your service include?

What not?

14

Offer

Solution

How does your offer solve the customers problem?

How is your solution better than what he already has?

15

Offer Benefit

How does the customer benefit from using your offer?

Which part does excite him?

Which part exceeds his expectations?

16

Offer

„Unique“ Selling Propostion

Was does make your offer „unique“

What is your offers greatest strength?

How are you superior to the competition?

17

Minimum Viable Product

As little features as possible

Same benefits as the „real deal“

Does not have to be usable, i.E. Landingpage

or Paperpototype

18

Minimum Viable Product

Balsamiq Mockups

Paper Prototypes

Actual Coding

Concierge MVP

Landingpage

„We don‘t have competition, because we are different.“

–Every Startup

20

Competition

21

Competition

Who does the same or similar things? Who offers a replacement?

How can you differentiate yourself?

22

Minimum Viable Product

23

Customer

24

Customer

Who is willing to pay for your offers (money)? Who makes the buying decision?

Who „only“ uses your products? (doesn‘t have to be the same)

Which (real) problems do your customers have?

25

Pain

Problem

Expectation of Benefit

Current Workaround

Expectation Of Solution

26

Pain

Problem

What keeps your customers up at night?

Why does he feel bad?

Why does he dislike what he currently has?

27

Problem

Expectation Of Solution

What does he except from your solution?

What does he except at least?

What beyond that would excite him?

28

Problem

Expectation Of Benefit

What does he except from your benefits?

What does he except at least?

What beyond that would excite him?

29

Problem

Workaround

What does he currently do?

Who satisfied is he with that?

How much effort would the switch to your offer be?

Customer Profile

31

Customer Profile

What does your typical customer look like?

Idea: What your typocal customer likes, the whole customer group also likes.

More detail is better, this way you learn more.

32

Problem Solution Fit

Problem Solution Fit

The customer really has a problem

The customer values the benefit of your solution

The customer values the benefit of your offer

Wrong guesses are removed

34

Channel

“We are all in sales.” […because we are entrepreneurs.] –Morten Lund

36

Channel

How do you create attention for your offers? (e.G. Facebook)

How do you create customers? (e.G. Website)

Which customer do you reach?

For which offers?

37

Customer Retention

38

Kundenbindung

Keeping/ Reactivating customers is (much) cheaper than aquiring new ones

How do you keep your customers?

Automatic vs. Manual Mechanisms

Individual vs. Mass Mechanisms

39

Product Market Fit

Company

41

Activities

What critical activities does yor company perform

Which ones could a partner do?

Which ones should a partner do?

Activities

43

Ressource

Resource

What do you need to keep your business running?

The “big” Things

(Everybody needs office space and accounting)

Which ones could a partner suppply?

45

Partner

Partner

Whom do you need?

What exactly do you need from them?

(The big things…)?

No „general“ partnerships

“Partnerships are Bullshit”

–Guy Kawasaki

What is your company

focus competence?

49

Company Structured

50

Sales

Costs

Planning

Entrepreneurs can‘t forecast accurately because they are doing something fundamentally new. That‘s why they will be laughably behind their plans – and on the brink to success. –Eric Ries

Cost Structure

Channels, Resources and activities all cost..

What are your MAIN spending points?

Businessplan

Yes, but AFTER the model

It‘s not in stone

Planning is important

(if you are in a position to)

First Proving, Then Planning

Testing:

What kills you

„the most“?

55

Our Goal Today:

Capture the most important guesses

in your idea.

56

57

What if it does not work out in testing?

Pivot!

Your journey ist not a straight line.

60

Growth

61