making elephants dance -lean startup for corporations
TRANSCRIPT
Let’s take a moment to remember 1987
Provide by:Janice Frazer, Director of Innovation Practice at Pivotal Labs
“To meet the demands of the fast-changing competitive scene, we must simply learn to love change as much as we have hated it in the past.”
–Tom Peters, Thriving on Chaos: Handbook for a Management Revolution
1987
Let’s take a moment to remember 1987 Model 8580:
20 MHz Intel 80386 (32 bit)Up to 16 Mb of high speed RAM (=2MB) 140 Mb of disk storageAdvanced graphics Optional 16 MHz 80387 Math Co-ProcessorOS/2 or DOSMouse
$10,895
1996/97“Disruptive technologies typically enable new markets to emerge.”
“The reason is that good management itself was the root cause. Managers played the game the way it was supposed to be played. The very decision-making and resource-allocation processes that are key to the success of established companies are the very processes that reject disruptive technologies: listening carefully to customers; tracking competitors’ actions carefully; and investing resources to design and build higher-performance, higher-quality products that will yield greater profit. These are the reasons why great firms stumbled or failed when confronted with disruptive technological change.”― Clayton M. Christensen, The Innovator's Dilemma (1997): When New Technologies Cause Great Firms to Fail
1996/97”The Lesson is, we all need to
expose ourselves to the winds of change”.
“Businesses fail either because they leave their customers or because their customer leave them !”― Andrew S. Grove, Only the Paranoid Survive
Increased Topple Rate
“Back in the 1930’s, a company coming onthe S&P 500 list could expect to remainthere for 65 years… the average life-time ofa company on the S&P 500 has declined toabout 15 years, a decline of almost 80%.”
“businesses … do not know how to adapt to the new conditions of the Information Era, and thus await a languishing future to be followed soon by death.”
- Steve Blank - 2015
The decline of the blue chip
Software is eating the world, disrupting entire industries
$6B Valuation Financial Services
$19B Valuation Transportation
$3.2B Acquisition by Google Home Automation
$3.3B Valuation Travel & Hospitality
$20B Valuation Entertainment
$28B ValuationAuto/Home Energy
define: a·gile
-- solves the problem of waiting long periods of time before development can begin.
Provide by: Reuven Cohen
lean start·up
-- Emphasizing customer development to lead product development and bsuiness decision making.
dis·rup·tionin·no·va·tion
disturbance or problems that interrupt an event, activity, or process (or business).
fail fast.“Develop a culture of experimentation, be willing to try stuff, do it quickly. But if it’s not working, be willing to fail fast and pivot.”
David Brown, Managing Partner of Techstars.
Ten things from studying ten of the world’s fastest growing startups
What high-flying companies know about growth that no one else does.
Startup Growth Engines: How Today’s Fastest Growing Startups Unlock Extraordinary Growth is more than 160 pages filled with the research, quotes, and insights packed into each case study. I hope it becomes a valuable part of your library—especially as a growth leader or entrepreneur looking for breakthrough growth. https://medium.com/@morganb/ten-things-i-learned-researching-ten-of-the-worlds-fastest-growing-startups-a53106e2599a
Lesson 1:Growth is nothing without
the product.“Companies fail for two main reasons—trying to grow when they
shouldn’t, or being too timid when they should.” Product is the foundation of growth. Without it, sustainable growth is impossible.
-- Marc Andreessen
https://medium.com/@morganb/ten-things-i-learned-researching-ten-of-the-worlds-fastest-growing-startups-a53106e2599a
Lesson 2:Growth is never ‘done’
All of these companies have a relentless focus on growth. It’s not just something they pay lip service to. They put headcount, resources, and
effort into growth.
https://medium.com/@morganb/ten-things-i-learned-researching-ten-of-the-worlds-fastest-growing-startups-a53106e2599a
Lesson 3:Growth is not marketing, marketing is not growth
It takes real growth teams across engineering, product, and yes, marketing, to design the growth programs that really move the needle.
https://medium.com/@morganb/ten-things-i-learned-researching-ten-of-the-worlds-fastest-growing-startups-a53106e2599a
Lesson 4:Doing what everyone else is doing is the wrong strategy.None of these breakout companies did it the same way that the
incumbents grew in their vertical or type of business. They all picked their own path, often leaving people wondering what they were thinking.
https://medium.com/@morganb/ten-things-i-learned-researching-ten-of-the-worlds-fastest-growing-startups-a53106e2599a
Lesson 5:Don’t try to boil
the ocean.In “Startups Always Have a Chasm to Cross,” Andy Rachleff, co-founder of Wealthfront, highlights the critical importance of being laser-focused
on a niche early to achieve growth.
https://medium.com/@morganb/ten-things-i-learned-researching-ten-of-the-worlds-fastest-growing-startups-a53106e2599a
Lesson 6:Growth hacks have nothing to
do with short-term tactics.The term “growth hacking” is in the hype cycle whitewash, as journos
and others have misappropriated its meaning and assigned it to nearly every known digital marketing tactic.
https://medium.com/@morganb/ten-things-i-learned-researching-ten-of-the-worlds-fastest-growing-startups-a53106e2599a
Lesson 7:Do things that don’t scale,
build things that do.Paul Graham’s advice to startups is to “do things that don’t scale” to get initial traction. This means things like concierging new customers, and
taking the time out to visit and talk with users, etc. In each of these companies’ cases they followed that advice in one way or another.
https://medium.com/@morganb/ten-things-i-learned-researching-ten-of-the-worlds-fastest-growing-startups-a53106e2599a
Lesson 8:There are analytics and then
there are insights.Lots of people track analytics. Plenty of dashboards, plenty of vanity metrics. Avinash Kaushik calls it ‘data puking.’ Lots of numbers, little
insight. All of these successful companies uncovered real insights that drove growth.
https://medium.com/@morganb/ten-things-i-learned-researching-ten-of-the-worlds-fastest-growing-startups-a53106e2599a
Lesson 9:Combining multiple growth engines can lead to faster
growth.It has an asset—all the code—a network, and more. These things all
work together to drive massive adoption and growth.
https://medium.com/@morganb/ten-things-i-learned-researching-ten-of-the-worlds-fastest-growing-startups-a53106e2599a
Lesson 10:There are no silver bullets.
None of these companies have a single silver bullet. They didn’t just explode into millions of users and downloads. Even the products that we think of as “magical” use meticulous growth strategies to drive adoption
and growth.
https://medium.com/@morganb/ten-things-i-learned-researching-ten-of-the-worlds-fastest-growing-startups-a53106e2599a
BonusGrowth is a team sport.
The best companies are growth organizations at their core. It’s in their DNA. From the top to the bottom everyone makes growth the imperative. There is no lone growth hacker—everyone at the best growth companies
knows they have a role to play in driving growth.
https://medium.com/@morganb/ten-things-i-learned-researching-ten-of-the-worlds-fastest-growing-startups-a53106e2599a
Hacking a Corporate Culture: Stories, Heroes and Rituals in Startups and CompaniesPosted on September 9, 2015 by steveblank |
Corporate Innovation Requires an Innovation CultureInnovation in an existing company is not just the sum of great technology, key acquisitions, or smart people. Corporate innovation needs a culture that matches and supports it. Often this means a change to the existing company’s culture.
Why Corporate Entrepreneurs are Extraordinary – the Rebel AlliancePosted on August 25, 2015 by steveblank |
I’ve spent this year working with corporations and government agencies that are adopting and adapting Lean Methodologies. The biggest surprise for me was getting schooled on how extremely difficult it is to be an innovator inside a company of executors. —– What Have We Lost?
Program Curriculum
Designed to validate business model quickly & efficiently
MentoredBy
Experts
WeeklyWorkingSessions
10 Customers Per Week
Evidence Based
Peer Review
Presenting
Identify Resource
s Required
Customer Development ManifestoA Startup Is a Temporary Organization Designed to Search for A Repeatable and Scalable Business Model
1. There Are No Facts Inside Your Building, So Get Outside, Get out of the Building!
2. Pair Customer Development with Agile Development
3. Failure is an Integral Part of the Search for the Business Model4. If You’re Afraid to Fail You’re Destined to Do So
5. Iterations and Pivots are Driven by Insight
6. Validate Your Hypotheses with Experiments
7. Success Begins with Buy-In from Investors and Co-Founders
8. No Business Plan Survives First Contact with Customers9. Not All Startups Are Alike
10. Startup Metrics are Different from Existing Companies
11. Agree on Market Type – It Changes Everything
12. Fast, Fearless Decision-Making, Cycle Time, Speed and Tempo
“The Innovators Program is about empathizing with customers, listening to them and understanding how to create value. This was an investment in me. I gained the ability to grow a product from an idea.” –Ian Firth, Senior Architect at Citrix,Innovators Program Participant
“The Innovators Program is about empathizing with customers, listening to them and understanding how to create value. This was an investment in me. I gained the ability to grow a product from an idea.” –Ian Firth, Senior Architect at Citrix,Innovators Program Participant
https://youtu.be/vKvYGpBg2Hk?t=35
INCLUDE VENTURE TOOLKIT LOGO
“We were pushed to find paying customers before completing the product and we did. We’ve now successfully raised a seed round of $1.7M and we’re gearing up for a ground-breaking year thanks to the Innovators Program”. - Miro Salem, Founder, 3Ten8
“We were pushed to find paying customers before completing the product and we did. We’ve now successfully raised a seed round of $1.7M and we’re gearing up for a ground-breaking year thanks to the Innovators Program”. - Miro Salem, Founder, 3Ten8
https://youtu.be/0e_e-GXDH_M?t=31
“It’s a completely new way of thinking that we will carry forever for internal projects and innovation at Citrix” – Marta Guerra, Founder, CubeFree
“It’s a completely new way of thinking that we will carry forever for internal projects and innovation at Citrix” – Marta Guerra, Founder, CubeFree
https://youtu.be/N4sZv7wHoU0?t=55
Collider solves developer's problems in real-time or less!
Collider runs in a developer's environment and can assist if a developer getting stuck
Collider provides the right knowledge, to the right people, at the right time
Raleigh Demo Day December 8th
“We are deeply committed to the Raleigh innovation community and our partnership with Citrix has delivered exceptional value” –DeLisa Alexander, CPO, Red Hat
“We are deeply committed to the Raleigh innovation community and our partnership with Citrix has delivered exceptional value” –DeLisa Alexander, CPO, Red Hat
“The Innovators Program plays a key role in my vision to grow new lines of business from within. This is the first of what I hope to be many new products that we develop using this approach”– Jesse Lipson, Citrix Sharefile Founder
“The Innovators Program plays a key role in my vision to grow new lines of business from within. This is the first of what I hope to be many new products that we develop using this approach”– Jesse Lipson, Citrix Sharefile Founder