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Review Lean Startup 2 con Néstor Guerra
[Cuarta sesión de Lazarus 4]

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Comparte esta entrada 😉

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Néstor abre con una primera recomendación de un libro, «Gratis, el futuro de un precio radical».

Review del Taller 2 Lean Startup con Néstor Guerra [Cuarta sesión de Lazarus 4]

Pasamos de forma rápida a repasar los distintos tipos o una de las clasificaciones que se pueden dar de modelos de negocio. Tenemos modelos de negocio cabo / anzuelo, que se usan en el sector de automoción, modelos long tale, como Amazon, modelos multisite o multiplataforma como pueda ser Facebook. Nos habla de los modelos de negocio abiertos, que aplican innovación abierta. También nos habla de los modelos de negocio desagregados, son modelos de negocio que se pueden dividir y funcionar de forma independiente, como Optimus, la red de Ericson. Existen modelos de negocio circulares, en los que tu cliente se convierte en tu proveedor.

Nueva recomendación, en esta caso de una web, Business Model Gallerie. Y dos recomendación más en forma de libro, «Running Lean» y «Sprint, el método para resolver problemas y testar nuevas ideas en 5 días«. ¡Gracias Néstor!

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Pasamos a tratar el Mapa de Epatía, para ello debemos seguir el siguiente proceso:

  1. Segmento de Clientes
  2. Armar una historia
  3. Realizar el mapa de empatía
  4. Validar

Si tenemos varios segmentos de clientes debemos tener varios canvas de propuesta de valor y varios mapas de empatía.

Para realizar un buen mapa de empatía debemos analizar al cliente antes de aportarle nuestra solución. Debemos saber que Ganancias, dolores y trabajos tiene el cliente.

El 40 % de las Startups fracasan porque el problema que resuelven no es importante para el cliente.

Fuente: GEM

Posteriormente pasamos a la parte de la derecha de la siguiente gráfica para construir nuestra solución de modo que podemos realizar un encaje problema/solución. Debemos conocer que generador de ganancias realizar para el cliente, que aliviador de dolores será el mejor y cómo serán nuestros productos y servicios para generar valor de verdad a nuestros clientes. Serán la única forma de no fracasar. Cuánto antes descubramos que necesitan, antes conseguiremos traccionar con ellos.

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Seguimos con distribuciones de probabilidad, gráfica de ventas / tiempo dibujada en el rotador de folios, para encajar y ver los tiempos de maduración de una startup y su relación con los clientes en el modelo de Customer Development. Un proceso que nos ayudará a reducir la incertidumbre a la hora de emprender.

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Manifiesto de Desarrollo de Clientes

Customer Development Manifestor. Las 14 leyes

  1. Salir fuera. No hay hechos en la oficina.
  2. Desarrollo de Clientes y Desarrollo ágil funcionan a la par.
  3. Fallar es parte del proceso de búsqueda del Modelo de Negocio, y la base para el aprendizaje validado con el cliente.
  4. Hay que realizar continuas iteraciones y pivotajes en el modelo de negocio.
  5. Ningún Modelo de Negocio resiste al primer cliente.
  6. Hacer continuos experimentos para validar hipótesis. Devemos conocer opiniones para validad hechos y conocer comportamientos de nuestros clientes.
  7. identifica y acuerda tu tipo de mercado. El tipo de mercado lo cambia todo. Puede ser un mercado existente, resegmentado, nuevo o clon.
  8. Las métricas de las Startups son distintas a las de una compañía.
  9. Toma de decisiones rápida en tiempo y ritmo. Se trata de realizar el número de experimentos que validen nuestras hipótesis principales de modo que la incertidumbre se reduzca y esté lo más próxima al umbral de incertidumbre. Es importante la cantidad y la calidad de los experimentos. Un buen número número de muestras puede ser 30.
  10. Todo es cuestión de pasión. Emprender es una filosofía de vida más que algo circunstancial en tu vida.
  11. No hay títulos en una Startup. todos tenemos que saber de todo.
  12. Gasta poco en la búsqueda, pero cuando des con el encaje problema solución y tengas definido tu modelo de negocio, quémalo todo.
  13. Comunica y comparte todo el comportamiento validado
  14. El éxito del proceso de Customer Development, comienza cuando aceptamos aplicar todos estos puntos.

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Dentro del proceso de Customer Discovery, aprenderemos a fomular las hipótesis de problema y de solución. Realizaremos validaciones de problema y de solución para, en función de los resultados, pivotar o seguir.

Si construimos una hipótesis de mierda, tendremos métricas de mierda.

Nos ponemos a realizar hipótesis en grupos, porque la única forma de aprender a hacer hipótesis, es haciendo hipótesis.

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¿Y a tí? Si has tenido la suerte de estar dentro de Lazarus 4 ¿Qué te pareció el cuarto día?

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Valora esta entrada, te lo agradezco de antemano! Sobre todo hazlo por las personas que busquen contenidos similares a lo que has buscado tu, tendrán tu referencia y seguro que les es útil. [kkratings]
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Ángel García Infantes
Vocational Change Maker

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