This document outlines 10 steps to achieving product/market fit according to Ash Maurya:
1. Validate your problem and solution by building an MVP and getting early customer feedback.
2. Formulate an implementation strategy and focus on early adopters to define your business model.
3. Continuously measure key metrics like acquisition, activation, retention, revenue and referrals through a feedback loop with customers.
4. Identify your engine of growth whether it's paid, sticky, or viral and ignore other metrics to focus on scaling one thing at a time. The process focuses on learning through experiments rather than long-term planning.
7. “... customers are buying the product just
as fast as you can make it - or usage is
growing just as fast as you can add
servers ...”
-Marc Andreessen, The Pmarca Guide to startups
8. “If you have to ask whether you have
Product/Market Fit, the answer is simple:
you don’t.”
-Eric Ries, The Lean Startup
18. Problem
Top 3 problems
Solution
Top 3 features
Unique Value
Proposition
Single, clear,
compelling message
that states why you
are different and
worth paying
attention
Unique Value
Proposition
Single, clear,
compelling message
that states why you
are different and
worth paying
attention
Unfair Advantage
Can’t be easily
copied or bought
Customer
Segments
Target customers
Problem
Top 3 problems
Key Metrics
Key activities you
measure
Unique Value
Proposition
Single, clear,
compelling message
that states why you
are different and
worth paying
attention
Unique Value
Proposition
Single, clear,
compelling message
that states why you
are different and
worth paying
attention Channels
Path to customers
Customer
Segments
Target customers
Cost Structure
Customer Acquisition Costs
Distribution Costs
Hosting
People, etc.
Cost Structure
Customer Acquisition Costs
Distribution Costs
Hosting
People, etc.
Cost Structure
Customer Acquisition Costs
Distribution Costs
Hosting
People, etc.
Revenue Streams
Revenue Model
Life Time Value
Revenue
Gross Margin
Revenue Streams
Revenue Model
Life Time Value
Revenue
Gross Margin
Revenue Streams
Revenue Model
Life Time Value
Revenue
Gross Margin
Lean Canvas is adapted from The Business Model Canvas (http://www.businessmodelgeneration.com) and is licensed under the Creative Commons
Attribution-Share Alike 3.0 Un-ported License.
PRODUCT MARKET
25. Problem Solution Unique Value
Proposition
Unique Value
Proposition
Unfair
Advantage
Customer
Segments
Problem
Key Metrics
Unique Value
Proposition
Unique Value
Proposition
Channels
Customer
Segments
Cost StructureCost StructureCost Structure Revenue StreamsRevenue StreamsRevenue Streams
Your early adopters define the business model
57. A pivot not grounded in learning is a
disguised “see what sticks” strategy.
59. “There is no such thing as a failed
experiment- only unexpected outcomes. ”
- Buckminster Fuller
60. THANKS!
Available now in bookstores
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Ash Maurya | Author, Running Lean | Founder, Spark59 | @ashmaurya
Life is too short to build something nobody wants