Looking for the right swan

Jacopo Romei

Jacopo Romei

Coach

2005

Developer

198*

@jacoporomei

eBay

2012

since

Opensource

ideato

2008

Appelo's ALE inner circle

Aggiungere ALE inner circle

Experiment

ampolle

Prize for my favorite nasty question

Foto del premio

A3 thinking

Foto dei post-it

Background

Current condition

Goal

Countermeasures/Actions

Observed effects

Follow up/Lessons learned

Foto di un A3 (magari lo faccio io)

Background

Demographics

Foto mani alzate

Questions:Who's running a start-up?How many looking for a tech founder?Who's a consultant?
...

Background

We develop software and we do for third parties.

In the meantime we enjoyed start-upping our own business which, in some case, became sustainable.

Our customers are mainly start-ups (not necessarily small companies) willing to approach an MVP as fast as they can.

We have been practicing lean management and agile development since 2005 and we know how effective it can be.

Current conditions

Prototyping
towards
1st MVP

lilienthal

Uncertainty

(?)

Lean means no waste

(?)

The Toyota Way has two main pillars:continuous improvement & respect for people Toyota CEO Katsuaki Watanabe
via Craig Larman

(?)

Lean mainly means respect

Disgusting cusromers trying to decide how you should work while they do'nt even know what we should get that last detail is fair enough

Lean mainly meanscountinous improvement

We want MORE incentives to get better everyday

Time & materials

Fixed price

Money for nothing & change for free

Target cost

Contracts

orologio

Hard to scale

retta

Goal

Get rid of
disgusting customers

(?) bettle, disgusting insects or image

Bridge consultancy
into extremistan

Ponte di porto

Money

denaro

Shamelessly rich

denaro

Shamelessly rich

denaro

Root cause analysis

Why doesconsultancy suck?

Nessuna foto

Traditional contracts
to rest assured
not enough trust
uncertainty
fast moving and unclear target

Nessuan foto

Exotic contracts
rejected as a new thing
overloaded with details
they try to map uncertaintythey don't let uncertainty just easily in

Nessuna foto

Linear scaling
you get as much as you sell
you sell just once per time unit
time/space constraint
no ubiquity

Nessuna foto

libro

Positive black swan

taleb

Mediocristan

guassiana

Venture capitalswork in extremistan

Page/brinn

Business model canvas

Cover libro

canvas

http://www.businessmodelalchemist.com/2009/03/there-is-no-lack-of-business-model.html

loghi

Good
customers

Best
customers

canvas

Best
customers

canvas

Countermeasures

4 rules tostarto

short iteration
flat feesatisfaction guaranteerevenue share or equity

Logo starto

Very short iterationsFlat feeSatisfaction guaranteeEquity or revenue share

Decoupling cost and priceLetting the black swans in

E-xtrategy 12 planned, 0 rejected, 25 bought, pivoting at 3rd iterationIdeato

Observed effects

Higher performance in mediocristan

Salto in alto

Fail fast

Container rovesciati nel porto

Atleta inciampato ai blocchi di partenza

Upstream customer filter

That's very lean! Getting an even input stream is reducing muri. Muri must be fought on a political level, we must not fight against normal variance of input on a tactical level

Disgust sniping

sniper

Customer benefits

High ROI by healthy cash flowHigher minimum quality

High manouvrability

timone

Countinous negotiation

We value customer collaboration over contract negotiation

Gruppo di lavoro

Product Owner buy-in

Immagine cabonara, basista, infilitrato

Fun, fun, fun!!!

Festa sfasciona

Higher ROI

Grafico up

No reiterated prisoner dilemma

(?) hofstadter?

Cheap customer acquisition cost

caramellina

Extremistan VISA

visto

No contract in the end

Foglio bianco

Follow up

Need for skill

I wouldn't do it with other people. Ideato is skilled enough and I am talking of soft skills too. Well, I am talking of soft skills first!

Not for every company

PA is not good, OK. So what?Big companies ar not godd. So what?Budget driven business is not that suitable. So what?

Target vs. context

How you do something is strictly related to the context, the target and the stakeholders.

Truck racing, rallies, F1 and dragster are all about being the fastest. No one is trying to build a one-size-fits-all car. And nobody gets amazed by this.

When the need for high performance kicks in, we must leave something behind.

?

Thanks a lot

Jacopo Romei
@jacoporomei
jr@ideato.it

Credits

http://www.flickr.com/photos/colorblindpicaso/2747637336/sizes/l/
http://www.flickr.com/photos/23748404@N00/254587685/sizes/l/
http://www.flickr.com/photos/jurvetson/3737116535/sizes/l/
http://www.flickr.com/photos/trackrecord/285263549/sizes/m/in/photostream/
http://www.flickr.com/photos/jsome1/3135343257/sizes/l/http://www.flickr.com/photos/francisco_oliveira_portugal/1981886300/sizes/o/
http://www.flickr.com/photos/omegatron/4725752441/sizes/l/
http://www.flickr.com/photos/mathieustruck/114604639/sizes/o/



info AT ideato.it
www.ideato.it