DOD SBIR/STTR Training & Advocacy

Lean Entreprenuership



The main idea in this course is learning how to rapidly develop and test ideas by gathering massive amounts of customer and marketplace feedback. Many startups fail by not validating their ideas early on with real-life customers. In order to mitigate that, students will learn how to get out of the building and search for the real pain points and unmet needs of customers. Only with these can the entrepreneur find a proper solution and establish a suitable business model.


Building a startup is not simply building an execution plan for a business model that the entrepreneur thinks will work, but rather, a search for the actual business model itself.


Lesson 1: What We Now Know 

  • History of the Corporation

  • Startups Are Not Smaller Versions of Large Companies

  • Waterfall Development

  • Customer vs. Product Development

  • Entrepreneurial Education

Lessons 1.5A and 1.5B: Business Models and Customer Development 

  • Value Proposition 

  • Customer Segments

  • Revenue Streams

  • Key Resources

  • Customer Development Processes 

  • Minimum Viable Product

  • Market Opportunity Analysis

Lesson 2: Value Proposition 

  • Value Proposition and the Minimum Viable Product

  • Customer Archetype

  • MVP Physical & Web/Mobile

  • Common Mistakes With Value Proposition

Lesson 3: Customer Segments 

  • Product Market Fit

  • Rank and Day in the Life

  • Multiple Customer Segments

  • Market Types Introduction: Existing, Resegmented, New, Clone

  • Consequences of Not Understanding a Market

Lesson 4: Channels

  • Distribution Channels Overview

  • Web Distribution 

  • Physical Distribution

  • Direct Channel Fit

  • Indirect Channel Economics

  • OEM Channel Economics

Lesson 5: Customer Relationships

  • Paid Demand Creation

  • Earned Demand Creation

  • Get Physical

  • Viral Loop

  • Web Customer Acquisition Costs

Lesson 6: Revenue Models

  • How Do You Make Money

  • Revenue Streams and Price

  • Direct and Ancillary Models

  • Common Startup Mistakes

  • Market Types and Pricing

  • Single and Multiple Side Markets

  • Revenue First Companies

  • Market Size and Share

Lesson 7: Partners

  • Partner Definition

  • Partner Resources

  • Partner Types

  • Greatest Strategic Alliance

  • Joint Business Development

Lesson 8: Resources, Activities and Costs

  • Four Critical Resources

  • Financial Resources

  • Human Resources

  • Qualified Employees and Culture

  • Intellectual Property Overview