"You cannot teach a man anything, you can only help him find it within himself."
One of the great things about teaching is that while some students pass by like mist in the night others remain connected forever. I get to watch them grow into their careers and cheer them on.
It's been three and a half years since I first designed and taught the Lean LaunchPad class and lots of water has gone under the bridge since then. I've taught hundreds of teams, the National Science Foundation Innovation Corps has taught close to 400 teams led by our nations top scientists, and the class is being taught around the world.
But I still remember a team from the first class, one which wanted to build a robotic lawnmower. It's now been over 3 years since the team has left my classroom and I thought I'd share with you what the two founders, Jorge Heraud and Lee Redden, learned then and what they're doing now.
The Autonomous Lawnmower
They called their company Autonomow. And they were absolutely convinced what the world needed was an auto-driving lawn mover for institutions with large green spaces.
You can see their first slide deck in class below (and here)
Like in all our Lean Launchpad classes we teach a combination of theory coupled with intense and immersive experiential learning outside the classroom. Students need to get out of the building and talk to 10-15 customers a week.
The next week they came back in class and presented this:
Each week we'd teach them about one more part of what makes up a business model. All teams struggle with finding product/market fit.
By week four their presentation looked like this:
Notice something different about the cover slide? Massive pivot. Like all great Silicon Valley companies they started with a technology and guessed who the customers will be. They're almost always wrong. They could have never figured this out sitting inside a classroom writing a business plan.
At week five (see here) they were actually getting into farm fields wearing hip boots and overalls. Now they were figuring out how to create demand.
The Customer Development process, this relentless drive to turn hypotheses into facts is what makes this learning so rapid.
At week six they were trying to figure out their distribution channel (here) after another pivot. They got their minimal viable product (a machine vision platform) up and running in the lab.
At week seven (here) another pivot happened when farmers taught them about how to price their product. Instead of an of selling hardware they were selling a service.
BTW, notice that they were now dragging their machine vision platform through the farm fields! If there was ever any question of whether a minimal viable product can work for hardware, see what they say in their video below.
By week eight they were learning who they needed to partner with (see here). Most importantly they found a customer who taught them while weeding carrots was nice, thinning lettuce was where the money was.
After 9 weeks their final presentation looked like this.
When I teach in universities I'm not running an incubator. What I'm trying to do is to get students to learn a way of thinking about new ventures that will stick with them for life. And I try to do by having them teach themselves, rather than us teaching at them. Whether they start a company or not, I don't keep score.
But some teams remain connected forever. I get to watch them grow into their careers and cheer them on. This was one of those teams. After class they took this idea and formed a company - Blue River Technology.
Over the last three years they turned their vision and PowerPoint slides into real hardware that solves real customer problems. And with 3 rounds of funding, including a grant from the National Science Foundation, they've raised $13 million.
Take a look and see what they've done.
If you can't see the video click here
"The customers had way more insights then we had. They had been thinking about their own problems for so long...If you just go out and try to sell maybe you'll find some buyers, but you won't be learning about what you should be doing."
Lee Redden - Blue River Technology
I'm off next week on the next great adventure. We're going to launch the I-Corps @ NIH and change how our country commercializes life sciences.
Steve Blank's blog: www.steveblank.com