Trending Sources

Entrepreneurship as a Science – The Business Model/Customer Development Stack

Steve Blank

It’s the combination of Business Model Design and Customer Development. Business Model Design Meets Customer Development.

Customer Development for Web Startups

Steve Blank

Ash Maurya , the CEO of WiredReach, has extended my work by building a model of Customer Development for Web Startups.

The Art of the Customer Development Conversation

Market by Numbers

Generally speaking: Pre-Problem-Solution Fit, you concentrate on learning as much as you can about the problem, who are the real customers (user?

Hubris, Passion and Customer Development

Steve Blank

Filed under: Customer Development. Customer DevelopmentWhile I was teaching at Columbia in New York in November I was interviewed for the Shoshin Project by my friend Christian Jorg.

Raising Money Using Customer Development

Steve Blank

Chasing funding versus chasing customers and a repeatable and scalable business model, is one reason startups fail. How many are there?  Try it.

Customer Development is Not a Focus Group

Steve Blank

Customer Development is all about gathering a list of what features customers want by talking to them, surveying them, or running “focus groups.” It’s not. As the engineers were busy rearchitecting the original Stanford MIPS chip into a commercial product, one of my jobs was to find out what features customers wanted. 

B2B Customer Development

Market by Numbers

During Customer Discovery, you are not selling, so you are in a better situation to have “learning conversations&# with prospective customers

Job Titles That Can Sink Your Startup

Steve Blank

When we ask him to call on a different group of customers all he wants to do is call on the people already in his rolodex. That was the plan.

Customer Development Manifesto: The Path of Warriors and Winners.

Steve Blank

This post describes a solution – the  Customer Development Model. giffconstable.com , on January 31, 2010 at 10:28 pm Said: [.]

Why Startups are Agile and Opportunistic – Pivoting the Business Model

Steve Blank

Each sale requires us to handhold the customer and takes way too long to close.  Startups are the search to find order in chaos. Steve Blank.

Agile 90

Perfection By Subtraction – The Minimum Feature Set

Steve Blank

Only a special subset of customers will and what gets them breathing heavy is the long-term vision for your product. Why A Minimum Feature Set?

Free Customer Development Help – Survey.io

Startup Marketing Blog

This is the time to reallocate some development resources to optimizing your funnel and messaging as described in this blog post on the Startup Pyramid. This feedback is directionally useful, but I recommend significantly more research (via customer surveys and interviews) before finalizing your value proposition and positioning.

Updated Customer Development Image

Market by Numbers

Reply Tweets that mention Updated Customer Development Image | Market By Numbers | Marketing Help -- Topsy.com says: January 13, 2010 at 9:19 pm [.]

No One Wins In Business Plan Competitions

Steve Blank

simple way to think about it is that in a startup no business plan survives first contact with customers. Now I do. There is no alternative.

Customer Development Manifesto: Market Type (part 4) « Steve Blank

Steve Blank

In future posts I’ll describe how  Eric Ries and the  Lean Startup concept provided the equivalent model for product development  activities inside the building and neatly integrates customer and agile development. Handspring’s customers understood what a Personal Digital Assistant was. They never understood Market Type.

Top 120 Startup Posts for 2010

SoCal CTO

Some really great stuff in 2010 that aims to help startups around product, technology, business models, etc. Vivek Wadwha - Campus Entrepreneurship , November 19, 2010 Best Practices for Introduction Emails - Israel Venture Capital 2.0 , March 25, 2010 Weekend Reading - The Mogul Mom , October 1, 2010 Make informal advisors part of the team.

CTO 80

Solving the Innovator’s Dilemma – Customer Development in a Big Company

Steve Blank

At times I’ll do what I consider an extension of teaching; a two-day Customer Discovery/Validation intensive session with a large corporation serious about Customer Development at my ranch on the California Coast. It reminded me of the differences in Customer Discovery between a scalable startup and a big company.

Why Pioneers Have Arrows In Their Backs

Steve Blank

First to develop or patent an idea. Implicit Customer Discovery and Validation in Fast Followers. First mover advantage – great bad idea.

Death By Competitive Analysis

Steve Blank

Get to work and add all of these for first customer ship.”. Product development salutes and gets to work building the product.

Hacking For Defense In Silicon Valley

Steve Blank

developed a new strategy in the late 1970’s to counter the Warsaw Pact. Lead, follow or get the heck out of the way. In peacetime the U.S.

No Accounting For Startups

Steve Blank

For web startups, this is when the cost of customer acquisition is less than the lifetime value of that customerCustomer Acquisition.

The Manual-First Startup

Vinicius Vacanti

It was February 2010. Can really wow your potential customers. Customer doesn’t know how your product works behind the scenes.

How Our Tech Startup Succeeded Without the Tech

Vinicius Vacanti

It was February 2010. Can really wow your potential customers. Customer doesn’t know how your product works behind the scenes.

Entrepreneurs are Everywhere Show No. 35: Jessica Mah and Peggy Burke

Steve Blank

went to a customer’s office and I watched him use my software. Filed under: Customer Development , SiriusXM Radio Show.

Customer Development: Past, Present, Future

Steve Blank

Under (a) we need to wait for the market to continue to develop, have reference customers, etc. The slides below go with the video.

Strategy is Not a To Do List

Steve Blank

They were deep into Customer Discovery and presented a ton of customer data on the validity of their initial hypothesis – target customers, pricing, stickiness, etc.  I was unprepared for what they said next. “We’re going to do a big launch of our product in three weeks.”  I almost dropped my coffee. To Do list. Ambushed.

My experiments in lean pricing

Venture Hacks

Steve Blank bakes price exploration right into the initial customer interviews. There is no clearer customer validation than a sale.

Lean 39

What’s A Startup? First Principles.

Steve Blank

Your job as a founder is to quickly validate whether the model is correct by seeing if customers behave as your model predicts. Business Model.

Blowing up the Business Plan at U.C. Berkeley Haas Business School

Steve Blank

Berkeley were heavily funded to develop Cold War weapon systems. Starting in the 1950’s, Stanford’s engineering department became “outward facing” and developed a culture of spinouts and active faculty support and participation in the first wave of Silicon Valley startups. Customer Development works outside Silicon Valley.

Lessons Learned Launching a Lean Startup Accelerator

Instigator Blog

During the Probe Stage, the entrepreneurs are focused entirely on customer development and validation. Iterating our Own Model.

Lean 112

Who Dares Wins – The 2nd Annual International Business Model Competition

Steve Blank

This makes sense in a company where your customers, channel and competition are known. Business Plan vs. Business Model + Customer Development.

Why Do Market Segments Matter?

Market by Numbers

The key point to understand is that the customers and potential buyers must be willing AND able to reference each other. But there’s more to it.

Lessons Learned: Customer Development Engineering

Startup Lessons Learned

Lessons Learned by Eric Ries Sunday, September 7, 2008 Customer Development Engineering Yesterday, I had the opportunity to guest lecture again in Steve Blank s entrepreneurship class at the Berkeley-Columbia executive MBA program. Its a nice complement on the product engineering side to his customer development methodology.

You Can Outsource Customer Development, You Can't Outsource Learning

Market by Numbers

Sean Murphy: We work with teams as they prepare for and then execute the customer discovery and validation steps in B2B markets. Please Share!

The Customer Development Manifesto: Reasons for the Revolution.

Steve Blank

After 20 years of working in startups, I decided to take a step back and look at the product development model I had been following and see why it usually failed to provide useful guidance in activities outside the building – sales, marketing and business development. So what’s wrong the product development model?

No Business Plan Survives First Contact With A Customer – The 5.2 billion dollar mistake.

Steve Blank

No Business Plan Survives First Contact With A Customer. No Business Plan survives first contact with a customer. and China. 

Make No Little Plans – Defining the Scalable Startup

Steve Blank

Now with customers and early revenue, it was out raising its first round of venture money. They used Customer and Agile development to search for a scalable and repeatable business model to become a large company. Customer and Agile development to find the business model. Make no little plans. The Scalable Startup.

Entrepreneurs are Everywhere Show No. 44: Jacqueline Ros and Christina Stembel

Steve Blank

You have to be 1000% dedicated to the mission and the problem you’re trying to solve and always be customer focused, because it is a long ride. Christina Stembel dreamed up the idea for Farmgirl Flowers in 2010 after gaining experience across a variety of industries including hospitality and event planning. Customer Development

The Phantom Sales Forecast – Failing at Customer Validation

Steve Blank

Customer Validation needs to have the CEO actively involved. It certainly sounded like he had done a great job of Customer Discovery.

Big Picture Customer Development Revisited

Startup Marketing Blog

Our customer development goal with every startup essentially boils down to a race to be able to focus on growing the business.  Fine tune a business model that supports scalable customer acquisition channels.  If these steps have been executed well it is relatively easy to grow a sustainable business.  Thanks again.