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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.

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.

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?

Creating Startup Success – Customer Development + Business Model Design

Steve Blank

In previous posts I’ve talked about what the combination of Business Model Design, Customer Development and Agile Methodologies mean to startups and intrapreneurs in large companies; it’s the beginning of entrepreneurship as a science with its own rules and methodologies. link]. She posted her notes from the talk here.) link].

Lessons Learned: What is customer development?

Startup Lessons Learned

Lessons Learned by Eric Ries Saturday, November 8, 2008 What is customer development? They almost always fail for lack of customers.

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

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 103

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.

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.

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: [.]

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 [.]

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?

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.

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 89

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.

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.

Customer Development Funnel Image v.4

Market by Numbers

ralxz's Blogs said: Customer Development Funnel Image v.4 In January, I modified the image and added tooltips. link] [.]

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.

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.

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.

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.

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.

Complementary Iteration Loops: Product and Customer Development

Market by Numbers

Reply brantcooper says: February 8, 2010 at 9:28 pm Ha ha! Reply Scott Gilbert says: March 18, 2010 at 1:40 pm Great picture from Eric.

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.

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.

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. 

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 43

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.

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: 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.

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 118

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.

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.

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.

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.

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.

The Lean LaunchPad – Teaching Entrepreneurship as a Management Science

Steve Blank

are what make it a business, 2) business plans are fine for large companies where there is an existing market, existing product and existing customers.

Wiki 36

Why Product Managers Wear Sneakers

Steve Blank

They’re an asset to a startup if they understand that their job is to get the founder outside the building and in front of customers.