Acquisition Customer Development Engineer Product Development 
Steve Blank
AUGUST 31, 2009
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?
Steve Blank
MAY 6, 2015
Waterfall Development. While it sounds simple , the Build Measure Learn approach to product development is a radical improvement over the traditional Waterfall model used throughout the 20 th century to build and ship products. Waterfall Development was all about execution of the requirements document.
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Startup Lessons Learned
SEPTEMBER 22, 2008
is an elegant way to model any service-oriented business: Acquisition Activation Retention Referral Revenue We used a very similar scheme at IMVU, although we werent lucky enough to have started with this framework, and so had to derive a lot of it ourselves via trial and error. The AARRR model (hence pirates, get it?)
Steve Blank
MAY 28, 2009
Market Risk vs. Invention Risk - Click to Enlarge For companies building web-based products, product development may be difficult, but with enough time and iteration engineering will eventually converge on a solution and ship a functional product - i t’s engineering, not invention.
Startup Lessons Learned
APRIL 14, 2009
Their product definition fluctuates wildly – one month, it’s a dessert topping, the next it’s a floor wax. Their product development team is hard at work on a next-generation product platform, which is designed to offer a new suite of products – but this effort is months behind schedule.
Startup Lessons Learned
AUGUST 2, 2008
Its the same with acquisitions. The Entrepreneur’s Guide to Customer Development ► June (3) What is a startup? No one wants to buy you till someone else wants to buy you, and then everyone wants to buy you. The key to closing deals is never to stop pursuing alternatives.
Startup Lessons Learned
SEPTEMBER 2, 2008
In a subscription business, maybe your attrition starts matching your acquisition, balancing like magic. In an eyeballs business, you just cant seem to acquire or activate that next step-up of customers. Or your cost of customer acquisition just magically floats up to match your customer lifetime value.
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