Acquisition Customer Development Viral Web 
Steve Blank
NOVEMBER 16, 2009
I was in New York last week with my class at Columbia University and several events made me realize that the Customer Development model needs to better describe its fit with web-based businesses. In it, I got asked a question I often hear: “What if we have a web-based business that doesn’t have revenue or paying customers?
Steve Blank
SEPTEMBER 21, 2012
Either way, the “hurdle” for successful, scalable startups is high, and it gets higher every day as customer acquisition challenges continue to increase. The “it” is a physical or web product they’ve often been locked-down, pounding away at, for many weeks. Filed under: Customer Development.
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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. But its not really viral growth, even when its exponential.
Steve Blank
FEBRUARY 22, 2010
An early indication that you’ve found the right business model is when you believe the cost of getting customers will be less than the revenues the customers will generate. For web startups, this is when the cost of customer acquisition is less than the lifetime value of that customer. Customer Acquisition.
Steve Blank
DECEMBER 7, 2010
We’ll build the class around the business model / customer development / agile development solution stack. Their objective is to get users, orders, customers, etc. and if a web-based product, a minimum feature set,) all delivered in 10 weeks. Class 1 Jan 4 th Intro/Business Model/Customer Development.
Steve Blank
MARCH 18, 2011
Tech IPOs were a receding memory, and mergers and acquisitions became the only path to liquidity for startups. VC’s went back to basics, to focus on building companies while their founders worked on building customers. Startups could now get a first version of a product out to customers in weeks/months rather than months/years.
Startup Lessons Learned
APRIL 14, 2009
Some products have relatively obvious monetization mechanisms, and the real risks are in customer adoption. Products can find sources of validation with impressive stats along a number of dimensions, such as high engagement, viral coefficient, or long-term retention. Labels: agile , customer development 15comments: Scott Shapiro said.
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