Steve Blank

APRIL 9, 2009

But what I wanted was an agile marketing team capable of operating independently without day-to-day direction. To do that we will create end-user demand and drive it into the sales channel, educate the channel and customers about why our products are superior, and help Engineering understand customer needs and desires.

Silicon Valley 269

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Steve Blank

MAY 22, 2009

———— T o: Marketing Department From: Steve Subject: Going to Trade Shows Like it Matters Generating Leads Ownership If your company is going to a show to generate leads, then sales owns the show. This is worthy of an open and honest discussion with sales up front. And inviting to the booth/dinner/private demo.

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Steve Blank

NOVEMBER 2, 2009

For those of you who have been following the discussion, a Lean Startup is Eric Ries ’s description of the intersection of Customer Development , Agile Development and if available, open platforms and open source. Over its lifetime a Lean Startup may spend less money than a traditional startup.

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Steve Blank

JUNE 29, 2009

I’ve tried different things in India – sales training, software sales, advising entrepreneurs. Agile Opportunism – Entrepreneurial DNA « Steve Blank (tags: startup) [.] Agile Opportunism – Entrepreneurial DNA. You’re Hired, You’re Fired. It’s been a very, very difficult journey. Reply Create.

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Steve Blank

SEPTEMBER 3, 2009

This post describes how the traditional product development model distorts startup sales, marketing and business development. In the next few posts that follow, I’ll describe how thinking of a solution to this model’s failures led to the Customer Development Model – that offers a new way to approach startup sales and marketing activities.

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Steve Blank

SEPTEMBER 17, 2009

In future posts I’ll describe how Eric Ries and the Lean Startup concept provide the equivalent model for product development activities inside the building and neatly integrates customer and agile development. This post describes a solution – the Customer Development Model.

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Steve Blank

SEPTEMBER 10, 2009

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. They never understood Market Type. Why does Market Type matter?

Customer Development 220

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Steve Blank

JUNE 22, 2009

Things Change In 1956 Hewlett Packard (HP) was a 17-year old company with $20 million in test equipment sales with 900 employees. The original Hewlett Packard which made test and measurement products was spun-out and renamed Agilent. Agilent is a $5.8 I’ll show you the memo in a second. But first some background.)

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Steve Blank

NOVEMBER 4, 2021

Lean Methodology consists of three tools designed for entrepreneurs building new ventures: The Business Model Canvas – to write down all the hypotheses about a new business; Customer Development – a process for testing those hypotheses outside the building; Agile Engineering – to rapidly build minimal viable products to test product/market fit.

Customer 424

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Steve Blank

MAY 15, 2009

This happened to us at SuperMac when our sales skyrocketed. Stay hungry, stay lean. I don’t want to be hungry and lean (nor do I want to be full and fat). It was an odd feeling at that time, we thought we have made it and fail to stay lean and hungry. That’s when things went south. Don’t let it happen to you.

Silicon Valley 230

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Steve Blank

APRIL 2, 2009

It’s the decisions that you make that might cost you an order, a sale or a higher stock price. I teach teams various Agile techniques, and occasionally get told some particular trick is cheating. I’m sure at Enron and Madoff there were plaques and posters about ethics. Do the right thing. It pays off in the end.

Silicon Valley 127

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Steve Blank

NOVEMBER 5, 2009

Your goal was to preserve your cash while you turned these guesses into facts and searched for a repeatable and scalable sales model. They will realize that you have built a startup that’s agile, resilient and customer-centric. Your presentation doesn’t have a single word about Lean Startups or Customer Development.

Customer Development 267

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Steve Blank

NOVEMBER 12, 2009

After these slides, these VC’s recognized that this company had dramatically reduced risk and built a startup that was agile, resilient and customer-centric. The presentation didn’t have a single word about Lean Startups or Customer Development. We’ve been inspired by Steve Blank and the Customer Development / lean startup model.

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crowdSPRING Blog

DECEMBER 13, 2018

According to a study examining the effect of color on sales, 92.6% Curved lines are visibly flexible and can communicate agility and reactivity. Horizontal vs vertical vs diagonal lines. Unlike vertical or diagonal lines, they look as though gravity has already acted upon them and there is nowhere for them to fall.

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Steve Blank

APRIL 7, 2009

You don’t get grades for having resiliency, curiosity, agility, resourcefulness, pattern recognition and tenacity. Do you know of any similar studies showing correlation between sales success and founder success? The three dropouts above were each, in their own way, some pretty slick sales guys. You just get successful.

Silicon Valley 332

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Steve Blank

MAY 4, 2009

It became clear to me that the mission of marketing in most companies has to be to support sales. While this may seem obvious to anyone not in sales and marketing, trust me, in a technology company this is a conceptual breakthrough. But without sales there is no revenue, and without revenue there is no company.

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YoungUpstarts

JUNE 5, 2014

Masterful execution makes up one of the triangle’s two vertical sides. (I A strong soft edge makes a company resilient and agile — even in the face of the occasional C-suite disagreement. Story can create legends that an entire workplace culture can build upon, grow with, and lean on. First, what is the “soft edge”?

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Steve Blank

OCTOBER 12, 2009

Intelligence As I leafed through the Cray sales material, a glossy magazine with the headline Cray Channels jumped out of the pile. Later I sat down for lunch and began to leaf through the bag of data sheets and brochures I had collected. Hmm… typical booth stuff…key chains, data sheets, pens… Until I got to the material from Cray.

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steveblank.com

JULY 8, 2011

Github - Free public repositories, collaborator management, issue tracking, wikis, downloads, code review, graphs Pivotal Tracker – Agile project management tool that enables real time collaboration. WebSequenceDiagrams - sketch sequence diagrams. Lighthouse – Issue Tracking Tool.

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blog.expensify.com

APRIL 24, 2012

It’s like arguing against vertical software. Just as.NET is both a lock-in and very restricting, and Java violates both “lean cuisine class hierarchy” and “objects if necessary, but not necessarily objects”, the “we’ll just use XML” mantra deserves to die. March 26, 2011 at 9:02 am.

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