Steve Blank

FEBRUARY 11, 2010

The Customer Development process is the way startups quickly iterate and test each element of their business model , reducing customer and market risk. The first step of Customer Development is called Customer Discovery. outside the building and test them in front of customers. VP of Sales – “Sure.”

Burn Rate 249

Burn Rate Silicon Valley Marketing Boston 249

Startup Lessons Learned

JANUARY 30, 2009

Worse was the large staff in departments appropriate to a mainstream-scale product, especially in customer service and QA. The passionate early adopters who flocked to the product at its launch could not sustain this outsized burn rate. We can capitalize on new customers. Take a look and let me know what you think.

San Francisco 150

San Francisco Lean Agile Continuous Deployment 150

Startup Lessons Learned

MARCH 27, 2009

The full formula works like this: runway = cash on hand / burn rate # iterations = runway / speed of each iteration Very few successful companies ended up in the same exact business that the founders thought theyd be in (see Founders at Work for dozens of examples). Were talking PayPal -sized variations. Amazon PostRank

San Francisco 117

San Francisco Lean Continuous Deployment DC 117

Startup Lessons Learned

MARCH 13, 2009

Do some Customer Development instead. The product didnt convert well enough, the mainstream customers we were driving werent ready for the concept, and the event fed expectations about how successful the product was going to be that turned out to be hyper-inflated. Help you raise money. But dont be too sure. Amazon PostRank

San Francisco 168

San Francisco PR Lean Early Stage 168