Burn Rate Customer Development Engineer Revenue 
Steve Blank
JULY 30, 2014
Two methods, Design Thinking and Customer Development (the core of the Lean Startup) provide the tactical day-to-day process of how to turn ideas into products. . While they both emphasize getting out of the building and taking to customers, they’re not the same.
Steve Blank
FEBRUARY 13, 2024
Or jet engine maintenance. Getting it Right Apple’s entry into new markets by creating new product categories – iPods, iPads, iPhones – is unprecedented in the history of the modern corporation – $300 billion (75% of their revenue) is from non-computer hardware. Imagine car repair with a Vision Pro AR tutorial.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
View from Seed
OCTOBER 24, 2019
As a first time founder, having a few million dollars in the bank after a successful seed raise may seem like a huge amount of capital, and it’s easy to lose discipline around your burn rate.
Both Sides of the Table
NOVEMBER 3, 2009
Let’s take your revenue line. It should talk about how many customers you think you will acquire and how much you’ll charge for your product. Do you really want to spent $100k building a product to discover through Customer Development that the market is too small? Or lower revenue assumptions.
Steve Blank
FEBRUARY 16, 2010
In my last post I described what happened when a company prematurely scales sales and marketing before adequately testing its hypotheses in Customer Discovery. You would think that would be enough to get wrong, but entrepreneurs and investors compound this problem by assuming that all startups grow and scale by executing the Revenue Plan.
Steve Blank
NOVEMBER 18, 2010
For decades startups were managed by pretending the company would follow a predictable path (revenue plan, scale, etc.) In fact, for decades if you drew this diagram on day one of a startup VC’s would nod sagely and everyone would get to work heading to first customer ship. The Revenue Plan – The Third Fatal Assumption.
Steve Blank
AUGUST 27, 2012
It was great to watch him embrace the spirit and practice of customer development. He was constantly in front of customers, listening, selling, installing and learning. Other weeks Yuri would be buffeted by the realities of his burn rate, declining bank account and depressing comments from customers.
Expert insights. Personalized for you.
335 
Let's personalize your content