Steve Blank

OCTOBER 15, 2019

Disruption today is more than just changes in technology, or channel, or competitors – it’s all of them, all at once. And by product, I mean the creation of new hardware, services, software, tools, operations, tradecraft, etc. And these forces are completely reshaping both commerce and defense.

Government 317

Government Technical Review Acquisition Metrics 317

Steve Blank

APRIL 4, 2011

This week they were testing who the customer, user, payer for the product will be (and discovering if they have a multi-sided business model , one with both buyers and sellers.) How can we attract buyers to our channel before they make purchasing decisions? The Business Model Canvas is a great way to diagram it out.

Customer 236

Customer Business Model Nebraska Cloud 236

The Startup Magazine

MARCH 29, 2024

Designing Your Business Model Crafting a business model is like building a blueprint for your venture. Then, consider how you’ll reach your customers and what kind of relationship you want to build with them. Revenue streams are another critical component of your business model.

Intellectual Property 129

Intellectual Property Angel Investor Business Model Bootstrapping 129

Steve Blank

JANUARY 21, 2016

You must also understand the value the product provides customers (along with the rest of your business model.). And going for crowdfunding before you do customer discovery with customers can lock you into the wrong idea too early. We could have let you have the software for free, basically. …

Detroit 120

Detroit Baltimore Entrepreneur Cofounder 120

Steve Blank

APRIL 29, 2010

I’ve been teaching Customer Development at U.C. Berkeley’s Haas Business School since the fall of 2004 and in a joint MBA with Columbia since 2005. Back in 2004, Jerry Engel the head of the Entreprenuership program at Haas Business School at U.C. A lot has happened since I first authored and taught the class. Four Steps.

Customer Development 226

Customer Development Lean Developer Customer 226

Steve Blank

JULY 14, 2015

My guests on Bay Area Ventures on Wharton Business Radio on Sirius XM Channel 111 were: Alexander Osterwalder – inventor of the Business Model Canvas. Alexander Osterwalder co-founded Strategyzer , a software company specializing in tools and content for strategic management and innovation. Why Test Your Idea?

Channel 120

Channel Business Model Cofounder Business Plan 120

Steve Blank

SEPTEMBER 17, 2009

This post describes a solution – the Customer Development Model. 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.

Customer Development 246

Customer Development Developer Customer Silicon Valley 246

Steve Blank

AUGUST 15, 2016

But to do it, you need to actually have a sustainable business model. Starting a business is too risky. Jeremy Johnson , founder of Andela , which embeds talented software engineers on the African continent into top engineering organizations worldwide. Here’s what happened: We got the product out; we got paying customers.

Cofounder 143

Cofounder Entrepreneur Africa Sales Cycle 143

Steve Blank

DECEMBER 7, 2010

Business schools teach aspiring executives a variety of courses around the execution of known business models, (accounting, organizational behavior, managerial skills, marketing, operations, etc.). In contrast, startups search for a business model. (Or Their objective is to get users, orders, customers, etc.

Wiki 312

Wiki Lean Management Business Model 312

Steve Blank

AUGUST 15, 2016

But to do it, you need to actually have a sustainable business model. Starting a business is too risky. Jeremy Johnson , founder of Andela , which embeds talented software engineers on the African continent into top engineering organizations worldwide. Here’s what happened: We got the product out; we got paying customers.

Cofounder 120

Cofounder Entrepreneur Africa Sales Cycle 120

Steve Blank

DECEMBER 17, 2013

Part 4: This Will Save us Years – Customer Discovery in Medical Devices. Part 5: Value proposition and customer segments in Life Sciences. Part 6: Distribution channels in Life Sciences. Part 8: When Customers Make You Smarter – Customer Discovery in Digital Health. Part 7: Revenue Streams in Life Sciences.

Lean 252

Lean Customer Development Business Model Channel 252

Steve Blank

DECEMBER 7, 2009

Customer Development We were starting Epiphany, my last company. I was out and about in Silicon Valley doing what I would now call Customer Discovery trying to understand how marketing departments in large corporations worked. We had validated our new assumptions by a set of orders, and we had pivoted on our business model.

Silicon Valley 232

Silicon Valley Non-disclosure Agreement NDA Startup 232

SoCal CTO

JUNE 9, 2010

Kathy Sierra at Business of Software 2009 - Business of Software Blog , May 4, 2010 "In the old days, getting customers was easy. They’re deep into Customer Development ,” he said. " In fact, 3 of the 10 selected companies from the past two years has followed this business model.

Fractional CTO 248

Fractional CTO Startup Venture Capital Cofounder 248

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. I got to spend time inside his company while I was using their software to analyze early-stage ventures. Filed under: Customer Development.

Founder 317

Founder Cofounder Advisory Board Burn Rate 317

Steve Blank

DECEMBER 20, 2013

Doctors, researchers and Principal Investigators in this class got out of the lab and hospital talked to 2,355 customers, tested 947 hypotheses and invalidated 423 of them. We kept track of all this data by instrumenting the teams with LaunchPad Central software.). Part 5: Value proposition and customer segments in Life Sciences.

Lean 243

Lean Customer Development IP Agile 243

Up and Running

MAY 23, 2016

Since the term “cloud computing” was coined in 1996—at least as we have come to understand its meaning—the software as a service industry has exploded. The one-page pitch format is also more suitable for SaaS businesses that are constantly testing new ideas. I started UpKeep after seeing and using traditional enterprise software.

Software Review 74

Software Review Software Delaware Forecast 74

Steve Blank

JULY 22, 2010

Customer Validation needs to have the CEO actively involved. Here’s an example in a direct sales channel. Customer Development Diagnostics over Lunch. A VC asked me to have lunch with the CEO of a startup building cloud-based enterprise software. Ownership of Customer Validation belongs to the CEO.

Forecast 272

Forecast Sales Customer Customer Development 272

Steve Blank

DECEMBER 26, 2013

Doctors, researchers and Principal Investigators in this class got out of the lab and hospital talked to 2,355 customers, tested 947 hypotheses and invalidated 423 of them. We kept track of all this data by instrumenting the teams with LaunchPad Central software.). Part 5: Value proposition and customer segments in Life Sciences.

Lean 239

Lean Customer Development Video Early Stage 239

Steve Blank

AUGUST 5, 2010

VC’s invested in things that ran on electrons: hardware, software and silicon. Fairchild Semiconductor became the progenitor of a flood of Silicon Valley chip companies and at the same time the adoption of the limited partnership as the model for Venture Firms gave VC’s their own profitable business model.

Lean 260

Lean Internet Silicon Valley Venture Capital 260

Up and Running

NOVEMBER 10, 2015

At Palo Alto Software, I am surrounded by entrepreneurs. Our LivePlan customers are entrepreneurs, our founder and staff have run and sold companies, the Bplans readers are aspiring entrepreneurs (or actual entrepreneurs), and as I sell my own handmade jewelry, I like to think I have a very small claim to the title. Your customer.

Curation 60

Curation Lean Software Review Finder 60

Steve Blank

MARCH 25, 2011

Week 3 of the class and our teams in our Stanford Lean LaunchPad class were hard at work using Customer Development to get out of the classroom and test the first key hypotheses of their business model: The Value Proposition. and report the results of face-to-face customer discovery. Syllabus is here.

Cloud 232

Cloud Intellectual Property Lean Customer Development 232

Steve Blank

MAY 3, 2011

(The concept of Partners , took some explanation as some teams confused partners with the Distribution Channel.). After a week of hectic customer discovery , the team further refined their new business model. His lecture covered: What resources do you need to build your business? The Nine Teams Present.

South Dakota 223

South Dakota Business Model Lean United States 223

Steve Blank

APRIL 5, 2010

By getting out of the building on a team project, the class helped students viscerally understand that a startup is a search for a profitable business model. Students formed teams, came up with a business idea then talked to customers, vendors and sales channel partners to validate their business model.

Silicon Valley 127

Silicon Valley Business Model Customer Development Engineer 127

Seeing Both Sides

JULY 11, 2013

Before this occurs, the sales process is a craft or an art - custom-made by the founder or evangelist sales VP. You dive deep into a customer development process, working closely with a few customers who feed you requirements and are willing to trial an imperfect product that is evolving quickly. Related articles.

Sales 50

Sales Technical Review Software Review B2B 50

Steve Blank

NOVEMBER 18, 2015

How startup ideas are developed and nurtured was the focus of conversations with the latest guests on Entrepreneurs are Everywhere , my radio show on Sirius XM Channel 111. Pat Sullivan is a serial entrepreneur who has been building software for more than 30 years, starting with the ACT ! contact software he created in 1985.

Entrepreneur 120

Entrepreneur Channel Programming Customer Development 120

Steve Blank

JULY 19, 2016

Jim Semick , co-founder of ProductPlan , which sells web-based software for building visual product roadmaps. Jim lectures at University of California Santa Barbara and elsewhere on the process of discovering successful business models. Tune in Thursday at 1 pm PT, 4 pm ET on Sirius XM Channel 111. . Peter Arvai.

Cofounder 120

Cofounder Entrepreneur Silicon Valley Sweden 120

Startup Lessons Learned

APRIL 14, 2009

What matters is proving the viability of the company’s business model, what investors call “traction.&# Of course this is not at all true of many profitable small businesses, but they are not what I mean by startups.) Labels: agile , customer development 15comments: Scott Shapiro said.

Customer 167

Customer San Francisco Lean Hockey Stick 167

Steve Blank

JUNE 8, 2009

In the last three posts, we drew the relationship of market risk and invention risk with vertical markets and pointed out verticals where customer development would be useful. In contrast to simply executing your business plan, the Customer Development process is built on low-cost and continuous learning and iterating.

Vertical 123

Vertical Silicon Valley RSS Marketing 123

Steve Blank

JANUARY 26, 2016

During the Cold War we used asymmetric technologies in silicon and software to disrupt the Soviet Union’s lead in conventional weapons.) All while we’re still writing a Request for a Proposal from within the US Government procurement and acquisition channels. Yet in the last decade the U.S. We’re Our Own Worst Enemy. Sign up here.

Silicon Valley 120

Silicon Valley North Korea Agile Lean 120

Steve Blank

APRIL 20, 2021

Shawn immediately said the name I had given the four steps was confusing – I had called it market development – he suggested that I call it Customer Development – and the name stuck. Delivery platforms are the vehicles through which customers come to interact with your product. Sales channels.

Product 436

Product Viral Channel San Francisco 436

Startup Lessons Learned

OCTOBER 23, 2013

LSC: Tell us about the customer development you did for your book: Alistair: We''ve been thrilled at how Lean Analytics seemed to resonate with founders. As operators of an accelerator—and founders in our own right—Ben and I had constantly struggled with what the “right” numbers are for a business.

Analytics 167

Analytics Lean Widget Metrics 167

Steve Blank

OCTOBER 11, 2016

And not keep investors informed about changes to your business model can have serious consequences. Brian Zuercher , founder of Seen marketing platform software. Through that process, I lost a lot including some relationships with individuals, and I started to develop symptoms of acute anxiety. . Brian Zuercher.

Columbus 246

Columbus Entrepreneur Ohio Cofounder 246

Steve Blank

APRIL 5, 2017

I was having coffee with the CEO of a new startup, listening to her puzzle through how to communicate to potential customers. She was an academic on leave from Stanford now selling SAAS software to large companies, but was being inundated with marketing communications advice. “My Filed under: Customer Development , Marketing.

Marketing 312

Marketing Audience Technical Review PR 312

Steve Blank

NOVEMBER 25, 2013

Teams can prove their competence and validate their ideas by showing investors evidence that there’s a repeatable and scalable business model. ————– We’ve spent the last 3 years building a methodology, classes, an accelerator and software tools and we’ve tested them on ~500 startups teams.

Oakland 327

Oakland Incubator Lean Metrics 327

Steve Blank

OCTOBER 11, 2016

And not keep investors informed about changes to your business model can have serious consequences. Brian Zuercher , founder of Seen marketing platform software. Through that process, I lost a lot including some relationships with individuals, and I started to develop symptoms of acute anxiety. . Brian Zuercher.

Columbus 120

Columbus Entrepreneur Ohio Cofounder 120

Steve Blank

JULY 2, 2009

Video Games At SuperMac , Peter Barrett was the witty and creative 24-year old Australian engineer who had designed several of our most successful products, culminating with the software for the Video Spigot. Now he wanted to go off start his own company. Make game, market, sell, profit? We understood none of this.

Silicon Valley 120

Silicon Valley Technical Review RSS Software Review 120

Steve Blank

MAY 10, 2011

What really matters are the business model canvas diagrams in the body and appendix of each presentation. By comparing the changes the teams made week-to-week-week in their business model canvas diagrams, you’ll see the dynamics of entrepreneurship, as they iterate and Pivot over time. Team Agora. in one quarter.

Lean 281

Lean Business Model Agile Customer Development 281