Steve Blank

OCTOBER 25, 2010

Over the last 50 years engineers have moved from building computers out of individual transistors to building with prepackaged logic gates. It’s the combination of Business Model Design and Customer Development. Business Model Design Gets Dynamic, Customer Development Gets Strategic. x86 , ARM.)

Customer Development 329

Customer Development Business Model Developer Customer 329

Steve Blank

MARCH 8, 2011

It was designed to bring together many of the new approaches to building a successful startup – customer development, agile development, business model generation and pivots. Startups, are not about executing a plan where the product, customers, channel are known.

Lean 298

Lean Business Model Customer Development Guinea 298

Steve Blank

APRIL 9, 2009

And it was going to mention the two words that SuperMac marketing needed to live and breathe: revenue and profit. 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 259

Silicon Valley Technical Review RSS PR 259

Steve Blank

APRIL 4, 2011

How can we attract buyers to our channel before they make purchasing decisions? They had 16 interviews with target customers (Zynga, Yahoo, VMware, Walmart, Zeconder, etc.) as well as channel partners and cloud industry technology consultants. And as engineers they believed weed versus crop recognition, while hard, was doable.

Customer 234

Customer Business Model Nebraska Cloud 234

Steve Blank

FEBRUARY 10, 2016

Funding challenges and other issues founders face in the early days of starting up were the focus of interviews with the latest guests on Entrepreneurs are Everywhere , my radio show on SiriusXM Channel 111 (airing weekly Thursdays at 1 pm Pacific, 4 pm Eastern). Tune in Thursday at 1 pm PT, 4 pm ET on Sirius XM Channel 111.

Silicon Valley 120

Silicon Valley Ohio Columbus Entrepreneur 120

Steve Blank

AUGUST 15, 2016

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. Our revenue model was wrong. Tune in Thursday at 1 pm PT, 4 pm ET on Sirius XM Channel 111.

Cofounder 142

Cofounder Entrepreneur Africa Sales Cycle 142

Steve Blank

APRIL 7, 2020

The classes are built on the Lean Startup methodology: Customer Discovery, Agile Engineering and the Business/Mission Model Canvas. So how do our students get out of the building to talk to customers to do Customer Discovery when they can’t get out of the building? All you have are a series of untested hypotheses.

Customer 413

Customer Business Model Restful Video 413

Steve Blank

AUGUST 15, 2016

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. Our revenue model was wrong. Tune in Thursday at 1 pm PT, 4 pm ET on Sirius XM Channel 111.

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 7: Revenue Streams in Life Sciences. Part 8: When Customers Make You Smarter – Customer Discovery in Digital Health.

Lean 251

Lean Customer Development Business Model Channel 251

Steve Blank

DECEMBER 7, 2010

I’ve introduced a new class at Stanford to teach engineers, scientists and other professionals how startups really get built. If you’ve read any of my previous posts, you know I believe that: 1) a product is just a part of a startup, but understanding customers, channel, pricing, etc. Others emphasize how to build a product.

Wiki 311

Wiki Lean Management Business Model 311

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. The AARRR model (hence pirates, get it?)

San Francisco 167

San Francisco CPA SEM CTO Hire 167

Steve Blank

NOVEMBER 18, 2010

For decades startups were managed by pretending the company would follow a predictable path (revenue plan, scale, etc.) The Revenue Plan – The Third Fatal Assumption. Notice that the traditional product introduction model leads to a product launch and the execution of a revenue plan. Albert Einstein. Ritualized Crises.

Burn Rate 247

Burn Rate Management Business Model Customer Development 247

Startup Lessons Learned

APRIL 14, 2009

Lessons Learned by Eric Ries Tuesday, April 14, 2009 Validated learning about customers Would you rather have $30,000 or $1 million in revenues for your startup? All things being equal, of course, you’d rather have more revenue rather than less. And yet revenue alone is not a sufficient goal.

Customer 167

Customer San Francisco Lean Hockey Stick 167

Steve Blank

DECEMBER 20, 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 7: Revenue Streams in Life Sciences. Part 8: When Customers Make You Smarter –Customer Discovery in Digital Health.

Lean 241

Lean Customer Development IP Agile 241

Steve Blank

JUNE 11, 2012

Few of the Principal Investigators or Entrepreneurial Leads had startup experience, and few of the mentors were familiar with Business Model design or Customer Development. 2) Get the teams out of the building to test their hypotheses with prospective customers. Filed under: Customer Development , Lean LaunchPad , Teaching.

Lean 248

Lean Incubator Business Model Georgia 248

Steve Blank

FEBRUARY 23, 2016

In other words, how can we adapt the Business Model Canvas when the metrics of success for an organization is not revenue? Unlike an org chart, which describes how a company executes to deliver known products to known customers, the business model canvas illustrates the search for the unknowns that most new ventures face.

Business Model 120

Business Model Revenue Channel Community 120

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. he’d declare. “We

Founder 316

Founder Cofounder Advisory Board Burn Rate 316

Steve Blank

DECEMBER 26, 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 7: Revenue Streams in Life Sciences. Part 8: When Customers Make You Smarter : Customer Discovery in Digital Health.

Lean 237

Lean Customer Development Video Early Stage 237

Steve Blank

SEPTEMBER 10, 2016

In addition he conducts research with Dr. Hsueh Chia Chang in Chemical Engineering. from University of California, Davis in Biomedical Engineering. For his doctoral work, his research focused on liver tissue engineering and stem cell differentiation. in Structural Engineering from Stanford University in 2006.

Cofounder 190

Cofounder Entrepreneur Engineer California 190

Startup Lessons Learned

JUNE 5, 2009

I think this idea is particularly appealing to those of us from an engineering background. She has a separate team, with its own culture and office, and a mandate straight from top management to innovate without regard to the company’s historic products, channels, or supply chain. So far, so good.

San Francisco 102

San Francisco Lean Continuous Deployment Startup 102

Steve Blank

AUGUST 27, 2009

This series of posts is a brief explanation of how we’ve evolved from Product Development to Customer Development to the Lean Startup. The Product Development Diagram Emerging early in the twentieth century, this product-centric model described a process that evolved in manufacturing industries.

Silicon Valley 260

Silicon Valley Product Startup Product Development 260

Steve Blank

SEPTEMBER 10, 2016

In addition he conducts research with Dr. Hsueh Chia Chang in Chemical Engineering. from University of California, Davis in Biomedical Engineering. For his doctoral work, his research focused on liver tissue engineering and stem cell differentiation. in Structural Engineering from Stanford University in 2006.

Cofounder 120

Cofounder Entrepreneur Engineer California 120

Steve Blank

MAY 5, 2016

Well, here we are with $5 million in annual revenues and we’re a consumer company that starts with teachers first, and we don’t charge them a dime. Prior to her 21 years as an educator, Doris Korda spent 15 years as an engineer-turned-entrepreneur in the cowboy days of the high tech industry. I’ve seen it before.

Brazil 158

Brazil Entrepreneur Cleveland Cofounder 158

Steve Blank

MAY 3, 2011

Last week the teams tested their Revenue Models hypotheses: what are customers willing to pay for? Partners are the external companies whose product or service combines with your Value Proposition to create a complete customer solution or “whole product&# to satisfy customers. Week 8 of the class. Veritas turbines.

South Dakota 217

South Dakota Business Model Lean United States 217

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.

Sales 50

Sales Technical Review Software Review B2B 50

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 122

Vertical Silicon Valley RSS Marketing 122

Startup Lessons Learned

AUGUST 24, 2009

Mass blasts of information are ineffective, because the broadcast channels are suffering from information overload (even in social media). Test-marketing is now easier than ever before, thanks to leveraged distribution channels like AdWords and Facebook. What is the right revenue model? If not, there are plenty of alternatives.

San Francisco 113

San Francisco Lean Technical Review Distribution 113

Steve Blank

MAY 5, 2016

Well, here we are with $5 million in annual revenues and we’re a consumer company that starts with teachers first, and we don’t charge them a dime. Prior to her 21 years as an educator, Doris Korda spent 15 years as an engineer-turned-entrepreneur in the cowboy days of the high tech industry. I’ve seen it before.

Brazil 120

Brazil Entrepreneur Cleveland Cofounder 120

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. The Customer Development process (and the Lean Startup) is one way to do that. Lets see why.

Lean 244

Lean Silicon Valley Startup RSS 244

Startup Lessons Learned

AUGUST 16, 2010

It requires separating the product launch from the marketing launch (see Dont Launch ) as well as other staple Lean Startup tactics: minimum viable product, split-testing, customer development and the pivot. Those tools, combined with focused customer interviews, have turbo-charged the company’s ability to learn.

San Francisco 167

San Francisco Lean Analytics Continuous Deployment 167

Steve Blank

MAY 16, 2016

In companies this would be product line extensions, more efficient supply chain, new distribution channels. In a company you know you’ve been successful when you generate revenue and profit. In those case revenue will become an additional metric. More next week on innovation and the intransigent middle. Now back to the class.

San Diego 142

San Diego Metrics Indonesia Silicon Valley 142

ReadWriteStart

FEBRUARY 17, 2011

OrangeScape positions itself as an Application Platform As A Service (APaaS) provider, and has some marquee customers in India including Unilever, Citibank, Pfizer, AstraZeneca, and Sterlite. They will now be leveraging the 1M/1M-Persistent channel to go to market in the United States. Building new apps is also not as simple.

Entrepreneur 114

Entrepreneur India Silicon Valley Massachusetts 114

Steve Blank

DECEMBER 23, 2015

Knowing your customers is the single biggest driver of startup success, and there’s no substitute for getting out of the building to learn about their problems and needs. Clips from their interviews are below, but first a word about the show: Entrepreneurs are Everywhere airs Thursdays at 1 pm Pacific, 4 pm Eastern on Sirius XM Channel 111.

Cofounder 120

Cofounder Entrepreneur Colorado Customer Development 120

Up and Running

MAY 23, 2016

In fact, SaaS industry revenue is projected to grow from $49 billion in 2015 to $67 billion in 2018, a compound annual growth rate of approximately eight percent. In the tactics section, list your sales channels and describe how you will be selling your products. Usually, this is via storefronts, online, or via distributors.

Software Review 74

Software Review Software Delaware Forecast 74

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. I remember thinking, “What a disappointment one of the smartest engineers I know and he is going to waste his time making games.”

Silicon Valley 120

Silicon Valley Technical Review RSS Software Review 120

Steve Blank

NOVEMBER 25, 2013

Teams use the Lean Startup toolkit: the Business Model Canvas + Customer Development process + Agile Engineering. These three tools allow startups to focus on the parts of an early stage venture that matter the most: the product, product/market fit, customer acquisition, revenue and cost model, channels and partners.

Oakland 326

Oakland Incubator Lean Metrics 326

VC Cafe

SEPTEMBER 5, 2012

1) It all starts from the Growth Hacking Funnel - in the early stages, startups should not just focus on top/bottom line metric like unique users and revenue. They should understand the different states of the user (Acquisition, Activation, Retention, Revenue) and focus on moving users from one state to the next. Rinse and repeat.

API 167

API Viral Startup Retention 167