Channel Customer Development RSS Technical Review 
Steve Blank
MARCH 19, 2009
They sold their product through the computer retail channel, something I knew nothing about. They sold to a set of customers I knew nothing about. They had an existing distribution channel and their dealers and customers thought they knew who the company was and what it stood for.
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. Posted on December 7, 2009 by steveblank In my 21 years of startups, I had my ideas “stolen” twice.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Steve Blank
APRIL 9, 2009
Five Easy Pieces – The Marketing Mission After a few months of talking to customers , talking to our channel and working with sales we defined the marketing Mission (our job) was to: Help Sales deliver $25 million in sales with a 45% gross margin. Two paragraphs, Five bullets. It didn’t take more.
Steve Blank
APRIL 2, 2009
We had thought really hard about “ market type ” and decided to reposition the company from a technology provider to a solutions provider. Inside the covers of these publications our customers had said that it was the product reviews that most influenced their buying decisions.
Steve Blank
JULY 2, 2009
As Peter began to speak extemporaneously our mouths slowly fell open as he described the video game market, its size, its demographics, the state of the technology, and the state of games. He took us through a day (and a night) of a hardcore gamer and told us about the new class of CD-ROM based game machines about to hit the market.
Steve Blank
MARCH 19, 2009
What reviews did they trust? I wanted to understand how customers bought our products. I knew we were selling through a multi-level indirect sales channel. That’s a mouthful to say that our sales people didn’t sell our products directly to a customer. Market messages to indirect sales channels are just like that.
Steve Blank
APRIL 20, 2009
Berkeley Haas Business School was courageous enough to give me a forum teach the Customer Development Methodology. The Man Who Shot Liberty Valance I always had been curious about how Silicon Valley, a place I had lived and worked in, came to be. After I retired, Jerry Engel , director of the Lester Center on Entrepreneurship , at U.C.
Expert insights. Personalized for you.
161 
Let's personalize your content