Steve Blank

DECEMBER 9, 2013

Now that you’ve gotten to know your potential channel and customers, regardless of how much money you’re going to make, will you enjoy working with these customers for the next 3 or 4 years? One of the largest mistakes in my career was getting this wrong.

Cofounder 325

Cofounder Technical Cofounder Liquidity Event Lean 325

Steve Blank

JULY 24, 2012

And along with that first customer hypothesis I had the brilliant hypothesis that my channel partner should be Onyx. I left with enough code so our engineers could get started immediately. Onyx gave us an engineering contact and he helped our team make sense of their system. But I didn’t realize that at the time.

Seattle 259

Seattle Cofounder Engineer Sales 259

Steve Blank

JANUARY 22, 2014

Dino Vendetti a VC at Bay Partners, moved up to Bend, Oregon on a mission to engineer Bend into a regional technology cluster. Part 3: Engineering a Regional Tech Cluster. as a distribution channel have vastly reduced the amount of capital a startup needs at the early stage when the risk is greatest. ——-.

Early Stage 286

Early Stage Silicon Valley Oregon Technical Review 286

Steve Blank

APRIL 4, 2011

How can we attract buyers to our channel before they make purchasing decisions? as well as channel partners and cloud industry technology consultants. And as engineers they believed weed versus crop recognition, while hard, was doable. Then different again for direct and indirect channels. Demand generation?

Customer 234

Customer Business Model Nebraska Cloud 234

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.

Silicon Valley 259

Silicon Valley Technical Review RSS PR 259

Steve Blank

OCTOBER 24, 2016

It wasn’t that Microsoft didn’t have smart engineers working on search, media, mobile and cloud. Each transformation – from a new computer distribution channel – Apple Stores to disrupting the music business with iPod and iTunes in 2001; to the iPhone in 2007; and the App store in 2008 – drove revenues and profits to new heights.

Azure 120

Azure Business Model Cloud Artificial Inteligence 120

Steve Blank

OCTOBER 24, 2016

It wasn’t that Microsoft didn’t have smart engineers working on search, media, mobile and cloud. Each transformation – from a new computer distribution channel – Apple Stores to disrupting the music business with iPod and iTunes in 2001; to the iPhone in 2007; and the App store in 2008 – drove revenues and profits to new heights.

Azure 120

Azure Business Model Cloud Artificial Inteligence 120

Steve Blank

MARCH 11, 2016

If you’ve read any of my previous posts, you know I believe that: a product is just a part of a startup, but understanding customers, channel, pricing, – the business model – is what turns a product into a business. Diagrams of key parts of the Canvas –customer flow, channel, get/keep/grow (before and after). Pivot stories.

Lean 120

Lean Incubator Business Model Channel 120

Steve Blank

JUNE 26, 2015

To move innovation faster, we now have 21 st century tools — Business Model Canvas , Customer Development , Agile Engineering – all adding up to a Lean Startup. Here the company executes a known business model (known customers, product features, competitors, pricing, distribution channel, supply chain, etc.)

Lean 120

Lean Management Business Model Incubator 120

Steve Blank

MARCH 8, 2011

Startups, are not about executing a plan where the product, customers, channel are known. We were going to toss teaching the business plan aside and try to teach engineering students a completely new approach to start companies – one which combines customer development, agile development, business models and pivots.

Lean 298

Lean Business Model Customer Development Guinea 298

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

JANUARY 21, 2016

These topics 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. Want to be a guest on the show?

Detroit 120

Detroit Baltimore Entrepreneur Cofounder 120

Steve Blank

JUNE 3, 2013

Alice and Bettina had taken an idea they had tested in the class – building toys for young girls to have fun with Science, Technology, Engineering, and Math, and started a company. The Roominate dollhouse building kits are being sold via their own website and soon, retail channels. Hiring Channel Sales. “So They learned a ton.

PR 314

PR China Lean Channel 314

Steve Blank

JULY 20, 2015

My guests on Bay Area Ventures on Wharton Business Radio on Sirius XM Channel 111 were: Errol Arkilic , former program director for the National Science Foundation Innovation Corps (NSF I-Corps), now founder of M34 Capital. That’s what scientists and engineers needed to embrace. Steve Weinstein , CEO of MovieLabs. Errol : And we did.

Government 120

Government Channel Southern California Lean 120

Steve Blank

NOVEMBER 11, 2015

Successful founders have a laser-like focus and commitment; a keen understanding of customers’ needs; and a tenacious spirit, said the latest guests on Entrepreneurs are Everywhere , my radio show on Sirius XM Channel 111. Tune in Thursday at 1 pm PT, 4 pm ET on Sirius XM Channel 111. Reetu Gupta. Mandela Schumacher-Hodge.

Cofounder 120

Cofounder India Entrepreneur Maryland 120

Steve Blank

JUNE 6, 2016

He is also a Consulting Professor at Stanford in the Electrical Engineering Department and Editor-in-Chief of the AIAA Journal of Aerospace Information Systems. Prior to his investing and advisory career, Evangelos spent 20+ years in high-technology industries, in executive roles spanning operations, marketing, sales and engineering.

Silicon Valley 120

Silicon Valley Entrepreneur Fractional CTO Analytics 120

Steve Blank

APRIL 12, 2010

One of the Pivot’s positive consequences for the startup team is realizing that a lack of scalable revenue is not the fault of Sales or Marketing or Engineering departments – and the solution is not to fire executives – it’s recognizing that there’s a problem with the assumptions in the initial business model.).

Business Model 332

Business Model Agile Customer Development Startup 332

Steve Blank

AUGUST 15, 2016

Jeremy Johnson , founder of Andela , which embeds talented software engineers on the African continent into top engineering organizations worldwide. Tune in Thursday at 1 pm PT, 4 pm ET on Sirius XM Channel 111. Jeremy Johnson. Joining me in the Stanford University studio were. Want to be a guest on the show?

Cofounder 142

Cofounder Entrepreneur Africa Sales Cycle 142

Steve Blank

JUNE 3, 2013

Alice and Bettina had taken an idea they had tested in the class – building toys for young girls to have fun with Science, Technology, Engineering, and Math, and started a company. The Roominate dollhouse building kits are being sold via their own website and soon, retail channels. Hiring Channel Sales. “So They learned a ton.

PR 206

PR China Lean Channel 206

Steve Blank

MAY 11, 2009

A month or two before the QuickTime public announcement in May, the SuperMac hardware engineers (who had a great relationship with the QuickTime team at Apple) started a “ skunk works ” project. So SuperMac engineering also developed video compression software, called Cinepak. The software was idiot proof.

Video 164

Video Silicon Valley RSS California 164

Steve Blank

MAY 29, 2019

At Stanford, Tom Byers , who runs the innovation and entrepreneurship program inside the engineering school, has made that a big deal and it’s now part of the curriculum. Distribution channels, brand loyalty, etc. What are the steps internally we need to take that are different than how engineering builds products today?”

Incubator 331

Incubator Lean Programming Government 331

Steve Blank

AUGUST 15, 2016

Jeremy Johnson , founder of Andela , which embeds talented software engineers on the African continent into top engineering organizations worldwide. Tune in Thursday at 1 pm PT, 4 pm ET on Sirius XM Channel 111. Jeremy Johnson. Joining me in the Stanford University studio were. Want to be a guest on the show?

Cofounder 120

Cofounder Entrepreneur Africa Sales Cycle 120

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. Direct channels, indirect channels, OEM.

Wiki 311

Wiki Lean Management Business Model 311

Steve Blank

AUGUST 5, 2011

Convergent had assembled a stellar team with founders from Digital Equipment Corporation and Intel and engineers from Xerox PARC. I fact-checked the datasheet with my boss (who would be my co-founder at Epiphany) and the rest of the engineering team. Marketing to Match the Channel. Marketing materials need to match the channel.

Silicon Valley 267

Silicon Valley Channel Cofounder Demand 267

Steve Blank

APRIL 7, 2020

The classes are built on the Lean Startup methodology: Customer Discovery, Agile Engineering and the Business/Mission Model Canvas. With in-person classes canceled, we’re about to start our online versions of Hacking for Defense and Hacking for Oceans (and here ). Ask everyone you interview, “What’s changed since the Covid-19 virus?

Customer 413

Customer Business Model Restful Video 413

Steve Blank

MARCH 7, 2012

Today, the first half of the Stanford Engineering Lean LaunchPad Class gave their final presentations. The goal is for them is to observe this class, then host and teach the next round of 50 NSF Innovation Corps scientist/engineer teams in July. Here are the first five. It Feels Like 20 Years Ago Today. Team ColorWheels.

Lean 256

Lean Business Model Agile United States 256

Steve Blank

AUGUST 31, 2009

Yet startup companies have traditionally used this model to manage and pace not only engineering but also non-engineering activities. The flaw in this thinking is that “first customer ship&# is simply the date when engineering thinks they “finished” the 1.0 release of the product. before you ship.

Customer Development 238

Customer Development Developer Customer Silicon Valley 238

Steve Blank

MARCH 15, 2011

what distribution channel? Off to a running start, they not only wrote down their initial business model hypotheses but they immediately got out of the building and began interviewing prospective customers to test their three most critical assumptions in any business: Value Proposition , Customer Segment and Channel. Xu Cui (Ph.D,

Business Model 236

Business Model Nebraska Peru Germany 236

Steve Blank

DECEMBER 17, 2013

Part 6: Distribution channels in Life Sciences. Look at their Lesson Learned slides below and see how a team of doctors learned about product/market fit, channels and pricing. The best summary of why Scientists, Engineers and Principal Investigators need to get out of the building was summarized by Dr.

Lean 251

Lean Customer Development Business Model Channel 251

Steve Blank

FEBRUARY 19, 2014

All of sudden what was an additional engineering and development effort now became a small, variable cost. As a bonus it meant the 1,400 aerial applicator companies could be a potential distribution channel partner. This meant that Ceres didn’t need to build an aerial infrastructure – it already existed.

Customer 316

Customer Algorithm Customer Development California 316

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

Steve Blank

MARCH 5, 2012

Once your business model (market, customers, features, channels, pricing, Get/Keep/Grow strategy, etc.) Once a company has found a business model (it knows its market, customers, product/service, channel, pricing, etc.), It’s like trying to implement a startup using Waterfall engineering.). is known , you will be executing it.

Search 320

Search Business Model Customer Development Agile 320

Steve Blank

OCTOBER 3, 2016

We were mostly selling our product to engineers. Selling to an IT person or businessperson in the middle of Chicago is very different from selling to a LinkedIn engineer. A lot of them do not have the engineering talent that companies in the Valley do. We tried to sell inside Silicon Valley, so these were all tech companies.

Cofounder 274

Cofounder Silicon Valley Entrepreneur EC2 274

Steve Blank

OCTOBER 3, 2016

We were mostly selling our product to engineers. Selling to an IT person or businessperson in the middle of Chicago is very different from selling to a LinkedIn engineer. A lot of them do not have the engineering talent that companies in the Valley do. We tried to sell inside Silicon Valley, so these were all tech companies.

Cofounder 274

Cofounder Silicon Valley Entrepreneur EC2 274

Steve Blank

OCTOBER 28, 2010

The company headcount was mostly engineers accomplishing the impossible on a regular basis while a few of us were outside the building trying to do what we would call today Customer Discovery and Validation. These started with the business model hypotheses in Customer Discovery (who’s the customer, channel, pricing model, etc.).

Business Model 239

Business Model Customer Development Engineer Vesting 239

Steve Blank

AUGUST 27, 2012

Tossing their agile development process and at times their entire business model in the air, the company would go into fire-drill mode and engineering would start working on whatever his latest insight was. Some of the engineers figuring if the founder was declaring they were toast in 90 days were updating their resumes.

Founder 316

Founder Cofounder Advisory Board Burn Rate 316

Steve Blank

APRIL 15, 2011

This week they were testing one of the most confusing sections of a company’s business model – Customer Relationships - the activities used to “Get, Keep and Grow” customers in a physical or virtual (web or mobile) channel. They were engineers, certainly they could do better than that? The Week 5 Lecture: Channel.

Customer 247

Customer Cloud EC2 Channel 247