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Nail the Customer Development Manifesto to the Wall

Steve Blank

When Bob Dorf and I wrote the Startup Owners Manual we listed a series of Customer Development principles. Not All Startups Are Alike.

Driving Corporate Innovation: Design Thinking vs. Customer Development

Steve Blank

While they both emphasize getting out of the building and taking to customers, they’re not the same. Here’s why. Lessons Learned.

Customer Development for Web Startups

Steve Blank

Ash Maurya , the CEO of WiredReach, has extended my work by building a model of Customer Development for Web Startups.

Raising Money Using Customer Development

Steve Blank

Chasing funding versus chasing customers and a repeatable and scalable business model, is one reason startups fail. How many are there?  Try it.

2 Challenges of Startup Customer Development & How to Get Great Feedback Instead

View from Seed

Customer development” has become its own skill and body of knowledge, and there are some crucial nuances to understand up front before beginning your customer dev discussions. It’s too easy to lead the witness in the way you ask a question, or get a reaction that tells you very little about a customer’s core needs or problems.

Why Founders Should Know How to Code

Steve Blank

Customer Discovery. He worked hard to deeply understand the customer problems of these two customer segments. Book of Five Rings.

How To Find the Right Co-Founders?

Steve Blank

How do you figure out what’s the right mix of skills for the co-founders of your startup? Are We Missing A Founder? Customer Developmen

Lessons Learned: What is customer development?

Startup Lessons Learned

Lessons Learned by Eric Ries Saturday, November 8, 2008 What is customer development? They almost always fail for lack of customers.

It’s Not a Conversion Problem, It’s a Customer Development Problem

It’s Not a Conversion Problem, It’s a Customer Development Problem. This is a customer development problem.

Customer Development and Marketplaces

Market by Numbers

I had a brief email conversation with a startup founder struggling with how to tackle customer development in marketplace business models.  I thought I’d share a bit about what we discussed, in case others have a similar dilemma. Customer Development does not equal User Acquisition. Product vs Consumer.

Creating Startup Success – Customer Development + Business Model Design

Steve Blank

In previous posts I’ve talked about what the combination of Business Model Design, Customer Development and Agile Methodologies mean to startups and intrapreneurs in large companies; it’s the beginning of entrepreneurship as a science with its own rules and methodologies. link]. She posted her notes from the talk here.) link].

Get the Heck Out of the Building in Founder’s School: Part 2

Steve Blank

In January 2014 Part 1 of the “ Startups ” section of Founders School went online. You’ll learn how to: get to know your customers.

The Entrepreneur's Guide to Customer Development

Startup Lessons Learned

believe it is the best introduction to Customer Development you can buy. Here’s hoping they soon tackle Customer Validation.

Vision versus Hallucination – Founders and Pivots

Steve Blank

A founder’s skill is knowing how to recognize new patterns and to pivot on a dime. Which required Ben hearing from the same customers I did.

B2B Customer Development

Market by Numbers

During Customer Discovery, you are not selling, so you are in a better situation to have “learning conversations&# with prospective customers

Customer Development Manifesto: The Path of Warriors and Winners.

Steve Blank

This post describes a solution – the  Customer Development Model. This post describes such a model. Written by Chris F. Order Here.

It’s Not a Conversion Problem, It’s a Customer Development Problem


But for a new coffee shop, things like customer service, atmosphere and selection, will make or break the company. Most startups fail. Sorry.

4 tips to make customer development surveys suck less

The Next Web

Tenoch Esparza is the co-founder of Sensory Percussion, a next-generation electronic drum startup. Entrepreneur Analysis and Opinion

It’s Time to Play Moneyball: The Investment Readiness Level

Steve Blank

Teams use the Lean Startup toolkit: the Business Model Canvas + Customer Development process + Agile Engineering. Here’s how. The U.S.

Putting User Insights Into Context

Grasshopper Herder

He is the co-founder of Alpha UX, a real-time user insights platform for enterprise product teams. (This is a guest post by Michael Bamberger.

Concierge Onboarding is Continuous Customer Development

Kevin Dewalt

You already know a good onboarding process is critical for getting customers to use (and pay for) your product. Customer Development. Today I’m going to explain how to do Customer Development during concierge onboarding. call with customers who sign up for your product and helping them 1-on–1.

Digging Deeper into Lean Business Model Canvases

Instigator Blog

It’s too easy for founders to get distracted, wander off and lose focus. Lean Startup and Customer Development aren’t easy.

How One Startup Figured Out What Could Really Help Deaf People

Steve Blank

month ago, Jason, one of my founder friends, shut down his startup. Customer Development for us meant a lot of hard-won learnings.

Lean Innovation Management – Making Corporate Innovation Work

Steve Blank

Gore ,  I’ve found two corporate strategy tools developed by other smart people helpful in bridging Lean Startups with Corporate Innovation.

Lean 154

Why Build, Measure, Learn – isn’t just throwing things against the wall to see if they work

Steve Blank

Repeat, learning whether to iterate, pivot or restart until you have something that customers love. Waterfall Development. Here’s how.

Agile 155

The Manual-First Startup

Vinicius Vacanti

Instead of building a crawler, my co-founder and I would crawl out of bed at 3 am and manually enter the deals into our database.

How Our Tech Startup Succeeded Without the Tech

Vinicius Vacanti

Instead of building a crawler, my co-founder and I would crawl out of bed at 3 am and manually enter the deals into our database.

How to Hack Customer Development with Your Landing Page

Kevin Dewalt

Summary : Take active advantage of your landing page as a Customer Development tool by emailing people who sign up. Me : Awesome!

Pixar, Artists, Founders and Corporate Innovation

Steve Blank

always thought that when I used the “founders as artists” analogy, the “artists” I was describing were painters, writers, sculptors and composers.

How Investors Make Better Decisions: The Investment Readiness Level

Steve Blank

The Investment Readiness Level makes the stages of development for the business very tangible. Here’s John’s story. But the ‘ah-hah!’

When Krave Jerky Showed up in Class with a $435,000 Check

Steve Blank

But they had minimal understanding of their target customer segment(s), and in the relentlessly direct nature of the class, we let them know it.

Lean 140

Born Global or Die Local – Building a Regional Startup Playbook

Steve Blank

to understand distribution channel landscape, potential partners and rough cost of customer acquisition. ———-. entrants.)

Global 154

Entrepreneurs are Everywhere Show No. 35: Jessica Mah and Peggy Burke

Steve Blank

How founders cope with startup challenges was the focus of today’s Entrepreneurs are Everywhere  radio show. What happened? Jessica Mah.

Beyond the Lemonade Stand: How to Teach High School Students Lean Startups

Steve Blank

Then in the second half of our semester let our students come up with their own ideas and then run the customer discovery process on their own product.

Lean 150

Building Great Founding Teams

Steve Blank

In doing so we’ve failed to help founders understand what it takes to build a great founding team. Founders – the idea.

How to Be Smarter than Your Investors – Continuous Customer Discovery

Steve Blank

Teams that build continuous customer discovery into their DNA will become smarter than their investors, and build more successful companies.

Bad Customer Development Questions and How to Avoid My Mistakes

Kevin Dewalt

Summary:  Although Customer Development can give us tremendous insight into market problems, it takes a lot of time – time that’s wasted if we do it incorrectly. The best questions don’t require customers to speculate about their behavior. This question sets up the prospective customer to tell us what we obviously want to hear.

Bigger in Bend – Building a Regional Startup Cluster–part 1 of 3

Steve Blank

Over the years we brainstormed about how Lean entrepreneurship would affect regional development. Founders Pad. What’s Different. Monday.

Oregon 145

The Lean LaunchPad Online

Steve Blank

Experienced entrepreneurs kept finding that no business plan survived first contact with customers. They’ve done an awesome job. Sign up here.

Lean 153

Fear of Failure and Lack of Speed In a Large Corporation

Steve Blank

Bob looked wistful, “Our founders built a company known for taking risks and moving fast. They’ve found product/market fit (what products customers want to buy). They’ve learned the best distribution channel to get the product from their company to the customer. for new product development that emphasize immediate returns.

Lean 119