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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.

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.

The Art of the Customer Development Conversation

Market by Numbers

Generally speaking: Pre-Problem-Solution Fit, you concentrate on learning as much as you can about the problem, who are the real customers (user?

Customer Development is Not a Focus Group

Steve Blank

Customer Development is all about gathering a list of what features customers want by talking to them, surveying them, or running “focus groups.” It’s not. As the engineers were busy rearchitecting the original Stanford MIPS chip into a commercial product, one of my jobs was to find out what features customers wanted. 

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.

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

Free Customer Development Help –

Startup Marketing Blog

This is the time to reallocate some development resources to optimizing your funnel and messaging as described in this blog post on the Startup Pyramid. This feedback is directionally useful, but I recommend significantly more research (via customer surveys and interviews) before finalizing your value proposition and positioning.

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.

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

Steve Blank

And we can offer investors metrics to play Moneyball – with the Investment Readiness Level. We think we can do better. Here’s how. The U.S.

The Mission Model Canvas – An Adapted Business Model Canvas for Mission-Driven Organizations

Steve Blank

In other words, how can we adapt the Business Model Canvas when the metrics of success for an organization is not revenue? —-. Funding?

Digging Deeper into Lean Business Model Canvases

Instigator Blog

Some will overanalyze their existing metrics to look for the necessary trends and proof to validate their hypotheses. And they should be ranked.

The Lean Analytics Cycle: Metrics > Hypothesis > Experiment > Act

Occam's Razor

To win in business you need to follow this process: Metrics > Hypothesis > Experiment > Act. That metric is tied to a KPI.

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 vanity metrics are dangerous

Startup Lessons Learned

Lessons Learned by Eric Ries Wednesday, December 23, 2009 Why vanity metrics are dangerous In a previous post, I defined two kinds of metrics: vanity metrics and actionable metrics. In this post, Id like to talk about the perils of vanity metrics. Thats the essence of actionable metrics. Of course not.

Updated Customer Development Image

Market by Numbers

Reply Tweets that mention Updated Customer Development Image | Market By Numbers | Marketing Help -- says: January 13, 2010 at 9:19 pm [.]

Customer Development Manifesto: Market Type (part 4) « Steve Blank

Steve Blank

In future posts I’ll describe how  Eric Ries and the  Lean Startup concept provided the equivalent model for product development  activities inside the building and neatly integrates customer and agile development. Handspring’s customers understood what a Personal Digital Assistant was. They never understood Market Type.

Time For Founders School

Steve Blank

Filed under: Customer Development , Lean LaunchPad , Teaching. Customer Development Lean LaunchPad Teaching

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!’

Fear of Failure and Lack of Speed In a Large Corporation

Steve Blank

And worse, even if someone does manage to start something new, our management structure has so many financial, legal and HR hurdles that every initiative needs to match our existing business financial metrics, processes and procedures. They’ve found product/market fit (what products customers want to buy). —-. That’s now changed.

Lean 119

A New Way to Look at Competitors

Steve Blank

What the chart is saying is, “we think our customers will come from these markets.” Customer Development Teaching Venture Capital

Be Selective in Early Beta Programs to Find the Ideal Customers and Use Cases

Instigator Blog

But finding the perfect people or customers in that list is another story. This is where it’s so important to have a hypothesis and assumptions around the ideal customer. Without a strong definition of your supposed ideal customer, it becomes too tempting and too easy to hand out beta accounts like candy.

Lean Goes Better with Coke – the Future of Corporate Innovation

Steve Blank

For most big, established companies like us, our business models were developed years—even decades ago. Breakthrough Innovation.” It never is.

Lean 153

The 6 Books That Actually Saved Our Startup

Vinicius Vacanti

customer development process startupsMy startup instincts were terrible. So, I went on a mission to learn from others. First-time reader?

Customer Development Funnel Image v.4

Market by Numbers

ralxz's Blogs said: Customer Development Funnel Image v.4 In January, I modified the image and added tooltips. link] [.]

Blowing up the Business Plan at U.C. Berkeley Haas Business School

Steve Blank

Berkeley were heavily funded to develop Cold War weapon systems. Starting in the 1950’s, Stanford’s engineering department became “outward facing” and developed a culture of spinouts and active faculty support and participation in the first wave of Silicon Valley startups. Customer Development works outside Silicon Valley.

9 Deadliest Start-up Sins

Steve Blank

Assuming you know what the customer wants. Founders, presuming they know their customers, assume they know all the features customers need.

Lessons Learned Launching a Lean Startup Accelerator

Instigator Blog

During the Probe Stage, the entrepreneurs are focused entirely on customer development and validation. Iterating our Own Model.

Lean 118

Lessons Learned: Customer Development Engineering

Startup Lessons Learned

Lessons Learned by Eric Ries Sunday, September 7, 2008 Customer Development Engineering Yesterday, I had the opportunity to guest lecture again in Steve Blank s entrepreneurship class at the Berkeley-Columbia executive MBA program. Its a nice complement on the product engineering side to his customer development methodology.

How We Fight – Cofounders in Love and War

Steve Blank

She suggested that how cofounders fight was a key metric in predicting the success of a founding team.  So I asked her to write a guest post.

Complementary Iteration Loops: Product and Customer Development

Market by Numbers

Reply Leave a Reply Cancel Reply ← My VentureBeat Marketing and Customer Development Articles Is My Poem Lean? Figure 2.

When Do You Throw in the Towel On Your Struggling Project?

Vinicius Vacanti

Defining a Success Metric. There are many possible success metrics and it depends on your business. First-time reader? Sunk cost.

Early-stage Regional Venture Funds–part 2 of 3 of Bigger in Bend

Steve Blank

Over the years Dino and I brainstormed about how Lean entrepreneurship would affect regional development. Here’s Part 2 of Dino’s story….

Two Giant Steps Forward For Entrepreneurs

Steve Blank

Two years in the making and literally ten years in development, I’m proud to announce that my new book, The Startup Owners Manual , goes onto the printing press next Tuesday.  Integrates Alexander Osterwalders “Business Model Canvas” as the front-end and “scorecard” for the customer discovery process. Let me be brief….

AARRR is from the Pirate’s Point of View

Market by Numbers

The order (and truly, the metrics themselves) are dependent upon your business model. The Pirate Says “AARRR&#. For B2C Free, Say RRAAR.

Perfection By Subtraction – The Minimum Feature Set

Steve Blank

Only a special subset of customers will and what gets them breathing heavy is the long-term vision for your product. Why A Minimum Feature Set?

Massacre at IBM

Steve Blank

Long before there was the Lean Startup, Business Model Canvas or Customer Development there was a guy in Santa Barbara California who had already figured it out.  want to tell you a story about how a team pivoted and succeeded by synchronizing product and customer development. Filed under: Customer Development.

4 short stories of our attempts to be lean at our startup

The founding of Buffer: going from an idea to paying customers in 7 weeks. lean startup customer development success failure mistakes learning

Lean 61

Reinventing Life Science Startups – Evidence-based Entrepreneurship

Steve Blank

In the real world a big pivot in life sciences far down the road of development is a very bad sign due to huge sunk costs. The syllabus is here.


Defining Success

Instigator Blog

You may be running an experiment and collecting metrics, but you can’t really interpret the results without something to compare them to. Customer Development lean startup Startups successOne of those is with respect to experimental design. It also needs a definition of success. good experiment either fails or succeeds.

Greatest Hits – The Gigaom Interview

Steve Blank

15:36 – How to Get Customer Centric – an unnatural act. Filed under: Customer Development , Lean LaunchPad , Teaching , Venture Capital.