Steve Blank

JUNE 12, 2020

If you can’t see the four videos of General Mattis click here for the entire talk. Second, this class – which is built on the idea of interviewing customers/beneficiaries and stakeholders in person – now had to do all their customer discovery via a computer screen. How on earth would customer interviews work via video?

Oakland 301

Oakland Asia Lean Video 301

Steve Blank

NOVEMBER 30, 2009

Customer Development is all about gathering a list of what features customers want by talking to them, surveying them, or running “focus groups.” 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. What a great idea.

Customer Development 278

Customer Development Developer Customer Silicon Valley 278

Steve Blank

MAY 17, 2022

And they figure out how they could digitally enable their business – supply chain, customer interactions, etc. They explore and analyze data using machine learning platforms to create models about customers, processes, risks, or whatever they’re trying to predict. Recognize and Understand Images and video streams. Example here.

Artificial Inteligence 417

Artificial Inteligence Software Review Algorithm Technical Review 417

Steve Blank

NOVEMBER 16, 2009

I was in New York last week with my class at Columbia University and several events made me realize that the Customer Development model needs to better describe its fit with web-based businesses. In it, I got asked a question I often hear: “What if we have a web-based business that doesn’t have revenue or paying customers?

Customer Development 219

Customer Development Web Developer Customer 219

Steve Blank

MARCH 26, 2019

In my experience, I saw that most business plans don’t survive first contact with customers. The class was unique in that it was 1) team-based, 2) experiential, 3) lean-driven (hypothesis testing/business model/customer development/agile engineering). As a serial entrepreneur turned educator, this didn’t make sense to me.

Lean 248

Lean Business Model Balance Sheet Video 248

Steve Blank

AUGUST 31, 2009

The first hint lies in its name; this is a product development model, not a marketing model, not a sales hiring model, not a customer acquisition model, not even a financing model (and we’ll also find that in most cases it’s even a poor model to use to develop a product.) Where Are the Customers? Product Development Diagram 1.

Customer Development 238

Customer Development Developer Customer Silicon Valley 238

Steve Blank

SEPTEMBER 7, 2009

Finally, I’ll write about 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. Three to six months after first customer ship, if Sales starts missing its numbers, the board gets concerned.

Customer Development 224

Customer Development Developer Customer Silicon Valley 224

Steve Blank

OCTOBER 26, 2020

I’ve extracted and paraphrased a few of their key insights below, but there are many others throughout this substantive discussion, and I urge you to read the entire transcript ( here and here ) and watch the video. We took all the colonels and the captains and said, “You are now going out there and finding the repeatable customer patterns.

Artificial Inteligence 388

Artificial Inteligence Fractional CTO Technology CTO 388

Steve Blank

SEPTEMBER 5, 2013

We think teaching teams a formal methodology around the Lean Framework (Business Model design, Customer Development and Agile Engineering) is a natural evolution of how successful incubators/accelerators will build startups. From the first 10 interviews, we learned that video is a big problem for researchers who use that medium.

Lean 315

Lean Customer Development Sales Cycle Business Model 315

Steve Blank

SEPTEMBER 24, 2009

Pattern Recognition One of the great things about being an entrepreneur is that you are constantly running a pattern recognition algorithm against a continual collection of customer and market data. Let’s Fire Our Customers Part of the DNA of great entrepreneurs is a bias towards decisive and immediate action. Get it done, now.

Customer 195

Customer Silicon Valley RSS California 195

Steve Blank

JULY 7, 2009

The relevant part starts about 4:30 into the video (wait for it to download.) I think customer feedback comes in a very unstructured manner, hence it is difficult to apply an algorithm on it. to make sense of the unstructured feedback received from customers. Reply Leave a Reply Click here to cancel reply. Order Here.

Customer Development 124

Customer Development Developer Silicon Valley Customer 124

Steve Blank

DECEMBER 9, 2013

I pointed out that the “data” you gather in 10 weeks (talking to 100+ customers, partners, payers, etc.,) see 0:30 in the video below). See 1:03 in the video below). But in my next to last company, I got into the video game business. My customers were 14-year old boys. see 1:30 in the video) I hated them.

Cofounder 325

Cofounder Technical Cofounder Liquidity Event Lean 325

Steve Blank

DECEMBER 2, 2013

We talk a lot about Customer Development, but there’s nothing like seeing it in action to understand its power. But the big payoff came when their discussions with medical device customers revealed an entirely new way to think about pricing —potentially tripling their revenue. The class has talked to ~2,200 customers to date.

Customer 323

Customer Churn Rate Customer Development Lean 323

Steve Blank

SEPTEMBER 5, 2018

Reading the NY Times article “ Jeffrey Katzenberg Raises $1 Billion for Short-Form Video Venture, ” I realized it was time for a new startup heuristic: the amount of customer discovery and product-market fit you need to find is inversely proportional to the amount and availability of risk capital. ” Fire, Ready, Aim.

Lean 335

Lean Burn Rate Startup IPO 335

Steve Blank

JANUARY 2, 2014

Doctors, researchers and Principal Investigators in this class got out of the lab and hospital talked to 2,355 customers, tested 947 hypotheses and invalidated 423 of them. Part 4: This Will Save us Years – Customer Discovery in Medical Devices. Part 5: Value proposition and customer segments in Life Sciences.

Lean 240

Lean Algorithm Customer Development IP 240

Steve Blank

NOVEMBER 11, 2020

I’ve extracted and paraphrased a few of Sumit’s key insights and urge you to read the entire transcript here and watch the video. You end up with companies that are losing more money online, losing more assets that belong to them and more customer data that they’re in trusted with, than they would ever lose in an offline context.

Technology 306

Technology Security Internet Video 306

Steve Blank

MAY 28, 2009

Customer/Market Risk Versus Invention Risk One day I was having lunch with a VC sharing what I learned from my students. Our firm has a portfolio of companies across a broad range of markets and the way we look at it is pretty simple – the deals fall into two types: those with customer/market risk and those with invention risk.”

Vertical 144

Vertical Silicon Valley Marketing Customer 144

Steve Blank

DECEMBER 11, 2023

They’ll make much more sense if you watch the video or read some of the earlier posts for context. Most of the machines were custom-built to crack a specific code, and increasingly used a new ERA invention – the magnetic drum memory to process and analyze the coded texts. They wanted ERA to get its government customers.

Minnesota 281

Minnesota Engineer Minneapolis Silicon Valley 281

Steve Blank

OCTOBER 14, 2014

If you can’t see the video click here Filed under: Business Model versus Business Plan , Customer Development. Business Model versus Business Plan Customer Development'

Business Plan 317

Business Plan Customer Business Model Customer Development 317

Steve Blank

JUNE 28, 2014

If you can’t see the video click here Filed under: 2 Minute Lessons , Business Model versus Business Plan , Customer Development , Lean LaunchPad , Teaching. 2 Minute Lessons Business Model versus Business Plan Customer Development Lean LaunchPad Teaching'

Customer 313

Customer Search Lean Business Model 313

Steve Blank

MARCH 12, 2014

Therefore we needed them to think and learn about two parts of a startup; 1) ideation - how to create new ideas and 2) customer development – how do they test the validity of their idea (is it the right product, customer, channel, pricing, etc.). Customer Discovery in the Real World. That’s when everything changed.

Lean 334

Lean Customer Development Startup Silicon Valley 334

Steve Blank

NOVEMBER 13, 2013

When scientists and engineers who’ve been working in the lab for years try to commercialize their technology they often get trapped by their own beliefs - including who the customers are, what features are important, pricing etc. While they’ve been in the lab they had a target customer in mind. Here’s what happened.

Customer 287

Customer Lean Matching Business Model 287

Steve Blank

JANUARY 6, 2021

I realized that pre-pandemic I had put together a series of two-minute videos called “See Why.” No Business Plan Survives First Contact With Customers. How to Get, Keep and Grow Customers ? What is Customer Development. What is Customer Discovery and Why Do it? Customer Validation. The Business Model.

Lean 356

Lean Customer Development Business Model Video 356

Steve Blank

MARCH 20, 2009

Our first question was, did the total number of customers that had already bought products from our competitors and us represent a saturated market or the tip of the iceberg? Since I was heading a marketing department, not acting as an individual contributor, I needed to teach all of marketing the importance of customer data.

Silicon Valley 134

Silicon Valley Customer RSS Philippines 134

Steve Blank

FEBRUARY 19, 2014

Teams that build continuous customer discovery into their DNA will become smarter than their investors, and build more successful companies. If you can’t see the video above click here. So we’ve learned to live with our customers. Build continuous customer discovery into your company DNA. Crop Dusters.

Customer 316

Customer Algorithm Customer Development California 316

Steve Blank

OCTOBER 21, 2020

I urge you to read the entire transcript and watch the video. It was done manually — intensive, mind-numbing work with analysts staring at video screens for 12 hours at a shift. Warfighters Need to Be Demanding Customers. Read the entire transcript of General Shanahan’s talk here and watch the video below.

Artificial Inteligence 246

Artificial Inteligence Technology Agile Architecture 246

Steve Blank

FEBRUARY 13, 2024

The moment I saw the product I knew every one of my professional graphics customers (ad agencies, freelancers, photo studios, etc.) But every graphics professional did own a CDROM drive but most didn’t own a high-resolution film scanner – and PhotoCD would have been perfect for them – and the perfect launch customer.

Search 256

Search Marketing Forecast Burn Rate 256

Steve Blank

NOVEMBER 2, 2021

Please watch the video, review the slides and blog posts]. Put yourself in the shoes of Mark Liu, chairman of TSMC: Do you view China as more of a competitor or customer – and why? Class 4 Required Readings: Silicon Valley, the Military, and the Journey to the Fourth Industrial Revolution. Optional Rebecca S. Why or why not?

Technical Review 366

Technical Review Taiwan Technology Artificial Inteligence 366

Steve Blank

SEPTEMBER 22, 2011

As part of our Lean LaunchPad classes at Stanford, Berkeley, Columbia and for the National Science Foundation, students build a startup in 8 weeks using Business Model Design + Customer Development. Get customers to the site. Test the “problem” with customer data. One of the problems they run into is building a web site.

Lean 333

Lean Web Coder Business Model 333

Steve Blank

OCTOBER 30, 2012

The class teaches founders how to dramatically reduce their failure rate through the combination of business model design, customer development and agile development using the Startup Owners Manual. More importantly, it makes no demands of you to stand and deliver your weekly customer development progress in front of your peers.

Startup 335

Startup Lean Incubator Business Model 335

Steve Blank

DECEMBER 9, 2020

leading a multi-billion dollar business with a broad range of products and services supporting defense, homeland security, aerospace, infrastructure protection, and customers around the world. I’ve extracted and paraphrased a few of Ellen Lords key insights and urge you to read the entire transcript here and watch her video.

Acquisition 284

Acquisition Technical Review Technology Security 284

Steve Blank

JULY 16, 2009

The company was founded to build games with embedded video to bring Hollywood stories, characters, and narratives to a market where “shoot and die” twitch games were in vogue. But underlying the company’s existence was a fundamental hypothesis we refused to see or test - customers would care if we did. They think the games stink.”

Silicon Valley 207

Silicon Valley RSS Video San Diego 207

Steve Blank

APRIL 1, 2020

Your customers will no longer be your customers. Your customers start buying. The CEO should dial through as many of the largest existing customers to get a firsthand understanding of the magnitude of any revenue shortfall. Ask yourself: Are there now new customers, new services and new channels to pursue?

South Korea 333

South Korea Salary Business Model China 333

Steve Blank

SEPTEMBER 24, 2019

We’ve now created a series of videos that explain how this variant of the Business Model Canvas works – 11 videos totaling 17 minutes. If you can’t see the business model canvas video click here. Customer Segments was changed to Beneficiaries. Customer Relationships was changed to Buy-in/Support.

Video 52

Video Business Model Revenue Lean 52

Steve Blank

MAY 9, 2017

and there were no books, blogs or YouTube videos about entrepreneurship. and there were no books, blogs or YouTube videos about entrepreneurship. In the 20 th century startups I was part of, the time to build a first product release was measured in years as we turned out the founder’s vision of what customers wanted.

Restful 222

Restful Silicon Valley Puerto Rico San Jose 222

Steve Blank

JUNE 23, 2021

Remote Discovery – As the pandemic forced teaching remotely, we’ve learned that customer discovery is actually more efficient using video conferencing. When Covid restrictions are over, we plan to add remote customer discovery to the students’ toolkit. See here for an extended discussion of remote customer discovery.)

Lean 299

Lean Technology Artificial Inteligence Intellectual Property 299

Steve Blank

NOVEMBER 23, 2009

The Times Square Strategy discussion I had with Eric Ries , was still top of mind, so instead of my standard Customer Development lecture , I offered my thoughts on: the origin of Customer Development, where we are today, and where does Customer Development go, and how you can help get it there.

Customer Development 212

Customer Development Developer Silicon Valley Customer 212