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Entrepreneurship as a Science – The Business Model/Customer Development Stack

Steve Blank

It’s the combination of Business Model Design and Customer Development. Business Model Design Meets Customer Development.

Customer Development for Web Startups

Steve Blank

Customer Development is a technique startups use to quickly iterate and test each part of their business model.

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?

Hubris, Passion and Customer Development

Steve Blank

Filed under: Customer Development. Customer DevelopmentWhile I was teaching at Columbia in New York in November I was interviewed for the Shoshin Project by my friend Christian Jorg.

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? Later?”

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

The number one problem with Customer Development in B2B environments is that startups begin the Customer Development process too late.

Free Customer Development Help – Survey.io

Startup Marketing Blog

Startup Marketing Blog – By Sean Ellis Unlocking Startup Growth By Sean Ellis of 12in6 May 18th 09 Free Customer Development Help – Survey.io 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. Survey.io Thank you.

Job Titles That Can Sink Your Startup

Steve Blank

I thought our new Sales VP would be out in front helping us lead Customer Validation and help us find the Pivot. It was deja vu all over again.

Customer Development Manifesto: The Path of Warriors and Winners.

Steve Blank

This post describes a solution – the Customer Development Model. giffconstable.com , on January 31, 2010 at 10:28 pm Said: [.]

Why Startups are Agile and Opportunistic – Pivoting the Business Model

Steve Blank

Each sale requires us to handhold the customer and takes way too long to close. Startups are the search to find order in chaos. Steve Blank.

Agile 90

Perfection By Subtraction – The Minimum Feature Set

Steve Blank

I can’t get more than one of ten potential customers to think that this is something they’d buy.” Filed under: Customer Development.

Updated Customer Development Image

Market by Numbers

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

The Phantom Sales Forecast – Failing at Customer Validation

Steve Blank

Customer Validation needs to have the CEO actively involved. Customer Development Diagnostics over Lunch. Customer Validation.

No One Wins In Business Plan Competitions

Steve Blank

A simple way to think about it is that in a startup no business plan survives first contact with customers. Now I do. There is no alternative.

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.

Top 120 Startup Posts for 2010

SoCal CTO

Some really great stuff in 2010 that aims to help startups around product, technology, business models, etc. 500 Hats , February 1, 2010 When to Use Facebook Connect – Twitter Oauth – Google Friend Connect for Authentication? Berkonomics , November 29, 2010 Rice Alliance IT/Web 2.0 First Principles.

CTO 80

Why Pioneers Have Arrows In Their Backs

Steve Blank

First to develop or patent an idea. Implicit Customer Discovery and Validation in Fast Followers. First mover advantage – great bad idea.

Solving the Innovator’s Dilemma – Customer Development in a Big Company

Steve Blank

At times I’ll do what I consider an extension of teaching; a two-day Customer Discovery/Validation intensive session with a large corporation serious about Customer Development at my ranch on the California Coast. It reminded me of the differences in Customer Discovery between a scalable startup and a big company.

Death By Competitive Analysis

Steve Blank

Trading emails with a startup CEO building an iPhone app, I asked him why potential customers would buy his product. Where Are the Customers?

No Accounting For Startups

Steve Blank

As a founder you are testing a series of hypotheses about all the pieces of the business model: Who are the customers/users? Here’s why.

Hacking For Defense In Silicon Valley

Steve Blank

developed a new strategy in the late 1970’s to counter the Warsaw Pact. Lead, follow or get the heck out of the way. In peacetime the U.S.

The Manual-First Startup

Vinicius Vacanti

It was February 2010. Can really wow your potential customers. Customer doesn’t know how your product works behind the scenes.

How Our Tech Startup Succeeded Without the Tech

Vinicius Vacanti

It was February 2010. Can really wow your potential customers. Customer doesn’t know how your product works behind the scenes.

Strategy is Not a To Do List

Steve Blank

They were deep into Customer Discovery and presented a ton of customer data on the validity of their initial hypothesis – target customers, pricing, stickiness, etc. Wait a minute, what about the rest of Customer Development ? Aren’t you going to validate your hypotheses by first getting some customers?”.

My experiments in lean pricing

Venture Hacks

Steve Blank bakes price exploration right into the initial customer interviews. There is no clearer customer validation than a sale.

Lean 39

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

Steve Blank

I went to a customer’s office and I watched him use my software. Filed under: Customer Development , SiriusXM Radio Show.

Customer Development: Past, Present, Future

Steve Blank

Under (a) we need to wait for the market to continue to develop, have reference customers, etc. The slides below go with the video.

What’s A Startup? First Principles.

Steve Blank

A business model diagram also shows how the product gets distributed to your customers and how money flows back into your company. The Pivot.

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.

Lessons Learned Launching a Lean Startup Accelerator

Instigator Blog

I believe it’s one of the first of its kind, with a very heavy focus on customer development and a rigorous Lean Startup process.

Lean 112

Why Do Market Segments Matter?

Market by Numbers

By brantcooper , July 19, 2010 1:23 pm What are Market Segments Really? Customer Development Help Affordable Customer Development Support!

Who Dares Wins – The 2nd Annual International Business Model Competition

Steve Blank

This makes sense in a company where your customers, channel and competition are known. Business Plan vs. Business Model + Customer Development.

The Customer Development Manifesto: Reasons for the Revolution.

Steve Blank

After 20 years of working in startups, I decided to take a step back and look at the product development model I had been following and see why it usually failed to provide useful guidance in activities outside the building – sales, marketing and business development. So what’s wrong the product development model?

You Can Outsource Customer Development, You Can't Outsource Learning

Market by Numbers

There are times when customers are going to tell you something that you don’t want to hear. Learning must happen. So far, so good!

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.

No Business Plan Survives First Contact With A Customer – The 5.2 billion dollar mistake.

Steve Blank

No Business Plan Survives First Contact With A Customer. No Business Plan survives first contact with a customer. and China.

Make No Little Plans – Defining the Scalable Startup

Steve Blank

Now with customers and early revenue, it was out raising its first round of venture money. They used Customer and Agile development to search for a scalable and repeatable business model to become a large company. Customer and Agile development to find the business model. Make no little plans. Daniel Burnham.

Entrepreneurs are Everywhere Show No. 44: Jacqueline Ros and Christina Stembel

Steve Blank

You have to be 1000% dedicated to the mission and the problem you’re trying to solve and always be customer focused, because it is a long ride. Christina Stembel dreamed up the idea for Farmgirl Flowers in 2010 after gaining experience across a variety of industries including hospitality and event planning. Customer Development

It Must Be A Marketing Problem

Steve Blank

The Customer Development process is the way startups quickly iterate and test each element of their business model , reducing customer and market risk. The first step of Customer Development is called Customer Discovery. outside the building and test them in front of customers. How can I help?”