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. How you execute Customer Development varies, depending on your type of business. Customer Development In Context.

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. Pair Customer Development with Agile Development. No Business Plan Survives First Contact with Customers.

How Customer Development Failed Us

Steve Blank

Here’s his story of when Customer Development failed. We were lucky to learn about Customer Development early on in the life of our startup. More importantly, we’d witnessed Customer Development’s massive success at another local startup. We bought Steve’s book , started product development and began reaching out to customers ins search of our first earlyvangelists. So how did Customer Development fail us?

Create Your Business Case Using Customer Development

Street Smart Product Manager

A few weeks ago, I spoke at the Modev MVP Conference and the Lean+Agile DC Conference about using a bootstrapped Customer Development approach to pursuing a new product idea in an existing company.

Customer Development Manifesto: The Path of Warriors and Winners.

Steve Blank

This post describes a solution – the Customer Development Model. In future posts I’ll describe how Eric Ries and the Lean Startup concept provide the equivalent model for product development activities inside the building and neatly integrates customer and agile development.

Raising Money Using Customer Development

Steve Blank

Chasing funding versus chasing customers and a repeatable and scalable business model, is one reason startups fail. Are there customers for what you are building? No amount of learning how to get a VC meeting or improving your VC demo skills will fix the lack of concrete customer data.

Teaching Customer Development and the Lean Startup – Topological Homeomorphism

Steve Blank

I’ve been teaching Customer Development at U.C. Berkeley was brave enough to let me write and teach a class on a subject that no one had ever heard of – Customer Development. The sum of solving for both unknown customer needs and unknown features became the Lean Startup.

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. Filed under: Business Model versus Business Plan , Customer Development. Tags: Business Model versus Business Plan Customer Development

Customer Development Slide

Market by Numbers

Market By Numbers on Twitter | Entries RSS | Comments RSS Market By Numbers High-Tech Marketing and Customer Development Home What is Customer Development? ralxz's Blogs said: Customer Development Slide [link] [.]

Create Your Business Case Using Customer Development

Street Smart Product Manager

A few weeks ago, I spoke at the Modev MVP Conference and the Lean+Agile DC Conference about using a bootstrapped Customer Development approach to pursuing a new product idea in an existing company.

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. Whether they’re using a formal process to search for a business model like Customer Development or just trial and error, startup founders are intuitively goal-seeking to optimize their business model.

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The Art of the Customer Development Conversation

Market by Numbers

Market By Numbers on Twitter | Entries RSS | Comments RSS Market By Numbers High-Tech Marketing and Customer Development Home What is Customer Development? The key to effective conversations is in developing the conversation around your objectives for the discussion.

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. The product development model treats all startups like they are in an Existing Market – an established market with known customers. Handspring’s customers understood what a Personal Digital Assistant was.

The Customer Development Manifesto: The Startup Death Spiral (part.

Steve Blank

This post describes how following the traditional product development can lead to a “startup death spiral.&# In the next posts that follow, I’ll describe how this model’s failures led to the Customer Development Model – offering a new way to approach startup sales and marketing activities. Three to six months after first customer ship, if Sales starts missing its numbers, the board gets concerned. Part 4 of the Customer Development Manifesto to follow.

The Customer Development Manifesto: Reasons for the Revolution.

Steve Blank

This post describes how the traditional product development model distorts startup sales, marketing and business development. In the next few posts that follow, I’ll describe how thinking of a solution to this model’s failures led to the Customer Development Model – that offers a new way to approach startup sales and marketing activities. The meaning of alpha test , beta test, and first customer ship are pretty obvious to most engineers.

Updated Customer Development Image

Market by Numbers

Market By Numbers on Twitter | Entries RSS | Comments RSS Market By Numbers High-Tech Marketing and Customer Development Home What is Customer Development? ralxz's Blogs said: Updated Customer Development Image [link] [.]

Customer Development eBook Screenshots

Market by Numbers

Market By Numbers on Twitter | Entries RSS | Comments RSS Market By Numbers High-Tech Marketing and Customer Development Home What is Customer Development? founder411 said: Customer Development eBook Screenshots [link] by @brantcooper [.]

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. We spent two days of analyzing and exploring their customer discovery visits just completed across South America, Africa and Asia. We used what they learned to plan their next steps for additional Discovery, and ultimately Customer Validation.

Complementary Iteration Loops: Product and Customer Development

Market by Numbers

Market By Numbers on Twitter | Entries RSS | Comments RSS Market By Numbers High-Tech Marketing and Customer Development Home What is Customer Development? Reply Leave a Reply Cancel Reply ← My VentureBeat Marketing and Customer Development Articles Is My Poem Lean?

Customer Development Funnel Image v.4

Market by Numbers

Market By Numbers on Twitter | Entries RSS | Comments RSS Market By Numbers High-Tech Marketing and Customer Development Home What is Customer Development? Services Marketing Help Downloads Contact Log In Customer Development Funnel Image v.4

Cement Mixers and Customer Development

Market by Numbers

Market By Numbers on Twitter | Entries RSS | Comments RSS Market By Numbers High-Tech Marketing and Customer Development Home What is Customer Development? Bruce’s customer knew this and was counting on Bruce and the DriveCam team to know this as well.

RIP PRDs. Long Live “Agile Conversations”

Street Smart Product Manager

Many of my free product help calls are about ways to pursue customer development and gather VOC, bootstrap new product efforts, and apply lean principles to product management activities. Long Live “Agile Conversations” appeared first on Street Smart Product Manager. I recently had an email Q&A with a fellow PMer in which I shared what’s worked for me. So I decided to post my answers here — of course, your mileage […]. The post RIP PRDs.

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The Entrepreneur's Guide to Customer Development

Startup Lessons Learned

I believe it is the best introduction to Customer Development you can buy. As all of you know, Steve Blank is the progenitor of Customer Development and author of The Four Steps to the Epiphany. Here’s hoping they soon tackle Customer Validation.

The State of Customer Development

Market by Numbers

Market By Numbers on Twitter | Entries RSS | Comments RSS Market By Numbers High-Tech Marketing and Customer Development Home What is Customer Development? Services Marketing Help Downloads Contact Log In The State of Customer Development By brantcooper , December 16, 2009 9:44 pm When I first started blogging about Customer Development, last February, I felt like there were only a handful of people talking about it.

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. Every startup has some methodology for product development, launch and life-cycle management. So what’s wrong the product development model? Product Development Diagram 1.

Is the Lean Startup Dead?

Steve Blank

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. First Movers” didn’t understand customer problems or the product features that solved those problems (what we now call product-market fit).

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Lessons Learned: Combining agile development with customer development

Startup Lessons Learned

Lessons Learned by Eric Ries Monday, March 16, 2009 Combining agile development with customer development Today I read an excellent blog post that I just had to share. Jim Murphy is a long-time agile practitioner in startups. In most agile development systems, there is a notion of the "product backlog" a prioritized list of what software is most valuable to be developed next. But startups sometimes have trouble applying agile successfully.

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Agile ideology in startups

High Contrast

Early data can be too random due to poor selection of data sources and small sample sizes, as in the case of a startup’s first customers. In agile development, for example, Jeff Sutherland, one of the creators of Scrum, calls this practice of the methodology “Scrum But&# as in, “we do Scrum but in our case we don’t do A and B and we’ve started doing C.&# Let’s call it the practice of agile ideology. I am not a fan of ideologies.

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Lessons Learned: What is customer development?

Startup Lessons Learned

Lessons Learned by Eric Ries Saturday, November 8, 2008 What is customer development? But too often when its time to think about customers, marketing, positioning, or PR, we delegate it to "marketroids" or "suits." They almost always fail for lack of customers.

Customer Development is Hard.

Market by Numbers

Market By Numbers on Twitter | Entries RSS | Comments RSS Market By Numbers High-Tech Marketing and Customer Development Home What is Customer Development? Services Marketing Help Downloads Contact Log In Customer Development is Hard. The two key principles that tie the threads of my career together are customer development and project management. Not to fault anyone, but the late 90s saw a lot of customer defumblement.

When Hell Froze Over – in the Harvard Business Review

Steve Blank

It was not only my secret weapon in thinking about new startup strategies, it also gave me a view of the management issues my customers were dealing with. “I refuse to join any club that would have me as a member.” ” Groucho Marx.

RIP PRDs. Long Live “Agile Conversations”

Street Smart Product Manager

Many of my free product help calls are about ways to pursue customer development and gather VOC, bootstrap new product efforts, and apply lean principles to product management activities. Long Live “Agile Conversations” The post RIP PRDs. Long Live “Agile Conversations” appeared first on Street Smart Product Manager.

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Customer Development Presentation

Market by Numbers

Market By Numbers on Twitter | Entries RSS | Comments RSS Market By Numbers High-Tech Marketing and Customer Development Home What is Customer Development? Services Marketing Help Downloads Contact Log In Customer Development Presentation By brantcooper , August 20, 2009 2:20 pm Unlike my classmates who headed to Silicon Valley from UC Davis upon graduation, I moved to Washington DC to work for a defense consulting firm.

State of Customer Development (Part II)

Market by Numbers

Market By Numbers on Twitter | Entries RSS | Comments RSS Market By Numbers High-Tech Marketing and Customer Development Home What is Customer Development? These are just a very rough outline of those who are, at least, interested in Customer Development.

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. LaunchPad Central software is used to track the business model canvas and customer discovery progress of each team.

Don’t let process distract you from finding the strategy

Steve Blank

The goal of the class is to expose students to the basics of the Lean Methodology – Business Model Design , Customer Development and Agile Engineering. The teams come back into the class and present what they found, and then they get out and talk to more customers.

Customer Development Gut Checks

Market by Numbers

Market By Numbers on Twitter | Entries RSS | Comments RSS Market By Numbers High-Tech Marketing and Customer Development Home What is Customer Development? Services Marketing Help Downloads Contact Log In Customer Development Gut Checks By brantcooper , April 28, 2009 10:35 am Through the evolution of their start-ups, entrepreneurs will face many inflection points, at which decisions made or not made will determine their future.

Customer Development Gut Checks

Market by Numbers

Market By Numbers on Twitter | Entries RSS | Comments RSS Market By Numbers High-Tech Marketing and Customer Development Home What is Customer Development? Services Marketing Help Downloads Contact Log In Customer Development Gut Checks By brantcooper , April 28, 2009 10:35 am Through the evolution of their start-ups, entrepreneurs will face many inflection points, at which decisions made or not made will determine their future.

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. In addition to presenting the IMVU case, we tried for the first time to do an overview of a software engineering methodology that integrates practices from agile software development with Steves method of Customer Development.

MVP Is Not The Smallest Collection Of Features You Can Deliver

Street Smart Product Manager

Agile Customer Development Lean Startup New Product Development Product Development Product Management Startups customer development early adopters earlyvangelists lean startup minimum viable product MVP product strategy startup product validated learning As product people in the non-startup world familiarize themselves with Lean Startup concepts, there’s a lot of discussion and confusion about what is and isn’t an MVP.

The Business Model Canvas Gets Even Better – Value Proposition Design

Steve Blank

It has three parts: a business model canvas to frame hypotheses, customer development to get out of the building to test those hypotheses and agile engineering to build minimum viable products. Teaches you how to use Customer Development to test it.

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

Steve Blank

Build a product, get it into the real world, measure customers’ reactions and behaviors, learn from this, and use what you’ve learned to build something better. Repeat, learning whether to iterate, pivot or restart until you have something that customers love.

State of Customer Development Survey Raffle Winners

Market by Numbers

Market By Numbers on Twitter | Entries RSS | Comments RSS Market By Numbers High-Tech Marketing and Customer Development Home What is Customer Development? Services Marketing Help Downloads Contact Log In State of Customer Development Survey Raffle Winners By Patrick Vlaskovits , December 22, 2009 10:38 am Hi everyone! First, we thought it would be interesting to see a little detail about who is involved with Customer Development.