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.

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.

Trending Sources

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 I’m excited to announce a project that I’ve been working on with KISSmetrics called Survey.io , which provides startups with a free and easy way to prepare, distribute and analyze an initial customer development survey. I strongly encourage you to setup and run your own customer development survey via Survey.io.

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

Occam's Razor

This thought was in my mind as I was reading Lean Analytics a new book by my friend Alistair Croll and his collaborator Benjamin Yoskovitz. In this post, we’ll look at each of the four steps in the Lean Analytics Cycle in more detail. Go get Alistair and Ben's book Lean Analytics.

Customer Development Biases

Market by Numbers

I haven’t weighed in on Customer Development thoughts for several hours, so it’s about time. Interesting series of tweets in the last several days got me thinking about the biases we bring to Lean Startup Customer Development practices.

Smart Start for your Startup

VC Cafe

Andreas Klinger Customer Development Earlyvangelists Lean Analytics Mom Test Product-market-fit Wantapreneurs 4 steps to the epiphany contagious customer development earlyvangelists landing pages Mom test Product market fit Rob Fitzpatrick SEM seo spent the power of habbit The Referral Engine

Born Global or Die Local – Building a Regional Startup Playbook

Steve Blank

But if you want to build a scalable startup you need to be asking how you can you get enough customers/users/payers to build a business that can grow revenues past several $100M/year. to understand distribution channel landscape, potential partners and rough cost of customer acquisition.

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Customer Development: Past, Present, Future

Steve Blank

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.

Vision versus Hallucination – Founders and Pivots

Steve Blank

——— Yuri, one of my ex students started a big-data analytics company last year. It was great to watch him embrace the spirit and practice of customer development. He was constantly in front of customers, listening, selling, installing and learning.

Entrepreneurs are Everywhere Show No. 43: Dakin Sloss and Ajeet Singh

Steve Blank

Dakin Sloss , co-founder of Tachyus , which offers predictive analytics and quantitative optimization for the petroleum industry. Ajeet Singh , co-founder of ThoughtSpot , provider of search-driven analytics. Dakin Sloss co-founded Tachyus , providing predictive analytics and quantitative optimization for the petroleum industry, in 2013. For example, customers usually have a good intuitive understanding of the problem they have. Filed under: Customer Development.

Entrepreneurs are Everywhere Show No. 43: Dakin Sloss and Ajeet Singh

Steve Blank

Dakin Sloss , co-founder of Tachyus , which offers predictive analytics and quantitative optimization for the petroleum industry. Ajeet Singh , co-founder of ThoughtSpot , provider of search-driven analytics. Dakin Sloss co-founded Tachyus , providing predictive analytics and quantitative optimization for the petroleum industry, in 2013. For example, customers usually have a good intuitive understanding of the problem they have. Filed under: Customer Development.

Build Measure Learn vs. Learn Measure Build

Grasshopper Herder

There is a presumption that if you build something and slap some analytics on it then you will inevitably learn. Lean Startups and Customer Development build measure learn Minimum Viable Product startupThe Build Measure Learn loops is backwards.

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. At the same time Berkeley was also developing Cold War weapons systems. Traction and evidence from customers were what investors were looking for – even in “slow” sectors like healthcare and energy.

How To Get Your First 1,000 Users

Vinicius Vacanti

Kissmetrics, a startup focused on helping websites with analytics, runs an excellent blog on helping startups think through user acquisition. customer development process marketing startups

Lean Analytics: The Best Numbers for Non-Tech Companies

Startup Lessons Learned

Analytics spark more questions and discussion than almost any other aspect of the Lean Startup method. If you’re coming to them from outside the tech sector, the language around analytics can be particularly confusing. Alistair and Ben, co-authors of the book Lean Analytics, will help you sort it out in our next webcast, Lean Analytics for Non-tech Companies. For those new to analytics, Alistair and Ben have a free Udemy course well worth checking out.

Reinventing Life Science Startups – Medical Devices and Digital Health

Steve Blank

Some startups in this field are actually beginning with Customer Development while others struggle with the classic execution versus search problem. Filed under: Customer Development , Lean LaunchPad , Science and Industrial Policy , Teaching.

How To Build a Web Startup – Lean LaunchPad Edition

Steve Blank

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. ” And the most important question is, “How do I use the business model canvas and Customer Development to test whether this is a real business?” Get customers to the site. Test the “problem” with customer data.

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Entrepreneurs are Everywhere Show No. 25: Nigel and Vaughn Caldon and Kerry Frank

Steve Blank

Nigel also teaches Data Analytics at General Assembly NYC. . She struggled early on trying to get customers to see her vision for maintaining aviation manuals and other records on the cloud rather than on paper: Kerry : Just a couple short months after that final testing (of Comply’s 365 product using a Kindle) the iPad came out and I looked at that. — Customer discovery paid off for Kerry. ” Steve : Did you know you were doing customer discovery?

You’ll Be Dead Soon – Carpe Diem

Steve Blank

He had an idea for a new class of enterprise software insight-as-a-service based on big data web analytics as a Cloud/SaaS (Software As a Service) application. Bob had taken to heart the business model canvas and Customer Development lessons. After graduating he put together a prototype and had quickly marched through Customer Discovery , iterating his product with the help of CIOs and Fortune 1000 IT departments. Bob started hiring second rate developers.

How To Create Customer Personas With Actual, Real Life Data

ConversionXL

When was the last time you took a long hard look at what makes your customer base tick? Think customer personas – those detailed representations of the different segments of your target audience. The Case For Building Customer Personas Out Of Data-Driven Research.

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

joel.is

The founding of Buffer: going from an idea to paying customers in 7 weeks. This is known as customer development and I can’t recommend doing it highly enough. We had thought for some time about expanding Buffer and having a product focused on business customers.

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Big Picture Customer Development Revisited

Startup Marketing Blog

Startup Marketing Blog – By Sean Ellis Unlocking Startup Growth By Sean Ellis of 12in6 Jun 18th 09 Big Picture Customer Development Revisited Working with four startups at the same time has steepened my customer development learning curve (and also explains why it has been a month since my last update). Our customer development goal with every startup essentially boils down to a race to be able to focus on growing the business.

The Top Google Analytics Reports for Assessing Mobile Activity

Duct Tape Marketing

The Top Google Analytics Reports for Assessing Mobile Activity written by Guest Post read more at Small Business Marketing Blog from Duct Tape Marketing. Take a read below to learn how Google Analytics can best help you do just that. Universal Analytics – User ID.

Universal Analytics: Understanding the Value of the User-ID w/ Justin Cutroni

ConversionXL

You may have heard that Google recently announced that Universal Analytics was officially out of beta. But what does that mean & more importantly, how can you take advantage of Universal Analytics to improve your business? Universal Analytics is Google Analytics.

Entrepreneurs are Everywhere Show No. 32: Evangelos Simoudis and Ashok Srivastava

Steve Blank

Srivastava leads Verizon’s innovation outpost (their Silicon Valley R&D center) in Palo Alto focusing on building products and services powered by big data and analytics. It included things like advertising, marketing analytics, cyber security. Filed under: Customer Development.

Making a Dent in the Universe – Results from the NSF I-Corps

Steve Blank

In an incubator, the Lean LaunchPad develops angel or venture-funded startups. Few of the Principal Investigators or Entrepreneurial Leads had startup experience, and few of the mentors were familiar with Business Model design or Customer Development.

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

joel.is

The founding of Buffer: going from an idea to paying customers in 7 weeks. This is known as customer development and I can’t recommend doing it highly enough. We had thought for some time about expanding Buffer and having a product focused on business customers. Tweet.

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Entrepreneurs are Everywhere Show No. 45: Dan Miller and Brian Zuercher

Steve Blank

Through that process, I lost a lot including some relationships with individuals, and I started to develop symptoms of acute anxiety. . Brian Zuercher is the CEO and co-founder of Seen , a marketing software platform that is helping marketers tell the story of their brand and build relationships with their customers through consumer generated photos and videos. Coming up next on the blog: Emily Kennedy , founder and CEO of Marinus Analytics ; and Chris Cabrera , founder of Xactly.

Entrepreneurs are Everywhere Show No. 45: Dan Miller and Brian Zuercher

Steve Blank

Through that process, I lost a lot including some relationships with individuals, and I started to develop symptoms of acute anxiety. . Brian Zuercher is the CEO and co-founder of Seen , a marketing software platform that is helping marketers tell the story of their brand and build relationships with their customers through consumer generated photos and videos. Coming up next on the blog: Emily Kennedy , founder and CEO of Marinus Analytics ; and Chris Cabrera , founder of Xactly.

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

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? There are times when customers are going to tell you something that you don’t want to hear.

Entrepreneurs are Everywhere Show No. 21: Grant Warner

Steve Blank

Additionally, he is the co-founder of ConnectYard , a social analytics platform for e-learning platforms. We did do a lot of … customer discovery. We did a lot of talking to customers, trying to understand who really had the need. That helped us develop a product. .

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You Can’t “Feature” Your Way to Success

Market by Numbers

The analytical mind of an entrepreneur, both engineer and business-side, naturally tends toward solving problems and ostensibly, features solve problems. Solution-centralism starts in Customer Discovery. Solution-centralism continues in Customer Validation. In this age of fast development and no IP protection, whoever “owns&# the customer, wins. You own the customer by understanding and solving their problem better than anyone else.

How to Drive Product Growth with Behavioral Personas

ConversionXL

You can use analytics to go from a non-sticky site to a sticky one by delving into how your users behave and what they value. You could export this from a view you’re interested in exploring in Google Analytics, for example. Using Google Analytics to Segment and Filter.

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?

Talk to your customers

StartupCFO

I often see startups poring over analytics, database queries and customer surveys in order to get a handle on one of the most important pieces of data they need: who is using their product and why ? While analytics are useful for this, there’s a better way – actually talking with your customers! A portfolio company recently started calling new sign ups and has seen a massive increase in conversion to paying customers.

More Customer Development Cycles

Startup Marketing Blog

Startup Marketing Blog – By Sean Ellis Unlocking Startup Growth By Sean Ellis of 12in6 Feb 25th 09 More Customer Development Cycles I kicked off this quarter’s two new customer development projects earlier this week. Eventbrite and Dropbox were really the “Beta” customers for my six-month customer development program. I then give the founder/CEO a quick overview of my background and the customer development program.

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.

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.

5 Books That Matter for Startups and Growth Hackers

Jonathon Balogh

Just about anything I do that’s customer facing is now filtered through the SUCCES (Simplicity, Unexpectedness, Concreteness, Credibility, Emotional, Stories) acronym. Or why a customer seems to love you one day and hate you the next?

Customer Analytics - From Those Who Should Know

Steve Blank

It’s a useful read to explore and challenge analytical arguments and mind-sets. BTW, I don’t know to be hopeful or concerned that that this is the state of the art of analytical thinking at this agency.