Steve Blank

MARCH 19, 2009

Blog at WordPress.com. To Order Outside of the U.S. Now In Print! Steve Blanks 30 years of Silicon Valley startup advice. Theme: Digg 3 Column by WP Designer.

Silicon Valley 146

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Steve Blank

SEPTEMBER 3, 2009

This post describes how the traditional product development model distorts startup sales, marketing and business development. This post describes how the traditional product development model distorts startup sales, marketing and business development. Freemium models have their own scorekeeping.)

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Steve Blank

SEPTEMBER 17, 2009

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.

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Customer Development Developer Customer Silicon Valley 242

Steve Blank

SEPTEMBER 24, 2009

New strategic direction in companies with loyal customers have different consequences then when you had no customers Acquiring new customers are a lot more expensive that converting existing ones. I wonder if the greater challenge for many CEOs is recognizing that customers need to be fired at all. Order Here.

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Steve Blank

MAY 1, 2009

The Customer Development talk can be seen here. Eric blogged about the talk on Wednesday, which was too late for me to get to Startup2Startup. Can you make a blog post with a calendar on where you’ll be speaking? steve Customer Development is Hard. Part 1 Part 2 Part 3 The slides are here. Order Here.

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Steve Blank

DECEMBER 7, 2009

Customer Development We were starting Epiphany, my last company. I was out and about in Silicon Valley doing what I would now call Customer Discovery trying to understand how marketing departments in large corporations worked. Posted on December 7, 2009 by steveblank In my 21 years of startups, I had my ideas “stolen” twice.

Silicon Valley 225

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Steve Blank

FEBRUARY 23, 2009

Your blog post has provided a lot of useful insights for me which I’ve been implementing. I was between my 7th and 8th and final startup; licking my wounds from Rocket Science, the company I had cratered as my first and last attempt as a startup CEO. Do you have thoughts on specifically how to restructure startups? Now In Print!

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Steve Blank

SEPTEMBER 14, 2009

I forget that other people actually read this blog. I think that one of the good themes of this blog is that years != “dog years&# in deep industries. To Steve B: thanks for a great blog, and connecting so many outlying or just plain uncorrelated dots. Say that gives 15 years in business. I’m not quite 40.

Silicon Valley 217

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Steve Blank

JUNE 11, 2009

However, you will be dealing with almost daily change, (new customer feedback/insights from a Customer Development process and technical roadblocks ,) as the company searches for a repeatable and scalable business model. Below we copy from Steve Blank’s blog. The Adventure of a Lifetime. Reply Are You Ready?

Cofounder 219

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Steve Blank

AUGUST 13, 2009

No internet, no blogs, no books on startups, no entrepreneurship departments in universities, etc. Customer Development/Lean Startups In hindsight startups and the venture capital community left out the most important first step any startup ought to be doing – hypothesis testing in front of customers- from day one.

Silicon Valley 179

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Steve Blank

SEPTEMBER 10, 2009

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. shoes in order to deduce possible competitors’ moves and anticipate customer needs.

Customer Development 196

Customer Development Developer Customer Silicon Valley 196

Steve Blank

NOVEMBER 5, 2009

Chasing funding versus chasing customers and a repeatable and scalable business model, is one reason startups fail. Product Development – Getting Funded as The Goal In a traditional product development model, entrepreneurs come up with an idea or concept, write a business plan and try to get funding to bring that idea to fruition.

Customer Development 262

Customer Development Developer Customer Silicon Valley 262

Steve Blank

NOVEMBER 26, 2009

So no post today on entrepreneurship, Secret History of Silicon Valley, Customer Development, Lean Startups, etc. Families gather from across the country to spend time with each other and feast on a traditional turkey dinner. Our friends who run the state park surrounding our ranch will join all of us for Thanksgiving dinner.

Silicon Valley 137

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Steve Blank

MAY 28, 2009

But then, because there might be entrenched competitors and your concept is radically new, you still need to invest in the customer development process to learn how to get design wins from companies who may be happy with their existing vendors. Reply Alpha Testing « Two Sixes Blog , on July 5, 2010 at 7:04 pm Said: [.]

Vertical 144

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Steve Blank

APRIL 9, 2009

on April 10, 2009 at 6:58 am Said: Amazing blog. Reply Process for the Enterprise » Blog Archive » People, Staffing, and Steve Blank’s SuperMac Series , on April 17, 2009 at 11:40 am Said: [.] Thanks so much for sharing such stories. To Order Outside of the U.S. Now In Print!

Silicon Valley 259

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Steve Blank

JUNE 25, 2009

The answer depends on your answer to two questions: which step in the Customer Development process are you on? Customer Development and Selling Strategy If you’ve just started your company you are in customer discovery. Hiring a VP of Sales in customer discovery typically sets a startup back. Now In Print!

Technology 138

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Steve Blank

MARCH 20, 2009

Darcy Murphy , on March 21, 2009 at 9:46 pm Said: I’m really impressed with your stories – in fact, that’s what I like about this blog the most, you’re writing stories. I’ve never said this before on a blog, but I can’t wait for your next post. i have your book, but stopped at the 4th chapter.

Silicon Valley 134

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Steve Blank

MARCH 25, 2009

Glad to see you blogging! thanks Reply Denis , on March 27, 2009 at 7:05 pm Said: Steve, is this blog in addition to the book or instead of it? What part of this blog should I read if I am also reading the book? Steve Blank has started a blog. A key lesson is that as an entrepreneur, you get to choose your segment.

Silicon Valley 141

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Steve Blank

OCTOBER 5, 2009

Blog at WordPress.com. To Order Outside of the U.S. Now In Print! Steve Blanks 30 years of Silicon Valley startup advice. Theme: Digg 3 Column by WP Designer.

North Carolina 125

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Steve Blank

APRIL 2, 2009

» 8 Responses Strategy versus Relentless Tactical Execution « Yet Another VC Blog , on April 2, 2009 at 6:19 am Said: [.] Blog at WordPress.com. Getting B-52s through the Soviet Air Defense System Startup Ethics: Albatross or Essential? To Order Outside of the U.S. Now In Print! Theme: Digg 3 Column by WP Designer.

Silicon Valley 124

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Steve Blank

MAY 11, 2009

Filed under: Customer Development , Marketing , SuperMac , Technology | Tagged: Steve Blank , SuperMac « Love/Hate Business Plan Competitions Gravity Will be Turned Off » 17 Responses EricS , on May 11, 2009 at 11:05 am Said: I loved my Spigot. Great blog, just now found it. To Order Outside of the U.S.

Video 164

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Steve Blank

JULY 27, 2009

I’ve built my company using the Customer Development Model from Day One. I recently completed the Validation step (less the industry analyst presentations) and am ready to move on to Customer Creation. Can I buy you lunch to share it with you? &# Yes, I’m serious. So the ask is made — shall it be given?

Silicon Valley 120

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Steve Blank

AUGUST 17, 2009

Stanford had a Customer Development loop going on inside their own lab. The discoveries in tube and circuit research suggested new electronic intelligence and countermeasure techniques and systems; in turn the needs of the Applied Lab pushed tube and circuit development. I will of course credit you and link back to your posts.

Silicon Valley 142

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Steve Blank

JULY 30, 2009

And other startups are in a New Market — creating a market from scratch (like Apple with the iPhone, or iPod/iTunes.) (“Market Type&# radically changes how you sell and market at each step in Customer Development. It’s one of the subtle distinctions that at times gets lost in the process. To Order Outside of the U.S.

Silicon Valley 131

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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.” Gathering feature requests from customers is not what marketing should be doing in a startup. And it’s certainly not Customer Development.

Customer Development 278

Customer Development Developer Customer Silicon Valley 278

Steve Blank

APRIL 30, 2009

Hopefully you and your co-founders are experts in one or two parts (agile development, SEO/SEM, etc.) But the rest; sales, marketing, bus dev is actually customer development that the founder needs to understand. so at least some parts are being run by people who know what they are doing. To Order Outside of the U.S.

Sales 120

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Steve Blank

APRIL 27, 2009

The effect was discussed before WWII even started, and in 1942 the British and Germans independently developed their own version of it (“window&# and “dueppel&# ). Shelton | Blog » Blog Archive » Links: April 29th , on April 29, 2009 at 12:02 am Said: [.] invention of electronic warfare, part I and [.]

Silicon Valley 180

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Steve Blank

MAY 22, 2009

Blog at WordPress.com. What didn’t? Write it down and keep it in a tradeshow handbook for those who will follow. Go to trade shows like it matters. To Order Outside of the U.S. Now In Print! Steve Blanks 30 years of Silicon Valley startup advice. Theme: Digg 3 Column by WP Designer.

Silicon Valley 128

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Steve Blank

APRIL 6, 2009

If you are a practitioner of Customer Development, ESL was doing it before most us were born. Blog at WordPress.com. Two years out of the Air Force, serendipity (which would be my lifelong form of career planning) found me in Silicon Valley working for my first company: ESL. To Order Outside of the U.S. Now In Print!

Silicon Valley 171

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Startup Lessons Learned

SEPTEMBER 30, 2008

Great article youre now in my rss feeds :) October 2, 2008 4:37 AM kamilski81 said. I would love to see some blog posts on any experiences you have had with set-based design. Hi Eric, Great article - Ive added you to my regular RSS reads. The Entrepreneur’s Guide to Customer Development ► June (3) What is a startup?

CTO 168

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Steve Blank

JUNE 5, 2009

Customer Development This strategy of starting on faith, and quickly turning them into facts is the core of the Customer Development process. Reply Donna White , on June 6, 2009 at 1:40 am Said: I found this post through a comment on Fred Wilson’s blog. Put faith in facts!

Silicon Valley 212

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Steve Blank

OCTOBER 21, 2010

Filed under: Customer Development « Requiem For A Roommate 2 Responses steve , on October 21, 2010 at 7:05 am Said: what did Carl say at 1:12 ? Blog at WordPress.com. Here’s a 6 minute excerpt from the talk. the video skipped or something? To Order Outside of the U.S. Now In Print!

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Steve Blank

AUGUST 27, 2009

This series of posts is a brief explanation of how we’ve evolved from Product Development to Customer Development to the Lean Startup. The Product Development Diagram Emerging early in the twentieth century, this product-centric model described a process that evolved in manufacturing industries.

Silicon Valley 260

Silicon Valley Product Startup Product Development 260

Steve Blank

AUGUST 14, 2009

Something you can appreciate if you’ve read my class text on Customer Development.) Blog at WordPress.com. Those of you with a reader still have it.) It was a rough draft you’ll see again when I can finish complete sentences. It was a rough draft you’ll see again when I can finish complete sentences.

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Steve Blank

AUGUST 20, 2009

Resegmentation means these startups are trying to lure some of the current or potential customers away from incumbents by either offering a lower cost product, or by offering features that appealed to a specific niche or subset of the existing users. Do you know the archetype of their customers? Me – “Have you used Company x’s product?

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Steve Blank

SEPTEMBER 28, 2009

Unintended Lessons « Steve Blank steveblank.com/2009/09/28/unintended-lessons – view page – cached + Customer Development Manifesto: The Path of Warriors and Winners (part 5) + Can You Trust Any VC’s Under 40? To Order Outside of the U.S. Now In Print! Steve Blanks 30 years of Silicon Valley startup advice.

North Carolina 143

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Steve Blank

APRIL 29, 2009

Reply Ray Debs , on April 29, 2009 at 6:55 pm Said: Hi Steve, I am thoroughly enjoying reading your blog posts, and looking forward to more. I can expand if you think there might be general interest on this blog. Every potential startup founder should think about their level of comfort operating in chaos and uncertainty.

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