Steve Blank

OCTOBER 31, 2014

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. startups ignore the rest of the world until they scale in their own country. Test channel and demand creation activities in the U.S. entrants.)

Global 335

Global Australia Silicon Valley China 335

Steve Blank

APRIL 30, 2009

SuperMac sold our graphic boards for the Macintosh through multiple distribution channels: direct sales to major accounts, national chains, independent rep firms, etc. But the computer retail channel was a large part of our sales. Or blame my MarCom department who approved it.

Sales 120

Sales Silicon Valley RSS Las Vegas 120

Steve Blank

JULY 13, 2021

By 1923, 2/3rds of the courses at Harvard were taught with the case method, and the pattern was set for business education for the rest of the 20th century. The reality is that most business plans don’t survive first contact with customers. Lean-driven (hypothesis testing/business model/customer development/agile engineering).

Lean 433

Lean Agile Business Model Business Plan 433

Steve Blank

MAY 11, 2009

They had this great architecture, and Apple had figured out to get movies into their own computers for a demo, but for the rest of us there was no physical device that allowed an average consumer to plug a video camera or VCR into and get video into a Mac. But the rest of the management team really skeptical. Little did we know.

Video 164

Video Silicon Valley RSS California 164

Steve Blank

OCTOBER 7, 2010

Wait a minute, what about the rest of Customer Development ? Aren’t you going to validate your hypotheses by first getting some customers?”. Now I was confused, and I asked, “Well what do you guys believe – Customer Development or launch on a schedule?” Filed under: Ardent , Customer Development.

Customer Development 307

Customer Development Singapore Channel PR 307

Steve Blank

NOVEMBER 18, 2010

A business plan has a set of assumptions (who’s the customer, what’s the price, what’s the channel, what are the product features that matter, etc.) Yet by first customer ship most of the business model hasn’t been validated or tested. Business Model Design and Customer Development Stack.

Burn Rate 247

Burn Rate Management Business Model Customer Development 247

Steve Blank

APRIL 2, 2009

You can imagine the rest of the conversation; my sounding reluctant to let our own tests outside our building, the magazines begging us to let them have them, and finally a deal gets struck where we let the benchmarks out to the test labs of these magazines under their own name “The Potrero Benchmark Suite” without attribution to us.

Silicon Valley 124

Silicon Valley Technical Review RSS Software Review 124

Steve Blank

DECEMBER 7, 2010

If you’ve read any of my previous posts, you know I believe that: 1) a product is just a part of a startup, but understanding customers, channel, pricing, etc. are what make it a business, 2) business plans are fine for large companies where there is an existing market, existing product and existing customers.

Wiki 311

Wiki Lean Management Business Model 311

Steve Blank

FEBRUARY 3, 2015

I remind my students that I’m teaching them a methodology they can use the rest of their careers, not running an incubator. Their sales had given them some real data on three potential distribution channels: direct to consumer, brick and mortar retail, retailers. Filed under: Customer Development , Teaching.

North America 120

North America Lean Customer Development Distribution 120

Steve Blank

JUNE 11, 2012

In a university, the Lean LaunchPad class teaches a methodology the students can use for the rest of their careers. In an incubator, the Lean LaunchPad develops angel or venture-funded startups. 2) Get the teams out of the building to test their hypotheses with prospective customers. Here’s what they found. Lessons Learned.

Lean 248

Lean Incubator Business Model Georgia 248

The Startup Magazine

FEBRUARY 21, 2020

In general, successful startups do three major things: They understand who their customers are, what they want and clearly define the product or service Unique Selling Point(USP). However, the key difference between a successful and unsuccessful startup rests on the shoulders of the entrepreneur themselves. By customer development.

Startup 114

Startup Acquisition Business Model Finance 114

ConversionXL

JANUARY 31, 2014

note: If you’re a startup, you’ll want to use customer development questions for your page to resonate with future traffic). The opinion they’ve subconsciously formed in between 1/13th to 1/50th of a second will influence every decision they make for the rest of their time on the page. image source. image source.

Analytics 134

Analytics Video Matching Conversion 134

Steve Blank

JULY 22, 2010

Customer Validation needs to have the CEO actively involved. Here’s an example in a direct sales channel. Customer Development Diagnostics over Lunch. Listening, I got the rest of the story. Do we have a workable sales and distribution channel? Startup CEO’s can’t delegate sales and expect it to happen.

Forecast 270

Forecast Sales Customer Customer Development 270

Steve Blank

MARCH 7, 2012

The premise of the class is that startups, are not about executing a plan where the product, customers, channel are known. We trying to teach students a methodology that combines customer development, agile development, business models and pivots. —– The rest of the teams present next week.

Lean 256

Lean Business Model Agile United States 256

Steve Blank

FEBRUARY 23, 2016

As a formal method, the Lean Startup consists of three parts: The Business Model Canvas – to frame hypotheses, Customer Development – to test those hypotheses in front of customers, and Agile Engineering – to build Minimum Viable Products to maximize learning. Customer Segments is changed to Beneficiaries.

Business Model 120

Business Model Revenue Channel Community 120

SoCal CTO

JUNE 9, 2010

If you can just be friendly enough and get your users to party with you, the rest is really easy. They’re deep into Customer Development ,” he said. Tech support keeps angry customers at bay while having no power to effect change. Now, thanks to social media, you don't have to outspend. There is a much better technique.

Fractional CTO 248

Fractional CTO Startup Venture Capital Cofounder 248

Steve Blank

FEBRUARY 22, 2016

While finding product-market fit is important, getting the rest of the business model right is the difference between and a great demo and a great business. We did a lot of talking to customers, trying to understand who really had the need. That helped us develop a product. . What was the value proposition?

Cofounder 120

Cofounder DC Entrepreneur Silicon Valley 120

Startup Lessons Learned

NOVEMBER 7, 2008

If you cant find any , maybe that means you havent figured out who your customer is yet. And if you dont know who your customer is, perhaps some customer development is in order? Labels: customer development , search engine marketing 13comments: Jim Lindstrom said. What is customer development?

Demand 167

Demand San Francisco Lean Continuous Deployment 167

Startup Lessons Learned

JANUARY 18, 2010

Recently, he was bitten by the lean startup bug and has started writing about his experiences attempting to apply lean startup and customer development principles. Managing weekly releases got a lot harder once I started doing customer development. Things started to slip. I am not advocating adding no features at all.

Continuous Deployment 151

Continuous Deployment San Francisco Lean Wiki 151

Startup Lessons Learned

OCTOBER 4, 2008

So if youre new, consider not paying any attention to the rest of this post, and just diving into the archives, if you havent already. The Entrepreneur’s Guide to Customer Development ► June (3) What is a startup? No departments The Five Whys for Startups (for Harvard Business R.

San Francisco 155

San Francisco Technical Cofounder Fractional CTO CTO 155

Steve Blank

AUGUST 5, 2010

Most of the social and mobile channels (YouTube, Facebook, Twitter, iPhone, Android) have emerged in just the past 3-5 years. The test is, ask them how they differ in their investing philosophy from the rest of their firm.). Filed under: Customer Development , Venture Capital. Lean Angels.

Lean 258

Lean Internet Silicon Valley Venture Capital 258

Steve Blank

MARCH 11, 2015

They’ve found product/market fit (what products customers want to buy). They’ve learned the best distribution channel to get the product from their company to the customer. And both organizations – execution and innovation – need to understand that the success of the company rests on how well they can cooperate.

Widget 120

Widget Lean Business Model Metrics 120

Steve Blank

SEPTEMBER 15, 2016

Keeping the interactive unit separate from the rest of the company helped, he said. Tune in Thursday at 1 pm PT, 4 pm ET on Sirius XM Channel 111. Filed under: Customer Development. If you can’t hear the clip, click here. But he wonders if the company could have made a bigger move: They were very smart to break us off.

Washington 285

Washington Entrepreneur Silicon Valley Cofounder 285

Startup Lessons Learned

AUGUST 24, 2009

But, as any startup can tell you, this opens up a tremendous set of opportunities for the rest of us. Mass blasts of information are ineffective, because the broadcast channels are suffering from information overload (even in social media). The old models are broken, and we do not yet have new models to replace them.

San Francisco 113

San Francisco Lean Technical Review Distribution 113

Up and Running

NOVEMBER 10, 2015

” As the managing editor of Bplans, I’ve had the good fortune to learn about business via the content we share; through interviews with LivePlan customers and other business owners; and thanks to brilliant, informal coaching from people like Tim Berry, Noah Parsons, and the rest of the executive leadership team at Palo Alto Software.

Curation 60

Curation Lean Software Review Finder 60

YoungUpstarts

OCTOBER 24, 2012

HOW-TO HINT: If you get a negative reaction when you speak your commitment, channel David Letterman. But rest assured, whatever you give will come back to you with interest. If you commit to it, Clients First is a path you’ll be traveling for the rest of your life. It keeps us on the proverbial straight and narrow.

Customer 140

Customer Non-Compete Restful Developer 140

Steve Blank

JULY 19, 2016

We didn’t understand what would work in the rest of the world. . Tune in Thursday at 1 pm PT, 4 pm ET on Sirius XM Channel 111. . Filed under: Customer Development , SiriusXM Radio Show. When we shipped, Mobispine worked perfectly in the Stockholm subway. Want to be a guest on the show?

Cofounder 120

Cofounder Entrepreneur Silicon Valley Sweden 120

Steve Blank

FEBRUARY 17, 2016

How this research is transferred outside the university, and why this “tech transfer” process is important was the focus of an interview with two of the latest guests on Entrepreneurs are Everywhere , my radio show on SiriusXM Channel 111 (airing weekly Thursdays at 1 pm Pacific, 4 pm Eastern). Want to be a guest on the show?

Government 120

Government Entrepreneur Intellectual Property Silicon Valley 120

Steve Blank

AUGUST 8, 2016

I remember selling Angela Lee at the Kellogg School of Business, and Angela referred it to someone at Wharton, who referred it to someone at Columbia and Duke, and the rest is history. . Ironically, though, academics are horrible customers. Tune in Thursday at 1 pm PT, 4 pm ET on Sirius XM Channel 111.

Cofounder 145

Cofounder New York City Entrepreneur New York 145

Steve Blank

MARCH 9, 2016

At Razorfish, Craig’s lack of startup experience showed: We expanded too quickly, and in particular we merged with a company that was a complete culture clash with the rest of the company. Tune in Thursday at 1 pm PT, 4 pm ET on Sirius XM Channel 111. Filed under: Customer Development , SiriusXM Radio Show.

Silicon Valley 120

Silicon Valley Cofounder Entrepreneur IPO 120

Startup Lessons Learned

MARCH 4, 2009

, it seemed time to return to the subject of investigating who my customers are. Today, Id like to spend some time on two techniques: the problem presentation and learning what channels of information reach customers. But beyond the obvious, its also important to know where customers go to get answers to pressing questions.

San Francisco 68

San Francisco Lean Continuous Deployment DC 68

Steve Blank

SEPTEMBER 15, 2016

Keeping the interactive unit separate from the rest of the company helped, he said. Tune in Thursday at 1 pm PT, 4 pm ET on Sirius XM Channel 111. Filed under: Customer Development. If you can’t hear the clip, click here. But he wonders if the company could have made a bigger move: They were very smart to break us off.

Washington 120

Washington Entrepreneur Silicon Valley Cofounder 120

Steve Blank

AUGUST 8, 2016

I remember selling Angela Lee at the Kellogg School of Business, and Angela referred it to someone at Wharton, who referred it to someone at Columbia and Duke, and the rest is history. . Ironically, though, academics are horrible customers. Tune in Thursday at 1 pm PT, 4 pm ET on Sirius XM Channel 111.

Cofounder 120

Cofounder New York City Entrepreneur New York 120

Steve Blank

MARCH 19, 2009

It wasn’t a lack of competence or skill in her job; it was just that as far as she was concerned, her job had no connection to the rest of marketing, our customers or our ultimate success as a company. “We I wanted to understand how customers bought our products. Market messages to indirect sales channels are just like that.

Silicon Valley 185

Silicon Valley RSS Software Review Technical Review 185

Startup Lessons Learned

SEPTEMBER 19, 2009

In other words, the service transforms tweets into professional reports that are sent by snail mail, fax, and email - the channels that actually have attention paid to them. 2gov.org will take care of the rest. 2gov.org will take care of the rest. He was at todays event, and the Geeks on a Plane had a brainstorm.

San Francisco 150

San Francisco Founder DC Washington 150

The Startup Toolkit

OCTOBER 27, 2011

Any customer-facing interaction is a rife with silver-bullet-syndrome. I’ve made every possible variant of this mistake: Instead of hustling sales, I sought a clever marketing or channel strategy. Instead of talking to customers, I watched analytics or sent out a survey. Customer-facing stuff is hard! Ten percent.

Customer Development 37

Customer Development Analytics Sales Founder 37

blog.startupsquare.com

APRIL 13, 2010

2 Comments Tags: Customer Development , lean startup , pivot , Strategy. Having gone through 51 iterations of my mockups and gathered as much as feedback as I could with our primitive alpha, I feel confident about our basic customer problem hypothesis. Although you could just as easily call those Market Pivots.)

Lean 40

Lean Startup Cofounder Architecture 40