Channel Customer Development RSS Web 
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. This is more challengine than it appears, and method of insulation is supporting varied input channels.
Steve Blank
APRIL 9, 2009
Five Easy Pieces – The Marketing Mission After a few months of talking to customers , talking to our channel and working with sales we defined the marketing Mission (our job) was to: Help Sales deliver $25 million in sales with a 45% gross margin. Two paragraphs, Five bullets. It didn’t take more.
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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.
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.
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. End result? If they had done this, there would have been zero dollars in sales. .
Steve Blank
MAY 22, 2009
Ignore This Post The same caveat applies as in the first post; If you’re selling via the web, and trade shows seem hopelessly anachronistic, ignore this post. Why are you saying that “If you’re selling via the web and trade shows are something your grandfather told you about, ignore this post.&#. this may be a useful read.
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. An Existing Market All four were trying to resegment an “Existing Market.”
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