Driving Corporate Innovation: Design Thinking vs. Customer Development

Steve Blank

Two methods, Design Thinking and Customer Development (the core of the Lean Startup) provide the tactical day-to-day process of how to turn ideas into products. . Customer Development versus Design Thinking.

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.

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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 conversation itself is difficult for many. Establish 3 or 4 “must learns&# for each conversation.

It’s Not a Conversion Problem, It’s a Customer Development Problem


Extra Lucrative Conversion Advice. Conversion Optimization Services. Conversion Research. It’s Not a Conversion Problem, It’s a Customer Development Problem. This is not a conversion problem. This is a customer development problem.

Customer Development is Not a Focus Group

Steve Blank

Customer Development is all about gathering a list of what features customers want by talking to them, surveying them, or running “focus groups.” As the engineers were busy rearchitecting the original Stanford MIPS chip into a commercial product, one of my jobs was to find out what features customers wanted. One of the specific requests from our chip architects was to find out whether customers would want the chip to have data stored as big-endian or little-endian.

When Customers Make You Smarter

Steve Blank

We talk a lot about Customer Development, but there’s nothing like seeing it in action to understand its power. But the big payoff came when their discussions with medical device customers revealed an entirely new way to think about pricing —potentially tripling their revenue.

2 Challenges of Startup Customer Development & How to Get Great Feedback Instead

View from Seed

Customer development” has become its own skill and body of knowledge, and there are some crucial nuances to understand up front before beginning your customer dev discussions. With that in the back of our minds, let’s dive into a few of those crucial first-step nuances as you look to gain traction and hold successful customer development conversations. Talk and listen to customers instead. Make listening to customers a superpower.

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.

Customer Development and Marketplaces

Market by Numbers

I had a brief email conversation with a startup founder struggling with how to tackle customer development in marketplace business models. Customer Development does not equal User Acquisition. Customer development is a method for discovering, testing and validating user acquisition and conversion methods. To put it another way, the business doesn’t exist without product, but doesn’t succeed without customers.

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. Customers want to do a “job&#.

Everything You Ever Wanted to Know about Marketing Communications

Steve Blank

I was having coffee with the CEO of a new startup, listening to her puzzle through how to communicate to potential customers. I reminded her that all the Lean tools she learned in class–Customer Discovery, business model and value proposition canvases– contained her answer.

B2B 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? Post-Launch Customer Development These are tricky waters for the reasons described above.

Get the Heck Out of the Building in Founder’s School: Part 2

Steve Blank

Kauffman launched Founders School - a new education series to help entrepreneurs develop their businesses during the startup stage by highlighting how startups are different from big companies. You’ll learn how to: get to know your customers. get, keep and grow customers.

How One Startup Figured Out What Could Really Help Deaf People

Steve Blank

Customer Development for us meant a lot of hard-won learnings. But in her own family, at the dinner table, she would read a book while everybody else was conversing. Because following the conversation when multiple people were talking around her was impossible.

How Investors Make Better Decisions: The Investment Readiness Level

Steve Blank

While it doesn’t eliminate great investor judgment, pattern recognition skills and mentoring, we’ve developed an Investment Readiness Level tool that fills in these missing pieces. The Investment Readiness Level makes the stages of development for the business very tangible.

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.

How To Find the Right Co-Founders?

Steve Blank

I was having breakfast with Radhika, an ex-grad student of mine who wanted to share her Customer Discovery progress for her consumer hardware startup. She started by sketching her business model canvas on a napkin, but somehow the conversation quickly shifted to what was really on her mind.

A New Way to Look at Competitors

Steve Blank

To indicate where their customers for this new market would come from they drew the 5 adjacent market segments : corporate, higher education, startup ecosystem, institutions, and adult learning skills that they believed their future customers were in today.

Concierge Onboarding is Continuous Customer Development

Kevin Dewalt

You already know a good onboarding process is critical for getting customers to use (and pay for) your product. I’m even doing a new free email course called Double Your Paid Conversions with Concierge Onboarding – you can sign up for it right now. Increase conversions to paid subscribers. Customer Development. Today I’m going to explain how to do Customer Development during concierge onboarding. When do I contact customers?

Tesla and Adobe: Why Continuous Deployment May Mean Continuous Customer Disappointment

Steve Blank

For the last 75 years products (both durable goods and software) were built via Waterfall development. Agile is a tremendous advance in reducing time, money and wasted product development effort – and in having products better match customer needs. Waterfall – The Customer View.

An MVP is not a Cheaper Product, It’s about Smart Learning

Steve Blank

Customer Discovery on Farms. This team got my attention when they said, “Let us tell you about our conversations with potential customers.” What they wanted was a happy early customer who recognized the value of their data and is willing to be an evangelist.

Fear of Failure and Lack of Speed In a Large Corporation

Steve Blank

I suggested the best place to start the conversation is with the 21 st century definition of a startup: A startup is a temporary organization designed to search for a repeatable and scalable business model. 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. for new product development that emphasize immediate returns.

Lean 119

Building Great Founding Teams

Steve Blank

They deal with the daily crisis of product development and acquiring early customers. And as the reality of product development and customer input collide, the facts change so rapidly that the original well-thought-out product plan becomes irrelevant.

Who’s Doing the Learning?

Steve Blank

What if a buyer asks, can you make a custom version of your product? We had an almost identical conversation when the subject turned to hiring a Public Relations agency. Bettina said, “We want to drive customer demand into our channel.” Don’t you have 5,000 existing customers?

PR 146

Blinded by the Light – The Epiphany

Steve Blank

We now know how to teach entrepreneurs how to think about business models and use customer development to turn hypotheses into facts. We had a couple of minutes to catch up between sessions and the conversation got strangely awkward when I asked him how their startup was going. “I’m

Flash 147

Killing Your Startup By Listening to Customers

Steve Blank

The art of entrepreneurship and the science of Customer Development is not just getting out of the building and listening to prospective customers. He got my attention when he said, “following your customer development stuff is making my company fail.”

How We Fight – Cofounders in Love and War

Steve Blank

But a few weeks ago after I sat on a panel about cofounders at Startup2Startup there was a small group dinner conversation to dig deeper on the topic. Filed under: Customer Development , Family/Career/Culture. Customer Development Family/Career/Culture

How to Hack Customer Development with Your Landing Page

Kevin Dewalt

Summary : Take active advantage of your landing page as a Customer Development tool by emailing people who sign up. During the conversation he mentioned that he has had a landing page for several months with a few hundred signups. Step 4 – Develop a Quick Persona Hypothesis.

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] [.]

Hiring – Easy as Pie

Steve Blank

Part of each conversation was getting asked to help them put together a “job spec.”. Now with the data in front of you, the conversation about hiring can start. Filed under: Big Companies versus Startups: Durant versus Sloan , Customer Development , Family/Career , Technology.

Hiring 148

Why Internal Ventures are Different from External Startups

Steve Blank

The success of Documentum and Document Sciences, they felt, came largely from Xerox technology and customers, yet the startup companies XTV funded got all the credit. Worse, the potential new product might give customers a reason to delay the purchase of today’s products). We will continue our conversations, and I fully expect that Steve, Alex and I will have more to say about how best to structure and support new ventures inside a large corporation in future posts!

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

China Startups – The Gold Rush and Fire Extinguishers (Part 5 of 5)

Steve Blank

There is a huge difference between the Chinese who have never left and those who went to school abroad, even for a few months – at least a difference in their ability to relate to me and have a conversation on the same wavelength. China Customer Development Technology Venture Capital

China 142

How To Create Customer Personas With Actual, Real Life Data


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.

The 6 Books That Actually Saved Our Startup

Vinicius Vacanti

I started getting coffees, breakfast and dinners with other founders and potential investors and I was consistently amazed by how much a single 30-minute conversation could cause us to completely re-evaluate our strategies. customer development process startups

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.

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.

Lean 119

A New Way to Teach Entrepreneurship – The Lean LaunchPad at Stanford: Class 1

Steve Blank

It was designed to bring together many of the new approaches to building a successful startup – customer development, agile development, business model generation and pivots. Startups, are not about executing a plan where the product, customers, channel are known.

Lean 131

Entrepreneurs are Everywhere Show No. 23: Nina Tandon and Brandon McNaughton

Steve Blank

Relationships with customers, it’s relationships with your employees, your investors, because when you buy something, there’s an expectation, there’s a back and forth. . what matters more is the … the customer’s problem. … In a startup cheap may be expensive.

You’ll Be Dead Soon – Carpe Diem

Steve Blank

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. But Bob said he was worried he hadn’t found the right customer segment yet. “I’m The conversation was starting to make the hair on the back of my neck stand up.