Customer Development in a Diagram

Steve Blank

Filed under: Customer Development. Customer DevelopmentThanks to: Alexis Finch, Sketchnotes / UX Research Consultant @agentfin.

Hubris, Passion and Customer Development

Steve Blank

Filed under: Customer Development. Customer DevelopmentWhile I was teaching at Columbia in New York in November I was interviewed for the Shoshin Project by my friend Christian Jorg.

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Customer Development for Web Startups

Steve Blank

Customer Development is a technique startups use to quickly iterate and test each part of their business model. How you execute Customer Development varies, depending on your type of business. Ash Maurya , the CEO of WiredReach, has extended my work by building a model of Customer Development for Web Startups. Customer Development In Context. Most of the time the darn customers don’t behave as you predicted.

Should Your Startup Custom Develop a Site From Scratch?

ReadWriteStart

If you want your startup to stand a chance of achieving brand visibility and attracting new customers, you need to have a website. What are the advantages of custom development, and is it the right move for every startup? . Limited page development.

12 Random Customer Development Tips

Grasshopper Herder

Customer development is hard. Customer Development Lean StartupsIt takes work to get it right and you'll always be improving your technique. Here are a few tips I like to keep in my head while I'm getting out of the building.

Customer Development in Japan: a History Lesson

Steve Blank

I asked Tsutsumi-san to write a guest post for my blog to describe his experience with Customer Development in Japan. To celebrate the debut of the Japan edition of “The Startup Owner’s Manual” and to express great thanks to Steve and his co-author Bob Dorf, I would like to reflect back what first drew me to this book and offer Steve’s worldwide readers a look at the progress of Customer Development and the Lean LaunchPad class in Japan. But customers didn’t agree.

Japan 242

Nail the Customer Development Manifesto to the Wall

Steve Blank

When Bob Dorf and I wrote the Startup Owners Manual we listed a series of Customer Development principles. Pair Customer Development with Agile Development. No Business Plan Survives First Contact with Customers. So by popular demand, here’s a poster of the Customer Development Manifesto. Filed under: Customer Development , Customer Development Manifesto. Customer Development Customer Development Manifesto

How Customer Development Failed Us

Steve Blank

Here’s his story of when Customer Development failed. We were lucky to learn about Customer Development early on in the life of our startup. More importantly, we’d witnessed Customer Development’s massive success at another local startup. We bought Steve’s book , started product development and began reaching out to customers ins search of our first earlyvangelists. So how did Customer Development fail us?

Entrepreneurship as a Science – The Business Model/Customer Development Stack

Steve Blank

It’s the combination of Business Model Design and Customer Development. Business Model Design Gets Dynamic, Customer Development Gets Strategic. One of the key tenets of Customer Development is that your business model is nothing more than a set of untested hypotheses. Yet Customer Development has no structured and systematic way of describing a business model. Business Model Design Meets Customer Development.

Raising Money Using Customer Development

Steve Blank

Chasing funding versus chasing customers and a repeatable and scalable business model, is one reason startups fail. This post describes how companies using the Customer Development model can increase their credibility, valuation and probability of getting a first round of funding by presenting their results in a “Lesson Learned&# venture pitch. Are there customers for what you are building? Raising Money Using Customer Development « Steve Blank [.]

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. . While they both emphasize getting out of the building and taking to customers, they’re not the same. Customer Development versus Design Thinking. One of these processes is how startups versus companies learn from customers.

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. Under (a) we need to wait for the market to continue to develop, have reference customers, etc. Customer Development: Past, Present, Future [.]

Creating Startup Success – Customer Development + Business Model Design

Steve Blank

In previous posts I’ve talked about what the combination of Business Model Design, Customer Development and Agile Methodologies mean to startups and intrapreneurs in large companies; it’s the beginning of entrepreneurship as a science with its own rules and methodologies. Filed under: Business Model versus Business Plan , Customer Development. Tags: Business Model versus Business Plan Customer Development

Customer Development Fireside Chat

Steve Blank

I think customer feedback comes in a very unstructured manner, hence it is difficult to apply an algorithm on it. to make sense of the unstructured feedback received from customers.

Customer Development Manifesto: The Path of Warriors and Winners.

Steve Blank

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. Most startups lack a process for discovering their markets, locating their first customers, validating their assumptions, and growing their business.

Reminder

Steve Blank

Customer Development Manifesto

Top 3 Ways to Fail at Customer Development

Grasshopper Herder

Top 3 Ways to Fail at Customer Development: Fail #1 - Talk talk talk Fail #2 - ??????? ???? Customer Development Entrepreneurship Lean startupFail #3 - Being Gullible.

Teaching Customer Development and the Lean Startup – Topological Homeomorphism

Steve Blank

I’ve been teaching Customer Development at U.C. Berkeley was brave enough to let me write and teach a class on a subject that no one had ever heard of – Customer Development. Customer Development was a process to quickly search for a profitable business model when customer needs (features, pricing, channel, etc.) My intent at the time (as it is now) was not to offer Customer Development as the way but another way.

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.

Customer Development Talk Startup2Startup « Steve Blank

Steve Blank

The Customer Development talk can be seen here. Filed under: Customer Development , Market Types | Tagged: Steve Blank , Customer Development , Startups , Customer Discovery , Customer Validation , Tips for Startups « SuperMac War Story 9: Sales, Not Awards The Sharp End of the Stick » 6 Responses valto , on May 2, 2009 at 1:22 am Said: Just wanted to say thank you for your presentation at [link] – it is so valuable for all startups, us included.

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&#.

The Customer Development Manifesto: The Startup Death Spiral (part.

Steve Blank

This post describes how following the traditional product development can lead to a “startup death spiral.&# In the next posts that follow, I’ll describe how this model’s failures led to the Customer Development Model – offering a new way to approach startup sales and marketing activities. Three to six months after first customer ship, if Sales starts missing its numbers, the board gets concerned. Part 4 of the Customer Development Manifesto to follow.

Steve Blank’s Customer Development on One Diagram

VC Cafe

In a nutshell, start by talking to customers. Customer Development Steve Blank 4 steps to the epiphany customer development steve blankThis was just too good not to share. Come up with a minimum viable product and test product market fit. Avoid building junk that users aren't asking for. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Times Square Strategy Session – Web Startups and Customer Development

Steve Blank

I was in New York last week with my class at Columbia University and several events made me realize that the Customer Development model needs to better describe its fit with web-based businesses. In it, I got asked a question I often hear: “What if we have a web-based business that doesn’t have revenue or paying customers? What metrics do we use to see if we learned enough in Customer Discovery ? Customer Development is unhelpful here.

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.

The Customer Development Manifesto: Reasons for the Revolution.

Steve Blank

This post describes how the traditional product development model distorts startup sales, marketing and business development. In the next few posts that follow, I’ll describe how thinking of a solution to this model’s failures led to the Customer Development Model – that offers a new way to approach startup sales and marketing activities. The meaning of alpha test , beta test, and first customer ship are pretty obvious to most engineers.

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 Customer Development Manifesto: Reasons for the Revolution.

Steve Blank

After 20 years of working in startups, I decided to take a step back and look at the product development model I had been following and see why it usually failed to provide useful guidance in activities outside the building – sales, marketing and business development. Every startup has some methodology for product development, launch and life-cycle management. So what’s wrong the product development model? Product Development Diagram 1.

The Entrepreneur's Guide to Customer Development

Startup Lessons Learned

Lessons Learned by Eric Ries Monday, July 5, 2010 The Entrepreneur’s Guide to Customer Development Brant Cooper and Patrick Vlaskovits have written a new book, The Entrepreneur’s Guide to Customer Development , which builds upon the foundational work of The Four Steps to the Epiphany , while improving accessibility, updating the ideas, and making it more actionable. I believe it is the best introduction to Customer Development you can buy.

The Mom Test: doing great customer development

The Equity Kicker

When I started with Forward Partners I went out to speak with a bunch of our target customers, entrepreneurs, and I learned a bunch of stuff which helped shape our strategy of empowering great entrepreneurs with minority stake investments and real-world useful help – but I’d have learned much more if I’d read this book first. It’s surprising how easy it is to ask bad questions during customer development. I read The Mom Test this weekend.

4 tips to make customer development surveys suck less

The Next Web

As Steve Blank preaches in his book The Startup Owner’s Manual, you need to get out of the building for customer discovery interviews and see your customers’ pupils dilate when they see your product. Nothing beats meeting face-to-face with a customer. Yet, asking the same questions of potential customers over and over again is tough. The post 4 tips to make customer development surveys suck less appeared first on The Next Web.

Create Your Business Case Using Customer Development

Street Smart Product Manager

A few weeks ago, I spoke at the Modev MVP Conference and the Lean+Agile DC Conference about using a bootstrapped Customer Development approach to pursuing a new product idea in an existing company. I talked about how the traditional product innovation process of writing a business case with long-term financial projections, then writing a big … Continue reading Create Your Business Case Using Customer Development.

These Five Principles Will Accelerate Innovation

Steve Blank

Customer DevelopmentAs Director of the U.S. Army’s Rapid Equipping Force Pete Newell delivered innovation at speed and scale in the Department of Defense. Pete is now CEO of BMNT, a company that delivers innovation solutions and processes for governments.

Book Short: Deep Dive on Customer Development

OnlyOnce

Book Short: Deep Dive on Customer Development. The Startup Owners Manual is 600 pages of really detailed how-to around the first two steps of Blank’s four steps, Customer Discovery and Customer Validation. It doesn’t get into the last two steps at all, Customer Creation and Company Building.

A Path to the Minimum Viable Product

Steve Blank

Shawn immediately said the name I had given the four steps was confusing – I had called it market development – he suggested that I call it Customer Development – and the name stuck. Step 2: Customer Archetypes. Customer Development

Lessons Learned: Customer Development Engineering

Startup Lessons Learned

Lessons Learned by Eric Ries Sunday, September 7, 2008 Customer Development Engineering Yesterday, I had the opportunity to guest lecture again in Steve Blank s entrepreneurship class at the Berkeley-Columbia executive MBA program. In addition to presenting the IMVU case, we tried for the first time to do an overview of a software engineering methodology that integrates practices from agile software development with Steves method of Customer Development.

A Quick Course on Lean

Steve Blank

No Business Plan Survives First Contact With Customers. How to Get, Keep and Grow Customers ? What is Customer Development. What is Customer Discovery and Why Do it? A short article on how to do Customer Discovery via Zoom. Customer Validation.

Lean 276

Lessons Learned: What is customer development?

Startup Lessons Learned

Lessons Learned by Eric Ries Saturday, November 8, 2008 What is customer development? But too often when its time to think about customers, marketing, positioning, or PR, we delegate it to "marketroids" or "suits." Many of us are not accustomed to thinking about markets or customers in a disciplined way. Steve Blank has devoted many years now to trying to answer that question, with a theory he calls Customer Development. What is customer development?

Your Product is Not Their Problem

Steve Blank

The conversation got interesting when I asked, “How are you going to describe the product to potential customers in the concrete industry?” Do you know what if any of the features you mentioned actually matter to a potential customer?” Ask customers how they solve the problem today.

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

ConversionXL

The most common mistake startups make is assuming they can operate the same way big companies do, and expect success with little to no feedback from potential customers. A corporation like Starbucks could pick locations by throwing a dart at a map and know they’ll at least break even with a new location and mediocre customer service. But for a new coffee shop, things like customer service, atmosphere and selection, will make or break the company.

Create Your Business Case Using Customer Development

Street Smart Product Manager

A few weeks ago, I spoke at the Modev MVP Conference and the Lean+Agile DC Conference about using a bootstrapped Customer Development approach to pursuing a new product idea in an existing company. I talked about how the traditional product innovation process of writing a business case with long-term financial projections, then writing a big … Continue reading Create Your Business Case Using Customer Development.

Steve Blank on Customer Development

The Entrepreneurial Mind

He has been writing, talking, and teaching about business model development since retiring from active entrepreneurship -- he also has a great blog. Some of you may have been following the writings of Steve Blank on business modeling.

You Don’t Need Permission

Steve Blank

Over a Zoom call Suresh explained, “I’m trying to push the importance of running customer discovery and testing these hypotheses before we build our U.S. But talking about the method to others is not the same as “doing” Customer Discovery. Customer Development