Early-stage Regional Venture Funds–part 2 of 3 of Bigger in Bend
JANUARY 22, 2014
Over the years Dino and I brainstormed about how Lean entrepreneurship would affect regional development. Part 2: Early-stage Regional Venture Funds. The cloud , open-source development tools and web 2.0 What’s Missing Is Early Stage Capital.
How to do (and what to expect from) early stage customer development & sales
The Startup Toolkit
MAY 25, 2012
Everything I know from 4 years of intensive customer development & sales, boiled down into an 18 minutes talk I gave at HackFwd in Berlin. HD video is here , normal is embedded below. I’m pretty happy with this one and think you won’t have heard the content elsewhere.
Raising Money Using Customer Development
NOVEMBER 5, 2009
Unfortunately in early stage startups the drive for financing hijacks the corporate DNA and becomes the raison d’etre of the company. Chasing funding versus chasing customers and a repeatable and scalable business model, is one reason startups fail.
Being Responsive is Critical for Successful Customer Development
OCTOBER 27, 2011
Most customers tolerate bugs. Most customers tolerate products with missing features that they need (or think they need!) Most customers tolerate the quirks and hiccups that come with new technology and software. This is true of early adopters, but it’s even true to some degree, of late adopters. Customers can be quite forgiving. And use those customer interactions to learn from them. Don’t wait for customers to reach out with complaints.
The evolution of early stage investing in the UK
The Equity Kicker
SEPTEMBER 24, 2014
Two developments have changed the face of startup investing in the UK in recent years. The first development is increased capital efficiency. The second development is SEIS and EIS. I wrote the post below for Crowdcube , one of the UK’s leading equity crowdfuding sites.
B2B Customer Development
Market by Numbers
SEPTEMBER 13, 2010
Market By Numbers on Twitter | Entries RSS | Comments RSS Market By Numbers High-Tech Marketing and Customer Development Home What is Customer Development? Your aim is to establish relationships inside businesses who are likely to be early adopters.
The 7 Deadly Healthcare Startup Sins
JULY 9, 2015
It is in need of innovation on many fronts and is also trying to embrace the amazing amount of innovation happening with early-stage companies. The only way to know for sure is to test that assumption by getting out of the office and talking to customers.
Lean Innovation Management – Making Corporate Innovation Work
JUNE 26, 2015
The first time a few brave corporate innovators tried to overlay the Lean tools and techniques that work in early-stage startups in an existing corporation, the result was chaos, confusion, frustration and ultimately, failure. I’ve been working with large companies and the U.S.
How Investors Make Better Decisions: The Investment Readiness Level
JULY 1, 2014
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.
Bigger in Bend – Building a Regional Startup Cluster–part 1 of 3
JANUARY 20, 2014
When Customer Development and the Lean Startup were just a sketch on the napkin, Dino Vendetti, a VC at Bay Partners, was one of the first venture capitalists I shared my ideas with. Over the years we brainstormed about how Lean entrepreneurship would affect regional development.
Engineering a Regional Tech Cluster-part 3 of 3 of Bigger in Bend
JANUARY 24, 2014
Over the years Dino and I brainstormed about how Lean entrepreneurship would affect regional development. Part 2: Early-stage Regional Venture Funds. Local Early-Stage Risk Capital. Early stage venture funds are more important than your mother.
Vision versus Hallucination – Founders and Pivots
AUGUST 27, 2012
It was great to watch him embrace the spirit and practice of customer development. He was constantly in front of customers, listening, selling, installing and learning. I got to spend time inside his company while I was using their software to analyze early-stage ventures.
Blowing up the Business Plan at U.C. Berkeley Haas Business School
MARCH 3, 2015
Berkeley were heavily funded to develop Cold War weapon systems. Starting in the 1950’s, Stanford’s engineering department became “outward facing” and developed a culture of spinouts and active faculty support and participation in the first wave of Silicon Valley startups. At the same time Berkeley was also developing Cold War weapons systems. Traction and evidence from customers were what investors were looking for – even in “slow” sectors like healthcare and energy.
How We Fight – Cofounders in Love and War
OCTOBER 21, 2012
Entrepreneurship and early stage companies are about moving fast; if you’re caught in a disagreement for days at a time it means decisions are not being made and/or people are walking around feeling resentful. Filed under: Customer Development , Family/Career/Culture.
Why Lean May Save Your Life – The I-Corps @ NIH
JUNE 19, 2014
110 researchers and clinicians, and Principal Investigators got out of the lab and hospital, and talked to 2,355 customers, tested 947 hypotheses and invalidated 423 of them. gather data essential to customer partnerships/collaboration/purchases before doing the science.
Reinventing Life Science Startups – Medical Devices and Digital Health
AUGUST 20, 2013
Early stage Venture Capital for medical device startups has dried up. Some startups in this field are actually beginning with Customer Development while others struggle with the classic execution versus search problem.
Entrepreneurship is an Art not a Job
MARCH 31, 2011
Over the last decade we assumed that once we found repeatable methodologies (Agile and Customer Development , Business Model Design) to build early stage ventures, entrepreneurship would become a “science,” and anyone could do it.
The Difference Between Stealth Mode and Quiet Mode
NOVEMBER 27, 2012
Worse still, startups that are in stealth mode rarely talk to customers, prospects, users, partners or anyone else before their big reveal, which means they have little to no validation for what they’re doing. You need to find a way of getting to customers, talking to the right people, and validating (or more likely invalidating ) what you’re doing. They’re actively talking to customers– daily in fact –and collecting tons of feedback.
Entrepreneurs are Everywhere Show No. 23: Nina Tandon and Brandon McNaughton
MARCH 1, 2016
A tech entrepreneur and inventor, Brandon McNaughton was entrepreneur in residence for Detroit Innovate , an early-stage venture fund. what matters more is the … the customer’s problem. … What you need is to understand the problem to know what do deliver to the customer.
When do I *stop* doing customer interviews and start writing code?
A Smart Bear: Startups and Marketing for Geeks
JUNE 12, 2012
Here are the details of both of those customer development experiences. Recently at WP Engine I did some brand new customer development for a new project that we think will revolutionize WordPress blog management. Way #2: Get ten paying customers.
How I Hack Customer Development When I Can’t Get Interviews
FEBRUARY 16, 2013
Summary : Face-to-face interviews are the lifeblood of early-stage Customer Development, but sometimes even personal introductions are not enough to get meetings if we don’t know people in the market. My only experience is as a potential startup customer.
Lessons Learned: Don't launch
Startup Lessons Learned
MARCH 13, 2009
Lessons Learned by Eric Ries Friday, March 13, 2009 Dont launch Heres a common question I get from startups, especially in the early stages: when should we launch? Marketing launch) Make a new product available to customers in the general public. In particular, a marketing launch can help you do three things (courtesy, as is most of my marketing advice, of The Four Steps to the Epiphany ): Drive customers into your sales pipeline. Do some Customer Development instead.
A New Way to Teach Entrepreneurship – The Lean LaunchPad at Stanford: Class 1
MARCH 8, 2011
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.
Entrepreneurs are Everywhere Show No. 18: Sarah Calhoun and Steve Sims
JANUARY 29, 2016
The same year, President Obama invited her to attend a White House forum on jobs and economic development, and she was named Montana’s Entrepreneur of the Year. I held onto that (maxim) from an early stage, and it worked well for me. Customer Development SiriusXM Radio Show
Job Titles That Can Sink Your Startup
SEPTEMBER 13, 2010
I had coffee with an ex student earlier in the week that reminded me yet again why startups burn through so many early VP’s. I thought our new Sales VP would be out in front helping us lead Customer Validation and help us find the Pivot. a well-understood group of customers.
Stanford 2012 Lean LaunchPad Presentations – part 1 of 2
MARCH 7, 2012
The class is intensely and deliberately experiential to develop the mindset, reflexes, agility and resilience an entrepreneur needs to search for certainty in a chaotic world. The EngineKites customer discovery narrative blog is here. The Sync customer discovery narrative blog is here.
A Day in the Life of Your Customer
APRIL 26, 2011
To sell something effectively you really need to understand your customer. You can look into customer profiling and personas as mechanisms for understanding your customers better. How and when your product will be used by your customers is critical. Customer Development
China’s Torch Program – the glow that can light the world (Part 2 of 5)
APRIL 11, 2013
The early clusters occurred by happenstance of geography or history. In recent years Business Incubators have developed into diverse models. Filed under: China , Customer Development , Technology , Venture Capital. China Customer Development Technology Venture Capital
Tune In, Turn On, Drop Out – The Startup Genome Project
MAY 29, 2011
Max and his partners interviewed and analyzed over 650 early-stage Internet startups. Today they released the first Startup Genome Report — a 67 page in-depth analysis on what makes early-stage Internet startups successful. longer to reach scale stage compared to a founding team of 2 and they are 2.3x They tend to lose the battle early on by getting ahead of themselves. Filed under: Customer Development , Teaching , Venture Capital.
The Customer Development Manifesto: The Startup Death Spiral (part.
SEPTEMBER 7, 2009
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.
Entrepreneurs are Everywhere Show No. 38: Ryan Smith and Lane Merrifield
AUGUST 8, 2016
If you don’t value your product neither will your customers. Values – who and what founders and customers hold dear – were the focus on today’s Entrepreneurs are Everywhere radio show. In the early days of building Qualtrics, Ryan tried giving the product away to entice customers to use it. — Finding early customers for Qualtrics was difficult, Ryan says. Ironically, though, academics are horrible customers.
The National Science Foundation Innovation Corps – What America Does Best
MARCH 26, 2012
63 scientists and engineers in 21 teams made ~ 2,000 customer calls in 10 weeks , turning laboratory ideas into formidable startups. If we’re correct, we can compress the time for commercializing scientific breakthroughs and reduce the early stage risks of these new ventures.
Video of My Internet Week Session on Early Stage Entrepreneurship
JUNE 14, 2010
Home About Contact Me How To Make It as a First-Time Entrepreneur Vinicius Vacanti Video of My Internet Week Session on Early Stage Entrepreneurship June 14, 2010 | View Comments On Thursday, Owen Davis of SeedStart invited Amol Sarva , from Peek , and me to answer some questions on early stage entrepreneurship.
It’s Not How Big It Is – It’s How Well It Performs: The Startup Genome Compass
AUGUST 29, 2011
Max and his partners had interviewed and analyzed over 650 early-stage Internet startups. In May they released the first Startup Genome Report — an in-depth analysis on what makes early-stage Internet startups successful. What makes startups succeed or fail?
Bob Dorf, co-author startup owner’s manual, Customer development: the science of acceleration for growth businesses
Business of Software Blog
JULY 8, 2013
Understanding the Customer Development Process. The other half of the job is figuring out who your customers are going to be, what’s going to make them excited and ecstatic and come back again and again and again, and tell their friends and so forth.
Entrepreneurs are Everywhere Show No. 39: Jeremy Johnson and Michael Eidsaune
AUGUST 15, 2016
Before founding 2U, Jeremy developed Zinch, intended to be a virtual guidance counselor to help low-income students navigate the college application process. — An experienced team made all the difference to 2U finding success, Jeremy said: We had a phenomenal early group of people that were brought together to try to address the problem. You might look at it and say, “In some ways, that team is overkill for an early-stage company.
You Can Outsource Customer Development, You Can't Outsource Learning
Market by Numbers
MAY 26, 2010
Market By Numbers on Twitter | Entries RSS | Comments RSS Market By Numbers High-Tech Marketing and Customer Development Home What is Customer Development? There are times when customers are going to tell you something that you don’t want to hear.
Entrepreneurs are Everywhere Show No. 21, Part 1: Kathy Ku and Orin Herskowitz
FEBRUARY 17, 2016
— As executive director Stanford University’s Office of Technology Licensing , Kathy Ku oversees the licensing of Stanford-developed technologies. She took a break from Stanford in 1990 and 1991, as VP of business development at Protein Design Labs , Inc.
Launching Year One Labs – An Early Stage Seed Accelerator
SEPTEMBER 5, 2010
Year One Labs is an early stage seed accelerator that will help fund and build startups, primarily in the web and mobile spaces. focused on Customer Development and Lean Startups. When it’s time to do customer interviews, we’ll be there doing them with you. And I think the model – of co-creation focused on customer development – can result in very successful companies. Today is a big day.
Entrepreneurs are Everywhere show No. 4: David Lerner and Gary Marcus
SEPTEMBER 30, 2015
He is also an adjunct professor of entrepreneurship at Columbia Business School , and an angel investor hailed as one of New York City’s top 100 early-stage investors. Tune in Thursday at 1 pm PT, 4 pm ET on Sirius XM Channel 111 Filed under: Customer Development.