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. Success Begins with Buy-In from Investors and Co-Founders.

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.

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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. Customer Development In Context.

Time For Founders School

Steve Blank

Kauffman just 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. 1:49: Use Customer Development to Test Your Hypotheses.

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.

How To Find the Right Co-Founders?

Steve Blank

How do you figure out what’s the right mix of skills for the co-founders of your startup? 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. Are We Missing A Founder?

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." They almost always fail for lack of customers.

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 key to effective conversations is in developing the conversation around your objectives for the discussion.

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

conversionxl.com

It’s Not a Conversion Problem, It’s a Customer Development Problem. 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. The Key To Customer Loyalty.

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. In January 2014 Part 1 of the “ Startups ” section of Founders School went online.

Vision versus Hallucination – Founders and Pivots

Steve Blank

A founder’s skill is knowing how to recognize new patterns and to pivot on a dime. 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. Customer Developmen

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

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: 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.

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.

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. But for a new coffee shop, things like customer service, atmosphere and selection, will make or break the company.

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.

It’s Time to Play Moneyball: The Investment Readiness Level

Steve Blank

Teams use the Lean Startup toolkit: the Business Model Canvas + Customer Development process + Agile Engineering. LaunchPad Central software is used to track the business model canvas and customer discovery progress of each team.

Putting User Insights Into Context

Grasshopper Herder

He is the co-founder of Alpha UX, a real-time user insights platform for enterprise product teams. Customer Development Lean Startups User Experience customer development survey user experience ux(This is a guest post by Michael Bamberger.

Digging Deeper into Lean Business Model Canvases

Instigator Blog

It’s too easy for founders to get distracted, wander off and lose focus. It happens to all of us, but lean canvas and similar concepts help maintain that focus and instigate a lean startup / customer development-centric approach.

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. Customer Development. Today I’m going to explain how to do Customer Development during concierge onboarding. call with customers who sign up for your product and helping them 1-on–1. The 1-on–1 interaction gives you a chance to earn trust, overcome objections, or answer questions before customers cancel. When do I contact customers?

4 tips to make customer development surveys suck less

The Next Web

Tenoch Esparza is the co-founder of Sensory Percussion, a next-generation electronic drum startup. Nothing beats meeting face-to-face with a customer. Yet, asking the same questions of potential customers over and over again is tough.

How One Startup Figured Out What Could Really Help Deaf People

Steve Blank

A month ago, Jason, one of my founder friends, shut down his startup. 1 rule every founder hears over and over: Nobody wants your product until you prove it. How come so many founders still wake up to this horrible truth, after months or years of hard work?

Why Build, Measure, Learn – isn’t just throwing things against the wall to see if they work

Steve Blank

Build a product, get it into the real world, measure customers’ reactions and behaviors, learn from this, and use what you’ve learned to build something better. Repeat, learning whether to iterate, pivot or restart until you have something that customers love.

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Lean Innovation Management – Making Corporate Innovation Work

Steve Blank

Gore , I’ve found two corporate strategy tools developed by other smart people helpful in bridging Lean Startups with Corporate Innovation. Here the company executes a known business model (known customers, product features, competitors, pricing, distribution channel, supply chain, etc.)

Lean 154

The Manual-First Startup

Vinicius Vacanti

Instead of building a crawler, my co-founder and I would crawl out of bed at 3 am and manually enter the deals into our database. Can really wow your potential customers. Customer doesn’t know how your product works behind the scenes. It was February 2010.

How Our Tech Startup Succeeded Without the Tech

Vinicius Vacanti

Instead of building a crawler, my co-founder and I would crawl out of bed at 3 am and manually enter the deals into our database. Can really wow your potential customers. Customer doesn’t know how your product works behind the scenes. It was February 2010.

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. People who sign-up at your landing page are low-hanging fruit for Customer Development. Step 4 – Develop a Quick Persona Hypothesis.

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.

When Krave Jerky Showed up in Class with a $435,000 Check

Steve Blank

But they had minimal understanding of their target customer segment(s), and in the relentlessly direct nature of the class, we let them know it. They ran 10 in-store demos, which got them talking to 100s of more customers. What Do You Mean You Only Spoke to 1 Customer?

Lean 143

Beyond the Lemonade Stand: How to Teach High School Students Lean Startups

Steve Blank

Therefore we needed them to think and learn about two parts of a startup; 1) ideation - how to create new ideas and 2) customer development – how do they test the validity of their idea (is it the right product, customer, channel, pricing, etc.).

Lean 148

Born Global or Die Local – Building a Regional Startup Playbook

Steve Blank

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. to understand distribution channel landscape, potential partners and rough cost of customer acquisition.

Global 153

Building Great Founding Teams

Steve Blank

There’s been a lot written about the individual characteristics of what makes a great founder , but a lot less about what makes a great founding team and how that’s different from a great founding CEO. Founders – the idea. A couple of caveats about founders with “ideas.”

Pixar, Artists, Founders and Corporate Innovation

Steve Blank

—– In a recent workshop with a large company focused on the Innovation@50x process, I mentioned that founders and intraprenuers operate more like artists than accountants – on day one they see something no one else does. Startup founders operate in chaos and uncertainty.

The Lean LaunchPad Online

Steve Blank

Experienced entrepreneurs kept finding that no business plan survived first contact with customers. I read a ton of existing literature and came up with a formal methodology for search I called Customer Development. Berkeley asked me to teach a class in Customer Development.

Lean 154

How to Be Smarter than Your Investors – Continuous Customer Discovery

Steve Blank

Teams that build continuous customer discovery into their DNA will become smarter than their investors, and build more successful companies. All of sudden what was an additional engineering and development effort now became a small, variable cost.

Bigger in Bend – Building a Regional Startup Cluster–part 1 of 3

Steve Blank

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.

Oregon 142

Lean Goes Better with Coke – the Future of Corporate Innovation

Steve Blank

For most big, established companies like us, our business models were developed years—even decades ago. in developing these new models. It only emerges after an intense business model design and search activity based on the customer development process.

Lean 153

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.