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.

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.

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.

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.

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.

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.

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

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. What metrics do we use to see if we learned enough in Customer Discovery ?

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.

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.

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.

The Real Reason We Don't Do Customer Development: Fear | Vinicius.

Vinicius Vacanti

Home About Contact Me How To Make It as a First-Time Entrepreneur Vinicius Vacanti The Real Reason We Don’t Do Customer Development: Fear June 9, 2010 | View Comments It’s hard to argue against going through the Customer Development Process (CDP) when building your startup.

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.

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. What should founders do instead?

Why Founders Should Know How to Code

Steve Blank

I was driving home from the BIO conference in San Diego last month and had lots of time for a phone call with Dave, an ex student and now a founder who wanted to update me on his Customer Discovery progress. Customer Discovery. Filed under: Customer Development , Technology.

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?

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.

The State of Entrepreneurship

Steve Blank

Co-founder magazine just interviewed me about the current state of entrepreneurship – in startups and large companies – and how we got here. Corporate Innovation Customer Development Teaching

More Customer Development Cycles

Startup Marketing Blog

Startup Marketing Blog – By Sean Ellis Unlocking Startup Growth By Sean Ellis of 12in6 Feb 25th 09 More Customer Development Cycles I kicked off this quarter’s two new customer development projects earlier this week. Eventbrite and Dropbox were really the “Beta” customers for my six-month customer development program. I then give the founder/CEO a quick overview of my background and the customer development program.

The Mom Test: doing great customer development

The Equity Kicker

It’s surprising how easy it is to ask bad questions during customer development. As well as extra detail it provides a host of practical examples that make it easier to do high quality customer development. How will you find your next/first set of customers?

B2B Sales: A Lean Startup Approach

Grasshopper Herder

The founder of Shipitwise reveals how he used lean principles to improve B2B sales. Customer Development Lean Startup B2B Evaluative Market Experiment Startup ToolHave you thought about using Lean Startup to improve your sales process? The post B2B Sales: A Lean Startup Approach appeared first on GrasshopperHerder.com.

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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.

Big Picture Customer Development Revisited

Startup Marketing Blog

Startup Marketing Blog – By Sean Ellis Unlocking Startup Growth By Sean Ellis of 12in6 Jun 18th 09 Big Picture Customer Development Revisited Working with four startups at the same time has steepened my customer development learning curve (and also explains why it has been a month since my last update). Our customer development goal with every startup essentially boils down to a race to be able to focus on growing the business.

Customer Development Presentation

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 Presentation By brantcooper , August 20, 2009 2:20 pm Unlike my classmates who headed to Silicon Valley from UC Davis upon graduation, I moved to Washington DC to work for a defense consulting firm.

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.

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.

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.

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

Innovators podcast @ Stanford

Steve Blank

Founders. 2:15: Founders and dysfunctional families. 11:50: Founders are artists. 17:27: Rules for raising a family if you’re a founder. 56:00: Customer Development versus Design Thinking. Customer Development Manifesto TeachingA fun interview at Stanford about some old things and new ones. link]. 3:55: Operating in chaos. 7:18: Mentorship is a two-way street. 14:03: Failure=experience.

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Customer Development Gut Checks

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 Gut Checks By brantcooper , April 28, 2009 10:35 am Through the evolution of their start-ups, entrepreneurs will face many inflection points, at which decisions made or not made will determine their future.

Customer Development Gut Checks

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 Gut Checks By brantcooper , April 28, 2009 10:35 am Through the evolution of their start-ups, entrepreneurs will face many inflection points, at which decisions made or not made will determine their future.

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.

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.

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.

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.

4 Categories of B2B Customers

Grasshopper Herder

It’s hard to keep tab of sales when we’re talking to customers. B2B startups founders with limited sales experience have trouble with qualifying leads. Customer Development Sales b2b sales

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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.

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.

Entrepreneurs are Everywhere Show No. 43: Dakin Sloss and Ajeet Singh

Steve Blank

A startup founder needs to never lose sight of the vision, but be extremely adaptable to pretty much everything else. And realizing your vision as a founder takes equal parts determination and flexibility. The show follows the journeys of founders who share what it takes to build a startup – from restaurants to rocket scientists, to online gifts to online groceries and more. Ajeet Singh , co-founder of ThoughtSpot , provider of search-driven analytics.

Entrepreneurs are Everywhere Show No. 43: Dakin Sloss and Ajeet Singh

Steve Blank

A startup founder needs to never lose sight of the vision, but be extremely adaptable to pretty much everything else. And realizing your vision as a founder takes equal parts determination and flexibility. The show follows the journeys of founders who share what it takes to build a startup – from restaurants to rocket scientists, to online gifts to online groceries and more. Ajeet Singh , co-founder of ThoughtSpot , provider of search-driven analytics.