Steve Blank

NOVEMBER 13, 2012

I asked Tsutsumi-san to write a guest post for my blog to describe his experience with Customer Development in Japan. After waiting for a week or so for the book to make it to Japan, I was very much shocked how impressed I was by the Customer Development Model detailed in the book. ————-.

Japan 292

Japan Customer Development Developer Customer 292

Startup Lessons Learned

JANUARY 15, 2010

For a little while, the team can resort to the last defense of entrepreneurs in trouble: the promised hockey-stick. One thing that is often overlooked about the hockey-stick growth shape: its most distinctive characteristic is the long, flat part. Usually, they are delivering only a fraction of the revenue they promised.

Hockey Stick 105

Hockey Stick San Francisco Entrepreneur Lean 105

Steve Blank

SEPTEMBER 10, 2009

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. Even more serious, startups can have radically different cash needs. Sounds like handspring.

Customer Development 196

Customer Development Developer Customer Silicon Valley 196

Startup Lessons Learned

APRIL 14, 2009

This wasn’t very impressive, but we had two things going for us: A hockey stick shaped growth curve. People often forget the most important part of the hockey stick: the long flat part. We had months of data that showed customers more-or-less uninterested in our product. April 15, 2009 4:06 PM Eric said.

Customer 167

Customer San Francisco Lean Hockey Stick 167

Steve Blank

JANUARY 4, 2010

Now with customers and early revenue, it was out raising its first round of venture money. Not only did their sales curve look like a textbook case of a VC-friendly hockey stick, but their Lessons Learned funding presentation was an eye-opener.). Posted in Customer Development, Durant versus Sloan, Technology, Venture Capital.

Hockey Stick 276

Hockey Stick Venture Capital Startup Cofounder 276

Steve Blank

NOVEMBER 8, 2010

In today’s language of Customer Development , RIM positioned the Blackberry as a segment of an existing market – pager users who needed two-way communication. In today’s language of Customer Development , a TiVo positioned as a segment of an existing market (VCR’s) was a no brainer. Except there was one problem.

Hockey Stick 271

Hockey Stick Customer Development Silicon Valley Networking 271

Steve Blank

FEBRUARY 16, 2010

More than likely the revenue projection would resemble the hockey stick like the graph on the right. Filed under: Customer Development , Market Types. Tags: Customer Development Market Types. This meant that their revenue plan had been a fantasy from day one. New Market Revenue Curve.

Revenue 230

Revenue Balance Sheet Hockey Stick Burn Rate 230