Nail the Customer Development Manifesto to the Wall
MARCH 29, 2012
When Bob Dorf and I wrote the Startup Owners Manual we listed a series of Customer Development principles. Not All Startups Are Alike.
Raising Money Using Customer Development
NOVEMBER 5, 2009
Chasing funding versus chasing customers and a repeatable and scalable business model, is one reason startups fail. How many are there? Later?”
Customer Development is Not a Focus Group
NOVEMBER 30, 2009
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. It’s not.
The Art of the Customer Development Conversation
Market by Numbers
SEPTEMBER 2, 2010
Generally speaking: Pre-Problem-Solution Fit, you concentrate on learning as much as you can about the problem, who are the real customers (user?
Lessons Learned: What is customer development?
Startup Lessons Learned
NOVEMBER 8, 2008
Lessons Learned by Eric Ries Saturday, November 8, 2008 What is customer development? They almost always fail for lack of customers.
It’s Time to Play Moneyball: The Investment Readiness Level
NOVEMBER 25, 2013
And we can offer investors metrics to play Moneyball – with the Investment Readiness Level. We think we can do better. Here’s how. The U.S.
It’s Not a Conversion Problem, It’s a Customer Development Problem
SEPTEMBER 6, 2013
But for a new coffee shop, things like customer service, atmosphere and selection, will make or break the company. Most startups fail. Sorry.
B2B Customer Development
Market by Numbers
SEPTEMBER 13, 2010
The number one problem with Customer Development in B2B environments is that startups begin the Customer Development process too late.
Intel Disrupted: Why large companies find it difficult to innovate, and what they can do about it
JUNE 23, 2016
These metrics make it difficult for a company that wants to invest in long-term innovation. Corporate Innovation Customer Development
Customer Development Manifesto: Market Type (part 4) « 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. Handspring’s customers understood what a Personal Digital Assistant was. They never understood Market Type.
Digging Deeper into Lean Business Model Canvases
MAY 26, 2011
Some will overanalyze their existing metrics to look for the necessary trends and proof to validate their hypotheses. And they should be ranked.
The Mission Model Canvas – An Adapted Business Model Canvas for Mission-Driven Organizations
FEBRUARY 23, 2016
In other words, how can we adapt the Business Model Canvas when the metrics of success for an organization is not revenue? —-. Funding?
The Lean Analytics Cycle: Metrics > Hypothesis > Experiment > Act
APRIL 8, 2013
To win in business you need to follow this process: Metrics > Hypothesis > Experiment > Act. That metric is tied to a KPI.
Why vanity metrics are dangerous
Startup Lessons Learned
DECEMBER 23, 2009
Lessons Learned by Eric Ries Wednesday, December 23, 2009 Why vanity metrics are dangerous In a previous post, I defined two kinds of metrics: vanity metrics and actionable metrics. In this post, Id like to talk about the perils of vanity metrics. My personal favorite vanity metrics is "hits." Of course not.
Lean Innovation Management – Making Corporate Innovation Work
JUNE 26, 2015
Gore , I’ve found two corporate strategy tools developed by other smart people helpful in bridging Lean Startups with Corporate Innovation.
How Investors Make Better Decisions: The Investment Readiness Level
JULY 1, 2014
The Investment Readiness Level makes the stages of development for the business very tangible. Here’s John’s story. But the ‘ah-hah!’
Updated Customer Development Image
Market by Numbers
JANUARY 13, 2010
Reply Tweets that mention Updated Customer Development Image | Market By Numbers | Marketing Help -- Topsy.com says: January 13, 2010 at 9:19 pm [.]
Time For Founders School
JANUARY 28, 2014
2:21: Accounting Metrics in a Large Company vs. Metrics that Matter in a Startup. 0:41: Don’t outsource Customer Discovery.
A New Way to Look at Competitors
NOVEMBER 8, 2013
In this case the basis of competition on the X/Y axes are metrics defined by the users in the existing market. ——-. Here’s how.
Fear of Failure and Lack of Speed In a Large Corporation
MARCH 11, 2015
And worse, even if someone does manage to start something new, our management structure has so many financial, legal and HR hurdles that every initiative needs to match our existing business financial metrics, processes and procedures. They’ve found product/market fit (what products customers want to buy). —-. That’s now changed.
The 6 Books That Actually Saved Our Startup
AUGUST 14, 2012
customer development process startupsMy startup instincts were terrible. So, I went on a mission to learn from others. First-time reader?
Lean Goes Better with Coke – the Future of Corporate Innovation
NOVEMBER 7, 2013
For most big, established companies like us, our business models were developed years—even decades ago. in developing these new models.
Be Selective in Early Beta Programs to Find the Ideal Customers and Use Cases
NOVEMBER 16, 2011
But finding the perfect people or customers in that list is another story. This is where it’s so important to have a hypothesis and assumptions around the ideal customer. Without a strong definition of your supposed ideal customer, it becomes too tempting and too easy to hand out beta accounts like candy.
9 Deadliest Start-up Sins
MAY 14, 2012
Assuming you know what the customer wants. Founders, presuming they know their customers, assume they know all the features customers need.
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. Customer Development works outside Silicon Valley.
How We Fight – Cofounders in Love and War
OCTOBER 21, 2012
She suggested that how cofounders fight was a key metric in predicting the success of a founding team. So I asked her to write a guest post.
When Do You Throw in the Towel On Your Struggling Project?
DECEMBER 12, 2011
Defining a Success Metric. There are many possible success metrics and it depends on your business. First-time reader? Sunk cost.
Lessons Learned Launching a Lean Startup Accelerator
JUNE 6, 2011
I believe it’s one of the first of its kind, with a very heavy focus on customer development and a rigorous Lean Startup process.
Two Giant Steps Forward For Entrepreneurs
FEBRUARY 9, 2012
Two years in the making and literally ten years in development, I’m proud to announce that my new book, The Startup Owners Manual , goes onto the printing press next Tuesday. In fact, you could say that all that remains from my last book are the four steps of Customer Development. Let me be brief…. Briefly, the new book.
Lessons Learned: Customer Development Engineering
Startup Lessons Learned
SEPTEMBER 7, 2008
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. Its a nice complement on the product engineering side to his customer development methodology.
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. Here’s Part 2 of Dino’s story….
Massacre at IBM
AUGUST 3, 2012
Long before there was the Lean Startup, Business Model Canvas or Customer Development there was a guy in Santa Barbara California who had already figured it out. I want to tell you a story about how a team pivoted and succeeded by synchronizing product and customer development. Filed under: Customer Development.
Perfection By Subtraction – The Minimum Feature Set
MARCH 4, 2010
I can’t get more than one of ten potential customers to think that this is something they’d buy.” Filed under: Customer Development.
4 short stories of our attempts to be lean at our startup
MARCH 2, 2014
The founding of Buffer: going from an idea to paying customers in 7 weeks. lean startup customer development success failure mistakes learning
JULY 7, 2011
You may be running an experiment and collecting metrics, but you can’t really interpret the results without something to compare them to. Customer Development lean startup Startups successThe Lean Startup model is all about running experiments, learning and making informed decisions on what to do next. So what can you do?
AARRR is from the Pirate’s Point of View
Market by Numbers
FEBRUARY 14, 2011
The order (and truly, the metrics themselves) are dependent upon your business model. The Pirate Says “AARRR. For B2C Free, Say RRAAR.
Big Picture Customer Development Revisited
Startup Marketing Blog
JUNE 18, 2009
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).
A Day in the Life of Your Customer
APRIL 26, 2011
To sell something effectively you really need to understand your customer. How and when your product will be used by your customers is critical.
Reinventing Life Science Startups – Evidence-based Entrepreneurship
AUGUST 21, 2013
In the real world a big pivot in life sciences far down the road of development is a very bad sign due to huge sunk costs. The syllabus is here.
Entrepreneurs are Everywhere Show No. 45: Dan Miller and Brian Zuercher
OCTOBER 11, 2016
Through that process, I lost a lot including some relationships with individuals, and I started to develop symptoms of acute anxiety. . We did three iterations of the product in less than 12 months, each one progressively going off of different consumer metrics that we found and then partner feedback. I wound up losing a lot.