Trending Sources

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. Not All Startups Are Alike.

Raising Money Using Customer Development

Steve Blank

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

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. It’s not.

The Art of the Customer Development Conversation

Market by Numbers

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

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

Steve Blank

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

ConversionXL

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

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

Steve Blank

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

Steve Blank

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

Instigator Blog

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

Steve Blank

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

Occam's Razor

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

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

Steve Blank

Gore , I’ve found two corporate strategy tools developed by other smart people helpful in bridging Lean Startups with Corporate Innovation.

Lean 154

How Investors Make Better Decisions: The Investment Readiness Level

Steve Blank

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

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

Steve Blank

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

Steve Blank

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

Steve Blank

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

Vinicius Vacanti

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

Steve Blank

For most big, established companies like us, our business models were developed years—even decades ago. in developing these new models.

Lean 154

Be Selective in Early Beta Programs to Find the Ideal Customers and Use Cases

Instigator Blog

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

Steve Blank

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

Steve Blank

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

Steve Blank

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?

Vinicius Vacanti

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

Instigator Blog

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.

Lean 112

Two Giant Steps Forward For Entrepreneurs

Steve Blank

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

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

Steve Blank

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

Steve Blank

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

Steve Blank

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

joel.is

The founding of Buffer: going from an idea to paying customers in 7 weeks. lean startup customer development success failure mistakes learning

Lean 62

Defining Success

Instigator Blog

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

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

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

Instigator Blog

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

Steve Blank

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.

SBIR 73

Entrepreneurs are Everywhere Show No. 45: Dan Miller and Brian Zuercher

Steve Blank

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.