Steve Blank
SEPTEMBER 7, 2009
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.
Steve Blank
FEBRUARY 23, 2009
Eighty some pages later I realized that a) I had some great war stories as a good marketeer and failed CEO, b) I’d have to pay my wife and kids to read them, c) the three of them were probably the entire total available market, and d) when I looked at what I had done and what other entrepreneurs had done at their startups, that there was a pattern.
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Steve Blank
FEBRUARY 23, 2009
That’s in stark contrast to the traditional Product Development Model where it’s expected a customer is already there and waiting and it’s simply a matter of [.] familiar with Customer Development you should be. It’s very different than the traditional product development model.
Steve Blank
MAY 17, 2011
My third story is about Failure and Redemption. Now…a decade later… that course called Customer Development … is the basis of an entirely new way to start companies. The world is run by those who show up…not those who wait to be asked. I had just turned 20 years old. Years later this area would become known as Silicon Valley.
Steve Blank
OCTOBER 22, 2009
Getting Out of the Building Wasn’t Entertainment – Discovery and Validation Now that I was the master of the “facts” about customer needs in these specialized vertical markets , and with my team of vertical marketers , I thought I had achieved absolution and redemption. But there was one fatal flaw.
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