Steve Blank

SEPTEMBER 5, 2013

We think teaching teams a formal methodology around the Lean Framework (Business Model design, Customer Development and Agile Engineering) is a natural evolution of how successful incubators/accelerators will build startups. Filed under: Customer Development , Lean LaunchPad , Teaching. Technology in search of a market.

Lean 315

Lean Customer Development Sales Cycle Business Model 315

conversionxl.com

SEPTEMBER 10, 2013

It’s Not a Conversion Problem, It’s a Customer Development Problem. This is a customer development problem. So What is Customer Development? The core idea behind customer development is that the assumptions you make about a target market are only guesses. Website Analysis.

Customer Development 60

Customer Development Conversion Developer Customer 60

A Smart Bear: Startups and Marketing for Geeks

NOVEMBER 5, 2014

It’s often said that you shouldn’t talk about price during customer development interviews. 100,000/mo means Global 2000 only, large-scale projects that require multiple departments for decision and approval, long sales cycles (9-18 months) which requires massive cash spend to bide your time.

Bootstrapping 294

Bootstrapping Technical Review B2C Sales Cycle 294

Steve Blank

AUGUST 15, 2016

We were charging a really high up-front annual fee to these providers and the end result of that was a pretty long sales cycle. We tested the new strategy with several customers in the pipeline and it took our sales cycle from about 60 days to 1 week. Filed under: Customer Development , SiriusXM Radio Show.

Cofounder 142

Cofounder Entrepreneur Africa Sales Cycle 142

Steve Blank

AUGUST 15, 2016

We were charging a really high up-front annual fee to these providers and the end result of that was a pretty long sales cycle. We tested the new strategy with several customers in the pipeline and it took our sales cycle from about 60 days to 1 week. Filed under: Customer Development , SiriusXM Radio Show.

Cofounder 120

Cofounder Entrepreneur Africa Sales Cycle 120

Startup Lessons Learned

MAY 9, 2012

TLDR: Brant Cooper and Patrick Vlaskovits , authors of The Entrepreneur's Guide to Customer Development are back with a new book called The Lean Entrepreneur. It took the idea of Customer Development and made it accessible to a whole new audience. Illustrations by FAKEGRIMLOCK. You can pre-order it starting today.

Entrepreneur 167

Entrepreneur Lean Southern California San Diego 167

SVPG

AUGUST 30, 2013

The downward spiral continues because the sales organization loses a lot of deals when they try to compete with a weak product. This is not a new technique, but you may recognize it as the foundation of Customer Discovery and Customer Development. I''m talking about the power of a happy, reference customer.

Customer 65

Customer API Brazil Germany 65