Hacking For Defense In Silicon Valley

Steve Blank

BMNT , a new Silicon Valley company, is combining the Lean Methods it learned in combat with the technology expertise and speed of startups. developed a new strategy in the late 1970’s to counter the Warsaw Pact. Lead, follow or get the heck out of the way. In peacetime the U.S.

Applying Lean Startup Beyond Silicon Valley

Startup Lessons Learned

Entrepreneurs beyond Silicon Valley, including those working abroad, often have to retool Lean Startup methods to apply them in places with very different business cultures. Those conversations can often circle around the difficulties of entrepreneurship outside Silicon Valley. I think one challenge in trying to take Lean Startup ideas outside Silicon Valley, and especially to places that are highly culturally different from the U.S.,

Customer Development in Japan: a History Lesson

Steve Blank

I asked Tsutsumi-san to write a guest post for my blog to describe his experience with Customer Development in Japan. But customers didn’t agree. in a startup no facts exist inside the building, get out of the building to talk to customers”. Customer Development Education.

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Zhongguancun in Beijing – China’s Silicon Valley (Part 4 of 5)

Steve Blank

But what made the overwhelming impression for me was finding an entrepreneurial software cluster on par with the Internet software portion of Silicon Valley. Filed under: China , Customer Development , Technology , Venture Capital.

The Secret History of Silicon Valley Part V: Happy 100th Birthday.

Steve Blank

The Man Who Shot Liberty Valance I always had been curious about how Silicon Valley, a place I had lived and worked in, came to be. How did Silicon Valley start? This October is the 100th anniversary of Silicon Valley, unnoticed and unmentioned by anyone.)

Driving Corporate Innovation: Design Thinking vs. Customer Development

Steve Blank

Two methods, Design Thinking and Customer Development (the core of the Lean Startup) provide the tactical day-to-day process of how to turn ideas into products. . Customer Development versus Design Thinking.

Zhongguancun in Beijing – China’s Silicon Valley (Part 4 of 5)

Steve Blank

But what made the overwhelming impression for me was finding an entrepreneurial software cluster on par with the Internet software portion of Silicon Valley. Filed under: China , Customer Development , Technology , Venture Capital.

Customer Development: Past, Present, Future

Steve Blank

The Times Square Strategy discussion I had with Eric Ries , was still top of mind, so instead of my standard Customer Development lecture , I offered my thoughts on: the origin of Customer Development, where we are today, and where does Customer Development go, and how you can help get it there.

The Secret History of Silicon Valley Part VII: We Fought a War You.

Steve Blank

These posts cover two distinct periods – the first, the rise of “ Microwave Valley ” chronicles the decade of 1946-1956 as Stanford University became the hub of military/industry contracting in the Bay Area. military had to develop new ways to collect intelligence.

Raising Money Using Customer Development

Steve Blank

Chasing funding versus chasing customers and a repeatable and scalable business model, is one reason startups fail. Are there customers for what you are building? No amount of learning how to get a VC meeting or improving your VC demo skills will fix the lack of concrete customer data.

Customer Development Fireside Chat

Steve Blank

I think customer feedback comes in a very unstructured manner, hence it is difficult to apply an algorithm on it. to make sense of the unstructured feedback received from customers. Steve Blanks 30 years of Silicon Valley startup advice.

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. One of the specific requests from our chip architects was to find out whether customers would want the chip to have data stored as big-endian or little-endian.

The Secret History of Silicon Valley Part IX: Entrepreneurship in.

Steve Blank

———————– In the 1950′s Stanford University’s Electronics Research Laboratory (ERL) continued to develop innovative microwave tubes for the U.S. Steve Blanks 30 years of Silicon Valley startup advice.

Rocket Science 3: Hollywood Meets Silicon Valley « Steve Blank

Steve Blank

So I got out out of the building to meet and understand our customers and distribution partners. In previous companies I could talk about technology details and how the product features could solve a customers problem. This wasn’t just some random Silicon Valley fantasy.

Customer Development Talk Startup2Startup « Steve Blank

Steve Blank

The Customer Development talk can be seen here. That said I will be giving a Customer Development talk at TIECON , Saturday May 16th, 1:30 thanks for asking. steve Customer Development is Hard. Steve Blanks 30 years of Silicon Valley startup advice.

Customer Development Manifesto: The Path of Warriors and Winners.

Steve Blank

This post describes a solution – the Customer Development Model. In future posts I’ll describe how Eric Ries and the Lean Startup concept provide the equivalent model for product development activities inside the building and neatly integrates customer and agile development.

The Pay-It-Forward Culture: Silicon Valley's Practical Generosity

ReadWriteStart

Foreign visitors to Silicon Valley continually mention how willing we are to help, network and connect strangers. Engineers in the very small world of silicon and semiconductors would meet at the Wagon Wheel and swap technical problems and solutions with co-workers and competitors.

The Secret History of Silicon Valley 11: The Rise of “Risk Capital.

Steve Blank

Yet one of the most remarkable things about the boom in microwave and silicon startups occurring in the 1950’s and 60’s was that it was done without venture capital. These technology startups had no risk capital – just customers/purchase orders from government/military/intelligence agencies.

Your Computer May Already be Hacked – NSA Inside?

Steve Blank

Given my talks on the Secret History of Silicon Valley I was interviewed on NPR about the disclosure that the NSA said they had a new capability that tripled the amount of Skype video calls being collected through Prism. Customer Development Secret History of Silicon Valley

Times Square Strategy Session – Web Startups and Customer Development

Steve Blank

I was in New York last week with my class at Columbia University and several events made me realize that the Customer Development model needs to better describe its fit with web-based businesses. What metrics do we use to see if we learned enough in Customer Discovery ?

The Secret History of Silicon Valley 12: The Rise of “Risk Capital.

Steve Blank

Ampex’s first customer was Bing Crosby who wanted to record his radio programs for rebroadcast (and had exclusive distribution rights.) The McMicking’s bought 50% of Ampex for $365,000 (some liken this to the first VC investment in the valley.)

The Secret History of Silicon Valley Part VIII: The Rise of.

Steve Blank

Funded by military contracts these 1950′s startups would help build Silicon Valley’s entrepreneurial culture and environment. Terman was describing the valley’s already existing ecosystem for building vacuum tubes in 1950.

The Secret History of Silicon Valley Part X: Stanford Crosses the.

Steve Blank

Although this reseearch would lead to the development of the Backward Wave Oscillator and Traveling Wave Tube for military applications, Stanford was building tubes and circuits not entire systems. Stanford had a Customer Development loop going on inside their own lab.

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. The product development model treats all startups like they are in an Existing Market – an established market with known customers. Handspring’s customers understood what a Personal Digital Assistant was. Customers want to do a “job&#.

The Customer Development Manifesto: The Startup Death Spiral (part.

Steve Blank

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. Three to six months after first customer ship, if Sales starts missing its numbers, the board gets concerned. Part 4 of the Customer Development Manifesto to follow.

Lessons Learned: What is customer development?

Startup Lessons Learned

Lessons Learned by Eric Ries Saturday, November 8, 2008 What is customer development? But too often when its time to think about customers, marketing, positioning, or PR, we delegate it to "marketroids" or "suits." They almost always fail for lack of customers.

The Customer Development Manifesto: Reasons for the Revolution.

Steve Blank

This post describes how the traditional product development model distorts startup sales, marketing and business development. In the next few posts that follow, I’ll describe how thinking of a solution to this model’s failures led to the Customer Development Model – that offers a new way to approach startup sales and marketing activities. The meaning of alpha test , beta test, and first customer ship are pretty obvious to most engineers.

The Customer Development Manifesto: Reasons for the Revolution.

Steve Blank

After 20 years of working in startups, I decided to take a step back and look at the product development model I had been following and see why it usually failed to provide useful guidance in activities outside the building – sales, marketing and business development. Every startup has some methodology for product development, launch and life-cycle management. So what’s wrong the product development model? Product Development Diagram 1.

Now Hear This

Steve Blank

Second, to share how my how my thinking about entrepreneurship as a distinct practice and how Customer Development as one of its central components has evolved over the last decade. Much like my career, in the last two years this blog has traveled a serendipitous path.

It’s Not a Conversion Problem, It’s a Customer Development Problem

ConversionXL

The most common mistake startups make is assuming they can operate the same way big companies do, and expect success with little to no feedback from potential customers. But for a new coffee shop, things like customer service, atmosphere and selection, will make or break the company.

Lessons Learned: Where did Silicon Valley come from?

Startup Lessons Learned

Lessons Learned by Eric Ries Tuesday, November 11, 2008 Where did Silicon Valley come from? I think the absolute best reading on this subject is a book called Regional Advantage: Culture and Competition in Silicon Valley and Route 128 by AnnaLee Saxenian. Its important not just for historical reasons, but because we are often called upon to take sides in current debates that impact the way our region and industry will develop. What is customer development?

Panic at the Pivot – Aligning Incentives By Burning the Boats

Steve Blank

As I was reading a history of the startup years of Fairchild Semiconductor , I realized that a problem I thought was new – sales as an obstacle to Pivots – had occurred 50 years ago at the dawn of what would become Silicon Valley.

Is the Lean Startup Dead?

Steve Blank

Reading the NY Times article “ Jeffrey Katzenberg Raises $1 Billion for Short-Form Video Venture, ” I realized it was time for a new startup heuristic: the amount of customer discovery and product-market fit you need to find is inversely proportional to the amount and availability of risk capital. The mantra of “ first mover advantage ,” the idea that winners are the ones who are the first entrants in their market, became the conventional wisdom of investors in Silicon Valley.“

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The Innovation Stack: How to make innovation programs deliver more than coffee cups

Steve Blank

However, without any measurable milestones to show evidence of the evolution of what the team has learned about validity of the problem, customer needs, pivots, etc., Customer Development

It’s Not a Conversion Problem, It’s a Customer Development Problem

conversionxl.com

It’s Not a Conversion Problem, It’s a Customer Development Problem. The most common mistake startups make is assuming they can operate the same way big companies do, and expect success with little to no feedback from potential customers. The Key To Customer Loyalty.

Bigger in Bend – Building a Regional Startup Cluster–part 1 of 3

Steve Blank

When Customer Development and the Lean Startup were just a sketch on the napkin, Dino Vendetti, a VC at Bay Partners, was one of the first venture capitalists I shared my ideas with. Over the years we brainstormed about how Lean entrepreneurship would affect regional development.

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The National Geospatial Intelligence Agency Goes Lean

Steve Blank

To connect to innovation centers outside the agency, their research group has set up “NGA Outpost Valley” (NOV), an innovation outpost in Silicon Valley. NGA has an Innovation Outpost in Silicon Valley working on it’s first hacking for Defense Sprint .

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The National Geospatial Intelligence Agency Goes Lean

Steve Blank

To connect to innovation centers outside the agency, their research group has set up “NGA Outpost Valley” (NOV), an innovation outpost in Silicon Valley. NGA has an Innovation Outpost in Silicon Valley working on it’s first hacking for Defense Sprint .

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Born Global or Die Local – Building a Regional Startup Playbook

Steve Blank

But if you want to build a scalable startup you need to be asking how you can you get enough customers/users/payers to build a business that can grow revenues past several $100M/year. What’s been missing from regions outside of Silicon Valley is a “playbook.”

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Story Behind “The Secret History” Part III: The Most Important.

Steve Blank

Two years out of the Air Force, serendipity (which would be my lifelong form of career planning) found me in Silicon Valley working for my first company: ESL. If you are a practitioner of Customer Development, ESL was doing it before most us were born.

The Story Behind the Secret History Part II. Getting B-52s through.

Steve Blank

Getting B-52s through the Soviet Air Defense System Posted on March 29, 2009 by steveblank This is post II of how I came to write “ The Secret History of Silicon Valley “ 1974. Steve Blanks 30 years of Silicon Valley startup advice.

Open Source Entrepreneurship

Steve Blank

customer development. Some general customer development slides click here. Startupplays.com, publisher of online entrepreneurs processes guides, drew from my Udacity course and The Startup Owner’s Manual to create a free step-by-step guide to understanding your customers and creating your value proposition. Called “ How to Build a Startup: The Lean LaunchPad ,” it walks you through the Business Model Canvas and an overview of the customer development process.

How to get meetings with people too busy to see you

Steve Blank

Since he wasn’t from Silicon Valley, he decided to use his time up here networking with other meetings with VC’s and company executives. Silicon Valley has a “pay-it-forward” culture where we try to help each other without asking for anything in return.