Customer Development for Web Startups

Steve Blank

Customer Development is a technique startups use to quickly iterate and test each part of their business model. How you execute Customer Development varies, depending on your type of business. Go read both of his posts on Discovery and Validation for web startups.

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. The result: great success of my third startup, a load balancing technology for web servers back in the late 1990’s.

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Entrepreneurship as a Science – The Business Model/Customer Development Stack

Steve Blank

LAMP ) emerged for building web servers. It’s the combination of Business Model Design and Customer Development. Business Model Design Gets Dynamic, Customer Development Gets Strategic. Business Model Design Meets Customer Development.

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.

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.

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&#.

4 tips to make customer development surveys suck less

The Next Web

As Steve Blank preaches in his book The Startup Owner’s Manual, you need to get out of the building for customer discovery interviews and see your customers’ pupils dilate when they see your product. Nothing beats meeting face-to-face with a customer.

Updated Customer Development Image

Market by Numbers

Market By Numbers on Twitter | Entries RSS | Comments RSS Market By Numbers High-Tech Marketing and Customer Development Home What is Customer Development? So it is, but with a web-based model serving as an example.

Hacking for Defense @ Stanford – Making the World a Safer Place

Steve Blank

They are experts in leveraging Web 2.0 Student teams will take actual national security problems and learn how to apply Lean Startup principles to discover and validate customer needs and to continually build iterative prototypes to test whether they understood the problem and solution.

Why Founders Should Know How to Code

Steve Blank

I was driving home from the BIO conference in San Diego last month and had lots of time for a phone call with Dave, an ex student and now a founder who wanted to update me on his Customer Discovery progress. Customer Discovery. Coding is the DNA of a Web/Mobile Startup.

How To Find the Right Co-Founders?

Steve Blank

I was having breakfast with Radhika, an ex-grad student of mine who wanted to share her Customer Discovery progress for her consumer hardware startup. “After reading your post on Why Founders Should Know How to Code it looks like web/mobile startups have it easy.

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. to understand distribution channel landscape, potential partners and rough cost of customer acquisition.

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Beyond the Lemonade Stand: How to Teach High School Students Lean Startups

Steve Blank

Therefore we needed them to think and learn about two parts of a startup; 1) ideation - how to create new ideas and 2) customer development – how do they test the validity of their idea (is it the right product, customer, channel, pricing, etc.).

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Tesla and Adobe: Why Continuous Deployment May Mean Continuous Customer Disappointment

Steve Blank

For the last 75 years products (both durable goods and software) were built via Waterfall development. Agile is a tremendous advance in reducing time, money and wasted product development effort – and in having products better match customer needs. Waterfall – The Customer View.

Why Real Learning is Outside the Building, Not Demo Day

Steve Blank

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. The next customer segment we tried was startup founders.

The 6 Books That Actually Saved Our Startup

Vinicius Vacanti

But, when I decided to teach myself to code, this online book showed me how easy it could be to build web prototypes. customer development process startups

Building Great Founding Teams

Steve Blank

In web/mobile startups the canonical view is the founding team consists of a hacker, a hustler, and a designer. They deal with the daily crisis of product development and acquiring early customers. Filed under: Customer Development , Family/Career/Culture.

Pricing Your Product: How to Discover What to Charge in Customer Development

Kevin Dewalt

Summary : Figuring out what (if anything) or who (if anyone) will pay during Customer Development is very hard. The three major risks for most web and mobile startups are Problem, Revenue, and Channel. But what are my major questions during Customer Development?

Killing Your Startup By Listening to Customers

Steve Blank

The art of entrepreneurship and the science of Customer Development is not just getting out of the building and listening to prospective customers. He got my attention when he said, “following your customer development stuff is making my company fail.”

The Challenging Pace of Lean Startup

Instigator Blog

You can probably be convinced to do a little bit of customer development, interview some people and think a bit more before jumping in completely blind. When it’s time to build a Minimum Viable Product (assuming you’ve found one worth building and haven’t just half-assed the customer development in order to get to what you really want to do, which is code!) Cold calling potential customers sucked big time, but now you get to build your product!

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Careers Start by Peeling Potatoes

Steve Blank

Wrote technical manuals and taught microprocessor design (to customers who knew more than I did.) Worked weeks non-stop responding to customer Requests For Proposals (RFP’s.) Filed under: Air Force , Customer Development , Family/Career/Culture.

How to Build a Billion Dollar Startup

Steve Blank

Look at the first wave of the web/mobile/cloud startups that have done just that: Facebook, Twitter, Instagram, Match.com, Pandora, Zynga, WordPress, LinkedIn.). Filed under: Customer Development , Technology. Customer Development Technology

China Startups – The Gold Rush and Fire Extinguishers (Part 5 of 5)

Steve Blank

They’re used to using the web and increasingly the mobile web for everything, commerce, communication, games, etc. websites that are sparse and slick, Chinese users currently expect complicated, crowded and busy web pages. web site, they create another 100,000 VPN users.

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How We Fight – Cofounders in Love and War

Steve Blank

And I emphasize the value of a founding team with complementary skills sets – i.e. the hacker/hustler/designer cofounder archetype for web/mobile apps. Filed under: Customer Development , Family/Career/Culture. Customer Development Family/Career/Culture

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. During the Probe Stage, the entrepreneurs are focused entirely on customer development and validation. It was only Web-based.

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How to Know If Your Startup Idea is the Next Big Thing

Vinicius Vacanti

Initial idea: Web-based massively multiplayer online game called Game Neverending. The value lies in your ability to learn from potential customers, iterate based on those learnings. Instead, get a prototype into the hands of your potential customers as soon as you can.

How To Get Your First 1,000 Users

Vinicius Vacanti

Add Link to All Your Web Profiles. customer development process marketing startupsThe good news is that it’s easier than you think to get 1,000 people to try your site.

How Kevin O’Connor, and FindTheBest Got Lean

Steve Blank

What if you could think like an expert on any topic in a matter of minutes, instead of after hours of inefficient web browsing? We assumed our customers would be any smart Internet users looking to make a decision—granted, an extremely broad customer segment.

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Entrepreneurs are Everywhere Show No. 17: Tiffani Bell and Clay Hebert

Steve Blank

You must also understand the value the product provides customers (along with the rest of your business model.). And going for crowdfunding before you do customer discovery with customers can lock you into the wrong idea too early. Customer Development SiriusXM Radio Show

Entrepreneurs are Everywhere Show No. 43: Dakin Sloss and Ajeet Singh

Steve Blank

For example, customers usually have a good intuitive understanding of the problem they have. At Aster Data Systems, Ajeet and his team ran into challenges trying to transition their product to mainstream customers: We had a lot of success working with large web companies. Companies like MySpace and LinkedIn became some of our biggest customers. Filed under: Customer Development. Customer Development

Entrepreneurs are Everywhere Show No. 43: Dakin Sloss and Ajeet Singh

Steve Blank

For example, customers usually have a good intuitive understanding of the problem they have. At Aster Data Systems, Ajeet and his team ran into challenges trying to transition their product to mainstream customers: We had a lot of success working with large web companies. Companies like MySpace and LinkedIn became some of our biggest customers. Filed under: Customer Development. Customer Development

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. Integrates Alexander Osterwalders “Business Model Canvas” as the front-end and “scorecard” for the customer discovery process.

Why Too Many Startups (er) Suck

Steve Blank

Either way, the “hurdle” for successful, scalable startups is high, and it gets higher every day as customer acquisition challenges continue to increase. The “it” is a physical or web product they’ve often been locked-down, pounding away at, for many weeks. Many Startup Owner’s Manual readers ask why Steve Blank and I are adamant that Customer Discovery happen in two separate, distinct phases: “problem” discovery and, later, “solution” discovery. Customer Development

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. In addition to presenting the IMVU case, we tried for the first time to do an overview of a software engineering methodology that integrates practices from agile software development with Steves method of Customer Development.

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. Success depends on finding startups that have identified acute customer pains in large markets where conditions are ripe for a new entrant.

Entrepreneurs are Everywhere Show No. 36: Jim Semick and Peter Arvai

Steve Blank

Jim Semick , co-founder of ProductPlan , which sells web-based software for building visual product roadmaps. Soon after, he developed the world’s first mobile newsreader so people could follow TED Talks from their mobile devices. . In my last job, when I was doing customer discovery, even though I was very invested and very passionate about the products, it was really for the organization, for someone else’s company. Customer Development SiriusXM Radio Show

A New Way to Teach Entrepreneurship – The Lean LaunchPad at Stanford: Class 1

Steve Blank

It was designed to bring together many of the new approaches to building a successful startup – customer development, agile development, business model generation and pivots. Startups, are not about executing a plan where the product, customers, channel are known.

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When do I *stop* doing customer interviews and start writing code?

A Smart Bear: Startups and Marketing for Geeks

Here are the details of both of those customer development experiences. Recently at WP Engine I did some brand new customer development for a new project that we think will revolutionize WordPress blog management. Way #2: Get ten paying customers.

Entrepreneurs are Everywhere Show No. 34: Deputy Secretary of State Antony J. Blinken

Steve Blank

Much of what we see is really developed indigenously. If you go to countries where the Web is heavily regulated, people’s access to different content is blocked or prohibited. . Filed under: Customer Development , SiriusXM Radio Show.

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You’ll Be Dead Soon – Carpe Diem

Steve Blank

He had an idea for a new class of enterprise software insight-as-a-service based on big data web analytics as a Cloud/SaaS (Software As a Service) application. Bob had taken to heart the business model canvas and Customer Development lessons. After graduating he put together a prototype and had quickly marched through Customer Discovery , iterating his product with the help of CIOs and Fortune 1000 IT departments. Bob started hiring second rate developers.