SlideShare ist ein Scribd-Unternehmen logo

Introduction to Customer Development at the Lean Startup Intensive at Web 2.0 Expo by Steve Blank

•
•
Eric Ries
Eric Ries

Presentation by Steve Blank at the Lean Startup Intensive at the Web 2.0 Expo May 3, 2010 in SF

Business
1 von 50
Customer Development Steve Blank Stanford - School of Engineering U.C. Berkeley - Haas School Of Business www.steveblank.com Twitter: sgblank Lean Startup Intensive at Web 2.0 Expo
I Wrote This
I Write a Blog www.steveblank.com
Early-Stage Ventures
What’s A Startup? Scalable Startup Large Company Transition ,[object Object],[object Object],[object Object],[object Object],A Startup is the organization used to search for a scalable business model
Startups Search and Pivot Scalable Startup Large Company Transition ,[object Object],[object Object],[object Object],[object Object],The Search for the Business Model
Startups Search, Companies Execute Scalable Startup Large Company Transition ,[object Object],[object Object],[object Object],[object Object],- Cash-flow breakeven - Profitable - Rapid scale - New Senior Mgmt ~ 150 people The Search for the Business Model The Execution of the Business Model
How Do Startups Search For A Business Model? ,[object Object],[object Object]
Customer Development
More startups Fail from a Lack of Customers than from a Failure of Product Development
[object Object],[object Object],[object Object]
Product Development Model Concept/ Seed Round Product Dev. Alpha/Beta Test Launch/ 1 st Ship
Tradition – Hire Marketing Concept/ Seed Round Product Dev. Alpha/Beta Test Launch/ 1 st Ship Product Development ,[object Object],[object Object],[object Object],- Hire PR Agency - Early Buzz - Create Demand - Launch Event - “Branding” Marketing
Tradition – Hire Sales Concept/ Seed Round Product Dev. Alpha/Beta Test Launch/ 1 st Ship Product Development ,[object Object],[object Object],[object Object],- Hire PR Agency - Early Buzz - Create Demand - Launch Event - “Branding” ,[object Object],Marketing Sales ,[object Object],[object Object]
Tradition – Hire Bus Development Concept Product Dev. Alpha/Beta Test Launch/ 1 st Ship Product Development ,[object Object],[object Object],[object Object],- Hire PR Agency - Early Buzz - Create Demand - Launch Event - “Branding” ,[object Object],[object Object],[object Object],Marketing Sales ,[object Object],[object Object],Business Development
Tradition – Hire Engineering Concept Product Dev. Alpha/Beta Test Launch/ 1 st Ship Product Development ,[object Object],[object Object],[object Object],- Hire PR Agency - Early Buzz - Create Demand - Launch Event - “Branding” ,[object Object],[object Object],[object Object],Marketing Sales ,[object Object],[object Object],Business Development Engineering ,[object Object],[object Object],[object Object],[object Object]
Two Startup Fallacies ,[object Object],[object Object]
Consequences ,[object Object],[object Object],[object Object],[object Object],[object Object]
Conundrum ,[object Object],[object Object]
An Inexpensive Fix ,[object Object],[object Object],[object Object]
Customer Development Concept/ Bus. Plan Product Dev. Alpha/Beta Test Launch/1st Ship Product Development Customer Development Company Building Customer Discovery Customer Validation Customer Creation +
Customer + Agile Development Agile Development + Customer Development Company Building Customer Discovery Customer Validation Customer Creation
Key Ideas ,[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],Customer Discovery Customer Discovery Customer Validation Company Building Customer Creation
Hypotheses ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Discovery: Exit Criteria ,[object Object],[object Object],[object Object],[object Object]
Customer Validation Customer Discovery Customer Validation Customer Creation Company Building ,[object Object],[object Object],[object Object],Pivot
Earlyvangelists Budget Put Together a Solution out of Piece Parts Actively Looking For a Solution You Know They Have A Problem They Know They Have a Problem
Customer Validation: Rules ,[object Object],[object Object],[object Object],[object Object]
Customer Development is a Search for a Business Model
The Search for a Business Model ,[object Object],[object Object],[object Object]
Emphasis On Hypotheses Testing
Startups Continually Pivot (Iterate)
Validation: Exit Criteria ,[object Object],[object Object],[object Object],[object Object]
Customer Creation ,[object Object],[object Object],[object Object],Customer Discovery Customer Validation Company Building Customer Creation
Customer Creation Big Ideas ,[object Object],[object Object],[object Object],[object Object],[object Object]
Sidebar Market Type
Product Introduction Conundrum ,[object Object],[object Object],[object Object],[object Object],[object Object]
Three Types of Markets ,[object Object],[object Object],Existing Market Resegmented Market New Market
Type of Market Changes Everything ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Existing Market Resegmented Market New Market
Three Types of Markets ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Existing Market Resegmented Market New Market
Company Building Customer Discovery Customer Validation Customer Creation Company Building ,[object Object],[object Object]
What VC’s Don’t Tell You: The Transition Scalable Startup Large Company Transition Search Build Grow
What VC’s Don’t Tell You: The Transition – Founders Leave Scalable Startup Large Company Transition ,[object Object],[object Object],[object Object],[object Object]
Thanks www.steveblank.com
Backup
So What Does Engineering Do?
Traditional Product Development Unit of progress: Advance to Next Stage Problem: known Solution: known Waterfall Requirements Design Implementation Verification Maintenance Source: Eric Ries http://startuplessonslearned.blogspot.com
Agile Unit of progress: a line of working code Problem: Known Solution: Unknown “ Product Owner” or in-house customer Source: Eric Ries http://startuplessonslearned.blogspot.com
Product Development at Lean Startup Unit of progress: validated learning about customers ($$$) Problem: Unknown Solution: Unknown Source: Eric Ries http://startuplessonslearned.blogspot.com

Empfohlen

The startup owners manual sxsw
The startup owners manual sxswThe startup owners manual sxsw
The startup owners manual sxswStanford University
 
Customer Development at Startup2Startup
Customer Development at Startup2StartupCustomer Development at Startup2Startup
Customer Development at Startup2StartupStanford University
 
48 hours customer development
48 hours customer development48 hours customer development
48 hours customer developmentStanford University
 
Value Proposition Design
Value Proposition DesignValue Proposition Design
Value Proposition DesignYves Pigneur
 
Eric Ries, Author/Speaker/Consultant, The Lean Startup
Eric Ries, Author/Speaker/Consultant, The Lean StartupEric Ries, Author/Speaker/Consultant, The Lean Startup
Eric Ries, Author/Speaker/Consultant, The Lean Startup500 Startups
 
Customer Development Methodology
Customer Development MethodologyCustomer Development Methodology
Customer Development MethodologyVenture Hacks
 
Customer Development Template
Customer Development TemplateCustomer Development Template
Customer Development TemplateChristina Wodtke
 
Actionable Customer Development
Actionable Customer DevelopmentActionable Customer Development
Actionable Customer DevelopmentAndreas Klinger
 

Empfohlen

The startup owners manual sxsw
The startup owners manual sxswThe startup owners manual sxsw
The startup owners manual sxswStanford University
 
Customer Development at Startup2Startup
Customer Development at Startup2StartupCustomer Development at Startup2Startup
Customer Development at Startup2StartupStanford University
 
48 hours customer development
48 hours customer development48 hours customer development
48 hours customer developmentStanford University
 
Value Proposition Design
Value Proposition DesignValue Proposition Design
Value Proposition DesignYves Pigneur
 
Eric Ries, Author/Speaker/Consultant, The Lean Startup
Eric Ries, Author/Speaker/Consultant, The Lean StartupEric Ries, Author/Speaker/Consultant, The Lean Startup
Eric Ries, Author/Speaker/Consultant, The Lean Startup500 Startups
 
Customer Development Methodology
Customer Development MethodologyCustomer Development Methodology
Customer Development MethodologyVenture Hacks
 
Customer Development Template
Customer Development TemplateCustomer Development Template
Customer Development TemplateChristina Wodtke
 
Actionable Customer Development
Actionable Customer DevelopmentActionable Customer Development
Actionable Customer DevelopmentAndreas Klinger
 
The Lean Startup
The Lean StartupThe Lean Startup
The Lean StartupVenture Hacks
 
10 steps to product/market fit
10 steps to product/market fit10 steps to product/market fit
10 steps to product/market fitAsh Maurya
 
Lean Startups Steve Blank Eric Ries
Lean Startups Steve Blank Eric RiesLean Startups Steve Blank Eric Ries
Lean Startups Steve Blank Eric RiesStanford University
 
Lecture 1: Business Model & Customer Development
Lecture 1: Business Model & Customer DevelopmentLecture 1: Business Model & Customer Development
Lecture 1: Business Model & Customer DevelopmentStanford University
 
Customer Discovery Skills
Customer Discovery Skills Customer Discovery Skills
Customer Discovery Skills Stanford University
 
Lean Startup presentation for Maples Investments by Steve Blank and Eric Ries
Lean Startup presentation for Maples Investments by Steve Blank and Eric RiesLean Startup presentation for Maples Investments by Steve Blank and Eric Ries
Lean Startup presentation for Maples Investments by Steve Blank and Eric RiesEric Ries
 
Lean startup, customer development, and the business model canvas
Lean startup, customer development, and the business model canvasLean startup, customer development, and the business model canvas
Lean startup, customer development, and the business model canvasgistinitiative
 
16 startup revenue models
16 startup revenue models 16 startup revenue models
16 startup revenue models Dave Parker
 
How to find product market fit
How to find product market fitHow to find product market fit
How to find product market fitJustin Wilcox
 
Bus model and cust dev jan 2013
Bus model and cust dev jan 2013Bus model and cust dev jan 2013
Bus model and cust dev jan 2013Stanford University
 
Go-to-market strategy and positioning
Go-to-market strategy and positioningGo-to-market strategy and positioning
Go-to-market strategy and positioningLisa Enckell
 
Go-To Market Plan
Go-To Market PlanGo-To Market Plan
Go-To Market PlanDennis Antolin
 
Creating awesome value proposition using Value Proposition Canvas
Creating awesome value proposition using Value Proposition CanvasCreating awesome value proposition using Value Proposition Canvas
Creating awesome value proposition using Value Proposition CanvasTathagat Varma
 
Zero to 50m
Zero to 50m Zero to 50m
Zero to 50m David Skok
 
Business & Revenue Models - Emad Saif
Business & Revenue Models - Emad SaifBusiness & Revenue Models - Emad Saif
Business & Revenue Models - Emad SaifEuropean Innovation Academy
 
Customer Development/Lean Startup 011910 Class 1
Customer Development/Lean Startup 011910 Class 1Customer Development/Lean Startup 011910 Class 1
Customer Development/Lean Startup 011910 Class 1Stanford University
 
Columbia lecture 111210 customer development
Columbia lecture 111210 customer developmentColumbia lecture 111210 customer development
Columbia lecture 111210 customer developmentStanford University
 
Lean Startup Methodology
Lean Startup MethodologyLean Startup Methodology
Lean Startup MethodologyFardeen Rahaman
 
Lean Startup 101
Lean Startup 101Lean Startup 101
Lean Startup 101Abby Fichtner
 
Customer Development Past Present Future Steve Blank 111909
Customer Development Past Present Future Steve Blank 111909Customer Development Past Present Future Steve Blank 111909
Customer Development Past Present Future Steve Blank 111909Stanford University
 
Fundamentals of Entrepreneurial Product Marketing
Fundamentals of Entrepreneurial Product MarketingFundamentals of Entrepreneurial Product Marketing
Fundamentals of Entrepreneurial Product MarketingColin Kennedy
 
Successful entrepreneurship 1
Successful entrepreneurship 1Successful entrepreneurship 1
Successful entrepreneurship 1Stanford University
 

Weitere ähnliche Inhalte

Was ist angesagt?

10 steps to product/market fit
10 steps to product/market fit10 steps to product/market fit
10 steps to product/market fitAsh Maurya
 
Lean Startups Steve Blank Eric Ries
Lean Startups Steve Blank Eric RiesLean Startups Steve Blank Eric Ries
Lean Startups Steve Blank Eric RiesStanford University
 
Lecture 1: Business Model & Customer Development
Lecture 1: Business Model & Customer DevelopmentLecture 1: Business Model & Customer Development
Lecture 1: Business Model & Customer DevelopmentStanford University
 
Lean Startup presentation for Maples Investments by Steve Blank and Eric Ries
Lean Startup presentation for Maples Investments by Steve Blank and Eric RiesLean Startup presentation for Maples Investments by Steve Blank and Eric Ries
Lean Startup presentation for Maples Investments by Steve Blank and Eric RiesEric Ries
 
Lean startup, customer development, and the business model canvas
Lean startup, customer development, and the business model canvasLean startup, customer development, and the business model canvas
Lean startup, customer development, and the business model canvasgistinitiative
 
16 startup revenue models
16 startup revenue models 16 startup revenue models
16 startup revenue models Dave Parker
 
How to find product market fit
How to find product market fitHow to find product market fit
How to find product market fitJustin Wilcox
 
Go-to-market strategy and positioning
Go-to-market strategy and positioningGo-to-market strategy and positioning
Go-to-market strategy and positioningLisa Enckell
 
Creating awesome value proposition using Value Proposition Canvas
Creating awesome value proposition using Value Proposition CanvasCreating awesome value proposition using Value Proposition Canvas
Creating awesome value proposition using Value Proposition CanvasTathagat Varma
 
Customer Development/Lean Startup 011910 Class 1
Customer Development/Lean Startup 011910 Class 1Customer Development/Lean Startup 011910 Class 1
Customer Development/Lean Startup 011910 Class 1Stanford University
 
Columbia lecture 111210 customer development
Columbia lecture 111210 customer developmentColumbia lecture 111210 customer development
Columbia lecture 111210 customer developmentStanford University
 
Lean Startup Methodology
Lean Startup MethodologyLean Startup Methodology
Lean Startup MethodologyFardeen Rahaman
 
Customer Development Past Present Future Steve Blank 111909
Customer Development Past Present Future Steve Blank 111909Customer Development Past Present Future Steve Blank 111909
Customer Development Past Present Future Steve Blank 111909Stanford University
 

Was ist angesagt? (20)

The Lean Startup
The Lean StartupThe Lean Startup
The Lean Startup
 
10 steps to product/market fit
10 steps to product/market fit10 steps to product/market fit
10 steps to product/market fit
 
Lean Startups Steve Blank Eric Ries
Lean Startups Steve Blank Eric RiesLean Startups Steve Blank Eric Ries
Lean Startups Steve Blank Eric Ries
 
Lecture 1: Business Model & Customer Development
Lecture 1: Business Model & Customer DevelopmentLecture 1: Business Model & Customer Development
Lecture 1: Business Model & Customer Development
 
Customer Discovery Skills
Customer Discovery Skills Customer Discovery Skills
Customer Discovery Skills
 
Lean Startup presentation for Maples Investments by Steve Blank and Eric Ries
Lean Startup presentation for Maples Investments by Steve Blank and Eric RiesLean Startup presentation for Maples Investments by Steve Blank and Eric Ries
Lean Startup presentation for Maples Investments by Steve Blank and Eric Ries
 
Lean startup, customer development, and the business model canvas
Lean startup, customer development, and the business model canvasLean startup, customer development, and the business model canvas
Lean startup, customer development, and the business model canvas
 
16 startup revenue models
16 startup revenue models 16 startup revenue models
16 startup revenue models
 
How to find product market fit
How to find product market fitHow to find product market fit
How to find product market fit
 
Bus model and cust dev jan 2013
Bus model and cust dev jan 2013Bus model and cust dev jan 2013
Bus model and cust dev jan 2013
 
Go-to-market strategy and positioning
Go-to-market strategy and positioningGo-to-market strategy and positioning
Go-to-market strategy and positioning
 
Go-To Market Plan
Go-To Market PlanGo-To Market Plan
Go-To Market Plan
 
Creating awesome value proposition using Value Proposition Canvas
Creating awesome value proposition using Value Proposition CanvasCreating awesome value proposition using Value Proposition Canvas
Creating awesome value proposition using Value Proposition Canvas
 
Zero to 50m
Zero to 50m Zero to 50m
Zero to 50m
 
Business & Revenue Models - Emad Saif
Business & Revenue Models - Emad SaifBusiness & Revenue Models - Emad Saif
Business & Revenue Models - Emad Saif
 
Customer Development/Lean Startup 011910 Class 1
Customer Development/Lean Startup 011910 Class 1Customer Development/Lean Startup 011910 Class 1
Customer Development/Lean Startup 011910 Class 1
 
Columbia lecture 111210 customer development
Columbia lecture 111210 customer developmentColumbia lecture 111210 customer development
Columbia lecture 111210 customer development
 
Lean Startup Methodology
Lean Startup MethodologyLean Startup Methodology
Lean Startup Methodology
 
Lean Startup 101
Lean Startup 101Lean Startup 101
Lean Startup 101
 
Customer Development Past Present Future Steve Blank 111909
Customer Development Past Present Future Steve Blank 111909Customer Development Past Present Future Steve Blank 111909
Customer Development Past Present Future Steve Blank 111909
 

Andere mochten auch

Fundamentals of Entrepreneurial Product Marketing
Fundamentals of Entrepreneurial Product MarketingFundamentals of Entrepreneurial Product Marketing
Fundamentals of Entrepreneurial Product MarketingColin Kennedy
 
Seacurity Hacking for Defense 2017
Seacurity Hacking for Defense 2017Seacurity Hacking for Defense 2017
Seacurity Hacking for Defense 2017Stanford University
 
Austra Lumina Hacking for Defense 2017
Austra Lumina Hacking for Defense 2017Austra Lumina Hacking for Defense 2017
Austra Lumina Hacking for Defense 2017Stanford University
 
21st Century Frogman Lessons Learned H4D Stanford 2017
21st Century Frogman Lessons Learned H4D Stanford 201721st Century Frogman Lessons Learned H4D Stanford 2017
21st Century Frogman Lessons Learned H4D Stanford 2017Stanford University
 
Surgency Hacking for Defense 2017
Surgency Hacking for Defense 2017Surgency Hacking for Defense 2017
Surgency Hacking for Defense 2017Stanford University
 
Broadcom - Hacking for Defense - Stanford 2017
Broadcom - Hacking for Defense - Stanford 2017Broadcom - Hacking for Defense - Stanford 2017
Broadcom - Hacking for Defense - Stanford 2017Stanford University
 

Andere mochten auch (8)

Fundamentals of Entrepreneurial Product Marketing
Fundamentals of Entrepreneurial Product MarketingFundamentals of Entrepreneurial Product Marketing
Fundamentals of Entrepreneurial Product Marketing
 
Successful entrepreneurship 1
Successful entrepreneurship 1Successful entrepreneurship 1
Successful entrepreneurship 1
 
Seacurity Hacking for Defense 2017
Seacurity Hacking for Defense 2017Seacurity Hacking for Defense 2017
Seacurity Hacking for Defense 2017
 
Austra Lumina Hacking for Defense 2017
Austra Lumina Hacking for Defense 2017Austra Lumina Hacking for Defense 2017
Austra Lumina Hacking for Defense 2017
 
Xplomo Hacking for Defense 2017
Xplomo Hacking for Defense 2017Xplomo Hacking for Defense 2017
Xplomo Hacking for Defense 2017
 
21st Century Frogman Lessons Learned H4D Stanford 2017
21st Century Frogman Lessons Learned H4D Stanford 201721st Century Frogman Lessons Learned H4D Stanford 2017
21st Century Frogman Lessons Learned H4D Stanford 2017
 
Surgency Hacking for Defense 2017
Surgency Hacking for Defense 2017Surgency Hacking for Defense 2017
Surgency Hacking for Defense 2017
 
Broadcom - Hacking for Defense - Stanford 2017
Broadcom - Hacking for Defense - Stanford 2017Broadcom - Hacking for Defense - Stanford 2017
Broadcom - Hacking for Defense - Stanford 2017
 

Ähnlich wie Introduction to Customer Development at the Lean Startup Intensive at Web 2.0 Expo by Steve Blank

Everything You Knew About Startups is Wrong, And How to Make it Right
Everything You Knew About Startups is Wrong, And How to Make it RightEverything You Knew About Startups is Wrong, And How to Make it Right
Everything You Knew About Startups is Wrong, And How to Make it RightStanford University
 
Why fighter pilots run startups 090511
Why fighter pilots run startups 090511Why fighter pilots run startups 090511
Why fighter pilots run startups 090511Stanford University
 
Sxsw New Rules for the New Bubble 031211
Sxsw New Rules for the New Bubble 031211Sxsw New Rules for the New Bubble 031211
Sxsw New Rules for the New Bubble 031211Stanford University
 
Why Product Managers Need Sneakers
Why Product Managers Need SneakersWhy Product Managers Need Sneakers
Why Product Managers Need SneakersStanford University
 
Why Startups Are _Not_ Small Versions of Large Companies
Why Startups Are _Not_ Small Versions of Large CompaniesWhy Startups Are _Not_ Small Versions of Large Companies
Why Startups Are _Not_ Small Versions of Large CompaniesStanford University
 
Ny entprenenurial week lecture 111210 customer development
Ny entprenenurial week lecture 111210 customer developmentNy entprenenurial week lecture 111210 customer development
Ny entprenenurial week lecture 111210 customer developmentStanford University
 
Steve blank sxsw new rules for the new bubble 031211
Steve blank sxsw new rules for the new bubble 031211Steve blank sxsw new rules for the new bubble 031211
Steve blank sxsw new rules for the new bubble 031211Sheila Goodman
 
University of Michigan in Silicon Valley 030211
University of Michigan in Silicon Valley 030211University of Michigan in Silicon Valley 030211
University of Michigan in Silicon Valley 030211Stanford University
 
Greycroft - Why Accountants Don’t Run Startups
Greycroft - Why Accountants Don’t Run StartupsGreycroft - Why Accountants Don’t Run Startups
Greycroft - Why Accountants Don’t Run StartupsStanford University
 
Watermark 040511 387 million ways to fail
Watermark 040511 387 million ways to failWatermark 040511 387 million ways to fail
Watermark 040511 387 million ways to failStanford University
 
Failcon10 387 million ways to fail
Failcon10 387 million ways to failFailcon10 387 million ways to fail
Failcon10 387 million ways to failStanford University
 
Stanford Entrepreneurship Week 030211
Stanford Entrepreneurship Week 030211Stanford Entrepreneurship Week 030211
Stanford Entrepreneurship Week 030211Stanford University
 
Demolish the status quo in entrepreneurial education 082311
Demolish the status quo in entrepreneurial education 082311Demolish the status quo in entrepreneurial education 082311
Demolish the status quo in entrepreneurial education 082311Stanford University
 
Customer Development Methodology
Customer Development MethodologyCustomer Development Methodology
Customer Development MethodologyVinit Nair
 
Customer Development Mythology by Steve Blank
Customer Development Mythology by Steve BlankCustomer Development Mythology by Steve Blank
Customer Development Mythology by Steve Blankjstanto
 

Ähnlich wie Introduction to Customer Development at the Lean Startup Intensive at Web 2.0 Expo by Steve Blank (20)

True ventures 072011
True ventures 072011True ventures 072011
True ventures 072011
 
Everything You Knew About Startups is Wrong, And How to Make it Right
Everything You Knew About Startups is Wrong, And How to Make it RightEverything You Knew About Startups is Wrong, And How to Make it Right
Everything You Knew About Startups is Wrong, And How to Make it Right
 
Why fighter pilots run startups 090511
Why fighter pilots run startups 090511Why fighter pilots run startups 090511
Why fighter pilots run startups 090511
 
Commonwealth club 020811
Commonwealth club 020811Commonwealth club 020811
Commonwealth club 020811
 
Sxsw New Rules for the New Bubble 031211
Sxsw New Rules for the New Bubble 031211Sxsw New Rules for the New Bubble 031211
Sxsw New Rules for the New Bubble 031211
 
Why Product Managers Need Sneakers
Why Product Managers Need SneakersWhy Product Managers Need Sneakers
Why Product Managers Need Sneakers
 
Why Startups Are _Not_ Small Versions of Large Companies
Why Startups Are _Not_ Small Versions of Large CompaniesWhy Startups Are _Not_ Small Versions of Large Companies
Why Startups Are _Not_ Small Versions of Large Companies
 
Ny entprenenurial week lecture 111210 customer development
Ny entprenenurial week lecture 111210 customer developmentNy entprenenurial week lecture 111210 customer development
Ny entprenenurial week lecture 111210 customer development
 
Steve blank sxsw new rules for the new bubble 031211
Steve blank sxsw new rules for the new bubble 031211Steve blank sxsw new rules for the new bubble 031211
Steve blank sxsw new rules for the new bubble 031211
 
University of Michigan in Silicon Valley 030211
University of Michigan in Silicon Valley 030211University of Michigan in Silicon Valley 030211
University of Michigan in Silicon Valley 030211
 
Cleantech Open 071611
Cleantech Open 071611Cleantech Open 071611
Cleantech Open 071611
 
Berkeley columbia alumni 092411
Berkeley columbia alumni 092411Berkeley columbia alumni 092411
Berkeley columbia alumni 092411
 
Greycroft - Why Accountants Don’t Run Startups
Greycroft - Why Accountants Don’t Run StartupsGreycroft - Why Accountants Don’t Run Startups
Greycroft - Why Accountants Don’t Run Startups
 
Watermark 040511 387 million ways to fail
Watermark 040511 387 million ways to failWatermark 040511 387 million ways to fail
Watermark 040511 387 million ways to fail
 
Failcon10 387 million ways to fail
Failcon10 387 million ways to failFailcon10 387 million ways to fail
Failcon10 387 million ways to fail
 
Stanford Entrepreneurship Week 030211
Stanford Entrepreneurship Week 030211Stanford Entrepreneurship Week 030211
Stanford Entrepreneurship Week 030211
 
Demolish the status quo in entrepreneurial education 082311
Demolish the status quo in entrepreneurial education 082311Demolish the status quo in entrepreneurial education 082311
Demolish the status quo in entrepreneurial education 082311
 
Customer Development Methodology
Customer Development MethodologyCustomer Development Methodology
Customer Development Methodology
 
Startup weekend 050611
Startup weekend 050611Startup weekend 050611
Startup weekend 050611
 
Customer Development Mythology by Steve Blank
Customer Development Mythology by Steve BlankCustomer Development Mythology by Steve Blank
Customer Development Mythology by Steve Blank
 

Mehr von Eric Ries

Tendai Charasika - 2012 Lean Startup Conference
Tendai Charasika - 2012 Lean Startup ConferenceTendai Charasika - 2012 Lean Startup Conference
Tendai Charasika - 2012 Lean Startup ConferenceEric Ries
 
Stephanie Hay - Lean Startup Conference 2012
Stephanie Hay - Lean Startup Conference 2012Stephanie Hay - Lean Startup Conference 2012
Stephanie Hay - Lean Startup Conference 2012Eric Ries
 
Jessica Scorpio - 2012 Lean Startup Conference
Jessica Scorpio - 2012 Lean Startup ConferenceJessica Scorpio - 2012 Lean Startup Conference
Jessica Scorpio - 2012 Lean Startup ConferenceEric Ries
 
Robert Fan - 2012 Lean Startup Conference
Robert Fan - 2012 Lean Startup ConferenceRobert Fan - 2012 Lean Startup Conference
Robert Fan - 2012 Lean Startup ConferenceEric Ries
 
Leah Busque - 2012 Lean Startup Conference
Leah Busque - 2012 Lean Startup ConferenceLeah Busque - 2012 Lean Startup Conference
Leah Busque - 2012 Lean Startup ConferenceEric Ries
 
Lane Halley - 2012 Lean Startup Conference
Lane Halley - 2012 Lean Startup ConferenceLane Halley - 2012 Lean Startup Conference
Lane Halley - 2012 Lean Startup ConferenceEric Ries
 
Justin Wilcox - Lean Startup Conference 2012
Justin Wilcox - Lean Startup Conference 2012Justin Wilcox - Lean Startup Conference 2012
Justin Wilcox - Lean Startup Conference 2012Eric Ries
 
Ivory Madison - 2012 Lean Startup Conference
Ivory Madison - 2012 Lean Startup ConferenceIvory Madison - 2012 Lean Startup Conference
Ivory Madison - 2012 Lean Startup ConferenceEric Ries
 
Daniel Kim - 2012 Lean Startup Conference
Daniel Kim - 2012 Lean Startup ConferenceDaniel Kim - 2012 Lean Startup Conference
Daniel Kim - 2012 Lean Startup ConferenceEric Ries
 
Charles Hudson - 2012 Lean Startup Conference
Charles Hudson - 2012 Lean Startup ConferenceCharles Hudson - 2012 Lean Startup Conference
Charles Hudson - 2012 Lean Startup ConferenceEric Ries
 
George Bilbrey - 2012 Lean Startup Conference
George Bilbrey - 2012 Lean Startup ConferenceGeorge Bilbrey - 2012 Lean Startup Conference
George Bilbrey - 2012 Lean Startup ConferenceEric Ries
 
Ash Maurya Innovation Accounting - 2012 Lean Startup Conference
Ash Maurya Innovation Accounting - 2012 Lean Startup ConferenceAsh Maurya Innovation Accounting - 2012 Lean Startup Conference
Ash Maurya Innovation Accounting - 2012 Lean Startup ConferenceEric Ries
 
Andres Glusman - 2012 Lean Startup Conference
Andres Glusman - 2012 Lean Startup ConferenceAndres Glusman - 2012 Lean Startup Conference
Andres Glusman - 2012 Lean Startup ConferenceEric Ries
 
Back to the Roots - 2012 Lean Startup Conference
Back to the Roots - 2012 Lean Startup ConferenceBack to the Roots - 2012 Lean Startup Conference
Back to the Roots - 2012 Lean Startup ConferenceEric Ries
 
2012 05 15 eric ries the lean startup pwc canada
2012 05 15 eric ries the lean startup pwc canada2012 05 15 eric ries the lean startup pwc canada
2012 05 15 eric ries the lean startup pwc canadaEric Ries
 
Dropbox startup lessons learned 2011
Dropbox startup lessons learned 2011Dropbox startup lessons learned 2011
Dropbox startup lessons learned 2011Eric Ries
 
2011 10 12 eric ries lean startup web 2.0 expo ny keynote
2011 10 12 eric ries lean startup web 2.0 expo ny keynote2011 10 12 eric ries lean startup web 2.0 expo ny keynote
2011 10 12 eric ries lean startup web 2.0 expo ny keynoteEric Ries
 
The Lean Startup debuts at #2 on the New York Times Bestseller List
The Lean Startup debuts at #2 on the New York Times Bestseller ListThe Lean Startup debuts at #2 on the New York Times Bestseller List
The Lean Startup debuts at #2 on the New York Times Bestseller ListEric Ries
 
The Lean Startup 10-Book Package
The Lean Startup 10-Book PackageThe Lean Startup 10-Book Package
The Lean Startup 10-Book PackageEric Ries
 
The Lean Startup 30-Book Package
The Lean Startup 30-Book PackageThe Lean Startup 30-Book Package
The Lean Startup 30-Book PackageEric Ries
 

Mehr von Eric Ries (20)

Tendai Charasika - 2012 Lean Startup Conference
Tendai Charasika - 2012 Lean Startup ConferenceTendai Charasika - 2012 Lean Startup Conference
Tendai Charasika - 2012 Lean Startup Conference
 
Stephanie Hay - Lean Startup Conference 2012
Stephanie Hay - Lean Startup Conference 2012Stephanie Hay - Lean Startup Conference 2012
Stephanie Hay - Lean Startup Conference 2012
 
Jessica Scorpio - 2012 Lean Startup Conference
Jessica Scorpio - 2012 Lean Startup ConferenceJessica Scorpio - 2012 Lean Startup Conference
Jessica Scorpio - 2012 Lean Startup Conference
 
Robert Fan - 2012 Lean Startup Conference
Robert Fan - 2012 Lean Startup ConferenceRobert Fan - 2012 Lean Startup Conference
Robert Fan - 2012 Lean Startup Conference
 
Leah Busque - 2012 Lean Startup Conference
Leah Busque - 2012 Lean Startup ConferenceLeah Busque - 2012 Lean Startup Conference
Leah Busque - 2012 Lean Startup Conference
 
Lane Halley - 2012 Lean Startup Conference
Lane Halley - 2012 Lean Startup ConferenceLane Halley - 2012 Lean Startup Conference
Lane Halley - 2012 Lean Startup Conference
 
Justin Wilcox - Lean Startup Conference 2012
Justin Wilcox - Lean Startup Conference 2012Justin Wilcox - Lean Startup Conference 2012
Justin Wilcox - Lean Startup Conference 2012
 
Ivory Madison - 2012 Lean Startup Conference
Ivory Madison - 2012 Lean Startup ConferenceIvory Madison - 2012 Lean Startup Conference
Ivory Madison - 2012 Lean Startup Conference
 
Daniel Kim - 2012 Lean Startup Conference
Daniel Kim - 2012 Lean Startup ConferenceDaniel Kim - 2012 Lean Startup Conference
Daniel Kim - 2012 Lean Startup Conference
 
Charles Hudson - 2012 Lean Startup Conference
Charles Hudson - 2012 Lean Startup ConferenceCharles Hudson - 2012 Lean Startup Conference
Charles Hudson - 2012 Lean Startup Conference
 
George Bilbrey - 2012 Lean Startup Conference
George Bilbrey - 2012 Lean Startup ConferenceGeorge Bilbrey - 2012 Lean Startup Conference
George Bilbrey - 2012 Lean Startup Conference
 
Ash Maurya Innovation Accounting - 2012 Lean Startup Conference
Ash Maurya Innovation Accounting - 2012 Lean Startup ConferenceAsh Maurya Innovation Accounting - 2012 Lean Startup Conference
Ash Maurya Innovation Accounting - 2012 Lean Startup Conference
 
Andres Glusman - 2012 Lean Startup Conference
Andres Glusman - 2012 Lean Startup ConferenceAndres Glusman - 2012 Lean Startup Conference
Andres Glusman - 2012 Lean Startup Conference
 
Back to the Roots - 2012 Lean Startup Conference
Back to the Roots - 2012 Lean Startup ConferenceBack to the Roots - 2012 Lean Startup Conference
Back to the Roots - 2012 Lean Startup Conference
 
2012 05 15 eric ries the lean startup pwc canada
2012 05 15 eric ries the lean startup pwc canada2012 05 15 eric ries the lean startup pwc canada
2012 05 15 eric ries the lean startup pwc canada
 
Dropbox startup lessons learned 2011
Dropbox startup lessons learned 2011Dropbox startup lessons learned 2011
Dropbox startup lessons learned 2011
 
2011 10 12 eric ries lean startup web 2.0 expo ny keynote
2011 10 12 eric ries lean startup web 2.0 expo ny keynote2011 10 12 eric ries lean startup web 2.0 expo ny keynote
2011 10 12 eric ries lean startup web 2.0 expo ny keynote
 
The Lean Startup debuts at #2 on the New York Times Bestseller List
The Lean Startup debuts at #2 on the New York Times Bestseller ListThe Lean Startup debuts at #2 on the New York Times Bestseller List
The Lean Startup debuts at #2 on the New York Times Bestseller List
 
The Lean Startup 10-Book Package
The Lean Startup 10-Book PackageThe Lean Startup 10-Book Package
The Lean Startup 10-Book Package
 
The Lean Startup 30-Book Package
The Lean Startup 30-Book PackageThe Lean Startup 30-Book Package
The Lean Startup 30-Book Package
 

Kürzlich hochgeladen

Berhampur Call Girl Just Call 8084732287 Top Class Call Girl Service Available
Berhampur Call Girl Just Call 8084732287 Top Class Call Girl Service AvailableBerhampur Call Girl Just Call 8084732287 Top Class Call Girl Service Available
Berhampur Call Girl Just Call 8084732287 Top Class Call Girl Service Availablepr788182
 
Falcon Invoice Discounting: Empowering Your Business Growth
Falcon Invoice Discounting: Empowering Your Business GrowthFalcon Invoice Discounting: Empowering Your Business Growth
Falcon Invoice Discounting: Empowering Your Business GrowthFalcon investment
 
Horngren’s Cost Accounting A Managerial Emphasis, Canadian 9th edition soluti...
Horngren’s Cost Accounting A Managerial Emphasis, Canadian 9th edition soluti...Horngren’s Cost Accounting A Managerial Emphasis, Canadian 9th edition soluti...
Horngren’s Cost Accounting A Managerial Emphasis, Canadian 9th edition soluti...ssuserf63bd7
 
Lundin Gold - Q1 2024 Conference Call Presentation (Revised)
Lundin Gold - Q1 2024 Conference Call Presentation (Revised)Lundin Gold - Q1 2024 Conference Call Presentation (Revised)
Lundin Gold - Q1 2024 Conference Call Presentation (Revised)Adnet Communications
 
Pre Engineered Building Manufacturers Hyderabad.pptx
Pre Engineered Building Manufacturers Hyderabad.pptxPre Engineered Building Manufacturers Hyderabad.pptx
Pre Engineered Building Manufacturers Hyderabad.pptxRoofing Contractor
 
Durg CALL GIRL ❤ 82729*64427❤ CALL GIRLS IN durg ESCORTS
Durg CALL GIRL ❤ 82729*64427❤ CALL GIRLS IN durg ESCORTSDurg CALL GIRL ❤ 82729*64427❤ CALL GIRLS IN durg ESCORTS
Durg CALL GIRL ❤ 82729*64427❤ CALL GIRLS IN durg ESCORTSkajalroy875762
 
Challenges and Opportunities: A Qualitative Study on Tax Compliance in Pakistan
Challenges and Opportunities: A Qualitative Study on Tax Compliance in PakistanChallenges and Opportunities: A Qualitative Study on Tax Compliance in Pakistan
Challenges and Opportunities: A Qualitative Study on Tax Compliance in Pakistanvineshkumarsajnani12
 
The Abortion pills for sale in Qatar@Doha [+27737758557] []Deira Dubai Kuwait
The Abortion pills for sale in Qatar@Doha [+27737758557] []Deira Dubai KuwaitThe Abortion pills for sale in Qatar@Doha [+27737758557] []Deira Dubai Kuwait
The Abortion pills for sale in Qatar@Doha [+27737758557] []Deira Dubai Kuwaitdaisycvs
 
Uneak White's Personal Brand Exploration Presentation
Uneak White's Personal Brand Exploration PresentationUneak White's Personal Brand Exploration Presentation
Uneak White's Personal Brand Exploration Presentationuneakwhite
 
Organizational Transformation Lead with Culture
Organizational Transformation Lead with CultureOrganizational Transformation Lead with Culture
Organizational Transformation Lead with CultureSeta Wicaksana
 
Lucknow Housewife Escorts by Sexy Bhabhi Service 8250092165
Lucknow Housewife Escorts by Sexy Bhabhi Service 8250092165Lucknow Housewife Escorts by Sexy Bhabhi Service 8250092165
Lucknow Housewife Escorts by Sexy Bhabhi Service 8250092165meghakumariji156
 
Dr. Admir Softic_ presentation_Green Club_ENG.pdf
Dr. Admir Softic_ presentation_Green Club_ENG.pdfDr. Admir Softic_ presentation_Green Club_ENG.pdf
Dr. Admir Softic_ presentation_Green Club_ENG.pdfAdmir Softic
 
Marel Q1 2024 Investor Presentation from May 8, 2024
Marel Q1 2024 Investor Presentation from May 8, 2024Marel Q1 2024 Investor Presentation from May 8, 2024
Marel Q1 2024 Investor Presentation from May 8, 2024Marel
 
QSM Chap 10 Service Culture in Tourism and Hospitality Industry.pptx
QSM Chap 10 Service Culture in Tourism and Hospitality Industry.pptxQSM Chap 10 Service Culture in Tourism and Hospitality Industry.pptx
QSM Chap 10 Service Culture in Tourism and Hospitality Industry.pptxDitasDelaCruz
 
Falcon Invoice Discounting: Unlock Your Business Potential
Falcon Invoice Discounting: Unlock Your Business PotentialFalcon Invoice Discounting: Unlock Your Business Potential
Falcon Invoice Discounting: Unlock Your Business PotentialFalcon investment
 
Getting Real with AI - Columbus DAW - May 2024 - Nick Woo from AlignAI
Getting Real with AI - Columbus DAW - May 2024 - Nick Woo from AlignAIGetting Real with AI - Columbus DAW - May 2024 - Nick Woo from AlignAI
Getting Real with AI - Columbus DAW - May 2024 - Nick Woo from AlignAITim Wilson
 
Paradip CALL GIRL❤7091819311❤CALL GIRLS IN ESCORT SERVICE WE ARE PROVIDING
Paradip CALL GIRL❤7091819311❤CALL GIRLS IN ESCORT SERVICE WE ARE PROVIDINGParadip CALL GIRL❤7091819311❤CALL GIRLS IN ESCORT SERVICE WE ARE PROVIDING
Paradip CALL GIRL❤7091819311❤CALL GIRLS IN ESCORT SERVICE WE ARE PROVIDINGpr788182
 
PHX May 2024 Corporate Presentation Final
PHX May 2024 Corporate Presentation FinalPHX May 2024 Corporate Presentation Final
PHX May 2024 Corporate Presentation FinalPanhandleOilandGas
 
CROSS CULTURAL NEGOTIATION BY PANMISEM NS
CROSS CULTURAL NEGOTIATION BY PANMISEM NSCROSS CULTURAL NEGOTIATION BY PANMISEM NS
CROSS CULTURAL NEGOTIATION BY PANMISEM NSpanmisemningshen123
 

Kürzlich hochgeladen (20)

Berhampur Call Girl Just Call 8084732287 Top Class Call Girl Service Available
Berhampur Call Girl Just Call 8084732287 Top Class Call Girl Service AvailableBerhampur Call Girl Just Call 8084732287 Top Class Call Girl Service Available
Berhampur Call Girl Just Call 8084732287 Top Class Call Girl Service Available
 
Falcon Invoice Discounting: Empowering Your Business Growth
Falcon Invoice Discounting: Empowering Your Business GrowthFalcon Invoice Discounting: Empowering Your Business Growth
Falcon Invoice Discounting: Empowering Your Business Growth
 
Horngren’s Cost Accounting A Managerial Emphasis, Canadian 9th edition soluti...
Horngren’s Cost Accounting A Managerial Emphasis, Canadian 9th edition soluti...Horngren’s Cost Accounting A Managerial Emphasis, Canadian 9th edition soluti...
Horngren’s Cost Accounting A Managerial Emphasis, Canadian 9th edition soluti...
 
Lundin Gold - Q1 2024 Conference Call Presentation (Revised)
Lundin Gold - Q1 2024 Conference Call Presentation (Revised)Lundin Gold - Q1 2024 Conference Call Presentation (Revised)
Lundin Gold - Q1 2024 Conference Call Presentation (Revised)
 
Pre Engineered Building Manufacturers Hyderabad.pptx
Pre Engineered Building Manufacturers Hyderabad.pptxPre Engineered Building Manufacturers Hyderabad.pptx
Pre Engineered Building Manufacturers Hyderabad.pptx
 
Durg CALL GIRL ❤ 82729*64427❤ CALL GIRLS IN durg ESCORTS
Durg CALL GIRL ❤ 82729*64427❤ CALL GIRLS IN durg ESCORTSDurg CALL GIRL ❤ 82729*64427❤ CALL GIRLS IN durg ESCORTS
Durg CALL GIRL ❤ 82729*64427❤ CALL GIRLS IN durg ESCORTS
 
Challenges and Opportunities: A Qualitative Study on Tax Compliance in Pakistan
Challenges and Opportunities: A Qualitative Study on Tax Compliance in PakistanChallenges and Opportunities: A Qualitative Study on Tax Compliance in Pakistan
Challenges and Opportunities: A Qualitative Study on Tax Compliance in Pakistan
 
The Abortion pills for sale in Qatar@Doha [+27737758557] []Deira Dubai Kuwait
The Abortion pills for sale in Qatar@Doha [+27737758557] []Deira Dubai KuwaitThe Abortion pills for sale in Qatar@Doha [+27737758557] []Deira Dubai Kuwait
The Abortion pills for sale in Qatar@Doha [+27737758557] []Deira Dubai Kuwait
 
Uneak White's Personal Brand Exploration Presentation
Uneak White's Personal Brand Exploration PresentationUneak White's Personal Brand Exploration Presentation
Uneak White's Personal Brand Exploration Presentation
 
Organizational Transformation Lead with Culture
Organizational Transformation Lead with CultureOrganizational Transformation Lead with Culture
Organizational Transformation Lead with Culture
 
Lucknow Housewife Escorts by Sexy Bhabhi Service 8250092165
Lucknow Housewife Escorts by Sexy Bhabhi Service 8250092165Lucknow Housewife Escorts by Sexy Bhabhi Service 8250092165
Lucknow Housewife Escorts by Sexy Bhabhi Service 8250092165
 
Dr. Admir Softic_ presentation_Green Club_ENG.pdf
Dr. Admir Softic_ presentation_Green Club_ENG.pdfDr. Admir Softic_ presentation_Green Club_ENG.pdf
Dr. Admir Softic_ presentation_Green Club_ENG.pdf
 
Marel Q1 2024 Investor Presentation from May 8, 2024
Marel Q1 2024 Investor Presentation from May 8, 2024Marel Q1 2024 Investor Presentation from May 8, 2024
Marel Q1 2024 Investor Presentation from May 8, 2024
 
QSM Chap 10 Service Culture in Tourism and Hospitality Industry.pptx
QSM Chap 10 Service Culture in Tourism and Hospitality Industry.pptxQSM Chap 10 Service Culture in Tourism and Hospitality Industry.pptx
QSM Chap 10 Service Culture in Tourism and Hospitality Industry.pptx
 
Falcon Invoice Discounting: Unlock Your Business Potential
Falcon Invoice Discounting: Unlock Your Business PotentialFalcon Invoice Discounting: Unlock Your Business Potential
Falcon Invoice Discounting: Unlock Your Business Potential
 
Getting Real with AI - Columbus DAW - May 2024 - Nick Woo from AlignAI
Getting Real with AI - Columbus DAW - May 2024 - Nick Woo from AlignAIGetting Real with AI - Columbus DAW - May 2024 - Nick Woo from AlignAI
Getting Real with AI - Columbus DAW - May 2024 - Nick Woo from AlignAI
 
Paradip CALL GIRL❤7091819311❤CALL GIRLS IN ESCORT SERVICE WE ARE PROVIDING
Paradip CALL GIRL❤7091819311❤CALL GIRLS IN ESCORT SERVICE WE ARE PROVIDINGParadip CALL GIRL❤7091819311❤CALL GIRLS IN ESCORT SERVICE WE ARE PROVIDING
Paradip CALL GIRL❤7091819311❤CALL GIRLS IN ESCORT SERVICE WE ARE PROVIDING
 
PHX May 2024 Corporate Presentation Final
PHX May 2024 Corporate Presentation FinalPHX May 2024 Corporate Presentation Final
PHX May 2024 Corporate Presentation Final
 
Buy gmail accounts.pdf buy Old Gmail Accounts
Buy gmail accounts.pdf buy Old Gmail AccountsBuy gmail accounts.pdf buy Old Gmail Accounts
Buy gmail accounts.pdf buy Old Gmail Accounts
 
CROSS CULTURAL NEGOTIATION BY PANMISEM NS
CROSS CULTURAL NEGOTIATION BY PANMISEM NSCROSS CULTURAL NEGOTIATION BY PANMISEM NS
CROSS CULTURAL NEGOTIATION BY PANMISEM NS
 

Introduction to Customer Development at the Lean Startup Intensive at Web 2.0 Expo by Steve Blank

Hinweis der Redaktion

  1. Steve Blank has an additional screen for opportunity – the “Type of Market” Three types of markets Each with a radically different set of needs Palm in 1995 created a “New Market” Handspring in 2000 with the exact same product, entered an “Existing Market Microsoft with the Pocket PC, is attempting to “Resegment” the Market Why does this matter in weighing and assessing opportunity?
  2. Each “type of market” is radically different Different ways to size the market opportunity Different sales costs Different demand creation costs Different time to liquidity Very different capital requirements And as we’ll see market type choices radically effect the Customer Development process.
  3. In looking at how companies succeed and fail, their success tends to be organized around groupings of customers and markets. More importantly it is how these groupings of customers view their needs and how your new product satisfies those needs
  4. IMVU started life as an “IM add-on” product. It sounded like a brilliant strategy – on a whiteboard.