Customer Development Manifesto

Customer Development Manifesto

Steve Blank is a serial entrepreneur and author of The Four Steps to the Epiphany and The Startup Owner’s Manual. Blank also teaches entrepreneurship at Columbia University, Stanford University and University of California at Berkley. Blank defines a startup as a “temporary organization designed to search for a repeatable and scalable business model.” In The Startup Owner’s Manual, Blank sets forth several customer development principles to help entrepreneurs search for their own repeatable and scalable business model. They include:

• Agree on market type – it changes everything.
• Communicate and share learning.
• Failure is an integral part of the search for the business model.
• Fast, fearless decision-making, cycle time, speed and tempo.
• If it is not about passion, you are dead the day you opened your doors.
• If you are afraid to fail you are destined to do so.
• Iterations and pivots are driven by insight.
• No business plan survives first contact with customers.
• Not all startups are alike.
• Pair customer development with agile development.
• Preserve cash while search. After it is found, spend.
• Startup metrics are different from existing companies.
• Startups demand comfort with chaos and uncertainty.
• Startup titles and functions are very different from a company’s.
• Success begins with buy-in from investors and co-founders.
• There are no facts inside your building, so get outside.
• Validate your hypotheses with experiments.

All contents copyright © 2012, Josh Lowry. All rights reserved.


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