SlideShare una empresa de Scribd logo
1 de 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

Más contenido relacionado

La actualidad más candente

Lecture 1: Business Model & Customer Development
Lecture 1: Business Model & Customer DevelopmentLecture 1: Business Model & Customer Development
Lecture 1: Business Model & Customer DevelopmentStanford University
 
7 steps of product discovery
7 steps of product discovery7 steps of product discovery
7 steps of product discoveryDaniil Lanovyi
 
Introduction to customer discovery
Introduction to customer discoveryIntroduction to customer discovery
Introduction to customer discoveryJolien Coenraets
 
The First 2 Steps to the Epiphany: Customer Discovery, Customer Validation an...
The First 2 Steps to the Epiphany: Customer Discovery, Customer Validation an...The First 2 Steps to the Epiphany: Customer Discovery, Customer Validation an...
The First 2 Steps to the Epiphany: Customer Discovery, Customer Validation an...Jason Evanish
 
How to find product market fit
How to find product market fitHow to find product market fit
How to find product market fitJustin Wilcox
 
Customer Development Methodology
Customer Development MethodologyCustomer Development Methodology
Customer Development MethodologyVenture Hacks
 
Lean startup - what is pivot
Lean startup - what is pivotLean startup - what is pivot
Lean startup - what is pivotYuki Sekiguchi
 
AIA2018 - Emad Saif - Business Model Hacking & Innovation
AIA2018 - Emad Saif - Business Model Hacking & InnovationAIA2018 - Emad Saif - Business Model Hacking & Innovation
AIA2018 - Emad Saif - Business Model Hacking & InnovationEuropean Innovation Academy
 
Lean Product Discovery
Lean Product DiscoveryLean Product Discovery
Lean Product DiscoveryDavid Hawks
 
Customer Development 4: Customer Discovery Part 1
Customer Development 4: Customer Discovery Part 1Customer Development 4: Customer Discovery Part 1
Customer Development 4: Customer Discovery Part 1Venture Hacks
 
How to create your Minimum Viable Product - Raff Paquin
How to create your Minimum Viable Product - Raff PaquinHow to create your Minimum Viable Product - Raff Paquin
How to create your Minimum Viable Product - Raff PaquinRaff Paquin
 
LEAN STARTUP LIFECYCLE: 5 Stages in the Evolution of Billion Dollar $tartups
LEAN STARTUP LIFECYCLE: 5 Stages in the Evolution of Billion Dollar $tartupsLEAN STARTUP LIFECYCLE: 5 Stages in the Evolution of Billion Dollar $tartups
LEAN STARTUP LIFECYCLE: 5 Stages in the Evolution of Billion Dollar $tartupsRod King, Ph.D.
 
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
 

La actualidad más candente (20)

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
 
041310 class 12 and 13
041310 class 12 and 13041310 class 12 and 13
041310 class 12 and 13
 
Lecture 1: Business Model & Customer Development
Lecture 1: Business Model & Customer DevelopmentLecture 1: Business Model & Customer Development
Lecture 1: Business Model & Customer Development
 
The Lean Startup
The Lean StartupThe Lean Startup
The Lean Startup
 
7 steps of product discovery
7 steps of product discovery7 steps of product discovery
7 steps of product discovery
 
Introduction to customer discovery
Introduction to customer discoveryIntroduction to customer discovery
Introduction to customer discovery
 
The First 2 Steps to the Epiphany: Customer Discovery, Customer Validation an...
The First 2 Steps to the Epiphany: Customer Discovery, Customer Validation an...The First 2 Steps to the Epiphany: Customer Discovery, Customer Validation an...
The First 2 Steps to the Epiphany: Customer Discovery, Customer Validation an...
 
The startup owners manual sxsw
The startup owners manual sxswThe startup owners manual sxsw
The startup owners manual sxsw
 
Lean Startup Workshop
Lean Startup WorkshopLean Startup Workshop
Lean Startup Workshop
 
How to find product market fit
How to find product market fitHow to find product market fit
How to find product market fit
 
Customer Development Methodology
Customer Development MethodologyCustomer Development Methodology
Customer Development Methodology
 
Customer Discovery Skills
Customer Discovery Skills Customer Discovery Skills
Customer Discovery Skills
 
Lean startup - what is pivot
Lean startup - what is pivotLean startup - what is pivot
Lean startup - what is pivot
 
AIA2018 - Emad Saif - Business Model Hacking & Innovation
AIA2018 - Emad Saif - Business Model Hacking & InnovationAIA2018 - Emad Saif - Business Model Hacking & Innovation
AIA2018 - Emad Saif - Business Model Hacking & Innovation
 
Lean Product Discovery
Lean Product DiscoveryLean Product Discovery
Lean Product Discovery
 
Customer Development 4: Customer Discovery Part 1
Customer Development 4: Customer Discovery Part 1Customer Development 4: Customer Discovery Part 1
Customer Development 4: Customer Discovery Part 1
 
How to create your Minimum Viable Product - Raff Paquin
How to create your Minimum Viable Product - Raff PaquinHow to create your Minimum Viable Product - Raff Paquin
How to create your Minimum Viable Product - Raff Paquin
 
Lean Startup
Lean StartupLean Startup
Lean Startup
 
LEAN STARTUP LIFECYCLE: 5 Stages in the Evolution of Billion Dollar $tartups
LEAN STARTUP LIFECYCLE: 5 Stages in the Evolution of Billion Dollar $tartupsLEAN STARTUP LIFECYCLE: 5 Stages in the Evolution of Billion Dollar $tartups
LEAN STARTUP LIFECYCLE: 5 Stages in the Evolution of Billion Dollar $tartups
 
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
 

Destacado

Fundamentals of Entrepreneurial Product Marketing
Fundamentals of Entrepreneurial Product MarketingFundamentals of Entrepreneurial Product Marketing
Fundamentals of Entrepreneurial Product MarketingColin Kennedy
 
Columbia lecture 111210 customer development
Columbia lecture 111210 customer developmentColumbia lecture 111210 customer development
Columbia lecture 111210 customer developmentStanford University
 
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
 

Destacado (8)

Fundamentals of Entrepreneurial Product Marketing
Fundamentals of Entrepreneurial Product MarketingFundamentals of Entrepreneurial Product Marketing
Fundamentals of Entrepreneurial Product Marketing
 
Columbia lecture 111210 customer development
Columbia lecture 111210 customer developmentColumbia lecture 111210 customer development
Columbia lecture 111210 customer development
 
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
 

Similar a 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
 

Similar a 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
 

Más de 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
 

Más de 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
 

Último

Cracking the ‘Business Process Outsourcing’ Code Main.pptx
Cracking the ‘Business Process Outsourcing’ Code Main.pptxCracking the ‘Business Process Outsourcing’ Code Main.pptx
Cracking the ‘Business Process Outsourcing’ Code Main.pptxWorkforce Group
 
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISING
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISINGUNLEASHING THE POWER OF PROGRAMMATIC ADVERTISING
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISINGlokeshwarmaha
 
To Create Your Own Wig Online To Create Your Own Wig Online
To Create Your Own Wig Online  To Create Your Own Wig OnlineTo Create Your Own Wig Online  To Create Your Own Wig Online
To Create Your Own Wig Online To Create Your Own Wig Onlinelng ths
 
Live-Streaming in the Music Industry Webinar
Live-Streaming in the Music Industry WebinarLive-Streaming in the Music Industry Webinar
Live-Streaming in the Music Industry WebinarNathanielSchmuck
 
Ethical stalking by Mark Williams. UpliftLive 2024
Ethical stalking by Mark Williams. UpliftLive 2024Ethical stalking by Mark Williams. UpliftLive 2024
Ethical stalking by Mark Williams. UpliftLive 2024Winbusinessin
 
Lecture_6.pptx English speaking easyb to
Lecture_6.pptx English speaking easyb toLecture_6.pptx English speaking easyb to
Lecture_6.pptx English speaking easyb toumarfarooquejamali32
 
Michael Vidyakin: Introduction to PMO (UA)
Michael Vidyakin: Introduction to PMO (UA)Michael Vidyakin: Introduction to PMO (UA)
Michael Vidyakin: Introduction to PMO (UA)Lviv Startup Club
 
Project Brief & Information Architecture Report
Project Brief & Information Architecture ReportProject Brief & Information Architecture Report
Project Brief & Information Architecture Reportamberjiles31
 
HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptx
HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptxHELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptx
HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptxHelene Heckrotte
 
The End of Business as Usual: Rewire the Way You Work to Succeed in the Consu...
The End of Business as Usual: Rewire the Way You Work to Succeed in the Consu...The End of Business as Usual: Rewire the Way You Work to Succeed in the Consu...
The End of Business as Usual: Rewire the Way You Work to Succeed in the Consu...Brian Solis
 
Data skills for Agile Teams- Killing story points
Data skills for Agile Teams- Killing story pointsData skills for Agile Teams- Killing story points
Data skills for Agile Teams- Killing story pointsyasinnathani
 
Entrepreneurship & organisations: influences and organizations
Entrepreneurship & organisations: influences and organizationsEntrepreneurship & organisations: influences and organizations
Entrepreneurship & organisations: influences and organizationsP&CO
 
Talent Management research intelligence_13 paradigm shifts_20 March 2024.pdf
Talent Management research intelligence_13 paradigm shifts_20 March 2024.pdfTalent Management research intelligence_13 paradigm shifts_20 March 2024.pdf
Talent Management research intelligence_13 paradigm shifts_20 March 2024.pdfCharles Cotter, PhD
 
Upgrade Your Banking Experience with Advanced Core Banking Applications
Upgrade Your Banking Experience with Advanced Core Banking ApplicationsUpgrade Your Banking Experience with Advanced Core Banking Applications
Upgrade Your Banking Experience with Advanced Core Banking ApplicationsIntellect Design Arena Ltd
 
Fabric RFID Wristbands in Ireland for Events and Festivals
Fabric RFID Wristbands in Ireland for Events and FestivalsFabric RFID Wristbands in Ireland for Events and Festivals
Fabric RFID Wristbands in Ireland for Events and FestivalsWristbands Ireland
 
MC Heights construction company in Jhang
MC Heights construction company in JhangMC Heights construction company in Jhang
MC Heights construction company in Jhangmcgroupjeya
 
7movierulz.uk
7movierulz.uk7movierulz.uk
7movierulz.ukaroemirsr
 
Chapter_Five_The_Rural_Development_Policies_and_Strategy_of_Ethiopia.pptx
Chapter_Five_The_Rural_Development_Policies_and_Strategy_of_Ethiopia.pptxChapter_Five_The_Rural_Development_Policies_and_Strategy_of_Ethiopia.pptx
Chapter_Five_The_Rural_Development_Policies_and_Strategy_of_Ethiopia.pptxesiyasmengesha
 

Último (20)

Cracking the ‘Business Process Outsourcing’ Code Main.pptx
Cracking the ‘Business Process Outsourcing’ Code Main.pptxCracking the ‘Business Process Outsourcing’ Code Main.pptx
Cracking the ‘Business Process Outsourcing’ Code Main.pptx
 
WAM Corporate Presentation Mar 25 2024.pdf
WAM Corporate Presentation Mar 25 2024.pdfWAM Corporate Presentation Mar 25 2024.pdf
WAM Corporate Presentation Mar 25 2024.pdf
 
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISING
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISINGUNLEASHING THE POWER OF PROGRAMMATIC ADVERTISING
UNLEASHING THE POWER OF PROGRAMMATIC ADVERTISING
 
To Create Your Own Wig Online To Create Your Own Wig Online
To Create Your Own Wig Online  To Create Your Own Wig OnlineTo Create Your Own Wig Online  To Create Your Own Wig Online
To Create Your Own Wig Online To Create Your Own Wig Online
 
Live-Streaming in the Music Industry Webinar
Live-Streaming in the Music Industry WebinarLive-Streaming in the Music Industry Webinar
Live-Streaming in the Music Industry Webinar
 
Investment Opportunity for Thailand's Automotive & EV Industries
Investment Opportunity for Thailand's Automotive & EV IndustriesInvestment Opportunity for Thailand's Automotive & EV Industries
Investment Opportunity for Thailand's Automotive & EV Industries
 
Ethical stalking by Mark Williams. UpliftLive 2024
Ethical stalking by Mark Williams. UpliftLive 2024Ethical stalking by Mark Williams. UpliftLive 2024
Ethical stalking by Mark Williams. UpliftLive 2024
 
Lecture_6.pptx English speaking easyb to
Lecture_6.pptx English speaking easyb toLecture_6.pptx English speaking easyb to
Lecture_6.pptx English speaking easyb to
 
Michael Vidyakin: Introduction to PMO (UA)
Michael Vidyakin: Introduction to PMO (UA)Michael Vidyakin: Introduction to PMO (UA)
Michael Vidyakin: Introduction to PMO (UA)
 
Project Brief & Information Architecture Report
Project Brief & Information Architecture ReportProject Brief & Information Architecture Report
Project Brief & Information Architecture Report
 
HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptx
HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptxHELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptx
HELENE HECKROTTE'S PROFESSIONAL PORTFOLIO.pptx
 
The End of Business as Usual: Rewire the Way You Work to Succeed in the Consu...
The End of Business as Usual: Rewire the Way You Work to Succeed in the Consu...The End of Business as Usual: Rewire the Way You Work to Succeed in the Consu...
The End of Business as Usual: Rewire the Way You Work to Succeed in the Consu...
 
Data skills for Agile Teams- Killing story points
Data skills for Agile Teams- Killing story pointsData skills for Agile Teams- Killing story points
Data skills for Agile Teams- Killing story points
 
Entrepreneurship & organisations: influences and organizations
Entrepreneurship & organisations: influences and organizationsEntrepreneurship & organisations: influences and organizations
Entrepreneurship & organisations: influences and organizations
 
Talent Management research intelligence_13 paradigm shifts_20 March 2024.pdf
Talent Management research intelligence_13 paradigm shifts_20 March 2024.pdfTalent Management research intelligence_13 paradigm shifts_20 March 2024.pdf
Talent Management research intelligence_13 paradigm shifts_20 March 2024.pdf
 
Upgrade Your Banking Experience with Advanced Core Banking Applications
Upgrade Your Banking Experience with Advanced Core Banking ApplicationsUpgrade Your Banking Experience with Advanced Core Banking Applications
Upgrade Your Banking Experience with Advanced Core Banking Applications
 
Fabric RFID Wristbands in Ireland for Events and Festivals
Fabric RFID Wristbands in Ireland for Events and FestivalsFabric RFID Wristbands in Ireland for Events and Festivals
Fabric RFID Wristbands in Ireland for Events and Festivals
 
MC Heights construction company in Jhang
MC Heights construction company in JhangMC Heights construction company in Jhang
MC Heights construction company in Jhang
 
7movierulz.uk
7movierulz.uk7movierulz.uk
7movierulz.uk
 
Chapter_Five_The_Rural_Development_Policies_and_Strategy_of_Ethiopia.pptx
Chapter_Five_The_Rural_Development_Policies_and_Strategy_of_Ethiopia.pptxChapter_Five_The_Rural_Development_Policies_and_Strategy_of_Ethiopia.pptx
Chapter_Five_The_Rural_Development_Policies_and_Strategy_of_Ethiopia.pptx
 

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

Notas del editor

  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.