Customer Development

Steve Blank model of Start Up success

In hindsight it appeared clear that startups that survive the first few tough years do not follow the traditional product-centric (product-driven) launch model espoused by product managers or the venture capital community. Through trial and error, hiring and firing, successful startups all invented a parallel process to Product Development. In particular, the winners invent and live by a process of customer Learning and discovery. It's a process that doesn't exist in large companies with existing customers and markets. But it is life and death for a new venture. I call this process "Customer Development," a sibling to "Product Development," and each and every startup that succeeds recapitulates it, knowingly or not.

his presentation

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