http://www.skmurphy.com/blog/2008/01/22/steve-blank-on-customer-development-process-for-startups/ Startups, Entrepreneurs, and Consultants Sun, 14 Mar 2010 10:52:23 +0000 http://wordpress.org/?v=2.9.2 hourly 1 http://www.skmurphy.com/blog/2008/01/22/steve-blank-on-customer-development-process-for-startups/comment-page-1/#comment-71118 SKMurphy » Overnight Success Sat, 15 Nov 2008 07:49:14 +0000 http://www.skmurphy.com/blog/2007/01/22/steve-blank-on-customer-development-process-for-startups/#comment-71118 [...] Not everything is sanitized hagiography of the founders (or current management) and there are some good entrepreneurial methodologies documented in books like “You Need to Be a Little Crazy” and “Four Steps to the Epiphany” (see the list of books in “Crucial Marketing Concepts” for example). But any of these books are ultimately as useful as reading a math textbook or a book of chess proverbs, or memorizing a set of Go joseki. It’s always valuable to understand the principles, and certainly for challenges in an idealized problem domain like Math or Go you can learn a lot from a formula or a proverb. [...] [...] Not everything is sanitized hagiography of the founders (or current management) and there are some good entrepreneurial methodologies documented in books like “You Need to Be a Little Crazy” and “Four Steps to the Epiphany” (see the list of books in “Crucial Marketing Concepts” for example). But any of these books are ultimately as useful as reading a math textbook or a book of chess proverbs, or memorizing a set of Go joseki. It’s always valuable to understand the principles, and certainly for challenges in an idealized problem domain like Math or Go you can learn a lot from a formula or a proverb. [...]

]]> http://www.skmurphy.com/blog/2008/01/22/steve-blank-on-customer-development-process-for-startups/comment-page-1/#comment-70823 Customer development or why 9/10 startups fail « Social games, entrepreneurship and more Thu, 13 Nov 2008 20:53:09 +0000 http://www.skmurphy.com/blog/2007/01/22/steve-blank-on-customer-development-process-for-startups/#comment-70823 [...] SKMurphy’s post on Customer Development for Startups from January 2008 [...] [...] SKMurphy’s post on Customer Development for Startups from January 2008 [...]

]]> http://www.skmurphy.com/blog/2008/01/22/steve-blank-on-customer-development-process-for-startups/comment-page-1/#comment-66186 SKMurphy » Steve Blank on Customer Development at TiE Wed-Sep-17-2008 Wed, 08 Oct 2008 05:25:18 +0000 http://www.skmurphy.com/blog/2007/01/22/steve-blank-on-customer-development-process-for-startups/#comment-66186 [...] We blogged about Steve Blank on Customer Development for Startups in January which covered his last seminar at TiE in more detail. [...] [...] We blogged about Steve Blank on Customer Development for Startups in January which covered his last seminar at TiE in more detail. [...]

]]> http://www.skmurphy.com/blog/2008/01/22/steve-blank-on-customer-development-process-for-startups/comment-page-1/#comment-40469 SKMurphy » ou are a Doctor not a Salesperson Mon, 07 Apr 2008 08:50:01 +0000 http://www.skmurphy.com/blog/2007/01/22/steve-blank-on-customer-development-process-for-startups/#comment-40469 [...] For the record we believe that integrity is essential to the startup sales process, many times you are promising future performance and the team needs to be mindful of the consequences not only to the customer and but to their reputation. We follow Steve Blank’s “Four Steps to the Epiphany” customer development model, which means that we believe the founders must sell. Why? Sometimes it’s the presentation and sometimes it’s the product. In the early market it’s too easy to blame the messenger if you weren’t part of the conversation with the customer and don’t want to hear that your product needs to be changed. [...] [...] For the record we believe that integrity is essential to the startup sales process, many times you are promising future performance and the team needs to be mindful of the consequences not only to the customer and but to their reputation. We follow Steve Blank’s “Four Steps to the Epiphany” customer development model, which means that we believe the founders must sell. Why? Sometimes it’s the presentation and sometimes it’s the product. In the early market it’s too easy to blame the messenger if you weren’t part of the conversation with the customer and don’t want to hear that your product needs to be changed. [...]

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