The document summarizes Steve Blank's work developing the Lean LaunchPad methodology for teaching entrepreneurship. It shows how his thinking evolved from initially believing entrepreneurship education should focus on execution, to realizing it must begin with searching for a business model. This led to developing customer development and the business model canvas as the core of the Lean LaunchPad class, which trains students to search for viability before executing a plan. The methodology then spread globally to thousands of students through additional classes, online offerings, and trainer programs.
16. It Resulted in a Few Hypotheses
• Startups were not smaller versions of large companies
• Startups were aboutsearch, not execution
• Entrepreneurs and their VC’s were executing on guesses
• But the facts were outside the building
• Planning needed to come before the plan
35. And Then A Class
MBA 295: Customer Development
Co-taught with: Rob Majteles @ Treehouse Ventures
36. Eric Ries Extends the Model
• Took my class at U.C. Berkeley
• Co-founded IMVU, I sat on his board
– 1st implementation of Customer Development
– Paired it with an Agile Development Model
• Called it the Lean Startup
49. Search Execution
Strategy Business Model
Operating Plan +
Hypotheses
Financial Model
Process Customer Development, Product Management
Agile Development Agile or Waterfall Development
Organization Customer Development Functional Organization
Team, Founder-driven by Department
Education Creativity/Innovation, Busin Organizational
ess Model Behavior, HR
Design, Customer Mgmt, Accounting, Modeli
ng, Strategy, Operations,
Development, Startup team
Leadership, Marketing, Ma
building, Entrepreneurial nufacturing
Finance, Agile
Development,
Customer Funnel:
Get/Keep/Grow Market
56. Business Model Patterns
Replace Cases
Nespresso
club
production
Nespresso
machines
Nespressopo
ds
distribution
channels Nespresso
.com
production
coffee
facilites
B2C 1 x machine
distribution sales
56
59. Search Execution
Strategy Business Model
Operating Plan +
Hypotheses
Financial Model
Process Customer Development, Product Management
Agile Development Agile or Waterfall Development
Organization
Customer Development Functional Organization
Team, Founder-driven by Department
Education Business Model Organizational
Design, Customer Behavior, HR
Development, Startup team Mgmt, Accounting, Modeling
building, Entrepreneurial , Strategy, Operations, Lead
Finance, Agile ership, Marketing, Manufact
Development, Marketing uring
Instructional Experiential, constructivist, l Case, Lecture, Small
Strategies earner-centered, Group, Mentorship
inquiry-based
69. Then It Turned Into Another Class
Co-taught with: Jon Feiber @ MDV
Jim Hornthal @ CMEA
John Burke @ True Ventures
Jerry Engel @ Haas/Monitor Ventures
Bhavik Joshi @ Better Place
Oren Jacob @ Pixar
70. Admission By Application and Team
Co-taught with: Jon Feiber @ MDV
Jim Hornthal @ CMEA
John Burke @ True Ventures
Jerry Engel @ Haas/Monitor Ventures
Bhavik Joshi @ Better Place
Oren Jacob @ Pixar
71. VC’s As Part of the Teaching Team
Venture Capitalists Feiber @ MDV
Co-taught with: Jon
Jim Hornthal @ CMEA
John Burke @ True Ventures
Jerry Engel @ Haas/Monitor Ventures
Bhavik Joshi @ Better Place
Oren Jacob @ Pixar
72. Mentors are Part of the Team
Mentors
Venture Capitalists Jon Feiber @ MDV
Co-taught with:
Jim Hornthal @ CMEA
John Burke @ True Ventures
Jerry Engel @ Haas/Monitor Ventures
Bhavik Joshi @ Better Place
Oren Jacob @ Pixar
77. And Four More Schools
Co-taught with Murray Low @ Columbia
Bob Dorf Co-taught with: Jon Feiber @ MDV
Taught by Jim Hornthal
Taught by Takashi Tsutsumi@ Hosei
78. And Four More Schools
Add 5-day version of the class
5-day Version
Co-taught with Murray Low @ Columbia
Bob Dorf Co-taught with: Jon Feiber @ MDV
Taught by Jim Hornthal
Taught by Takashi Tsutsumi@ Hosei
91. Search
Strategy Business Model
Hypotheses
Process Customer Development,
Agile Development
Organization
Customer Development
Team, Founder-driven
Education Business Model
Design, Customer
Development, Startup team
building, Entrepreneurial
Finance, Agile
Development, Marketing
Instructional Experiential, constructivist, le
Strategies arner-centered, inquiry-
based
92. Search Execution
Strategy Business Model
Operating Plan +
Hypotheses
Financial Model
Process Customer Development, Product Management
Agile Development Agile or Waterfall Development
Organization
Customer Development Functional Organization
Team, Founder-driven by Department
Education Business Model Organizational
Design, Customer Behavior, HR
Development, Startup team Mgmt, Accounting, Modeling
building, Entrepreneurial , Strategy, Operations, Lead
Finance, Agile ership, Marketing, Manufact
Development, Marketing uring
Instructional Experiential, constructivist, Case, Lecture, Small
Strategies learner-centered, inquiry- Group, Mentorship
based