Startup Owner’s Manual
The four steps to the epiphany
Based on books from Steve Blank and Bob Dorf

This presentation is m...
Old Product Development Model

Concept / Seed
Round

Product Dev

Alpha/Beta Test

Launch / 1st Ship
What’s Wrong With This?

Concept / Seed
Round
- Marketing
- Sales
- Engineering

Product Dev

- Marcom Materials
- Create ...
Connect to Customers:

Customer Development is as Important as Product
Development
Concept / Seed
Round

Product Dev

Cust...
Customer Development Philosophy

• Connect with Customers – they’re your life blood
• Get outside the building..!

• Early...
Customer and Product Development Synchronization

Concept / Seed
Round

Product Dev

Customer
Discover
y

Customer
Validat...
Customer Development
• Each step has a set of phases
• Plan what you need to learn in writing so everyone knows:
–
–
–
–

...
Timeline

Customer
Discover
y

Customer
Validation

• Existing Market:
• Resegmentation:
• New Market:

Customer
Creation
...
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4.1 startup owner's manual process

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Basics on the Steve Blank methodology.

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4.1 startup owner's manual process

  1. 1. Startup Owner’s Manual The four steps to the epiphany Based on books from Steve Blank and Bob Dorf This presentation is made possible by the support of the American People through the United States Agency for International Development (USAID). The contents of this presentation are the sole responsibility of Rick Rasmussen and do not necessarily reflect the views of USAID or the United States Government.
  2. 2. Old Product Development Model Concept / Seed Round Product Dev Alpha/Beta Test Launch / 1st Ship
  3. 3. What’s Wrong With This? Concept / Seed Round - Marketing - Sales - Engineering Product Dev - Marcom Materials - Create Positioning Alpha/Beta Test Launch / 1st Ship - Create Demand - Launch Event - “Branding” - Hire PR Agency - Early Buzz - - Hire Sales VP - Hire 1st Sales Staff - Hire first Bus Dev Build Sales Organization - Do deals for FCS
  4. 4. Connect to Customers: Customer Development is as Important as Product Development Concept / Seed Round Product Dev Customer Discovery Customer Validation Alpha/Beta Test Customer Creation Launch / 1st Ship Company Building
  5. 5. Customer Development Philosophy • Connect with Customers – they’re your life blood • Get outside the building..! • Earlyvangelists – They make your company • The goal for release 1 – Minimum feature set for Earlyvangelists – Minimum Viable Product
  6. 6. Customer and Product Development Synchronization Concept / Seed Round Product Dev Customer Discover y Customer Validation Alpha/Beta Test Customer Creation Launch / 1st Ship Company Building
  7. 7. Customer Development • Each step has a set of phases • Plan what you need to learn in writing so everyone knows: – – – – what they should be doing when they should be doing it if they succeeded, then what? if they need to do more • These are tests and checklists, not inviolable commandments
  8. 8. Timeline Customer Discover y Customer Validation • Existing Market: • Resegmentation: • New Market: Customer Creation 1 to 6 months 3 to 12 months 1 to 4 years Company Building

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