The presentation on Steve Blank's customer development manifesto outlines essential principles for startups, emphasizing the importance of interacting with customers, adaptability, and accepting failure as part of finding a business model. Key points include the need for fast decision-making, validating hypotheses through experiments, and recognizing that startup metrics differ from traditional businesses. The manifesto encourages a passion-driven approach and effective communication while navigating the uncertainties inherent in startup environments.

1. PRESENTATION ABOUT STEVE
BLANK’S CUSTOMER DEVELOPMENT
MANIFESTO
Author: Thiago Paiva
Twitter: @ThiagoPaiva
Blog: StartupBizModel.com (portuguese)

2. A STARTUP Is a Temporary Organization
Designed to Search
for A Repeatable and Scalable Business
Model

3. 1. THERE ARE NO FACTS INSIDE
YOUR BUILDING, SO GET OUTSIDE

4. 2. PAIR CUSTOMER DEVELOPMENT
WITH AGILE DEVELOPMENT

5. 4. FAILURE IS AN INTEGRAL PART OF
THE SEARCH FOR THE BUSINESS
MODEL

6. 4. IF YOU’RE AFRAID TO FAIL YOU’RE
DESTINED TO DO SO

7. 5. ITERATIONS AND PIVOTS ARE DRIVEN
BY INSIGHT

8. 6. SUCCESS BEGINS WITH BUY-IN FROM
INVESTORS AND CO-FOUNDERS

9. 7. NO BUSINESS PLAN SURVIVES FIRST
CONTACT WITH CUSTOMERS

10. 8. VALIDATE YOUR HYPOTHESES WITH
EXPERIMENTS

11. 9. NOT ALL STARTUPS ARE ALIKE

12. 10. AGREE ON MARKET TYPE – IT
CHANGES EVERYTHING

13. 11. STARTUP METRICS ARE DIFFERENT
FROM EXISTING COMPANIES

14. 12. TRACK PROGRESS CONVERTING
HYPOTESES INTO FACTS

15. 13. FAST, FEARLESS DECISION-MAKING,
CYCLE TIME, SPEED AND TEMPO

16. 14. IF IT’S NOT ABOUT PASSION, YOU’RE
DEAD THE DAY YOU OPENED YOUR
DOORS

17. 15. STARTUP TITLES AND FUNCTIONS
ARE VERY DIFFERENT FROM A
COMPANY’S

18. 16. PRESERVE CASH WHILE
SEARCHING. AFTER IT’S FOUND, SPEND

19. 17. COMMUNICATE AND SHARE
LEARNING

20. 18. STARTUPS DEMAND COMFORT
WITH CHAOS AND UNCERTAINTY

21. MANIFESTO
1. There Are No Facts Inside Your Building, So Get Outside
2. Pair Customer Development with Agile Development
3. Failure is an Integral Part of the Search for the Business Model
4. If You’re Afraid to Fail You’re Destined to Do So
5. Iterations and Pivots are Driven by Insight
6. Success Begins with Buy-In from Investors and Co-Founders
7. No Business Plan Survives First Contact with Customers
8. Validate Your Hypotheses with Experiments
9. Not All Startups Are Alike
10. Agree on Market Type – It Changes Everything
11. Startup Metrics are Different from Existing Companies
12. Track Progress Converting Hypoteses Into Facts
13. Fast, Fearless Decision-Making, Cycle Time, Speed and Tempo
14. If it’s not About Passion, You’re Dead the Day You Opened your Doors
15. Startup Titles and Functions Are Very Different from a Company’s
16. Preserve Cash While Searching. After It’s Found, Spend
17. Communicate and Share Learning
18. Startups Demand Comfort with Chaos and Uncertainty

22. THANK YOU!