This document summarizes Steve Blank's presentation on "The Startup Owners Manual". It discusses the concepts of customer development, business models, and turning hypotheses into facts through testing ideas with customers. The presentation is based on several of Steve Blank's books and promotes getting outside the building to test problems and solutions with real customers. It also highlights that the manual provides examples and guidance for startups on topics like customer relationships, key resources, revenue streams, and other business model components.

1. The Startup Owners Manual
Steve Blank
Stanford - School of Engineering
U.C. Berkeley - Haas School Of Business
www.steveblank.com
Twitter: @sgblank

2. See the Animated Version
of this Presentation at:
http://www.slideshare.net/sblank/th
e-startup-owners-manual-sxsw-the-
movie-2

3. This Talk is Based On
• Business Model Generation
• The Lean Startup
• Four Steps to the Epiphany

4. This Talk is Based On
• Business Model Generation
• The Lean Startup
• The Startup Owners Manual

5. Not all those who wander are lost
Bilbo Baggins

6. The Search for a Path
1602 - 1908

9. The Path to Business Execution
But Startups are Not Smaller Versions
of Larger Companies

11. From Atoms to Bits

13. The Startup Path
Search Versus Execution

15. What’s a Startup?

17. What’s a Business Model?

19. Value Proposition
What Are You Building and For Who?

21. Customer Segments
Who Are They?
Why Would They Buy?

23. Channels
How does your Product
Get to Customers?

25. Customer Relationships
How do you Get, Keep and Grow Customers?

27. Revenue Streams
How do you Make Money?

29. Key Resources
What are your most important Assets?

31. Key Partners
Who are your Partners and Suppliers?

33. Key Activities
What’s Most Important for the Business?

35. Cost Structure
What are the Costs and Expenses

37. Turning Hypotheses Into Facts

39. The Four Steps – The Startup Path
Customer Development

41. Customer Development
There Are No Facts Inside The Building,
So Get the Heck Outside

43. Customer Development
Test the Problem, Then the Solution

45. Customer Development
The Entrepreneurial Journey

47. Startup Owners Manual

48. Startup Owners Manual
National Science Foundation

49. Startup Owners Manual
• Yes there’s an E-Book version coming
• Free autographed copies - Sunday
Startup America Salon E 1:30 -3pm

50. Examples from the Book

51. Examples from the Book
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52. Customer Relationships

53. Customer Relationships
Web/Mobile Products– Get Customers
© 2012 Steve Blank

54. Customer Relationships
Web/Mobile Products– Keep Customers
© 2012 Steve Blank

55. Customer Relationships
Web/Mobile Products– Grow Customers
© 2012 Steve Blank

56. Customer Relationships
Web/Mobile Products Get/Keep/Grow
© 2012 Steve Blank

57. Customer Relationships
Physical & Web Mobile Are Different
© 2012 Steve Blank

58. Customer Relationships
Physical & Web Mobile Are Different
© 2012 Steve Blank

59. Make Your Lives Extraordinary