Customer Development Manifesto: The Path of Warriors and Winners (part 5)

The first four posts of the Customer Development Manifesto described the failures of the Product Development model. This post describes a solution – the Customer Development Model. In future posts I’ll describe how Eric Ries and the Lean Startup concept provide the equivalent model for product development activities inside the building and neatly integrates customer and agile development. Most […]

Customer Development Manifesto: Market Type (part 4)

This series of posts of the “Customer Development Manifesto” describes how the failures of the Product Development model for sales and marketing led to the Customer Development Model. In future posts I’ll describe how Eric Ries and the Lean Startup concept provided the equivalent model for product development activities inside the building and neatly integrates customer and agile development. […]

The Customer Development Manifesto: The Startup Death Spiral (part 3)

This post is part 3 of the “Customer Development Manifesto” series and makes more sense if you read part 1 and part 2. This post describes how following the traditional product development can lead to a “startup death spiral.”  In the next posts that follow, I’ll describe how this model’s failures led to the Customer Development […]

The Customer Development Manifesto: Reasons for the Revolution (part 2)

This post makes more sense if you read part 1 of the Customer Development Manifesto. This post describes how the traditional product development model distorts startup sales, marketing and business development.  In the next few posts that follow, I’ll describe how thinking of a solution to this model’s failures led to the Customer Development Model […]

The Customer Development Manifesto: Reasons for the Revolution (part 1)

This post makes more sense if you read the previous post – The Leading Cause of Startup Death: The Product Development Diagram. After 20 years of working in startups, I decided to take a step back and look at the product development model I had been following and see why it usually failed to provide […]

Customer Development Fireside Chat

I did a fireside chat with a few entrepreneurs interested in Customer Development at Draper Fisher Jurvetson, the venture firm behind such Skype, Baidu, Overture, …. Ravi Belani was nice enough to set it up, blog about the talk and film it.  The relevant part starts about 4:30 into the video (wait for it to download.) […]

Customer Development Talk Startup2Startup

Eric Ries of Lean Startup fame and the author of the Lessons Learned blog joined me at Startup2Startup for a joint Customer Development talk. Thanks to Dave McClure and Leonard Speiser for the opportunity to speak. The Customer Development talk can be seen here. 74HGZA3MZ6SV Part 1 Part 2 Part 3 The slides are here. If you’ve […]

Driving Corporate Innovation: Design Thinking vs. Customer Development

Startups are not smaller versions of large companies, but interestingly we see that companies are not larger versions of startups. I’ve been spending some time with large companies that are interested in using Lean methods. One of the conundrums is why does innovation take so long to happen in corporations? Previously Hank Chesbrough and I have […]

Hubris, Passion and Customer Development

While I was teaching at Columbia in New York in November I was interviewed for the Shoshin Project by my friend Christian Jorg.

Customer Development: Past, Present, Future

The Lean Startup Circle is a Google discussion group (anyone can join) centered on Customer Development/Lean Startup strategy, tactics and implementation. They were kind enough to sponsor a meet-up in San Francisco. The Times Square Strategy discussion I had with Eric Ries, was still top of mind, so instead of my standard Customer Development lecture, […]