“A customer reference is something you have to arm twist to get; an evangelist is someone you can’t get off the phone.” — Steven Gary Blank Copy Share Image
“Ironically, startups were often crippled by the very methodology they traditionally used to build new products.” — Steven Gary Blank Copy Share Image
“Not every piece of advice fits every situation you’ll encounter. And not every piece of advice will always work. That’s what entrepreneurs… — Steven Gary Blank Copy Share Image
“The Customer Development model consists of four well-defined steps: Customer Discovery, Customer Validation, Customer Creation, and Company Building.” — Steven Gary Blank Copy Share Image
“Rule No. 5: No Business Plan Survives First Contact with Customers So Use a Business Model Canvas” — Steven Gary Blank Copy Share Image
“Positioning your product against the slew of existing competitors is accomplished by adroitly picking the correct product features where you are better.” — Steven Gary Blank Copy Share Image
“One of the mistakes entrepreneurs make in this step is confusing motion with action.” — Steven Gary Blank Copy Share Image
“Imagine you were able to help customers justify the ROI for your product. That would be pretty powerful, wouldn’t it? Yep.” — Steven Gary Blank Copy Share Image
“Founding entrepreneurs are out to make their vision and business real. To succeed, they must abandon the status quo, recruit a team… — Steven Gary Blank Copy Share Image
“A startup is in reality a “faith-based enterprise” on day one. To turn the vision into reality and the faith into facts… — Steven Gary Blank Copy Share Image
“One of the first tests of your value proposition should be, is it emotionally compelling? Do customers’ heart rates go up after… — Steven Gary Blank Copy Share Image
“An entrepreneur seeks to test a series of unproven hypotheses (guesses) about a startup’s business model: who the customers are, what the… — Steven Gary Blank Copy Share Image
“In a startup, the first product is not designed to satisfy a mainstream customer. No startup can afford the engineering effort or… — Steven Gary Blank Copy Share Image
“Second, does your value proposition make or reinforce an economic case? Does it have economic impact? Does it sound like your product… — Steven Gary Blank Copy Share Image
“the first product in a startup, your initial purpose in meeting customers is not to gather feature requests so you can change… — Steven Gary Blank Copy Share Image
“Have we identified a problem a customer wants solved? Does our product solve these customer needs? If so, do we have a… — Steven Gary Blank Copy Share Image
“Differentiation in an existing market can take one of three forms. You can describe differences in product attributes (faster, cheaper, less filling,… — Steven Gary Blank Copy Share Image
“The year-one objective for a company in a new market is to drive or grow adoption of this market. The limited demand-creation… — Steven Gary Blank Copy Share Image
“the first three steps of Customer Development can be accomplished with a staff that can fit in a phone booth.” — Steven Gary Blank Copy Share Image
“Remember, the goal of positioning is to control the public’s perception of a product or service as it relates to competitors’ alternatives.” — Steven Gary Blank Copy Share Image
“Startups don’t fail because they lack a product; they fail because they lack customers and a proven financial model. This” — Steven Gary Blank Copy Share Image
“Therefore, alpha and beta testing are Product Development functions that belong to engineering. They are about validating the product technically, not the market.” — Steven Gary Blank Copy Share Image
“one approach to defining the minimum features set is to ask, “What is the smallest or least complicated problem the customer will pay us… — Steven Gary Blank Copy Share Image
“If they agree with you about the problems, get them to explain why they think it is important to solve them” — Steven Gary Blank Copy Share Image
“When one company owns over 80 percent share (think Microsoft), that player is the owner of the market and a monopolist. The only possible… — Steven Gary Blank Copy Share Image
“Positioning your product against the slew of existing competitors is accomplished by adroitly picking the correct product features where you are better.” — Steven Gary Blank Copy Share Image
“The Customer Development model consists of four well-defined steps: Customer Discovery, Customer Validation, Customer Creation, and Company Building.” — Steven Gary Blank Copy Share Image
“Many products are too hard to understand without a demo. If a picture is worth a thousand words, a demonstration is probably worth a… — Steven Gary Blank Copy Share Image
“One of the insidious traps of a startup is promising different customers a set of unique extensions or modifications. While it is sometimes essential… — Steven Gary Blank Copy Share Image
“Intellect without will is worthless, will without intellect is dangerous. — Sun Tzu,” — Steven Gary Blank Copy Share Image
“The reality is that testing an unfinished product for Engineering and testing a customer’s willingness to buy an unfinished product are separate, unrelated functions.… — Steven Gary Blank Copy Share Image
