“The line from a first customer is usually, “We need a big discount because we are your first customer.” You should turn this around and say, “You need to pay list price because you are going to be the first… — 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
