1. Why Fighter Pilots Run Startups Steve Blank Stanford - School of Engineering U.C. Berkeley - Haas School Of Business www.steveblank.com Twitter: sgblank
32. i.e. Product/Market fit- Repeatable sales model - Managers hired What’s A Startup? A Startup is the organization used to search for a scalable business model
33. What VC’s Don’t Tell You:The Transition Scalable Startup Transition Large Company Search Build Grow
180. Solving For Customer Risk:Customer Development Get the Hell Out of the Building
181. Solving For Customer Risk:Customer Development Get the Hell Out of the Building Country
182. More startups fail from a lack of customers than from a failure of product development
183. Then why do we have: process to manage product development?
184. Then why do we have: process to manage product development? no process to manage customer development?
185. Because: The smarter the founders the more likely, “I know what customers want” Usually wrong Usually come from military intelligence Startups are not an intelligence test
201. Customer Discovery CustomerDiscovery CustomerValidation Company Building CustomerCreation Stop selling, start listening Test your hypotheses Continuous Discovery
207. Traditional Product DevelopmentUnit of progress: Advance to Next Stage Waterfall Requirements Design Problem: known Solution: known Implementation Verification Maintenance Source: Eric Rieshttp://startuplessonslearned.blogspot.com
208. When the Customer Problem is Known “Product Owner” or in-house customer Problem: Known Solution: Unknown Source: Eric Rieshttp://startuplessonslearned.blogspot.com
209. Agile - Customer Problem is KnownUnit of progress: a line of working code “Product Owner” or in-house customer Problem: Known Solution: Unknown Source: Eric Rieshttp://startuplessonslearned.blogspot.com
210. When the Customer Problem is Unknown Problem: Unknown Solution: Unknown Source: Eric Rieshttp://startuplessonslearned.blogspot.com
211. Customer Problem is UnknownUnit of progress: learning about customers Problem: Unknown Solution: Unknown Source: Eric Rieshttp://startuplessonslearned.blogspot.com