Steve Blank’s Customer Development on One Diagram

This was just too good not to share. In a nutshell, start by talking to customers. Come up with a minimum viable product and test product market fit. Avoid building junk that users aren’t asking for. Did you find something that is repeatable and scalable in your tests? now it’s time to find a business model that captures the value for the product or service you are providing to customers. Use the business model canvas to test different business models and test what works. Found a way to make money? time to test again and find your archetype customer.

Once you have a type of customer you are trying to service, pull them in (acquire them), keep them (retention) and SELL, sell, sell  your product and measure everything based on data. It’s also time to test the price point. If you couldn’t prove your hypothesis (customers don’t buy, don’t come back, or business model doesn’t work), it’s time to PIVOT (there’s many kinds of pivot you can do). If you get all of this from the diagram below, you don’t have to read the “Four Steps to the Epiphany” (the ‘bible’ of customer development).

Originally posted here.

 

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Eze Vidra

General Partner, Google Ventures at Google
Eze is a General Partner at Google Ventures Europe. Before joining GV, Eze started Campus London, Google's first physical hub for startups, and led Google for Entrepreneurs in Europe. He's an experienced product manager and startup mentor. In 2012 Eze founded Techbikers, a non-for profit supporting children education in developing countries.
Follow me

Eze Vidra

Eze is a General Partner at Google Ventures Europe. Before joining GV, Eze started Campus London, Google's first physical hub for startups, and led Google for Entrepreneurs in Europe. He's an experienced product manager and startup mentor. In 2012 Eze founded Techbikers, a non-for profit supporting children education in developing countries.

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