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SuperMac War Story 4: Repositioning SuperMac –“Market Type” at Work
With insight into our customers, the first part of our strategy was to understand what kind of positioning problem we had. Was SuperMac attempting to introduce radically new products and create a new...
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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...
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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...
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He’s Only in Field Service
The most important early customers for your startup usually turn out to be quite different from who you think they’re going to be. He’s Only in Field Service When I was at Zilog, the Z8000 peripheral...
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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...
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Times Square Strategy Session – Web Startups and Customer Development
One of the benefits of teaching is that it forces me to get smarter. I was in New York last week with my class at Columbia University and several events made me realize that the Customer Development...
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Death By Revenue Plan
In my last post I described what happened when a company prematurely scales sales and marketing before adequately testing its hypotheses in Customer Discovery. You would think that would be enough to...
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Death By Competitive Analysis
Trading emails with a startup CEO building an iPhone app, I asked him why potential customers would buy his product. In response he sent me a competitive analysis. It looked like every competitive...
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Why Pioneers Have Arrows In Their Backs
First-Mover Advantage is an idea that just won’t die. I hear it from every class of students, and each time I try to put a stake through its heart. Here’s one more attempt in trying to explain why...
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Hubris Versus Humility: The $15 billion Difference
Describing your product as “new and “never been done before” instead of “we’re just like those others guys, but better” could cost your company billions. RIM and TiVo are two examples of getting it...
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It’s Not How Big It Is – It’s How Well It Performs: The Startup Genome Compass
What makes startups succeed or fail? More than 90% of startups fail, due primarily to self-destruction rather than competition. For the less than 10% of startups that do succeed, most encounter several...
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Not All Startups Are the Same. 2 Minutes to Find Out Why
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View ArticleThere Are 4 Types of Startups
There are 4 types of startups. Which one are you? If you can’t see the video click here
View ArticleMarket Type and Revenue. 2 Minutes to Find Out Why
Understanding “Market Type” can save you a ton of money and time. This 2-minute video explained “why not all startups are the same” and introduced the notion of “market type” and described the...
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How to Stop Playing “Target Market Roulette”: A new addition to the Lean toolset
Modern entrepreneurship began at the turn of this century with the observation that startups aren’t smaller versions of large companies – large companies at their core execute known business models,...
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