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“This is a must read for all startups and stakeholders.”
— Steve Blank, author of The 4 Steps to the Epiphany, creator of Customer Development methodology
“The Entrepreneur’s Guide is an easy read. It is written in a conversational tone, doesn’t take itself too seriously, and avoids extraneous fluff.”
— Eric Ries, Author & Creator of the Lean Startup methodology
“Get the CustDev book to dive deep into customer interviews and understand how your product can be developed to meet your customers' needs.”
— Dan Martell, Founder of Flowtown, angel investor
Customer Development is a four-step framework for helping startups discover and validate their customers, product, and go-to-market strategy, developed by Steve Blank and an integral part of Eric Ries' Lean Startup methodology. Focused on the Customer Discovery step, The Entrepreneur's Guide to Customer Development is an easy to follow guide for finding early adopters, building a Minimum Viable Product, finding Product-Market fit, and establishing a sales and marketing roadmap.
Deemed a "must-read" by Steve Blank and Eric Ries, inside you will find detailed customer development and lean startup concept definitions, a step-by-step approach to best practices, a business model analysis guide, case studies, rich graphics, as well as worksheets and exercises. No matter the stage of your business, you will return often to this guide to learn how to build a product people want ;"get out of the building;" foster strong customer relationships; test business model risk; reach out to early adopters; conduct startup marketing; create a customer funnel based on buyers' process; and prepare your startup to scale up.
The Entrepreneur’s Guide to Customer Development: A Cheat Sheet to The Four Steps to the Epiphany, affectionately known as the “CustDev book,” serves as course text for classes at Stanford University, University of Chicago, Boston University, DePaul University, University of Minnesota and University of Norway.
“Our UCL (University College London) students love The Entrepreneur's Guide to Customer Development. Thanks to Brant & Patrick for writing this helpful book. ”
— Dave Chapman, Deputy Head of the Department of Management Science and Innovation at UCL (University College London)
“Love it! Required reading for all NYU entrepreneurs.”
— Frank Rimalovski, Managing Director of NYU Innovation Venture Fund
This book is both an introduction for those unfamiliar with lean concepts and highly actionable for lean practitioners. It is a user friendly guide, written to be accessible to marketing professionals, Engineers startup founders and entrepreneurs, VCs, angels, and anyone else involved in building scalable startups.
Existing companies will benefit to from applying Customer Development principles described in detail herein: for example, startups struggling to achieve market traction, or well established companies seeking to spark new innovation.
This is a business book for startups like no other. No fluff, but rather sound principles and concrete steps to take to build your business. Get up to speed on Customer Development now.
- Sales Rank: #250752 in Books
- Brand: Brand: Cooper-Vlaskovits
- Published on: 2010-07-29
- Original language: English
- Number of items: 1
- Dimensions: 9.00" h x .24" w x 6.00" l, .33 pounds
- Binding: Paperback
- 104 pages
Features
- ISBN13: 9780982743607
- Condition: New
- Notes: BRAND NEW FROM PUBLISHER! 100% Satisfaction Guarantee. Tracking provided on most orders. Buy with Confidence! Millions of books sold!
About the Author
Brant Cooper helps startups get started. As a Lean Startup thought leader, he travels the world speaking to entrepreneurs at conferences, hackathons and workshops. Recent speaking events include the Kuala Lumpur Venture Capital Symposium, Lean Startup conferences in Vancouver and Michigan, the Forward Technology Conference in Wisconsin, the Lean Startup Challenge in Boston, and Lean Startup Machines in London, New York, Boston, Chicago and San Francisco. Brant also consults for and advises startups on Lean Startups and Customer Development, with clients in Silicon Valley, New York, San Diego, France, Australia and Singapore.
Clients include Qualcomm, MOGL, HubKick, MotherKnows, i.TV, Lean Startup Machine, Discovr and many others.
Prior to becoming involved in the Lean Startup community, Brant was involved with startups in a more traditional way. He has over 20 years experience in IT and a long track record of bringing high tech products to market. As a leader in Professional Services, Product Management and Marketing, he has directed strategy, design, marketing and implementation of numerous products for a variety of startups including Tumbleweed, Timestamp, WildPackets, Incode and InfoBright.
He has published articles for Venture Beat and Business Insider, blogs at Market By Numbers and tweets @brantcooper.
Patrick Vlaskovits is an entrepreneur, mentor and author. He has founded two startups (now on his third).
Patrick has spoken at tech conferences nationally and internationally, including SXSW. He blogs at http://vlaskovits.com and can be followed on Twitter @Pv. Patrick enjoys advising and mentoring and serves as a mentor for the 500 Startups seed fund/accelerator as well as for The Lean Startup Machine.
Patrick organizes Twiistup, a well-attended tech/startup conference that celebrates the entrepreneurial and investment talent of the Los Angeles startup ecosystem. He also organizes the Los Angeles Lean Startup Meetup.
Patrick holds a Master’s in Economics (emphases in finance and econometrics) from University of California, Santa Barbara. When he has spare time, he can be found with his family usually on the beach or in the ocean either fishing or surfing.
Most helpful customer reviews
92 of 96 people found the following review helpful.
good, but not what it says
By R. Mutt
First of all, this is NOT, as the title claims, a cheat sheet to The Four Steps of the Epiphany.
Right in the book, on page 21, the authors state that this book focuses on the first step only (Customer Discovery). And I quote: "Future books will attempt to tackle other portions of the Customer Development process - believe us when we say that Customer Discovery is more than enough to 'bite off' at one time."
I am docking the book one star for this. The authors should know better.
Okay, now for the real question - Is this book worth getting, or should you just get Blank's original?
Get them both. Read Blank's first, then read this one and use it to update the notes you took from Blank's book. They work well together but I would not just get this one, as you only get a small piece of the whole picture (per the authors' own admission).
It's worth $30 if you actually use it, but don't assume it's a shortcut to Blank's book. It's only 1/4 of a shortcut.
1 of 1 people found the following review helpful.
A Valuable Book for Lean Startup Entrepreneurship.
By Clint Day
Other reviewers don't understand evidenced-based entrepreneurship. It is the new way to build a business that doubles a person's chance for success. At its core is the customer development (CD) method developed by Steve Blank out of Silicon Valley. Trouble is CD is not easy to grasp, and this one book helps tremendously. All depends on finding the right prospect and interviewing them correctly. Cooper's book does that well. His Chapter 8, "8 Steps to Customer Discovery", is gold. How to find prospects, how to reach out (interview) prospects, and the problem solving fit. Don't be critical o such a valuable book to lean startup followers. Clinton E. Day, MBA, entrepreneurship professor/author.
0 of 0 people found the following review helpful.
I recommend this book to my students and to clients
By aggregator
I recommend this book to my students and to clients. It's a fast read and a great compilation of information from multiple sources in a single condensed volume. I read it in an afternoon.
It covers some of the essential principals of target market identification, of bridging the gap between early adopters and primary audiences and some of the key elements involved in getting market traction — particularly for a startup.
See all 72 customer reviews...
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