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Steve Blank

The Four Steps to the Epiphany

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  • Гугля Антонhar citeretfor 9 år siden
    Startups that are entering an existing market
    Startups that are creating an entirely new market
    Startups that want to resegment an existing market as a low-cost entrant
    Startups that want to resegment an existing market as a niche player
  • Гугля Антонhar citeretfor 9 år siden
    The job of the Customer Development team is to see whether there are customers and a market for that vision
  • b7078024856har citeretfor 3 år siden
    Discovering the Path
  • Mariya Zayetshar citeretfor 3 år siden
    In short, in big companies, the product spec is market-driven; in startups, the marketing is product-driven
  • Mariya Zayetshar citeretfor 3 år siden
    Instead, Customer Development and Product Development are parallel processes. While the Customer Development group is engaged in customer-centric activities outside the building, the Product Development group is focused on the product-centric activities taking place internally.
  • Mariya Zayetshar citeretfor 3 år siden
    As a low-end resegmentation strategy, it needs a long-term product plan that uses low cost as market entry to eventual profitability and up-market growth. As a niche resegmentation, this strategy faces entrenched competitors who will fiercely defend their profitable markets. And both require adroit and agile positioning of how the new product redefines the market
  • Mariya Zayetshar citeretfor 3 år siden
    there are four types of startups, each of them needing a very different set of requirements to succeed:
    Startups that are entering an existing market
    Startups that are creating an entirely new market
    Startups that want to resegment an existing market as a low-cost entrant
    Startups that want to resegment an existing market as a niche
  • Mariya Zayetshar citeretfor 3 år siden
    to build a repeatable sales roadmap for the sales and marketing teams that will follow later. The sales roadmap is the playbook of the proven and repeatable sales process that has been field-tested by successfully selling the product to early customers
  • Mariya Zayetshar citeretfor 3 år siden
    The job of the Customer Development team is to see whether there are customers and a market for that vision
  • Mariya Zayetshar citeretfor 3 år siden
    In the early stages of a startup, focusing on “execution” will put you out of business. Instead, you need a “learning and discovery” process so you can get the company to the point where you know what to execute
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