I often mentor at “startup bootcamp” weekends, and I see a lot of emphasis on “product-market fit” and “minimal viable product”, but in general I don’t see teams asking questions and analyzing risks across enough aspects of a startup concept. Customer development, while essential, is not a replacement for business development, or rather, “business model development”. If something is to …
Know Your Buyer
Steve Blank just shared an interesting anecdote from his days in marketing, where he created what he thought was the ultimate data sheet, only to find his CEO and VP of sales literally setting it on fire. The VP of Sales had an insightful quote: “the only thing your datasheet will do is give a prospective customer a reason for …
Free Your Mind
A core concept in “lean startup” is that validated learning needs to be your initial measure of progress, not deliverables of other kinds. However, I suspect that many people struggle to internalize this and fully put it to work. Learning doesn’t feel like traditional measures of success. It’s not a line up and to the right; it’s not a successfully …
12 Tips for Customer Development Interviews (revised)
UPDATE: CLICK HERE FOR A REVISED LIST OF 12 TIPS A year ago, I gave a talk at the very first Lean Startup Machine about giving customer development interviews. Tomorrow, I am doing the same with a new batch of LSM warriors and I have revised and updated my list (and accompanying text) as follows: 1. One person at …
A Product-Person Continuum
Since we ceased work on Aprizi in April, I have taken on some interesting UX-centric consulting projects and started to interview for “head of product” roles here in New York. I’m still on the hunt for the right fit. One silver lining to interviewing is you get asked interesting questions that can increase self-awareness. For example, the head of one …
Failing Lean (Lean Ignite NYC talk)
How to talk about failure without killing the mood of a room? That was my dilemma leading up to last night’s amazing Lean Startup Ignite event (and I loved the Ignite format!). Lane Halley suggested that focusing on what I would do differently next time would keep it positive, and I hoped that my drawings could help lighten the subject …
Problem > UX > UI
Jason Cohen’s recent post got me thinking about the difference between UX and UI and the order in which I think about design when coming up with something new. Here is my rough order (and tomorrow I will post a concrete example): 1. The Problem Understand the customer’s problem and ask yourself if you are solving the right problem Example …
Money Raised is a Terrible Comparative Metric for Success
Since Steve Blank publicized the findings of the startup genome project, I have seen references to the study in multiple places. The one thing that drives me nuts is the recurring phrase, “startups that did A raised Bx more money”, like this is such a great thing. I would love for our ecosystem to purge the notion that how much …
$9.4M? And Aprizi’s First Pivot
When Liz and I first started Aprizi, it was very different in concept from where we eventually ended up. I had become fascinated with Mint and Gist, and people’s willingness to share rich data in exchange for the right value proposition. I started thinking about other places where valuable data existed, but was relatively hard to get to. This led …
When you can’t get that A round
The startup ecosystem is currently at the “thousand flowers blooming” stage. The number of large second-stage angel or VC-led A rounds will not be able to keep up with the number of new companies. Consequently, there are going to be a lot of frustrated and disappointed entrepreneurs out there. But just because you struggle to raise money does not mean …