The goal of the first two steps of customer development (Discovery and Validation) was to find the minimum feature set (also called the minimal viable product) that a startup could deliver.If you found the hypothesis wasn’t correct you could pivot i.e.Hypothesis > design experiment > test > gather data > validate, invalidate or modify the hypothesis.While outside use the scientific method to test all the hypotheses about the proposed business model.There are no facts inside the building, so get outside.Key customer development concepts īlank's customer development method includes four steps: The concept replaced the existing method of guessing customer needs and instead details a scientific approach that can be applied by startups and entrepreneurs to improve their products success by developing a better understanding of customers' problems/needs as well as the other hypotheses necessary to build a commercially successful company. Philosophy and work Customer development methodology īlank began to develop the customer development methodology in the mid-1990s and began teaching it at UC Berkeley in 2003.
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His Lean LaunchPad and Hacking for Defense curricula uses the customer development methodology and lean startup methods he developed throughout his career as a serial entrepreneur and academic. He was a past lecturer at the UC Berkeley Haas School of Business, NYU and at Imperial College in London. īlank served as a member of the Defense Business Board until December 2020, when he resigned in protest due to "he abrupt termination of more than half of the Defense Business Board and their replacement with political partisans." Academic teaching career īlank is an adjunct professor of entrepreneurship at Stanford and is a Senior Fellow for Entrepreneurship at Columbia University. īlank hosted the SiriusXM radio show “Entrepreneurs are Everywhere'' from 2015-2016. īlank served on the California Coastal Commission from 2007 until he resigned his seat in 2013. The book draws on ideas from Business Model Generation and The Four Steps to the Epiphany and emphasizes the importance of rigorous and repeated testing. The Startup Owner's Manual, co-authored by Steve Blank and Bob Dorf was released in March 2012. īlank has given commencement addresses at Philadelphia University (2011), University of Minnesota (2013), ESADE Business School in Barcelona (2014), New York University Engineering School (2016), Dalhousie University (2017) and UC Santa Cruz (2019).
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The collection of material develops a narrative about how to live life amid the fast-paced world of Silicon Valley startups. In 2010, Blank released a second book, Not All Those Who Wander Are Lost which relates stories from his life as an entrepreneur.
In 2005, Blank published The Four Steps to the Epiphany: Successful Strategies for Products that Win, which details his approach to the Customer Development process. īlank co-founded his last startup, the Customer Relationship Management provider E.piphany, in 1996 and retired the day before its IPO in September 1999. Blank was part of 8 startups include Zilog and MIPS Computers, Convergent Technologies, Ardent, SuperMac Technologies, ESL and Rocket Science Games.
The company helped the government understand the Soviets' technological and arms developments during the Cold War. His first job in the region was with ESL, a pioneering company for National Reconnaissance founded by William Perry, later the US Secretary of Defense. Air Force, and spent time in Thailand during the Vietnam War, where he was maintaining electronic warfare equipment. He has a sister Linn who is married to Maurice Karnaugh He attended the University of Michigan for one semester. 3.8 Lean Innovation Educator conferencesīlank was born to immigrant parents in the Chelsea neighborhood in New York City.
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