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This post describes how following the traditional product development can lead to a “startup death spiral.&# In the next posts that follow, I’ll describe how this model’s failures led to the CustomerDevelopment Model – offering a new way to approach startup sales and marketing activities.
Eighty some pages later I realized that a) I had some great war stories as a good marketeer and failed CEO, b) I’d have to pay my wife and kids to read them, c) the three of them were probably the entire total available market, and d) when I looked at what I had done and what other entrepreneurs had done at their startups, that there was a pattern.
This product development diagram had become part of the DNA of Silicon Valley. That’s in stark contrast to the traditional Product Development Model where it’s expected a customer is already there and waiting and it’s simply a matter of [.] familiar with CustomerDevelopment you should be.
My third story is about Failure and Redemption. Eighty pages later, I realized that I had some great stories as an entrepreneur and a failed CEO. But the more I thought about what I had done, and what other entrepreneurs had tried, I realized something absurdly simple was staring at me. I had just turned 20 years old.
Getting Out of the Building Wasn’t Entertainment – Discovery and Validation Now that I was the master of the “facts” about customer needs in these specialized vertical markets , and with my team of vertical marketers , I thought I had achieved absolution and redemption. But there was one fatal flaw.
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