Steve Blank
APRIL 9, 2009
competitive analyses, channel and customer collateral (white papers, data sheets, product reviews), customer surveys, and market requirements documents. We will accomplish this through demand-creation activities (advertising, PR, tradeshows, seminars, web sites, etc.), on April 10, 2009 at 6:58 am Said: Amazing blog.
Steve Blank
APRIL 2, 2009
Tell Me How to Find You But having benchmarks in hand that showed us as the winner did us no good unless all our potential customers could see them. Our first thought was to spread the news ourselves, perhaps in a press release or a “white paper,” (remember this was pre-Internet.)
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Steve Blank
OCTOBER 7, 2010
Wait a minute, what about the rest of Customer Development ? Aren’t you going to validate your hypotheses by first getting some customers?”. Now I was confused, and I asked, “Well what do you guys believe – Customer Development or launch on a schedule?” Filed under: Ardent , Customer Development.
Both Sides of the Table
JUNE 13, 2013
It’s OK because in an era where you can much more rapidly prototype and build products it is far more beneficial to launch your first version, get initial customer traction and then talk to your customer base to understand how well it meets their needs. So there you have it. In the next post I’ll go more in depth into “pain.”.
Steve Blank
SEPTEMBER 5, 2023
Here’s how I learned why they were critical to successful customer development. I was an aggressive, young and a very tactical VP of marketing at Ardent , a supercomputer company – who really hadn’t a clue about the relationship between profound beliefs, customer discovery and strategy.
Seeing Both Sides
JULY 11, 2013
Before this occurs, the sales process is a craft or an art - custom-made by the founder or evangelist sales VP. You dive deep into a customer development process, working closely with a few customers who feed you requirements and are willing to trial an imperfect product that is evolving quickly.
www.rocketwatcher.com
NOVEMBER 8, 2010
Now the question: There are many ways to allocate the cost of acquisition of a customer across multiple channels – no one prospect or lead really just watches one webinar, but rather sees a website, reads a white paper, visits your community, etc… I have a couple methods, but what have you seen that works for you to figure out how to split (..)
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