The Startup Owner's Manual: The Step-By-Step Guide for Building a Great Company

For companies building web-based products, product development may be difficult, but with enough time and iteration, Engineering will eventually converge on a solution and ship a functional product—it’s engineering, not invention. The real risk is in whether there is a customer and a market for the product as spec’ed. In these markets it’s all abou

Customer Development is the process to organize the search for the business model.

A startup is not a smaller version of a large company. A startup is a temporary organization in search of a scalable, repeatable, profitable business model.

Winners also recognize their startup “vision” as a series of untested hypotheses in need of “customer proof.”

Customer Development recognizes a startup is a temporary organization built to search for the answers to what makes a repeatable and scalable business model. Customer Development is the process to organize that search.

The core of Customer Development is blissfully simple: Products developed by founders who get out in front of customers early and often, win.