Scaling Customer Development: Crowdsourcing The Research

In the seminal book “The Four Steps to the Epiphany,” Steve Blank introduces the concept of “customer development” ― get out of the building and interview customers. While this is not a new concept ― product people with user-centered design training have always done this ― this is a huge development … Read More

Three Go-To Techniques for Primary Market Research

This post originally appeared on Huffington Post.   When Steve Blank wrote the book “The Four Steps to the Epiphany,” he brought a sea change in the way technology entrepreneurs do business.  Rather than plow ahead with a technology-led process, most entrepreneurs have embraced “customer development.” Getting out of the … Read More

Robots are moving in to our homes, but there’s no killer app

Not too long ago, robots were giant, caged things, mainly found in automotive manufacturing lines. Social robotics was a new field of research pursued by the best and brightest in university research labs.   The robots we’ve known so far. Wolfgang Rattay/Reuters   In the past few years, however, it … Read More

How Startups Can Run Better Landing Page Tests

This article first appeared on Xconomy.com. In today’s fast-changing world, new product teams are constantly pushed to do more faster. They need to run fast to keep up with rapidly changing market conditions. Oftentimes it means making decisions about what to invest in with very little information. How can teams … Read More

7 Steps to a Customer-Driven Product Strategy

The process of coming up with a multi-year product strategy often frustrates action-minded product executives.   On one hand, this work is necessary to set long term goals and plot a path to success.  On the other hand, product planning sessions often consume a great deal of time and energy.  Worse, … Read More

Creating strategies that work – the P&G way

When we start working on a new initiative (whether in a startup or corporate setting), the possibilities are often endless.  Too often we don’t spend enough time choosing the right problem to solve.  We proceed to solve it with a beautiful solution – but the problem itself turns out to … Read More

EBook: Bringing a New Hardware Product to Market

Throughout the spring semester, I have been working with student startup teams at MIT, helping them apply Bill Aulet’s Disciplined Entrepreneurship framework to figure out who their customer is, how their target market works, how they will acquire customers, and what their financial outlook may look like in the next … Read More

Cross functional leadership in product development

I’d like to take a moment and discuss cross functional leadership in product development. Let’s say we are working on the same product example I used before in my process post: For the purpose of this discussion, let’s assume we are working on a hypothetical consumer electronics device, to be … Read More

Repeat after me: Hardware is NOT software

The Lean Startup / Customer Development, as most startup people know, was started by Eric Ries (author of “The Lean Startup“) and Steve Blank (author of “The Four Steps to the Epiphany” and “The Startup Owner’s Manual“. The basic tenet of Customer Development is to invest heavily in customer research … Read More

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