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

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

Business Strategy Meets the Lean Startup: Staying Aligned with Customers in Strategic Planning

A version of this post first appeared on Techbeacon.com. What is business strategy? Michael Porter presented a succinct definition in his seminal 1996 article in the Harvard Business Review: “The essence of strategy is choosing to perform activities differently than rivals do.” Strategy is how a company wins against the … 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

Think like a founder before becoming one

This article first appeared on Xconomy.com. February 2014 will go down in history as a month with two huge startup exits: Nest (acquired by Google for a whopping $3.2 billion) and WhatsApp (acquired by Facebook for an even more whopping $19 billion). If you haven’t caught the startup bug, there’s … 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