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The Customer DevelopmentModel
Sales, Marketing, and BusinessDevelopment in a Startup
Steve Blank
sblank@KandSranch.com
© © 2003 Steven Blank, all rights reserved2003 Steven Blank, all rights reserved
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Goals of This Presentation
n
Offer a model for how to organize “out of thebuilding” activities
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Understand how the Customer Developmentmodel can help
••MethodologyMethodology••ChecklistChecklist••Model works for startups as well as followModel works for startups as well as follow--ononproducts of existing companiesproducts of existing companies••reduce customer and market riskreduce customer and market risk
© © 2003 Steven Blank, all rights reserved2003 Steven Blank, all rights reserved
33
How to Recognize a Company Fundedin the Bubble
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