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Page 1: Business Models & Customer Developmentweb.sonoma.edu/users/f/farahman/sonoma/courses/es492_493/lect… · Customer Development! ! Capstone!Project!Criteria • Customer!driven! •

 Business Models &

Customer Development  

www.steveblank.com  

Page 2: Business Models & Customer Developmentweb.sonoma.edu/users/f/farahman/sonoma/courses/es492_493/lect… · Customer Development! ! Capstone!Project!Criteria • Customer!driven! •

Capstone  Project  Criteria

• Customer  driven  •  Team  oriented  • User  friendly  • Content  • Community  needs  •  Funding  

Page 3: Business Models & Customer Developmentweb.sonoma.edu/users/f/farahman/sonoma/courses/es492_493/lect… · Customer Development! ! Capstone!Project!Criteria • Customer!driven! •

Product  Introduc3on  Model

Concept/  Seed  Round  

Product  Dev.  

Alpha/Beta  Test  

Launch/  1st  Ship  

Page 4: Business Models & Customer Developmentweb.sonoma.edu/users/f/farahman/sonoma/courses/es492_493/lect… · Customer Development! ! Capstone!Project!Criteria • Customer!driven! •

Customer  Problem:  known  

Product  Features:  known  

Waterfall / Product Management Execution on Two “Knowns”

Requirements  

Design  

Implementa2on  

Verifica2on  

Maintenance  

Source:  Eric  Ries  hAp://startuplessonslearned.blogspot.com  

Page 5: Business Models & Customer Developmentweb.sonoma.edu/users/f/farahman/sonoma/courses/es492_493/lect… · Customer Development! ! Capstone!Project!Criteria • Customer!driven! •
Page 6: Business Models & Customer Developmentweb.sonoma.edu/users/f/farahman/sonoma/courses/es492_493/lect… · Customer Development! ! Capstone!Project!Criteria • Customer!driven! •

Agile  Development

Page 7: Business Models & Customer Developmentweb.sonoma.edu/users/f/farahman/sonoma/courses/es492_493/lect… · Customer Development! ! Capstone!Project!Criteria • Customer!driven! •

Brilliant inventions fail from a lack of customers more often than from a failure of

product development

Page 8: Business Models & Customer Developmentweb.sonoma.edu/users/f/farahman/sonoma/courses/es492_493/lect… · Customer Development! ! Capstone!Project!Criteria • Customer!driven! •
Page 9: Business Models & Customer Developmentweb.sonoma.edu/users/f/farahman/sonoma/courses/es492_493/lect… · Customer Development! ! Capstone!Project!Criteria • Customer!driven! •
Page 10: Business Models & Customer Developmentweb.sonoma.edu/users/f/farahman/sonoma/courses/es492_493/lect… · Customer Development! ! Capstone!Project!Criteria • Customer!driven! •

Product/Market  Fit

Page 11: Business Models & Customer Developmentweb.sonoma.edu/users/f/farahman/sonoma/courses/es492_493/lect… · Customer Development! ! Capstone!Project!Criteria • Customer!driven! •

9 Guesses

Guess Guess

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Page 12: Business Models & Customer Developmentweb.sonoma.edu/users/f/farahman/sonoma/courses/es492_493/lect… · Customer Development! ! Capstone!Project!Criteria • Customer!driven! •
Page 13: Business Models & Customer Developmentweb.sonoma.edu/users/f/farahman/sonoma/courses/es492_493/lect… · Customer Development! ! Capstone!Project!Criteria • Customer!driven! •
Page 14: Business Models & Customer Developmentweb.sonoma.edu/users/f/farahman/sonoma/courses/es492_493/lect… · Customer Development! ! Capstone!Project!Criteria • Customer!driven! •
Page 15: Business Models & Customer Developmentweb.sonoma.edu/users/f/farahman/sonoma/courses/es492_493/lect… · Customer Development! ! Capstone!Project!Criteria • Customer!driven! •
Page 16: Business Models & Customer Developmentweb.sonoma.edu/users/f/farahman/sonoma/courses/es492_493/lect… · Customer Development! ! Capstone!Project!Criteria • Customer!driven! •
Page 17: Business Models & Customer Developmentweb.sonoma.edu/users/f/farahman/sonoma/courses/es492_493/lect… · Customer Development! ! Capstone!Project!Criteria • Customer!driven! •
Page 18: Business Models & Customer Developmentweb.sonoma.edu/users/f/farahman/sonoma/courses/es492_493/lect… · Customer Development! ! Capstone!Project!Criteria • Customer!driven! •
Page 19: Business Models & Customer Developmentweb.sonoma.edu/users/f/farahman/sonoma/courses/es492_493/lect… · Customer Development! ! Capstone!Project!Criteria • Customer!driven! •
Page 20: Business Models & Customer Developmentweb.sonoma.edu/users/f/farahman/sonoma/courses/es492_493/lect… · Customer Development! ! Capstone!Project!Criteria • Customer!driven! •
Page 21: Business Models & Customer Developmentweb.sonoma.edu/users/f/farahman/sonoma/courses/es492_493/lect… · Customer Development! ! Capstone!Project!Criteria • Customer!driven! •
Page 22: Business Models & Customer Developmentweb.sonoma.edu/users/f/farahman/sonoma/courses/es492_493/lect… · Customer Development! ! Capstone!Project!Criteria • Customer!driven! •

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