The Startup Owners Manual

Stanford - School of EngineeringU.C. Berkeley - Haas School Of Business

www.steveblank.comTwitter: @sgblank

Steve Blank

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This Talk is Based On• Business Model Generation• The Lean Startup• Four Steps to the Epiphany

This Talk is Based On• Business Model Generation• The Lean Startup• The Startup Owners Manual

Not all those who wander are lost

Bilbo Baggins

The Search for a Path

1602 - 1908

The Path to Business Execution

But Startups are Not Smaller Versions of Larger Companies

From Atoms to Bits

The Startup Path

Search Versus Execution

What’s a Startup?

What’s a Business Model?

Value Proposition

What Are You Building and For Who?

Customer Segments

Who Are They?Why Would They Buy?

Channels

How does your Product Get to Customers?

Customer Relationships

How do you Get, Keep and Grow Customers?

Revenue Streams

How do you Make Money?

Key Resources

What are your most important Assets?

Key Partners

Who are your Partners and Suppliers?

Key Activities

What’s Most Important for the Business?

Cost Structure

What are the Costs and Expenses

Turning Hypotheses Into Facts

The Four Steps – The Startup Path

Customer Development

Customer Development

There Are No Facts Inside The Building, So Get the Heck Outside

Customer Development

Test the Problem, Then the Solution

Customer Development

The Entrepreneurial Journey

Startup Owners Manual

Startup Owners Manual

National Science Foundation

• Yes there’s an E-Book version coming• Free autographed copies - Sunday

Startup America Salon E 1:30 -3pm

Startup Owners Manual

Examples from the Book

Examples from the Book

Step-by-Step for b

oth web/m

obile

and physical ch

annels

Customer Relationships

Customer Relationships Web/Mobile Products– Get Customers

© 2012 Steve Blank

Customer Relationships Web/Mobile Products– Keep Customers

© 2012 Steve Blank

Customer Relationships Web/Mobile Products– Grow Customers

© 2012 Steve Blank

Customer Relationships Web/Mobile Products Get/Keep/Grow

© 2012 Steve Blank

Customer Relationships Physical & Web Mobile Are Different

© 2012 Steve Blank

Customer Relationships Physical & Web Mobile Are Different

© 2012 Steve Blank

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