The Startup Owner's Manual - Steve Blank

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rel="nofollow" href="#uc51b936c-8617-4066-bebe-84ccb996edb3">Avoid the Big-Company Meeting Trap Low Fidelity MVP Problem Test (Web/Mobile) Missteps to Avoid when Testing the Low Fidelity MVP: Gain Customer Understanding Capture Market Knowledge (Physical) Traffic/Competitive Analysis (Web/Mobile) Chapter 6: Customer Discovery, Phase Three: “Get Out of the Building” and Test the Product Solution Update the Business Model and Team (a Pivot-or-Proceed Point) Create the Product “Solution” Presentation (Physical) High Fidelity MVP Test (Web/Mobile) Test the Product Solution with the Customer (Physical) Measure Customer Behavior (Web/Mobile) Update the Business Model Again Identify First Advisory Board Members Chapter 7: Customer Discovery, Phase Four: Verify the Business Model and Pivot or Proceed Have We Found a Product/Market Fit? Do We Know Who Our Customers Are and How to Reach Them? Can We Make Money and Grow the Company? Pivot or Proceed? Chapter 8: Introduction to Customer Validation An Epiphany at E.piphany The Customer Validation Philosophy Overview of the Customer Validation Process Chapter 9: Customer Validation, Phase One: "Get Ready to Sell" Get Ready to Sell: Craft Positioning Statement Get Ready to Sell: Sales and Marketing Materials (Physical) Physical Sales Collateral and Materials Collateral Needs to Be Tuned to the Audience Online Tools for Physical Channel Marketers Get Ready to Sell: Acquire/Activate Customers Plan (Web/Mobile) The “Acquire” Plan and Tools Acquire Plan Tools The Activation Plan and Tools Non-home page acquisition tools Managing the Activate Plan Get Ready to Sell: Hire a Sales Closer (Physical) Get Ready to Sell: Build a High Fidelity MVP (Web/Mobile) Get Ready to Sell: Sales Channel Roadmap (Physical) Get Ready to Sell: Build a Metrics Toolset (Web/Mobile) Get Ready to Sell: Develop the Sales Roadmap (Physical) Get Ready to Sell: Hire a Data Analytics Chief (Web/Mobile) Get Ready to Sell: Formalize the Advisory Board (All Channels) Chapter 10: Customer Validation, Phase Two: Get Out of the Building and Sell! Get Out of the Building: Find Earlyvangelists (Physical) Get Out of the Building: Prepare Optimization Plans/Tools (Web/Mobile) Get Out of the Building and Test Sell (Physical) Get Out of the Building: Optimize Getting More Customers (Web/Mobile) Get Out of the Building: Refine the Sales Roadmap (Physical) Get Out of the Building: Optimize “Keep” and “Grow” (Web/Mobile) Get Out of the Building: Test Sell Channel Partners (Physical) Get Out of the Building: Test Sell Traffic Partners (Web/Mobile) Chapter 11: Customer Validation, Phase Three: Product Developing and Company Positioning No PR Agency The Positioning Audit Develop Positioning: Product Positioning The Product Positioning Brief Develop Positioning: Match Positioning to Market Type For an Existing Market For a New Market For a Clone Market For Re-Segmenting a Market Develop Positioning: Company Positioning Develop Positioning: Validate Positioning Chapter 12: Customer Validation, Phase Four: The Toughest Question of All: Pivot or Proceed? Pivot or Proceed: Assemble Data Findings Pivot or Proceed: Validate Your Business Model Pivot or Proceed: Validate the Financial Model Metrics that Matter Metrics that Matter: Example 2 If These Were Your Numbers, What’s a Founder to Do? Metrics that Matter: Example 3

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