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Customer Development in High Tech Enterprise

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Customer Development in High Tech Enterprise
Customer Development in High Tech:
Sales, Marketing & Business Development in a Startup

MBA & EMBA 295F

Introduction to the Course
Steve Blank sblank@kandsranch.com You Are Here
Plan Liquidity

Idea

1st

Round

Company Timeline

Customer Development in the High-Tech Enterprise

Spring 2009

2

You Are Here
Plan Liquidity

Idea

1st

Round

Company Timeline

Customer Development in the High-Tech Enterprise

Spring 2009

3

How do You Get Here
Plan Liquidity

Idea

1st

Round

Company Timeline

Customer Development in the High-Tech Enterprise

Spring 2009

4

Entrepreneurship

Logical Process

Customer Development in the High-Tech Enterprise

Spring 2009

5

Entrepreneurship

Logical Process
Intuitive Passion

Customer Development in the High-Tech Enterprise

Spring 2009

6

Today
Part 1: Introduction to the Course Part 2: Key Concepts

Course Introduction
! ! ! !

Course Objectives Intro and Backgrounds How the Class Works Customer Development

Customer Development in the High-Tech Enterprise

Spring 2009

8

Course Objectives
!

Learn how to:
" "

reduce product/market risk organize sales, marketing and business development when bringing a product to market

!

Have Fun

Customer Development in the High-Tech Enterprise

Spring 2009

9

Course Prerequisites
! !

Officially – none Realistically:
" " "

Experience in bringing a new product to market Entrepreneurship 295 or equivalent Have written a business plan

Customer Development in the High-Tech Enterprise

Spring 2009

10

Introduction and Backgrounds
! ! !

Steve Blank TA Class

Customer Development in the High-Tech Enterprise

Spring 2009

11

Introduction: Steve Blank
8 startups in 25 years
2 strikeouts 2 walks 2 singles 1 double 1 home run Rocket Science, Ardent ESL, Zilog Convergent, MIPS SuperMac E.piphany

Private board: CafePress.com Non profits:
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