The Four Steps to the Epiphany by Blank, Steve -- Read -- Imperial Library of Trantor

Index

Cover Title Page Copyright Preface Introduction Chapter 1 The Path to Disaster: The Product Development Model

The Product Development Model What's Wrong With This Picture? So What's The Alternative?

Chapter 2 The Path to Epiphany: The Customer Development Model

The Four Steps To The Epiphany The Four Types Of Startup Markets Synchronizing Product Development And Customer Development Summary: The Customer Development Process Notes

Chapter 3 Customer Discovery

The Customer Discovery Philosophy Overview Of The Customer Discovery Process Phase 0: Get Buy-In Phase 1: State Your Hypotheses A. State Your Hypotheses: The Product B. State Your Hypotheses: Customer Hypotheses C. State Your Hypotheses: Channel and Pricing Hypotheses D. State Your Hypotheses: Demand Creation Hypotheses E. State Your Hypotheses: Market Type Hypotheses F. State Your Hypotheses: Competitive Hypotheses Phase 2: Test And Qualify Your Hypotheses B. Test and Qualify Your Hypotheses: The Customer Problem Presentation C. Test and Qualify Your Hypotheses: In-Depth Customer Understanding D. Test and Qualify Your Hypotheses: Market Knowledge Phase 3: Test And Qualify The Product Concept A. Test and Qualify the Product Concept: First Company Reality Check B. Test and Qualify the Product Concept: Product Presentation C. Test and Qualify the Product Concept: Yet More Customer Visits D. Test and Qualify the Product Concept: Second Company Reality Check E. Test and Qualify the Product Concept: First Advisory Board Members Phase 4: Verify A. Verify the Problem B. Verify the Product C. Verify the Business Model D. Iterate or Exit Notes

Chapter 4: Customer Validation

The Customer Validation Philosophy Overview of the Customer Validation Process Phase 1: Get Ready to Sell Phase 2: Sell to Visionary Customers Phase 3: Develop Positioning for the Company and Its Product Phase 4: Verify

Chapter 5: Customer Creation

The Customer Creation Philosophy Overview of the Customer Creation Process Phase 1: Get Ready to Launch A Note on “First Mover Advantage” For an Existing Market For a New Market For Resegmenting a Market Phase 2: Position the Company and Product For an Existing Market For a New Market For Resegmenting a Market Phase 3: Launch the Company and Product For an Existing Market: Onslaught Launch For a New Market: Early Adopter Launch For Resegmenting a Market: Low -cost or Niche Launch Phase 4: Create Demand Notes

Chapter 6 Company Building

The Company-Building Philosophy Building a Mainstream Customer Base Building the Company's Organization and Management Creating Fast-Response Departments Overview of Company Building Phase 1: Reach Mainstream Customers Phase 2: Review Management and Build a Mission-Centric Organization Phase 3: Transition the Customer Development Team into Functional Departments Phase 4: Build Fast-response Departments Notes

Bibliography

Entrepreneurial Management Stack Must-Read Books Strategy Books for Startups Innovation and Entrepreneurship in the Enterprise “War as Strategy” Books Marketing Communications Books Startup Law and Finance Silicon Valley/Regional Clusters Venture Capital Startup Nuts & Bolts Startup Textbooks Manufacturing Presentation and Product Design Culture/Human Resources Business History Silicon Valley – Books Books/Articles on the Entrepreneurial University

Appendix A: The Customer Development Team

Background: The Death Of The Departments

Appendix B: Customer Development Checklist About The Author

Eight startups in 21 years

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