The Startup Owners Manual

Steve Blank
Stanford - School of Engineering
U.C. Berkeley - Haas School Of Business

www.steveblank.com
Twitter: @sgblank

See the Animated Version

of this Presentation at:
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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

Whats a Startup?

Whats 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
Whats 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

Startup Owners Manual

Yes theres an E-Book version coming
Free autographed copies - Sunday
Startup America Salon E 1:30 -3pm

Examples from the Book

Examples from the Book

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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

Make Your Lives

Extraordinary