The Startup Owner's Manual: The Step-By-Step Guide for Building a Great Company
Steve Blank, Bob Dorf
It s been called the bible for startups and the best $40 investment a startup can make (on sale at Amazon.com for far less)! A startup without customers is like a day without oxygen, and the Startup Owner s Manual helps founders get it right and shows you how to get, keep, and grow customers, literally every step of the way. This new step-by-step owner s manual walks entrepreneurs step-by-step through the proven, world-renowned Customer Development process for getting startups right the first time. The Owner s Manual is adding value, structure and success to thousands of great young companies. The Customer Development process was developed by Silicon Valley serial entrepreneur-turned-educator Steve Blank, and based on his eight valley startups, four of which IPO ed. Blank joined with serial entrepreneur Bob Dorf to build the Startup Owner s Manual as a sequel to Blank s first book, which sparked the Lean Startup movement. The Startup Owner s Manual lays out the best practices, lessons and tips that have swept the startup world, offering a wealth of proven advice and information for entrepreneurs of all stripes. This near-encyclopedic , 608-page how to manual: Guides startups of all types in their search for a scalable, profitable business model Explains the 9 deadly sins startups commit most often and helps you avoid them Incorporates the business model canvas as the starting point for any startup Provides separate paths and advice for physical versus web/mobile products Explains how to test and iterate your company s road to product/market fit Details strategies and tactics for how to get, keep and grow customers Teaches a new math for startups -- metrics that matter Includes detailed checklists at every step of the process ...and provides hundreds of ideas, watch-outs and how tos for founders!
facts, decide what needs fixing, and act decisively. The Customer Development process demands frequent, agile iteration, followed, of course, by testing of the iteration that often leads to another iteration or pivot, which leads to more testing and... If you’re afraid to fail in a startup, you’re destined to do so. Rule No. 4: Make Continuous Iterations and Pivots The strategy of embracing failure in Customer Development demands frequent, agile iteration and pivots. A pivot is a
employees, in a city with great restaurants, etc.). Product/services may include a steady supply of superthin silicon wafers or iron ore or thousands of feet of warehouse space or specialized lab or manufacturing space. Many resources are capital-intensive, particularly where physical goods are concerned—manufacturing equipment, raw materials, and the like. ...many of the capital-intensive resources have become utilities or can be outsourced. In the 21st century, many of the
largest startup failures on record. What went wrong? When Iridium was founded in 1991, worldwide cell-phone coverage was sparse, unreliable and expensive. Cell-phone handsets were the size of lunch boxes. Iridium put together a business plan that made assumptions about customers, their problems and the product needed to solve those problems. Other assumptions about sales channel, partnerships, and revenue model all added up to a set of financial forecasts that Iridium would soon be printing
the Building and Sell!” Chapter 10: Customer Validation, Phase Three: Develop Product and Company Positioning Chapter 11: Customer Validation, Phase Four: The Toughest Question of All: Pivot or Proceed? How to Build a Web Startup: A Simple Overview The Startup Owner’s Manual for Web/Mobile Channel Startups Index How to Read This Book CLEARLY, THE STARTUP OWNER’S MANUAL IS not a novel. This book is a step-by-step how-to guide that details a process for building a successful,
cousins. (Product sales are the prime revenue source for physical products.) Direct revenue sources to review and estimate include: Sales: Product, app, or service sales are the principal revenue source for many web/mobile startups, typically in a one-time transaction that may also lead to follow-on sales Subscriptions: Software, games, and other online products are often sold by a monthly subscription Pay-per-use: Some web products (travel sites and eBay are two simple examples) earn revenue