Acclaim for THE LEAN STARTUP

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development.html. Steve also maintains an active and excellent blog at http://steveblank.com/ Brant Cooper and Patrick Vlaskovits have created a short but excellent book called The Entrepreneur’s Guide to Customer Development, which provides a gentle introduction to the topic. You can buy it here: http://custdev.com or read my review here: http://www.startuplessonslearned.com/2010/07/entrepreneursguide-to-customer.html When I rst began blogging about entrepreneurship, it was not nearly as common an occupation as it is now. Very few bloggers were actively working on new ideas about entrepreneurship, and together we debated and refined these ideas online. Dave McClure, founder of the venture rm 500 Startups, writes a blog at http://500hats.typepad.com/. 500 Startups has an excellent blog as well: http://blog.500startups.com/. Dave’s “Startup Metrics for Pirates” presentation laid out a framework for thinking about and measuring online services that greatly inuenced the concept of “engines of growth.” You can see the original presentation here: http://500hats.typepad.com/500blogs/2008/09/startup-metri- 2.html as well as my original reaction here: http://www.startuplessonslearned.com/2008/09/three-drivers-ofgrowth-for-your.html Sean Ellis writes the Startup Marketing Blog, which has been inuential in my thinking about how to integrate marketing into startups: http://startup-marketing.com/ Andrew Chen’s blog Futuristic Play is one of the best sources for thoughts on viral marketing, startup metrics, and design: http://andrewchenblog.com/ Babak Nivi writes the excellent blog Venture Hacks and was an early Lean Startup evangelist: http://venturehacks.com/. He’s since gone on to create Angel List, which matches startups and investors around the world: http://angel.co/ Other fantastic Lean Startup blogs include:
• Ash Maurya has emerged as a leader in helping bootstrapped online businesses apply Lean Startup ideas. His blog is called Running Lean, and he also has released an eBook of the same name. Both can be found here: http://www.runningleanhq.com/ • Sean Murphy on early-stage software startups: http://www.skmurphy.com/blog/ • Brant Cooper’s Market by Numbers: http://market-bynumbers.com/ • Patrick Vlaskovits on technology, customer development, and pricing: http://vlaskovits.com/ • The KISSmetrics Marketing Blog: http://blog.kissmetrics.com/ and Hiten Shah’s http://hitenism.com FURTHER READING Clayton M. Christensen’s The Innovator’s Dilemma and The Innovator’s Solution are classics. In addition, Christensen’s more recent work is also extremely helpful for seeing the theory of disruptive innovation in practice, including The Innovator’s Prescription (about disrupting health care) and Disrupting Class (about education). http://ericri.es/ClaytonChristensen Georey A. Moore’s early work is famous among all entrepreneurs, especially Crossing the Chasm and Inside the Tornado. But he has continued to rene his thinking, and I have found his latest work, Dealing with Darwin: How Great Companies Innovate at Every Phase of Their Evolution, especially useful. http://ericri.es/DealingWithDarwin The Principles of Product Development Flow: Second Generation Lean Product Development by Donald G. Reinertsen.
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Acclaim for THE LEAN STARTUP
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—Geoffrey Moore, author, Crossing
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Copyright © 2011 by Eric Ries All
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Contents Cover Title Page Copyright
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Introduction S top me if you’ve h
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can be engineered by following the
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product vision. These supposed xes
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entrepreneurship, the movement has
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have neither. The second problem is
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shooting in the dark. We are relyin
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Part One VISION
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previous time in history. This has
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manufacturing is measured by the pr
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Every new version of a product, eve
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Products change constantly through
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2 DEFINE WHO, EXACTLY, IS AN ENTREP
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ecosystem regardless of company siz
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In 2009, a startup decided to try s
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accountable. In other words, cultiv
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signicant number of existing custom
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3 LEARN A s an entrepreneur, nothin
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ventures that had failed, and we we
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moving parts that we had to cut a l
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Out of desperation, we decided to t
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eight.” We had no idea how many i
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eliminate it has allowed lean compa
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trying to convince investors, emplo
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gathered suggested new experiments
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entrepreneur in residence. I’ve a
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FROM ALCHEMY TO SCIENCE The Lean St
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1. It had more accurate data about
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nicely. Yet despite all that work,
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second time? How many are willing t
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finding justified the significant e
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them to dry, which takes two to sev
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and innovation to make the agency m
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have the opportunity to closely mon
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Part Two STEER
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This Build-Measure-Learn feedback l
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objectively; they are also invaluab
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spent. In other words, Facebook als
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The problem with analogies like thi
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the biggest market opportunities in
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To demonstrate, take a look at the
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conversations were designed to answ
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6 TEST G roupon is one of the faste
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At IMVU, when we were raising money
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Most entrepreneurs approach a quest
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made a video. The video is banal, a
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sign up for a new service sight uns
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city?” and the technology flails.
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with humans replicating pieces of t
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we are not even sure who the custom
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quality products, but only in servi
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of these cases, there is an easy so
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7 MEASURE A t the beginning, a star
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changes we’ve made are related to
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For example, a startup might create
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INNOVATION ACCOUNTING AT IMVU Here
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This graph represents approximately
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might, we were getting straight C
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When I meet with those teams, there
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much more exciting. That’s why I
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important connection: “I have thi
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equirements of the product owner (t
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was judged by its ability to improv
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The questioning inspired the team t
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I have implemented this system with
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Even more important than reducing w
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from their actions. Human beings ar
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metrics, “auditable,” is so ess
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8 PIVOT (OR PERSEVERE) E very entre
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1. Customers would be interested en
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easy; it is to make sure that there
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@2gov had a slightly dierent set of
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leap-of-faith questions, David conc
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the U.S. population and has deliver
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pivot or persevere, whether to chan
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THE PIVOT OR PERSEVERE MEETING The
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2. The game would grow using the vi
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not launched its current product, t
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A customer segment pivot is an espe
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incorrectly as a synonym for change
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Value Capture Pivot There are many
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similar to that of a successful com
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Part Three
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Start Your Engines Most of the deci
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accounting method described in Part
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is so named because it has a batch
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producers. Over time, that capabili
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they immediately would release a ne
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in consumer electronics. The latest
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Small Batches in Education Not ever
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change, you could roll it out immed
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The original version had been years
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warehouses immediately shrink, as t
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This has enabled Alphabet Energy to
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THE STARTUP WAY
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companies had used their early succ
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We saw in Part Two how important it
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suited to testing the value hypothe
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and its speed is determined by a si
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Imagine that the rst company uses G
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those were all services the company
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ying out of the factory as fast as
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Chapter 6 emphasized the importance
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11 ADAPT W hen I was the CTO of IMV
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eward extreme polarization, that’
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what we have learned to get to work
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3. Why was it not lubricated sucien
Page 225 and 226: I used the example of engineering t
Page 227 and 228: When blame inevitably arises, the m
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Page 231 and 232: game players in the world. More tha
Page 233 and 234: Tony relates, “As the new master
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Page 237 and 238: planning. In other words, it is com
Page 239 and 240: problems that aict large-batch deve
Page 241 and 242: Historically, QuickBooks had been b
Page 243 and 244: successful startup expect to have y
Page 245 and 246: Scarce but Secure Resources Divisio
Page 247 and 248: development.1 On the ip side, I kno
Page 249 and 250: spent debating the data because, in
Page 251 and 252: can we protect the internal startup
Page 253 and 254: are considered real and the innovat
Page 255 and 256: Once the market for the new product
Page 257 and 258: to train new team members in the ne
Page 259 and 260: It took a constant eort to consider
Page 261 and 262: online, and suggestions for how you
Page 263 and 264: extremely harmful and required the
Page 265 and 266: century, too, before people knew ab
Page 267 and 268: good system must be that of develop
Page 269 and 270: spawned to correct those deficienci
Page 271 and 272: test the impact of those factors on
Page 273 and 274: vision but not to abandon it. We wo
Page 275: yourself. The Lean Startup Wiki Not
Page 279 and 280: The idea of the Build-Measure-Learn
Page 281 and 282: 350000-downloads-for-snapt
Page 283 and 284: 93% log in at least once a month.
Page 285 and 286: more on Dropbox’s success, see
Page 287 and 288: you move the pile around between st
Page 289 and 290: article2/0,2817,35549,0
Page 291 and 292: Acknowledgments I owe a tremendous
Page 293 and 294: Telepathy, designed and built the w
Page 295: About the Author ERIC RIES is an en
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Acclaim for THE LEAN STARTUP

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