| Description |
1 online resource |
| Note |
This edition originally published: [California?] : [K & S Ranch?], 2013. |
| Bibliography |
Includes bibliographical references. |
| Contents |
Intro -- The Four Steps to the Epiphany: Successful Strategies for Products that Win -- Table of Contents -- PREFACE: The Hero's Journey -- Discovering the Path -- Introduction -- CHAPTER 1 The Path to Disaster: The Product Development Model -- The Product Development Model -- Concept and Seed Stage -- Product Development -- Alpha/Beta Test -- Product Launch and First Customer Ship -- What's Wrong With This Picture? -- 1. Where Are the Customers? -- 2. The Focus on First Customer Ship Date -- 3. An Emphasis on Execution Instead of Learning and Discovery |
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4. The Lack of Meaningful Sales, Marketing and Business Development Milestones -- 5. The Use of a Product Development Methodology to Measure Sales -- 6. The Use of a Product Development Methodology to Measure Marketing -- 7. Premature Scaling -- 8. Death Spiral: The Cost of Getting Product Launch Wrong -- 9. Not All Startups Are Alike -- 10. Unrealistic Expectations -- So What's The Alternative? -- The Technology Life Cycle Adoption Curve -- Customer Development: Common Sense Meets the Product Development Model -- CHAPTER 2 The Path to Epiphany: The Customer Development Model |
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The Four Steps To The Epiphany -- Step 1: Customer Discovery -- Step 2: Customer Validation -- Step 3: Customer Creation -- Step 4: Company Building -- The Four Types Of Startup Markets -- A New Product in an Existing Market -- A New Product in a New Market -- A New Product Attempting to Resegment an Existing Market: Low Cost -- A New Product Attempting to Resegment an Existing Market: Niche -- Market Type and the Customer Development Process -- Synchronizing Product Development And Customer Development -- Summary: The Customer Development Process -- CHAPTER 3 Customer Discovery |
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The Customer Discovery Philosophy -- Develop the Product for the Few, Not the Many -- Earlyvangelists: The Most Important Customers You'll Ever Know -- Start Development Based on the Vision -- Overview Of The Customer Discovery Process -- The Customer Development Team -- Phase 0: Get Buy-In -- Phase 1: State Your Hypotheses -- A. State Your Hypotheses: The Product -- First Product Development/Customer Development Synchronizaton Meeting -- B. State Your Hypotheses: Customer Hypotheses -- C. State Your Hypotheses: Channel and Pricing Hypotheses |
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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 -- A. Test and Qualify Your Hypotheses: First Customer Contacts -- 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 |
| Summary |
The bestselling classic that launched 10,000 startups and new corporate ventures - The Four Steps to the Epiphany is one of the most influential and practical business books of all time. The Four Steps to the Epiphany launched the Lean Startup approach to new ventures. It was the first book to offer that startups are not smaller versions of large companies and that new ventures are different than existing ones. Startups search for business models while existing companies execute them. The book offers the practical and proven four-step Customer Development process for search and offers insight into what makes some startups successful and leaves others selling off their furniture. Rather than blindly execute a plan, The Four Steps helps uncover flaws in product and business plans and correct them before they become costly. Rapid iteration, customer feedback, testing your assumptions are all explained in this book. Packed with concrete examples of what to do, how to do it and when to do it, the book will leave you with new skills to organize sales, marketing and your business for success. If your organization is starting a new venture, and you're thinking how to successfully organize sales, marketing and business development you need The Four Steps to the Epiphany. Essential reading for anyone starting something new. The Four Steps to the Epiphany was originally published by K&S Ranch Publishing Inc. and is now available from Wiley. The cover, design, and content are the same as the prior release and should not be considered a new or updated product. |
| Subject |
Entrepreneurship.
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New products.
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Relationship marketing.
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Business planning.
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Entrepreneurship |
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Entrepreneuriat. |
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Marketing relationnel. |
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entrepreneurs. |
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Business planning |
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Entrepreneurship |
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New products |
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Relationship marketing |
| Other Form: |
Print version: Blank, Steven G. (Steven Gary). Four steps to the epiphany. Hoboken, New Jersey : John Wiley & Sons, Inc., 2020 9781119690351 |
| ISBN |
9781119690283 (electronic book) |
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1119690285 (electronic book) |
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9781119690375 (electronic bk.) |
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1119690374 (electronic bk.) |
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