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101 " Not every piece of advice fits every situation you’ll encounter. And not every piece of advice will always work. That’s what entrepreneurs are for. "
― Steve Blank , The Startup Owner's Manual: The Step-By-Step Guide for Building a Great Company
102 " In every company a reason can be found not to do anything. "
― Steve Blank , The Four Steps to the Epiphany: Successful Strategies for Startups That Win
103 " The product launch and first customer ship dates are merely the dates when a product development team thinks the product’s first release is “finished.” It doesn’t mean the company understands its customers or how to market or sell to them, yet in almost every startup, ready or not, departmental clocks are set irrevocably to “first customer ship.” Even worse, a startup’s investors are managing their financial expectations by this date as well. "
104 " By launch time, earlyvangelists need to be happy enough with your company and product to enthusiastically tell others about it. "
105 " Relentless execution without knowing what to execute is a crime. "
106 " Customer discovery is done by the founders "
107 " The ability to learn from missteps distinguishes a successful startup. "
108 " Think of your first version of the business model canvas as the starting point showing the hypotheses that must be confirmed in face-to-face or online interaction with customers. "
109 " running dozens if not hundreds of pass/fail tests—on your pitch, your features, your pricing, "
110 " A pivot is a substantive change in one or more of the nine boxes of the business model canvas. "
111 " Iterations, meanwhile, are minor changes to business model components (e.g., changing pricing from $99 to $79). "
112 " The first customer ship date does not mean the company understands its customers or how to market or sell to them. "
113 " In large companies, the mistakes just have additional zeros in them. "
114 " Namely, there is a true and repeatable path to success, a path that eliminates or mitigates the most egregious risks and allows the company to grow into a large, successful enterprise. "
115 " Founders fail when they believe their visions are facts. Listening "
116 " …no business plan survives first contact with customers. "
117 " Failure is an integral part of the search for a business model. "
118 " different market types require dramatically different discovery, MVPs, and sales and marketing strategies. In "
119 " (Unlike differentiation, segmentation forges a distinct spot in customers’ minds that is unique, valuable, and in demand.) Low-cost "
120 " Niche re-segmentation looks at an existing market and asks whether some segment of this market would buy a new product designed to address more specific needs. "