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Part 4; Customer Development Manifesto by “Steve Blank’s, Mentee’s, Larry Chiang’s E-X-T-R-A-P-O-L-A-T-I-O-N-S”

by Larry Chiang on March 27, 2015

Artist credit: Paul Graham, co-founder Y combinator “The graph I draw most for founders.” Artist credit: Paul Graham, co-founder Y combinator.UPDATE: I am DJ-ing and dovetailing this to What Microsoft is this the Altair 8800 of? (REDUX). So, its Paul Graham and Steve Blank, together. I am taking the two most pinacle concepts from Steve Blank and Paul Graham.

By Larry Chiang

Larry Chiang (@LarryChiang)
Dear mentor @sgblank, is there a part IV!?! This is my 5th request. sblank711 sblank 713……

This post, by me, is part 4 of Steve Blank’s “Customer Development Manifesto” series and makes more sense if you read Professor Blank’s part 1part 2 and part 3

How am I qualified to write “part IV”?!
I hold a dog-eared copy that Professor Blank signed:
Larry Chiang (@LarryChiang)
#ENGR145 @AlexOsterwalder, me too!! Re well worked before meeting him
I’ve woven in how many citations of Steve Blank in these ENGR 145 videos:
Count the “mentor mentions per press interview (MMPPI)”
Larry Chiang (@LarryChiang)
When you hear, “it just takes the right vp of sales in that startup”, read @sgblank‘s startup articles triumvirate. T-H-E-N #csMajorCRO

When I say triumvirate, I specifically mean read part 1part 2 and part 3: (part 3 is Startup Death Spiral)
[ (part 0) “Leading Cause of Startup Death”]
Part IV
Larry Chiang (@LarryChiang)
Part IV by #LarryChiang

I believe Steve Blank literally blogged himself into a corner with “Startup Death Spiral”. I mean the series starts with ‘Leading Cause of Startup Death’. Therefore, I present “it’s not time for ‘an experienced CEO’ after you “fire the 1st vp of sales”… It’s time for a CS major CRO (#csMajorCRO)

There are two divergent cases I will address:
– Startup is zombie walking.
– Startup is in a death spiral.
Zombie walking. Founders have quit. VCs have started ABC-ing (assignment for benefit of creditors). Company is on fumes. No one answers emails. Mutiny was 5 months ago. That is zombie, walking dead. Enter “customer development manifesto” part 4 which is get two CS majors. They’re both co-CRO’s who are ENGR145. Both CSMajorCRO’s sell.
CS majors then “cross the innovation chasm from the right”.  This produces a chunk of revenue. CS majors attack a industry specific conference. They speak at it using the signature business recipe “how to go from XYZ industry conference crasher, to VIP”. It is combined with the signature business recipe “how to make money, while you make money”
Larry Chiang (@LarryChiang)
Arbitrage tech conferences. A 96 hour exercise in practicing entrepreneurship #CSmajorCRO…


Death spiral is what Steve Blank described in Enter “customer development manifesto” part 4 for the death spiral. The founder ceo must now sell.
Let me repeat: To pull your startup out of “Startup Death Spiral“, the CEO must take on vp sales duties. Walk the CEO over to The YouTube and have them study, “#CSmajorCEO”. Plot spoiler, the CS major sells as well as a car salesperson.
Larry Chiang (@LarryChiang)
relationship between sales and product
Notes of #CS183 by @sean_a_rose


Peter Thiel, Stanford University CS 183
Chris is a future CS major who learned to cut verbal deals with only upside
There are 7 pop-up internships that last less than 7 hours each. They are meant to build sales muscles for CS majors.
Asse9 Austin Secret (@asse9)
DJ this #CSmajorCRO article…
w/my @StanfordEng keynote Subj “Three legendary internships in a row”
#BASES #Singapore
Larry Chiang (@LarryChiang)
Arbitrage tech conferences. A 96 hour exercise in practicing entrepreneurship #CSmajorCRO…

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ENGR145’s two anchor videos move you to the right on the entrepreneur bell curve
Is a bit ly I memorized that links to
CEO of Duck9
Stanford University’s Founding EIR (Entrepreneur in Residence)
Duck9 = Deep Underground Credit Knowledge 9
c/o UCMS Inc
2021 Midwest Road / 3rd FL
Oak Brook IL
650-283-8008 (cell)
Founder of “What They Don’t Teach at Business School” for CNN iReport:
Author, NY Times Bestseller
“What They Will NEVER Teach You at Stanford Business School about EUTWMPPM @SXSW” comes out 11-11-14
52 Cards. Two Jokers. What They DO Teach You at Stanford Engineering
Emergency swings and cutting deals as an 9 year old

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