{"id":3927,"date":"2015-03-27T21:45:59","date_gmt":"2015-03-28T01:45:59","guid":{"rendered":"https:\/\/www.duck9.com\/?p=3927"},"modified":"2015-08-08T10:50:49","modified_gmt":"2015-08-08T14:50:49","slug":"part-4-customer-development-manifesto-by-fake-steve-blank","status":"publish","type":"post","link":"https:\/\/www.duck9.com\/blog\/part-4-customer-development-manifesto-by-fake-steve-blank\/","title":{"rendered":"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”"},"content":{"rendered":"
\n
\n
\"Artist<\/a> “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)<\/a>. So, its Paul Graham and Steve Blank, together. I am taking the two most pinacle concepts from Steve Blank and Paul Graham.<\/p>\n

By Larry Chiang<\/div>\n

\n\n\n\n\n
\"\"<\/td>\nLarry Chiang (@LarryChiang<\/a>)<\/b><\/td>\n<\/tr>\n
\n
3\/27\/15, 5:29 PM<\/a><\/div>\n
Dear mentor\u00a0@sgblank<\/a>, is there a part IV!?! This is my 5th request.\u00a0bit.ly\/sblank710<\/a>\u00a0sblank711 sblank 713…\u00a0steveblank.com\/2009\/09\/07\/the\u2026<\/a><\/div>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n
\n

This post, by me, is part 4 of Steve Blank’s \u201cCustomer Development Manifesto\u201d series and makes more sense if you read Professor Blank’s\u00a0part 1<\/a>,\u00a0part 2<\/a>\u00a0and part 3<\/span><\/p>\n

https:\/\/steveblank.com\/2009\/09\/07\/the-customer-development-manifesto-the-death-spiral-part-3\/<\/a><\/p>\n<\/div>\n

\u00a0<\/div>\n
How am I qualified to write “part IV”?!<\/div>\n
\u00a0<\/div>\n
I hold a dog-eared copy that Professor Blank signed:<\/div>\n\n\n\n\n
\"\"<\/td>\nLarry Chiang (@LarryChiang<\/a>)<\/b><\/td>\n<\/tr>\n
\n
3\/27\/15, 5:17 PM<\/a><\/div>\n
#ENGR145<\/a>\u00a0@AlexOsterwalder<\/a>, me too!! Re well worked before meeting him\u00a0pic.twitter.com\/ybJv9UZA07<\/a><\/div>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n
\n
\u00a0<\/div>\n
I’ve woven in how many citations of Steve Blank in these ENGR 145 videos:<\/div>\n
<\/embed><\/a><\/div>\n
Count the “mentor mentions per press interview (MMPPI)”<\/div>\n
\u00a0<\/div>\n
<\/embed><\/a><\/div>\n<\/div>\n
\u00a0<\/div>\n\n\n\n\n
\"\"<\/td>\nLarry Chiang (@LarryChiang<\/a>)<\/b><\/td>\n<\/tr>\n
\n
3\/27\/15, 1:53 PM<\/a><\/div>\n
When you hear, “it just takes the right vp of sales in that startup”, read\u00a0@sgblank<\/a>‘s startup articles triumvirate. T-H-E-N\u00a0#csMajorCRO<\/a><\/div>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n

When I say triumvirate, I specifically mean read\u00a0part 1<\/a>,\u00a0part 2<\/a>\u00a0and part 3:<\/p>\n<\/div>\n

https:\/\/bit.ly\/sblank711<\/a> (part 1)<\/div>\n
\u00a0<\/div>\n
https:\/\/bit.ly\/sblank712<\/a> (part 2)<\/div>\n
https:\/\/bit.ly\/sblank713<\/a> (part 3 is Startup Death Spiral)<\/div>\n
\u00a0<\/div>\n
[https:\/\/bit.ly\/sblank710<\/a> (part 0) “Leading Cause of Startup Death”]<\/div>\n
\u00a0<\/div>\n
Part IV<\/div>\n
\n\n\n\n\n
\"\"<\/td>\nLarry Chiang (@LarryChiang<\/a>)<\/b><\/td>\n<\/tr>\n
\n
3\/27\/15, 5:29 PM<\/a><\/div>\n
Part IV by\u00a0#LarryChiang<\/a><\/div>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n

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)<\/p>\n<\/div>\n

\u00a0<\/div>\n
There are two divergent cases I will address:<\/div>\n
– Startup is zombie walking.<\/div>\n
– Startup is in a death spiral.<\/div>\n
\u00a0<\/div>\n
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.<\/div>\n
\u00a0<\/div>\n
CS majors then “cross the innovation chasm from the right”. \u00a0This 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”<\/div>\n
\u00a0<\/div>\n
\u00a0<\/div>\n
\n\n\n\n\n
\"\"<\/td>\nLarry Chiang (@LarryChiang<\/a>)<\/b><\/td>\n<\/tr>\n
\n
4\/22\/14, 9:15 AM<\/a><\/div>\n
Arbitrage tech conferences. A 96 hour exercise in practicing entrepreneurship\u00a0#CSmajorCRO<\/a>\u00a0mediabistro.com\/prnewser\/sxsw-\u2026<\/a><\/div>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n

 <\/p>\n<\/div>\n

\u00a0<\/div>\n
\u00a0<\/div>\n
Death spiral is what Steve Blank described in https:\/\/bit.ly\/sblank713<\/a>. Enter “customer development manifesto” part 4 for the death spiral. The founder ceo must now sell.<\/div>\n
\u00a0<\/div>\n
Let me repeat: To pull your startup out of “Startup Death Spiral https:\/\/bit.ly\/sblank713<\/a>“, 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.<\/div>\n
\n\n\n\n\n
\"\"<\/td>\nLarry Chiang (@LarryChiang<\/a>)<\/b><\/td>\n<\/tr>\n
\n
3\/4\/15, 7:53 PM<\/a><\/div>\n
relationship between sales and product
#CSmajorCRO<\/a>
Notes of\u00a0#CS183<\/a>\u00a0by\u00a0@sean_a_rose<\/a>
pic.twitter.com\/dr5m92zIT3<\/a><\/div>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n

 <\/p>\n<\/div>\n

\n
\"image.jpeg\"<\/div>\n
Peter Thiel, Stanford University CS 183<\/div>\n
https:\/\/www.fastcompany.com\/embed\/c0d4562ea2049<\/a><\/div>\n
\u00a0<\/div>\n
Chris is a future CS major who learned to cut verbal deals with only upside<\/div>\n
<\/embed><\/a><\/div>\n<\/div>\n
\u00a0<\/div>\n
There are 7 pop-up internships that last less than 7 hours each. They are meant to build sales muscles for CS majors.<\/div>\n\n\n\n\n
\"\"<\/td>\nAsse9 Austin Secret (@asse9<\/a>)<\/b><\/td>\n<\/tr>\n
\n
9\/23\/14, 2:19 PM<\/a><\/div>\n
DJ this\u00a0#CSmajorCRO<\/a>\u00a0article\u00a0linkedin.com\/today\/post\/art\u2026<\/a>
w\/my\u00a0@StanfordEng<\/a>\u00a0keynote Subj “Three legendary internships in a row”
#BASES<\/a>\u00a0#Singapore<\/a><\/div>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n\n\n\n\n
\"\"<\/td>\nLarry Chiang (@LarryChiang<\/a>)<\/b><\/td>\n<\/tr>\n
\n
4\/22\/14, 9:15 AM<\/a><\/div>\n
Arbitrage tech conferences. A 96 hour exercise in practicing entrepreneurship #CSmajorCRO<\/a> mediabistro.com\/prnewser\/sxsw-\u2026<\/a><\/div>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n

Download the official Twitter app here<\/a><\/p>\n<\/div>\n

\n
ENGR145’s two anchor videos move\u00a0you to the right on the entrepreneur bell curve<\/div>\n
\u00a0<\/div>\n
\n
https:\/\/bit.ly\/buster14512v<\/a><\/div>\n
Is a bit ly I memorized that links to<\/div>\n
\u00a0<\/div>\n
<\/embed><\/a><\/div>\n
\u00a0<\/div>\n
<\/embed><\/a><\/div>\n<\/div>\n
\u00a0<\/div>\n
<\/embed><\/a><\/div>\n
\u00a0<\/div>\n
<\/embed><\/a><\/div>\n
\u00a0<\/div>\n
CEO of Duck9<\/div>\n
Stanford University’s Founding EIR (Entrepreneur in Residence)<\/div>\n
\u00a0<\/div>\n
Duck9 = Deep Underground Credit Knowledge 9<\/div>\n
c\/o UCMS Inc<\/div>\n
2021 Midwest Road \/ 3rd FL<\/div>\n
Oak Brook IL<\/div>\n
https:\/\/www.duck9.com\/ass<\/a><\/div>\n
630-705-5555<\/div>\n
\u00a0<\/div>\n
650-283-8008 (cell)<\/div>\n
\u00a0<\/div>\n
****************<\/div>\n
Founder of “What They Don’t Teach at Business School”\u00a0for CNN iReport: https:\/\/ireport.cnn.com\/people\/larrychiang<\/a><\/div>\n
<\/embed><\/a><\/div>\n
\u00a0<\/div>\n
Author, NY Times Bestseller<\/div>\n
https:\/\/whattheydontteachyouatstanfordbusinessschool.com\/blog\/?s=Ny+times+bestseller<\/a><\/div>\n
\u00a0<\/div>\n
“What They Will NEVER Teach You at Stanford Business School about EUTWMPPM @SXSW” comes out 11-11-14<\/div>\n
\u00a0<\/div>\n
https:\/\/www.fastcompany.com\/embed\/c0d4562ea2049<\/a><\/div>\n
\u00a0<\/div>\n
52 Cards. Two Jokers. What They DO Teach You at Stanford Engineering<\/div>\n
<\/embed><\/a><\/div>\n
\u00a0<\/div>\n
Emergency swings and cutting deals as an 9 year old<\/div>\n
\u00a0<\/div>\n
<\/embed><\/a><\/div>\n<\/div>\n<\/div>\n","protected":false},"excerpt":{"rendered":"

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) 3\/27\/15, 5:29 PM Dear mentor\u00a0@sgblank, is there a part IV!?! […]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[7],"tags":[],"class_list":["post-3927","post","type-post","status-publish","format-standard","hentry","category-stanford-engineering"],"post_mailing_queue_ids":[],"_links":{"self":[{"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/posts\/3927","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/comments?post=3927"}],"version-history":[{"count":0,"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/posts\/3927\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/media?parent=3927"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/categories?post=3927"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.duck9.com\/blog\/wp-json\/wp\/v2\/tags?post=3927"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}