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”

“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)
3/27/15, 5:29 PM Dear mentor @sgblank, is there a part IV!?! This is my 5th request. bit.ly/sblank710 sblank711 sblank 713… steveblank.com/2009/09/07/the…

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 1, part 2 and part 3

https://steveblank.com/2009/09/07/the-customer-development-manifesto-the-death-spiral-part-3/

How am I qualified to write “part IV”?!

I hold a dog-eared copy that Professor Blank signed:

	Larry Chiang (@LarryChiang)
3/27/15, 5:17 PM #ENGR145 @AlexOsterwalder, me too!! Re well worked before meeting him pic.twitter.com/ybJv9UZA07

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)
3/27/15, 1:53 PM 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 1, part 2 and part 3:

https://bit.ly/sblank711 (part 1)

https://bit.ly/sblank712 (part 2)

https://bit.ly/sblank713 (part 3 is Startup Death Spiral)

[https://bit.ly/sblank710 (part 0) “Leading Cause of Startup Death”]

Part IV

	Larry Chiang (@LarryChiang)
3/27/15, 5:29 PM 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)
4/22/14, 9:15 AM Arbitrage tech conferences. A 96 hour exercise in practicing entrepreneurship #CSmajorCRO mediabistro.com/prnewser/sxsw-…

Death spiral is what Steve Blank described in https://bit.ly/sblank713. 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 https://bit.ly/sblank713“, 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)
3/4/15, 7:53 PM relationship between sales and product #CSmajorCRO Notes of #CS183 by @sean_a_rose pic.twitter.com/dr5m92zIT3

Peter Thiel, Stanford University CS 183

https://www.fastcompany.com/embed/c0d4562ea2049

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)
9/23/14, 2:19 PM DJ this #CSmajorCRO article linkedin.com/today/post/art… w/my @StanfordEng keynote Subj “Three legendary internships in a row” #BASES #Singapore

	Larry Chiang (@LarryChiang)
4/22/14, 9:15 AM Arbitrage tech conferences. A 96 hour exercise in practicing entrepreneurship #CSmajorCRO mediabistro.com/prnewser/sxsw-…