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Product Description

Volume One of Steve Blank s collected blog posts, featuring war stories and lessons from 20 years in Silicon Valley startups, how to build a successful Customer Development model, and real world advice on creating a successful venture capital pitch. Includes thoughtful ideas on balancing family and career, and finishes up with a rare look into the deep and often secret past of Silicon Valley and its role in both wartime and peacetime high tech. A personal look at the life and times of a Silicon Valley veteran.

About the Author

Author of the Four Steps to the Epiphany, Steve Blank's path has taken him from repairing fighter planes in Thailand during the Vietnam War, to spook stuff in undisclosed location(s). He was lucky enough to arrive at the beginning of the boom times of Silicon Valley in 1978. After 21 years in 8 high technology companies, he retired in 1999. He started his last company, E.piphany, in his living room in 1996. His other startups include two semiconductor companies, Zilog and MIPS Computers, a workstation company Convergent Technologies, a consulting stint for a graphics hardware/software spinout Pixar, a supercomputer firm, Ardent, a computer peripheral supplier, SuperMac, a military intelligence systems supplier, ESL and a video game company, Rocket Science Games. Steve moved from being an entrepreneur to teaching entrepreneurship to both undergraduate and graduate students at U.C. Berkeley, Stanford University and the Columbia University/Berkeley Joint Executive MBA program. The Customer Development model that he developed for his classes became the text the Four Steps to the Epiphany. In 2009, Steve was awarded the Stanford University Undergraduate Teaching Award in the department of Management Science and Engineering. The same year, the San Jose Mercury News listed Steve as one of the 10 Influencers in Silicon Valley.

Startup Culture
Am I a Founder? The Adventure of a Lifetime…………….. 3
Agile Opportunism – Entrepreneurial DNA………………..5
Faith-Based versus Fact-Based Decision Making……….. 8
The Sharp End of the Stick…………………………………… 12
Preparing for Chaos – the Life of a Startup……………….. 15
Speed and Tempo – Fearless Decision Making for Startups….. 16
Killing Innovation with Corner Cases and Consensus….. 18
The “Good” Student……….. 20
Touching the Hot Stove – Experiential versus Theoretical Learning……. 22
Burnout……….. 24
The Road Not Taken……….. 28
Ask and It Shall be Given……….. 31
Selling with Sports Scores……….. 34
Love/Hate Business Plan Competitions……….. 39
The Elves Leave Middle Earth – Sodas Are No Longer Free……….. 41
Stories from the Trenches
Raising Money Using Customer Development……….. 47
Lessons Learned – A New Type of Venture Capital Pitch……….. 52
Can You Trust Any VC’s Under 40?………………. 56
Are Those My Initials?……………………………… 60
They Raised Money With My Slides?!……………. 62
The Best Defense is a Good IP Strategy………….. 65
Elephants Can Dance – Reinventing HP……….. 69
Customer Development Manifesto
The Leading Cause of Startup Death: The Product Development Diagram. 75
Reasons for the Revolution (Part 1)……….. 79
Reasons for the Revolution (part 2)……….. 84
The Startup Death Spiral……….. 87
Market Type……….. 90
The Path of Warriors and Winners……….. 93
Customer Development In the Real World
Customer Development is Not a Focus Group……….. 99
Lean Startups aren’t Cheap Startups……….. 102
Times Square Strategy Session – Web Startups and Customer Development……….. 105
Coffee With Startups……….. 108
He’s Only in Field Service……….. 110
Let’s Fire Our Customers……….. 113
Durant Versus Sloan……….. 116
Family – This Life Isn’t Practice For the Next One
Lies Entrepreneurs Tell Themselves……….. 121
Epitaph for an Entrepreneur……….. 124
Thanksgiving Day……….. 129
Unintended Lessons……….. 137
Ardent – Learning How To Get Out of the Building
Supercomputers Get Personal……….. 141
Get Out of My Building……….. 145
Supercomputer Porn……….. 148
You Know You’re Getting Close to Your Customers When They Offer You a Job……….. 151
The Best Marketers Are Engineers……….. 154
Listen more, talk less……….. 157
Closure……….. 160
SuperMac – Learning How To Build A Startup Team
Joining SuperMac……….. 165
Facts Exist Outside the Building, Opinions Reside Within –……….. 167
Customer Insight Is Everyone’s Job……….. 174
Repositioning SuperMac – “Market Type” at Work……….. 176
Strategy versus Relentless Tactical Execution — the Potrero Benchmarks… 179
Building The Killer Team – Mission, Intent and Values……….. 184
Rabbits Out of the Hat – Product Line Extensions……….. 189
Cats and Dogs – Admitting a Mistake……….. 194
Sales, Not Awards……….. 196
The Video Spigot……….. 200
The Curse of a New Building……….. 205
Rocket Science Games – Hubris and the Fall
Drinking the Kool-Aid……….. 211
Hollywood Meets Silicon Valley……….. 214
The Press is Our Best Product……….. 216
Who Needs Domain Experts……….. 219
Rocks in the Rocket Science Lobby……….. 223
The Secret History of Silicon Valley
If I Told You I’d Have to Kill You……….. 227
Library Hours at an Undisclosed Location……….. 248
Happy 100th Birthday Silicon Valley……….. 254
Every World War II Movie was Wrong……….. 258
We Fought a War You Never Heard Of……….. 263
A Wilderness of Mirrors……….. 270
The Rise of Entrepreneurship……….. 271
Stanford Crosses the Rubicon……….. 279
The Rise of “Risk Capital” Part 1……….. 285
The Rise of “Risk Capital” Part 2……….. 289
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