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Kauffman Entrepreneurs (Steve Blank)

1 resource from Kauffman Entrepreneurs (Steve Blank) we point founders to, and the questions each answers.

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Why we picked it Steve Blank coined get out of the building, and this is a clean primer on why talking to customers is a search for facts your building cannot give you. It frames customer discovery as testing your assumptions against real people rather than defending a plan. A short, foundational read on why you are doing this at all.

Getting Out of the Building: Customer Development

From Kauffman Entrepreneurs (Steve Blank) by Steve Blank 10 min read

  • Facts about your customers live outside the building, go find them
  • Treat your idea as a set of hypotheses to test, not a plan to defend
  • Customer discovery is a search, expect several iterations before it clicks
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Answers How many people should I talk to, and how do I find them? How do I find a problem worth solving in an industry I have never worked in? What is a concierge or Wizard of Oz MVP and when should I use one? I'm building outside the big startup hubs and my 'market' is the small businesses in my own town. Is that a strength or a limit? How do I decide the single riskiest assumption my MVP should test instead of trying to prove the whole idea at once? Everyone says do things that don't scale, but where's the line between that and just wasting weeks doing manual work?
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