TY  - BOOK
AU  - Cooper,Brant
AU  - Patrick Vlaskovits
AU  - Steven G Blank
AU  - Blank,Steven G.
TI  - The entrepreneur's guide to customer development: a "cheat sheet" to The four steps to the epiphany 
SN  - 9780982743607
AV  - HF5415.5 COO
PY  - 2010///
CY  - [Place of publication not identified] : 
PB  - B. Cooper and P. Vlaskovitz, 
KW  - Customer relations.
KW  - Relationship marketing
N1  - Foreword / Steven Gary Blank --
1. Introduction --
2. Customer development. What customer development is ; What customer development is not ; Three levels of learning ; Getting started --
3. Case study : naive thinking --
4. Concept definitions. Early adopters/early evangelists ; Segmentation ; Market type ; "Non-traditional" business model ; Positioning ; Product-market fit ; Minimum viable product (MVP) ; Lean startup ; Pivot ; Getting out of the building --
5. Case study : multiple pivots --
6. Know thy business. To the whiteboard ; An example ; Know thyself --
7. Case study : on customer-centric culture --
8. 8 steps to customer discovery. Overview ; Step 1, document C-P-S hypotheses ; Step 2, Brainstorm business model hypothesis ; Step 3, Find prospects to talk to ; Step 4, Reach out to prospects ; Step 5, Engaging prospects ; Step 6, Phase gate I, compile, measure, test ; Step 7, Problem solving fit, MVP ; Step 8, Phase gate II, compile, measure, test --
9. Case study : testing towards a scalable business model --
10. Conclusion. Summary ; Resources ; About the authors
ER  -