The Customer Development Model is a theoretical framework created by Steve Blank to help startups and established organizations discover and validate their customers . The model has four steps: customer discovery, customer validation, customer creation, and company building . The main objective of the Customer Development Model is to reach a deep understanding of customers and their problems .
teve Blank initially wrote the book “The Four Steps to the Epiphany” for startups but realized that his models were also useful for established organizations . The teams that can benefit from the Customer Development Model include founders, executives, engineers, marketers, and anyone who struggles to find the right customers and the right markets .
The Customer Development Model is a way of questioning the assumptions underpinning a startup by systematically testing them in the marketplace . It involves cross-functional teams, marketing, sales, engineering, and product management .
To use the Customer Development Model, one should follow the four-step framework :
1. Customer Discovery: Identify the potential customers and their needs.
2. Customer Validation: Test the product or service with early adopters.
3. Customer Creation: Build a scalable sales and marketing process.
4. Company Building: Transition to a formal organization.
The Customer Development Model is a key component of the Lean Startup Movement . It has become a popular methodology for entrepreneurs and established organizations to build successful startups and products .