Category Archives: Customer Development

Tesla and Adobe: Why Continuous Deployment May Mean Continuous Customer Disappointment

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For the last 75 years products (both durable goods and software) were built via Waterfall development. This process forced companies to release and launch products by model years, and market new and “improved” versions…read full post. Download MP3  

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Lessons Learned in Diagnostics

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This post is part of our series on the National Science Foundation I-Corps Lean LaunchPad class in Life Science and Health Care at UCSF. Doctors, researchers and Principal Investigators in this class got out of the lab and hospital talked to 2,355 customers, … Continue reading

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Lessons Learned in Therapeutics

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This post is part of our series on the National Science Foundation I-Corps Lean LaunchPad class in Life Science and Health Care at UCSF. Doctors, researchers and Principal Investigators in this class got out of the lab and hospital talked to 2,355 customers, … Continue reading

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Moneyball and the Investment Readiness Level-video

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Eric Ries was kind enough to invite me to speak at his Lean Startup Conference. In the talk I reviewed the basic components of the Lean Startup and described how we teach it. I observed that now that we’ve built software … Continue reading

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Lesson Learned in Medical Devices

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This post is part of our series on the National Science Foundation I-Corps Lean LaunchPad class in Life Science and Health Care at UCSF. Doctors, researchers and Principal Investigators in this class got out of the lab and hospital talked to 2,355 customers, … Continue reading

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Lessons Learned in Digital Health

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This post is part of our series on the National Science Foundation I-Corps Lean LaunchPad class in Life Science and Health Care at UCSF…read full post. Download MP3

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We’ve seen the Future of Translational Medicine and it’s Disruptive

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A team of 110 researchers and clinicians, in therapeutics, diagnostics, devices and digital health in 25 teams at UCSF, has just shown us the future of translational medicine.  It’s Lean, it’s fast, it works and it’s unlike anything else ever done. It’s … Continue reading

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When Customers Make You Smarter

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We talk a lot about Customer Development, but there’s nothing like seeing it in action to understand its power. Here’s what happened when an extraordinary Digital Health team gained several critical insights about their business model. The first was reducing … Continue reading

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It’s Time to Play Moneyball: The Investment Readiness Level

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Investors sitting through Incubator or Accelerator demo days have three metrics to judge fledgling startups – 1) great looking product demos, 2) compelling PowerPoint slides, and 3) a world-class team. We think we can do better….read full post. Download MP3

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A New Way to Look at Competitors

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Every startup I see invariably puts up a competitive analysis slide that plots performance on a X/Y graph with their company in the top right…read full post. Download MP3

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