{"product_id":"the-startup-owners-manual-isbn-9781119690689","title":"The Startup Owner's Manual","description":"\u003cb\u003eMore than 100,000 entrepreneurs rely on this book.\u003c\/b\u003e \u003cbr\u003e\u003cbr\u003eThe National Science Foundation pays hundreds of startup teams each year to follow the process outlined in the book, and it's taught at Stanford, Berkeley, Columbia and more than 100 other leading universities worldwide. Why?\u003cbr style=\"color: #333333; font-family: Arial, sans-serif; font-size: 14px;\"\u003e\u003cbr style=\"color: #333333; font-family: Arial, sans-serif; font-size: 14px;\"\u003e\u003ci\u003eThe Startup Owner's Manual\u003c\/i\u003e guides you, step-by-step, as you put the Customer Development process to work. This method was created by renowned Silicon Valley startup expert Steve Blank, co-creator with Eric Ries of the \"Lean Startup\" movement and tested and refined by him for more than a decade. This 608-page how-to guide includes over 100 charts, graphs, and diagrams, plus 77 valuable checklists that guide you as you drive your company toward profitability. It will help you:\u003cbr style=\"color: #333333; font-family: Arial, sans-serif; font-size: 14px;\"\u003e• Avoid the 9 deadly sins that destroy startups' chances for success\u003cbr style=\"color: #333333; font-family: Arial, sans-serif; font-size: 14px;\"\u003e• Use the Customer Development method to bring your business idea to life\u003cbr style=\"color: #333333; font-family: Arial, sans-serif; font-size: 14px;\"\u003e• Incorporate the Business Model Canvas as the organizing principle for startup hypotheses\u003cbr style=\"color: #333333; font-family: Arial, sans-serif; font-size: 14px;\"\u003e• Identify your customers and determine how to \"get, keep and grow\" customers profitably\u003cbr style=\"color: #333333; font-family: Arial, sans-serif; font-size: 14px;\"\u003e• Compute how you'll drive your startup to repeatable, scalable profits. \u003cbr\u003e \u003cbr\u003e \u003cbr\u003e \u003ci\u003eThe Startup Owner�s Manual\u003c\/i\u003e was originally published by K\u0026amp;S Ranch Publishing Inc. and is now available from Wiley. The cover, design, and content are the same as the prior release and should not be considered a new or updated product. \u003cp\u003eHow to Read This Book vii\u003c\/p\u003e \u003cp\u003ePreface xiii\u003c\/p\u003e \u003cp\u003eWho is This Book For? xvii\u003c\/p\u003e \u003cp\u003e\u003cb\u003eIntroduction\u003c\/b\u003e\u003cb\u003e xxi\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eA Repeatable Path xxii\u003c\/p\u003e \u003cp\u003eWhy a Second Decade? xxiv\u003c\/p\u003e \u003cp\u003eThe Four Steps: A New Path xxix\u003c\/p\u003e \u003cp\u003e\u003cb\u003eGetting Started\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 1: The Path to Disaster: A Startup is Not a Small Version of a Big Company 1\u003c\/p\u003e \u003cp\u003eChapter 2: The Path to the Epiphany: The Customer Development Model 19\u003c\/p\u003e \u003cp\u003eThe Customer Development Manifesto 31\u003c\/p\u003e \u003cp\u003e\u003cb\u003eStep One: Customer Discovery\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 3: An Introduction to Customer Discovery 53\u003c\/p\u003e \u003cp\u003eChapter 4: Customer Discovery, Phase One: State Your Business Model Hypotheses 69\u003c\/p\u003e \u003cp\u003eChapter 5: Customer Discovery, Phase Two: “Get Out of the Building” to Test the Problem: “Do People Care?” 189\u003c\/p\u003e \u003cp\u003eChapter 6: Customer Discovery, Phase Three: “Get Out of the Building” and Test the Product Solution 227\u003c\/p\u003e \u003cp\u003eChapter 7: Customer Discovery, Phase Four: Verify the Business Model and Pivot or Proceed 257\u003c\/p\u003e \u003cp\u003e\u003cb\u003eStep Two: Customer Validation\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 8: Introduction to Customer Validation 277\u003c\/p\u003e \u003cp\u003eChapter 9: Customer Validation, Phase One: “Get Ready to Sell” 291\u003c\/p\u003e \u003cp\u003eChapter 10: Customer Validation, Phase Two: “Get Out of the Building and Sell!” 357\u003c\/p\u003e \u003cp\u003eChapter 11: Customer Validation, Phase Three: Develop Product and Company Positioning 413\u003c\/p\u003e \u003cp\u003eChapter 12: Customer Validation, Phase Four: The Toughest Question of All: \u003ci\u003ePivot or Proceed\u003c\/i\u003e? 429\u003c\/p\u003e \u003cp\u003eThe Startup Owner’s Manual “Site” Map 465\u003c\/p\u003e \u003cp\u003eAppendix A: Customer Development Checklists 469\u003c\/p\u003e \u003cp\u003eAppendix B: Glossary 531\u003c\/p\u003e \u003cp\u003eAppendix C: How to Build a Web Startup: A Simple Overview 541\u003c\/p\u003e \u003cp\u003eAcknowledgements 549\u003c\/p\u003e \u003cp\u003eAbout the Authors 553\u003c\/p\u003e \u003cp\u003eIndex 557\u003c\/p\u003e  \u003cp\u003e\u003cb\u003eSteve Blank\u003c\/b\u003e is a driving force in innovation, helping to radically reshape how startups are built and how entrepreneurship is taught. His new \u003ci\u003eStartup Owner's Manual\u003c\/i\u003e is his latest addition for entrepreneurial practitioners. \u003c\/p\u003e\u003cp\u003eSteve created the Customer Development methodology that spawned the Lean Startup movement. He teaches entrepreneurship at Stanford University, U.C. and Columbia. His blog, www.steveblank.com, is \"must\" reading among entrepreneurs. In 2011, Steve created the Lean LaunchPad, a hands-on class using Customer Development to train students as well as elite teams of scientists selected by the U.S. National Science Foundation. \u003c\/p\u003e\u003cp\u003eSteve arrived in Silicon Valley in 1978, as boom times began, joining his first of eight startups. After 21 years the results were two deep craters, several \"base hits,\" one massive \"dot-com bubble\" home run, and immense experiential learning that resulted in his first break-through book, \u003ci\u003eThe Four Steps to the Epiphany\u003c\/i\u003e. \u003c\/p\u003e\u003cp\u003e\u003cb\u003eBob Dorf\u003c\/b\u003e is a serial entrepreneur, founding his first success at age 22 and, since then, six more—\"two homeruns, two base hits, and three great tax losses,\" as he puts it. He's advised and\/or invested in a score since. Dorf is often called the \"midwife of Customer Development,\" having critiqued early drafts of \u003ci\u003eThe Four Steps to the Epiphany\u003c\/i\u003e; he and Steve have been friends and colleagues ever since. \u003c\/p\u003e\u003cp\u003eEntrepreneurial from his teens, Bob received his last W-2 almost 40 years ago, when he quit his editor's job at New York's WINS Radio to launch his first successful startup. In his \"spare\" time, he teaches \"Introduction to Venturing,\" on Customer Development and getting startups right, at Columbia Business School. \u003c\/p\u003e\u003cp\u003eFor tons more insight and helpful tools for entrepreneurs and educators: \u003cb\u003ewww.steveblank.com\u003c\/b\u003e   \u003c\/p\u003e\u003cp\u003e\u003cb\u003e\u003ci\u003eThe Startup Owner's Manual\u003c\/i\u003e\u003c\/b\u003e is what it says: a comprehensive, step-by-step guide to getting startups right. It walks entrepreneurs through the process that gets them out of the building, where customers live, to develop winning products customers will buy.\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47990346154213,"sku":"NP9781119690689","price":42.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781119690689.jpg?v=1761787449","url":"https:\/\/k12savings.com\/products\/the-startup-owners-manual-isbn-9781119690689","provider":"K12savings","version":"1.0","type":"link"}