CINXE.COM

<!DOCTYPE html PUBLIC "-//W3C//DTD XHTML 1.0 Transitional//EN" "http://www.w3.org/TR/xhtml1/DTD/xhtml1-transitional.dtd">   <html xmlns="http://www.w3.org/1999/xhtml" lang="en-US">  <head profile="http://gmpg.org/xfn/11"> <meta http-equiv="Content-Type" content="text/html; charset=UTF-8" /> <title>Steve Blank Innovation and Entrepreneurship November 2014</title> <link rel="pingback" href="https://steveblank.com/xmlrpc.php" /> <meta name='robots' content='max-image-preview:large' /> <style>img:is([sizes="auto" i], [sizes^="auto," i]) { contain-intrinsic-size: 3000px 1500px }</style>  <meta name="google-site-verification" content="NzQX03n5c3BUqAOH2ZZeaOzmFxIKopb99y0xo7ymJ7w" /> <meta name="msvalidate.01" content="77BB8773D8C1446AC1C1A19B8355A369" /> <link rel='dns-prefetch' href='//secure.gravatar.com' /> <link rel='dns-prefetch' href='//stats.wp.com' /> <link rel='dns-prefetch' href='//widgets.wp.com' /> <link rel='dns-prefetch' href='//jetpack.wordpress.com' /> <link rel='dns-prefetch' href='//s0.wp.com' /> <link rel='dns-prefetch' href='//public-api.wordpress.com' /> <link rel='dns-prefetch' href='//0.gravatar.com' /> <link rel='dns-prefetch' href='//1.gravatar.com' /> <link rel='dns-prefetch' href='//2.gravatar.com' /> <link rel='preconnect' href='//i0.wp.com' /> <link rel='preconnect' href='//c0.wp.com' /> <link rel="alternate" type="application/rss+xml" title="Steve Blank » Feed" href="https://steveblank.com/feed/" /> <link rel="alternate" type="application/rss+xml" title="Steve Blank » Comments Feed" href="https://steveblank.com/comments/feed/" /> <script type="text/javascript"> /* <![CDATA[ */ window._wpemojiSettings = {"baseUrl":"https:\/\/s.w.org\/images\/core\/emoji\/15.0.3\/72x72\/","ext":".png","svgUrl":"https:\/\/s.w.org\/images\/core\/emoji\/15.0.3\/svg\/","svgExt":".svg","source":{"concatemoji":"https:\/\/steveblank.com\/wp-includes\/js\/wp-emoji-release.min.js?ver=6.7.1"}}; /*! This file is auto-generated */ !function(i,n){var o,s,e;function c(e){try{var t={supportTests:e,timestamp:(new Date).valueOf()};sessionStorage.setItem(o,JSON.stringify(t))}catch(e){}}function p(e,t,n){e.clearRect(0,0,e.canvas.width,e.canvas.height),e.fillText(t,0,0);var t=new Uint32Array(e.getImageData(0,0,e.canvas.width,e.canvas.height).data),r=(e.clearRect(0,0,e.canvas.width,e.canvas.height),e.fillText(n,0,0),new Uint32Array(e.getImageData(0,0,e.canvas.width,e.canvas.height).data));return t.every(function(e,t){return e===r[t]})}function u(e,t,n){switch(t){case"flag":return n(e,"\ud83c\udff3\ufe0f\u200d\u26a7\ufe0f","\ud83c\udff3\ufe0f\u200b\u26a7\ufe0f")?!1:!n(e,"\ud83c\uddfa\ud83c\uddf3","\ud83c\uddfa\u200b\ud83c\uddf3")&&!n(e,"\ud83c\udff4\udb40\udc67\udb40\udc62\udb40\udc65\udb40\udc6e\udb40\udc67\udb40\udc7f","\ud83c\udff4\u200b\udb40\udc67\u200b\udb40\udc62\u200b\udb40\udc65\u200b\udb40\udc6e\u200b\udb40\udc67\u200b\udb40\udc7f");case"emoji":return!n(e,"\ud83d\udc26\u200d\u2b1b","\ud83d\udc26\u200b\u2b1b")}return!1}function f(e,t,n){var r="undefined"!=typeof WorkerGlobalScope&&self instanceof WorkerGlobalScope?new OffscreenCanvas(300,150):i.createElement("canvas"),a=r.getContext("2d",{willReadFrequently:!0}),o=(a.textBaseline="top",a.font="600 32px Arial",{});return e.forEach(function(e){o[e]=t(a,e,n)}),o}function t(e){var t=i.createElement("script");t.src=e,t.defer=!0,i.head.appendChild(t)}"undefined"!=typeof Promise&&(o="wpEmojiSettingsSupports",s=["flag","emoji"],n.supports={everything:!0,everythingExceptFlag:!0},e=new Promise(function(e){i.addEventListener("DOMContentLoaded",e,{once:!0})}),new Promise(function(t){var n=function(){try{var e=JSON.parse(sessionStorage.getItem(o));if("object"==typeof e&&"number"==typeof e.timestamp&&(new Date).valueOf()<e.timestamp+604800&&"object"==typeof e.supportTests)return e.supportTests}catch(e){}return null}();if(!n){if("undefined"!=typeof Worker&&"undefined"!=typeof OffscreenCanvas&&"undefined"!=typeof URL&&URL.createObjectURL&&"undefined"!=typeof Blob)try{var e="postMessage("+f.toString()+"("+[JSON.stringify(s),u.toString(),p.toString()].join(",")+"));",r=new Blob([e],{type:"text/javascript"}),a=new Worker(URL.createObjectURL(r),{name:"wpTestEmojiSupports"});return void(a.onmessage=function(e){c(n=e.data),a.terminate(),t(n)})}catch(e){}c(n=f(s,u,p))}t(n)}).then(function(e){for(var t in e)n.supports[t]=e[t],n.supports.everything=n.supports.everything&&n.supports[t],"flag"!==t&&(n.supports.everythingExceptFlag=n.supports.everythingExceptFlag&&n.supports[t]);n.supports.everythingExceptFlag=n.supports.everythingExceptFlag&&!n.supports.flag,n.DOMReady=!1,n.readyCallback=function(){n.DOMReady=!0}}).then(function(){return e}).then(function(){var e;n.supports.everything||(n.readyCallback(),(e=n.source||{}).concatemoji?t(e.concatemoji):e.wpemoji&&e.twemoji&&(t(e.twemoji),t(e.wpemoji)))}))}((window,document),window._wpemojiSettings); /* ]]> */ </script> <link rel='stylesheet' id='all-css-cb7ade03dc0ef7ebc2e1117796e7d27c' href='https://steveblank.com/_static/??-eJydUdtuwyAM/aFRtkVV1YdqnzI5YFEv5iIMivj7kqqV0j5sWV8Qh3PRwZ6TomC4WhRtRLQlKXrkaCbFNGbITUtpjDtPYdcFb/PK8CPaoyVARo+hPIDE0DArRgembXJ3bo3XHhNDWSTl3KmlpHPDrdeTInF1FHo4lgRm0j7aysvfIMcqyFpmSr3XWIN9wX0j1P1ha0AhRqscMGOf6C9oayDT1M9/jUDqKCZTKhTDE9occYaMFqxt1ysF95fzu69bSzQErDi6KA/gvuMvf/o4DO/H437/OVwAUzb8iA==' type='text/css' media='all' /> <style id='wp-block-library-inline-css'> .has-text-align-justify{text-align:justify;} </style> <style id='wp-emoji-styles-inline-css'> img.wp-smiley, img.emoji { display: inline !important; border: none !important; box-shadow: none !important; height: 1em !important; width: 1em !important; margin: 0 0.07em !important; vertical-align: -0.1em !important; background: none !important; padding: 0 !important; } </style> <style id='jetpack-sharing-buttons-style-inline-css'> .jetpack-sharing-buttons__services-list{display:flex;flex-direction:row;flex-wrap:wrap;gap:0;list-style-type:none;margin:5px;padding:0}.jetpack-sharing-buttons__services-list.has-small-icon-size{font-size:12px}.jetpack-sharing-buttons__services-list.has-normal-icon-size{font-size:16px}.jetpack-sharing-buttons__services-list.has-large-icon-size{font-size:24px}.jetpack-sharing-buttons__services-list.has-huge-icon-size{font-size:36px}@media print{.jetpack-sharing-buttons__services-list{display:none!important}}.editor-styles-wrapper .wp-block-jetpack-sharing-buttons{gap:0;padding-inline-start:0}ul.jetpack-sharing-buttons__services-list.has-background{padding:1.25em 2.375em} </style> <style id='classic-theme-styles-inline-css'> /*! This file is auto-generated */ .wp-block-button__link{color:#fff;background-color:#32373c;border-radius:9999px;box-shadow:none;text-decoration:none;padding:calc(.667em + 2px) calc(1.333em + 2px);font-size:1.125em}.wp-block-file__button{background:#32373c;color:#fff;text-decoration:none} </style> <style id='global-styles-inline-css'> :root{--wp--preset--aspect-ratio--square: 1;--wp--preset--aspect-ratio--4-3: 4/3;--wp--preset--aspect-ratio--3-4: 3/4;--wp--preset--aspect-ratio--3-2: 3/2;--wp--preset--aspect-ratio--2-3: 2/3;--wp--preset--aspect-ratio--16-9: 16/9;--wp--preset--aspect-ratio--9-16: 9/16;--wp--preset--color--black: #000000;--wp--preset--color--cyan-bluish-gray: #abb8c3;--wp--preset--color--white: #ffffff;--wp--preset--color--pale-pink: #f78da7;--wp--preset--color--vivid-red: #cf2e2e;--wp--preset--color--luminous-vivid-orange: #ff6900;--wp--preset--color--luminous-vivid-amber: #fcb900;--wp--preset--color--light-green-cyan: #7bdcb5;--wp--preset--color--vivid-green-cyan: #00d084;--wp--preset--color--pale-cyan-blue: #8ed1fc;--wp--preset--color--vivid-cyan-blue: #0693e3;--wp--preset--color--vivid-purple: #9b51e0;--wp--preset--gradient--vivid-cyan-blue-to-vivid-purple: linear-gradient(135deg,rgba(6,147,227,1) 0%,rgb(155,81,224) 100%);--wp--preset--gradient--light-green-cyan-to-vivid-green-cyan: linear-gradient(135deg,rgb(122,220,180) 0%,rgb(0,208,130) 100%);--wp--preset--gradient--luminous-vivid-amber-to-luminous-vivid-orange: linear-gradient(135deg,rgba(252,185,0,1) 0%,rgba(255,105,0,1) 100%);--wp--preset--gradient--luminous-vivid-orange-to-vivid-red: linear-gradient(135deg,rgba(255,105,0,1) 0%,rgb(207,46,46) 100%);--wp--preset--gradient--very-light-gray-to-cyan-bluish-gray: linear-gradient(135deg,rgb(238,238,238) 0%,rgb(169,184,195) 100%);--wp--preset--gradient--cool-to-warm-spectrum: linear-gradient(135deg,rgb(74,234,220) 0%,rgb(151,120,209) 20%,rgb(207,42,186) 40%,rgb(238,44,130) 60%,rgb(251,105,98) 80%,rgb(254,248,76) 100%);--wp--preset--gradient--blush-light-purple: linear-gradient(135deg,rgb(255,206,236) 0%,rgb(152,150,240) 100%);--wp--preset--gradient--blush-bordeaux: linear-gradient(135deg,rgb(254,205,165) 0%,rgb(254,45,45) 50%,rgb(107,0,62) 100%);--wp--preset--gradient--luminous-dusk: linear-gradient(135deg,rgb(255,203,112) 0%,rgb(199,81,192) 50%,rgb(65,88,208) 100%);--wp--preset--gradient--pale-ocean: linear-gradient(135deg,rgb(255,245,203) 0%,rgb(182,227,212) 50%,rgb(51,167,181) 100%);--wp--preset--gradient--electric-grass: linear-gradient(135deg,rgb(202,248,128) 0%,rgb(113,206,126) 100%);--wp--preset--gradient--midnight: linear-gradient(135deg,rgb(2,3,129) 0%,rgb(40,116,252) 100%);--wp--preset--font-size--small: 13px;--wp--preset--font-size--medium: 20px;--wp--preset--font-size--large: 36px;--wp--preset--font-size--x-large: 42px;--wp--preset--font-family--albert-sans: 'Albert Sans', sans-serif;--wp--preset--font-family--alegreya: Alegreya, serif;--wp--preset--font-family--arvo: Arvo, serif;--wp--preset--font-family--bodoni-moda: 'Bodoni Moda', serif;--wp--preset--font-family--bricolage-grotesque: 'Bricolage Grotesque', sans-serif;--wp--preset--font-family--cabin: Cabin, sans-serif;--wp--preset--font-family--chivo: Chivo, sans-serif;--wp--preset--font-family--commissioner: Commissioner, sans-serif;--wp--preset--font-family--cormorant: Cormorant, serif;--wp--preset--font-family--courier-prime: 'Courier Prime', monospace;--wp--preset--font-family--crimson-pro: 'Crimson Pro', serif;--wp--preset--font-family--dm-mono: 'DM Mono', monospace;--wp--preset--font-family--dm-sans: 'DM Sans', sans-serif;--wp--preset--font-family--dm-serif-display: 'DM Serif Display', serif;--wp--preset--font-family--domine: Domine, serif;--wp--preset--font-family--eb-garamond: 'EB Garamond', serif;--wp--preset--font-family--epilogue: Epilogue, sans-serif;--wp--preset--font-family--fahkwang: Fahkwang, sans-serif;--wp--preset--font-family--figtree: Figtree, sans-serif;--wp--preset--font-family--fira-sans: 'Fira Sans', sans-serif;--wp--preset--font-family--fjalla-one: 'Fjalla One', sans-serif;--wp--preset--font-family--fraunces: Fraunces, serif;--wp--preset--font-family--gabarito: Gabarito, system-ui;--wp--preset--font-family--ibm-plex-mono: 'IBM Plex Mono', monospace;--wp--preset--font-family--ibm-plex-sans: 'IBM Plex Sans', sans-serif;--wp--preset--font-family--ibarra-real-nova: 'Ibarra Real Nova', serif;--wp--preset--font-family--instrument-serif: 'Instrument Serif', serif;--wp--preset--font-family--inter: Inter, sans-serif;--wp--preset--font-family--josefin-sans: 'Josefin Sans', sans-serif;--wp--preset--font-family--jost: Jost, sans-serif;--wp--preset--font-family--libre-baskerville: 'Libre Baskerville', serif;--wp--preset--font-family--libre-franklin: 'Libre Franklin', sans-serif;--wp--preset--font-family--literata: Literata, serif;--wp--preset--font-family--lora: Lora, serif;--wp--preset--font-family--merriweather: Merriweather, serif;--wp--preset--font-family--montserrat: Montserrat, sans-serif;--wp--preset--font-family--newsreader: Newsreader, serif;--wp--preset--font-family--noto-sans-mono: 'Noto Sans Mono', sans-serif;--wp--preset--font-family--nunito: Nunito, sans-serif;--wp--preset--font-family--open-sans: 'Open Sans', sans-serif;--wp--preset--font-family--overpass: Overpass, sans-serif;--wp--preset--font-family--pt-serif: 'PT Serif', serif;--wp--preset--font-family--petrona: Petrona, serif;--wp--preset--font-family--piazzolla: Piazzolla, serif;--wp--preset--font-family--playfair-display: 'Playfair Display', serif;--wp--preset--font-family--plus-jakarta-sans: 'Plus Jakarta Sans', sans-serif;--wp--preset--font-family--poppins: Poppins, sans-serif;--wp--preset--font-family--raleway: Raleway, sans-serif;--wp--preset--font-family--roboto: Roboto, sans-serif;--wp--preset--font-family--roboto-slab: 'Roboto Slab', serif;--wp--preset--font-family--rubik: Rubik, sans-serif;--wp--preset--font-family--rufina: Rufina, serif;--wp--preset--font-family--sora: Sora, sans-serif;--wp--preset--font-family--source-sans-3: 'Source Sans 3', sans-serif;--wp--preset--font-family--source-serif-4: 'Source Serif 4', serif;--wp--preset--font-family--space-mono: 'Space Mono', monospace;--wp--preset--font-family--syne: Syne, sans-serif;--wp--preset--font-family--texturina: Texturina, serif;--wp--preset--font-family--urbanist: Urbanist, sans-serif;--wp--preset--font-family--work-sans: 'Work Sans', sans-serif;--wp--preset--spacing--20: 0.44rem;--wp--preset--spacing--30: 0.67rem;--wp--preset--spacing--40: 1rem;--wp--preset--spacing--50: 1.5rem;--wp--preset--spacing--60: 2.25rem;--wp--preset--spacing--70: 3.38rem;--wp--preset--spacing--80: 5.06rem;--wp--preset--shadow--natural: 6px 6px 9px rgba(0, 0, 0, 0.2);--wp--preset--shadow--deep: 12px 12px 50px rgba(0, 0, 0, 0.4);--wp--preset--shadow--sharp: 6px 6px 0px rgba(0, 0, 0, 0.2);--wp--preset--shadow--outlined: 6px 6px 0px -3px rgba(255, 255, 255, 1), 6px 6px rgba(0, 0, 0, 1);--wp--preset--shadow--crisp: 6px 6px 0px rgba(0, 0, 0, 1);}:where(.is-layout-flex){gap: 0.5em;}:where(.is-layout-grid){gap: 0.5em;}body .is-layout-flex{display: flex;}.is-layout-flex{flex-wrap: wrap;align-items: center;}.is-layout-flex > :is(*, div){margin: 0;}body .is-layout-grid{display: grid;}.is-layout-grid > :is(*, div){margin: 0;}:where(.wp-block-columns.is-layout-flex){gap: 2em;}:where(.wp-block-columns.is-layout-grid){gap: 2em;}:where(.wp-block-post-template.is-layout-flex){gap: 1.25em;}:where(.wp-block-post-template.is-layout-grid){gap: 1.25em;}.has-black-color{color: var(--wp--preset--color--black) !important;}.has-cyan-bluish-gray-color{color: var(--wp--preset--color--cyan-bluish-gray) !important;}.has-white-color{color: var(--wp--preset--color--white) !important;}.has-pale-pink-color{color: var(--wp--preset--color--pale-pink) !important;}.has-vivid-red-color{color: var(--wp--preset--color--vivid-red) !important;}.has-luminous-vivid-orange-color{color: var(--wp--preset--color--luminous-vivid-orange) !important;}.has-luminous-vivid-amber-color{color: var(--wp--preset--color--luminous-vivid-amber) !important;}.has-light-green-cyan-color{color: var(--wp--preset--color--light-green-cyan) !important;}.has-vivid-green-cyan-color{color: var(--wp--preset--color--vivid-green-cyan) !important;}.has-pale-cyan-blue-color{color: var(--wp--preset--color--pale-cyan-blue) !important;}.has-vivid-cyan-blue-color{color: var(--wp--preset--color--vivid-cyan-blue) !important;}.has-vivid-purple-color{color: var(--wp--preset--color--vivid-purple) !important;}.has-black-background-color{background-color: var(--wp--preset--color--black) !important;}.has-cyan-bluish-gray-background-color{background-color: var(--wp--preset--color--cyan-bluish-gray) !important;}.has-white-background-color{background-color: var(--wp--preset--color--white) !important;}.has-pale-pink-background-color{background-color: var(--wp--preset--color--pale-pink) !important;}.has-vivid-red-background-color{background-color: var(--wp--preset--color--vivid-red) !important;}.has-luminous-vivid-orange-background-color{background-color: var(--wp--preset--color--luminous-vivid-orange) !important;}.has-luminous-vivid-amber-background-color{background-color: var(--wp--preset--color--luminous-vivid-amber) !important;}.has-light-green-cyan-background-color{background-color: var(--wp--preset--color--light-green-cyan) !important;}.has-vivid-green-cyan-background-color{background-color: var(--wp--preset--color--vivid-green-cyan) !important;}.has-pale-cyan-blue-background-color{background-color: var(--wp--preset--color--pale-cyan-blue) !important;}.has-vivid-cyan-blue-background-color{background-color: var(--wp--preset--color--vivid-cyan-blue) !important;}.has-vivid-purple-background-color{background-color: var(--wp--preset--color--vivid-purple) !important;}.has-black-border-color{border-color: var(--wp--preset--color--black) !important;}.has-cyan-bluish-gray-border-color{border-color: var(--wp--preset--color--cyan-bluish-gray) !important;}.has-white-border-color{border-color: var(--wp--preset--color--white) !important;}.has-pale-pink-border-color{border-color: var(--wp--preset--color--pale-pink) !important;}.has-vivid-red-border-color{border-color: var(--wp--preset--color--vivid-red) !important;}.has-luminous-vivid-orange-border-color{border-color: var(--wp--preset--color--luminous-vivid-orange) !important;}.has-luminous-vivid-amber-border-color{border-color: var(--wp--preset--color--luminous-vivid-amber) !important;}.has-light-green-cyan-border-color{border-color: var(--wp--preset--color--light-green-cyan) !important;}.has-vivid-green-cyan-border-color{border-color: var(--wp--preset--color--vivid-green-cyan) !important;}.has-pale-cyan-blue-border-color{border-color: var(--wp--preset--color--pale-cyan-blue) !important;}.has-vivid-cyan-blue-border-color{border-color: var(--wp--preset--color--vivid-cyan-blue) !important;}.has-vivid-purple-border-color{border-color: var(--wp--preset--color--vivid-purple) !important;}.has-vivid-cyan-blue-to-vivid-purple-gradient-background{background: var(--wp--preset--gradient--vivid-cyan-blue-to-vivid-purple) !important;}.has-light-green-cyan-to-vivid-green-cyan-gradient-background{background: var(--wp--preset--gradient--light-green-cyan-to-vivid-green-cyan) !important;}.has-luminous-vivid-amber-to-luminous-vivid-orange-gradient-background{background: var(--wp--preset--gradient--luminous-vivid-amber-to-luminous-vivid-orange) !important;}.has-luminous-vivid-orange-to-vivid-red-gradient-background{background: var(--wp--preset--gradient--luminous-vivid-orange-to-vivid-red) !important;}.has-very-light-gray-to-cyan-bluish-gray-gradient-background{background: var(--wp--preset--gradient--very-light-gray-to-cyan-bluish-gray) !important;}.has-cool-to-warm-spectrum-gradient-background{background: var(--wp--preset--gradient--cool-to-warm-spectrum) !important;}.has-blush-light-purple-gradient-background{background: var(--wp--preset--gradient--blush-light-purple) !important;}.has-blush-bordeaux-gradient-background{background: var(--wp--preset--gradient--blush-bordeaux) !important;}.has-luminous-dusk-gradient-background{background: var(--wp--preset--gradient--luminous-dusk) !important;}.has-pale-ocean-gradient-background{background: var(--wp--preset--gradient--pale-ocean) !important;}.has-electric-grass-gradient-background{background: var(--wp--preset--gradient--electric-grass) !important;}.has-midnight-gradient-background{background: var(--wp--preset--gradient--midnight) !important;}.has-small-font-size{font-size: var(--wp--preset--font-size--small) !important;}.has-medium-font-size{font-size: var(--wp--preset--font-size--medium) !important;}.has-large-font-size{font-size: var(--wp--preset--font-size--large) !important;}.has-x-large-font-size{font-size: var(--wp--preset--font-size--x-large) !important;}.has-albert-sans-font-family{font-family: var(--wp--preset--font-family--albert-sans) !important;}.has-alegreya-font-family{font-family: var(--wp--preset--font-family--alegreya) !important;}.has-arvo-font-family{font-family: var(--wp--preset--font-family--arvo) !important;}.has-bodoni-moda-font-family{font-family: var(--wp--preset--font-family--bodoni-moda) !important;}.has-bricolage-grotesque-font-family{font-family: var(--wp--preset--font-family--bricolage-grotesque) !important;}.has-cabin-font-family{font-family: var(--wp--preset--font-family--cabin) !important;}.has-chivo-font-family{font-family: var(--wp--preset--font-family--chivo) !important;}.has-commissioner-font-family{font-family: var(--wp--preset--font-family--commissioner) !important;}.has-cormorant-font-family{font-family: var(--wp--preset--font-family--cormorant) !important;}.has-courier-prime-font-family{font-family: var(--wp--preset--font-family--courier-prime) !important;}.has-crimson-pro-font-family{font-family: var(--wp--preset--font-family--crimson-pro) !important;}.has-dm-mono-font-family{font-family: var(--wp--preset--font-family--dm-mono) !important;}.has-dm-sans-font-family{font-family: var(--wp--preset--font-family--dm-sans) !important;}.has-dm-serif-display-font-family{font-family: var(--wp--preset--font-family--dm-serif-display) !important;}.has-domine-font-family{font-family: var(--wp--preset--font-family--domine) !important;}.has-eb-garamond-font-family{font-family: var(--wp--preset--font-family--eb-garamond) !important;}.has-epilogue-font-family{font-family: var(--wp--preset--font-family--epilogue) !important;}.has-fahkwang-font-family{font-family: var(--wp--preset--font-family--fahkwang) !important;}.has-figtree-font-family{font-family: var(--wp--preset--font-family--figtree) !important;}.has-fira-sans-font-family{font-family: var(--wp--preset--font-family--fira-sans) !important;}.has-fjalla-one-font-family{font-family: var(--wp--preset--font-family--fjalla-one) !important;}.has-fraunces-font-family{font-family: var(--wp--preset--font-family--fraunces) !important;}.has-gabarito-font-family{font-family: var(--wp--preset--font-family--gabarito) !important;}.has-ibm-plex-mono-font-family{font-family: var(--wp--preset--font-family--ibm-plex-mono) !important;}.has-ibm-plex-sans-font-family{font-family: var(--wp--preset--font-family--ibm-plex-sans) !important;}.has-ibarra-real-nova-font-family{font-family: var(--wp--preset--font-family--ibarra-real-nova) !important;}.has-instrument-serif-font-family{font-family: var(--wp--preset--font-family--instrument-serif) !important;}.has-inter-font-family{font-family: var(--wp--preset--font-family--inter) !important;}.has-josefin-sans-font-family{font-family: var(--wp--preset--font-family--josefin-sans) !important;}.has-jost-font-family{font-family: var(--wp--preset--font-family--jost) !important;}.has-libre-baskerville-font-family{font-family: var(--wp--preset--font-family--libre-baskerville) !important;}.has-libre-franklin-font-family{font-family: var(--wp--preset--font-family--libre-franklin) !important;}.has-literata-font-family{font-family: var(--wp--preset--font-family--literata) !important;}.has-lora-font-family{font-family: var(--wp--preset--font-family--lora) !important;}.has-merriweather-font-family{font-family: var(--wp--preset--font-family--merriweather) !important;}.has-montserrat-font-family{font-family: var(--wp--preset--font-family--montserrat) !important;}.has-newsreader-font-family{font-family: var(--wp--preset--font-family--newsreader) !important;}.has-noto-sans-mono-font-family{font-family: var(--wp--preset--font-family--noto-sans-mono) !important;}.has-nunito-font-family{font-family: var(--wp--preset--font-family--nunito) !important;}.has-open-sans-font-family{font-family: var(--wp--preset--font-family--open-sans) !important;}.has-overpass-font-family{font-family: var(--wp--preset--font-family--overpass) !important;}.has-pt-serif-font-family{font-family: var(--wp--preset--font-family--pt-serif) !important;}.has-petrona-font-family{font-family: var(--wp--preset--font-family--petrona) !important;}.has-piazzolla-font-family{font-family: var(--wp--preset--font-family--piazzolla) !important;}.has-playfair-display-font-family{font-family: var(--wp--preset--font-family--playfair-display) !important;}.has-plus-jakarta-sans-font-family{font-family: var(--wp--preset--font-family--plus-jakarta-sans) !important;}.has-poppins-font-family{font-family: var(--wp--preset--font-family--poppins) !important;}.has-raleway-font-family{font-family: var(--wp--preset--font-family--raleway) !important;}.has-roboto-font-family{font-family: var(--wp--preset--font-family--roboto) !important;}.has-roboto-slab-font-family{font-family: var(--wp--preset--font-family--roboto-slab) !important;}.has-rubik-font-family{font-family: var(--wp--preset--font-family--rubik) !important;}.has-rufina-font-family{font-family: var(--wp--preset--font-family--rufina) !important;}.has-sora-font-family{font-family: var(--wp--preset--font-family--sora) !important;}.has-source-sans-3-font-family{font-family: var(--wp--preset--font-family--source-sans-3) !important;}.has-source-serif-4-font-family{font-family: var(--wp--preset--font-family--source-serif-4) !important;}.has-space-mono-font-family{font-family: var(--wp--preset--font-family--space-mono) !important;}.has-syne-font-family{font-family: var(--wp--preset--font-family--syne) !important;}.has-texturina-font-family{font-family: var(--wp--preset--font-family--texturina) !important;}.has-urbanist-font-family{font-family: var(--wp--preset--font-family--urbanist) !important;}.has-work-sans-font-family{font-family: var(--wp--preset--font-family--work-sans) !important;} :where(.wp-block-post-template.is-layout-flex){gap: 1.25em;}:where(.wp-block-post-template.is-layout-grid){gap: 1.25em;} :where(.wp-block-columns.is-layout-flex){gap: 2em;}:where(.wp-block-columns.is-layout-grid){gap: 2em;} :root :where(.wp-block-pullquote){font-size: 1.5em;line-height: 1.6;} </style> <style id='jetpack-global-styles-frontend-style-inline-css'> :root { --font-headings: unset; --font-base: unset; --font-headings-default: -apple-system,BlinkMacSystemFont,"Segoe UI",Roboto,Oxygen-Sans,Ubuntu,Cantarell,"Helvetica Neue",sans-serif; --font-base-default: -apple-system,BlinkMacSystemFont,"Segoe UI",Roboto,Oxygen-Sans,Ubuntu,Cantarell,"Helvetica Neue",sans-serif;} </style> <script type="text/javascript" id="jetpack-mu-wpcom-settings-js-before"> /* <![CDATA[ */ var JETPACK_MU_WPCOM_SETTINGS = {"assetsUrl":"https:\/\/steveblank.com\/wp-content\/mu-plugins\/wpcomsh\/vendor\/automattic\/jetpack-mu-wpcom\/src\/build\/"}; /* ]]> */ </script> <link rel="https://api.w.org/" href="https://steveblank.com/wp-json/" /><link rel="EditURI" type="application/rsd+xml" title="RSD" href="https://steveblank.com/xmlrpc.php?rsd" /> <style>img#wpstats{display:none}</style> <meta name="description" content="4 posts published by steve blank during November 2014" /> <style type="text/css"> #header h1 a, #header h1 a:hover, #header .description { color: #eb221e; } </style>   <meta property="og:type" content="website" /> <meta property="og:title" content="Steve Blank Innovation and Entrepreneurship November 2014" /> <meta property="og:site_name" content="Steve Blank" /> <meta property="og:image" content="https://s0.wp.com/i/blank.jpg" /> <meta property="og:image:alt" content="" /> <meta property="og:locale" content="en_US" />  <link rel="icon" href="https://s0.wp.com/i/webclip.png" sizes="32x32" /> <link rel="icon" href="https://s0.wp.com/i/webclip.png" sizes="192x192" /> <link rel="apple-touch-icon" href="https://s0.wp.com/i/webclip.png" /> <meta name="msapplication-TileImage" content="https://s0.wp.com/i/webclip.png" />  <script type='text/javascript'> var _gaq = _gaq || []; _gaq.push(['_setAccount', 'UA-85363375-1']); _gaq.push(['_trackPageview']); (function() { var ga = document.createElement('script'); ga.type = 'text/javascript'; ga.async = true; ga.src = ('https:' === document.location.protocol ? 'https://ssl' : 'http://www') + '.google-analytics.com/ga.js'; var s = document.getElementsByTagName('script')[0]; s.parentNode.insertBefore(ga, s); })(); </script>  </head> <body class="archive date"><div id="container"> <div id="header"> <div id="menu"> <ul id="menu-menu" class="menu"><li id="menu-item-12086" class="menu-item menu-item-type-custom menu-item-object-custom menu-item-home menu-item-12086"><a href="http://steveblank.com">Home</a></li> <li id="menu-item-12085" class="menu-item menu-item-type-post_type menu-item-object-page menu-item-12085"><a href="https://steveblank.com/about/">About Steve</a></li> <li id="menu-item-12083" class="menu-item menu-item-type-post_type menu-item-object-page menu-item-12083"><a href="https://steveblank.com/books-for-startups/">Startup Books</a></li> <li id="menu-item-12080" class="menu-item menu-item-type-post_type menu-item-object-page menu-item-12080"><a href="https://steveblank.com/slides/">Slides/Videos</a></li> <li id="menu-item-25611" class="menu-item menu-item-type-post_type menu-item-object-page menu-item-25611"><a href="https://steveblank.com/raising-money/">Fund Raising</a></li> <li id="menu-item-12082" class="menu-item menu-item-type-post_type menu-item-object-page menu-item-12082"><a href="https://steveblank.com/tools-and-blogs-for-entrepreneurs/">Tools!</a></li> <li id="menu-item-12084" class="menu-item menu-item-type-post_type menu-item-object-page menu-item-12084"><a href="https://steveblank.com/secret-history/">Secret History</a></li> </ul> </div> <div id="header-box"> <div id="header-image"> <img src="https://steveblank.com/wp-content/uploads/2009/02/cropped-100_3947-ks-far-away-download10.jpg" alt="" /> </div> <div id="header-overlay"> <img src="https://steveblank.com/wp-content/themes/digg3/images/bg_header_overlay.png" alt="" /> </div> <div id="pagetitle"> <h1><a href="https://steveblank.com/" title="Steve Blank">Steve Blank</a></h1> </div> <div id="syndication"> <a href="https://steveblank.com/feed/" title="Syndicate this site using RSS" class="feed">Entries <abbr title="Really Simple Syndication">RSS</abbr></a> | <a href="https://steveblank.com/comments/feed/" title="Syndicate comments using RSS">Comments RSS</a> </div> <div id="searchbox"> <form method="get" id="searchform" action="https://steveblank.com/"> <div> <input type="text" value="" name="s" id="s" /> <input type="submit" id="searchsubmit" value="Search" /> </div> </form> </div> </div> </div> <div class="pagewrapper"><div id="page">  <div class="obar"> <ul> <li id="blog_subscription-3" class="widget widget_blog_subscription jetpack_subscription_widget"><h2 class="widgettitle">Email Subscription</h2> <div class="wp-block-jetpack-subscriptions__container"> <form action="#" method="post" accept-charset="utf-8" id="subscribe-blog-blog_subscription-3" data-blog="6599589" data-post_access_level="everybody" > <div id="subscribe-text"><p>Enter your email address to subscribe to this blog and receive notifications of new posts by email.</p> </div> <p id="subscribe-email"> <label id="jetpack-subscribe-label" class="screen-reader-text" for="subscribe-field-blog_subscription-3"> Email Address </label> <input type="email" name="email" required="required" value="" id="subscribe-field-blog_subscription-3" placeholder="Email Address" /> </p> <p id="subscribe-submit" > <input type="hidden" name="action" value="subscribe"/> <input type="hidden" name="source" value="https://steveblank.com/2014/11/"/> <input type="hidden" name="sub-type" value="widget"/> <input type="hidden" name="redirect_fragment" value="subscribe-blog-blog_subscription-3"/> <input type="hidden" id="_wpnonce" name="_wpnonce" value="e26999e3e3" /><input type="hidden" name="_wp_http_referer" value="/2014/11/" /> <button type="submit" class="wp-block-button__link" name="jetpack_subscriptions_widget" > Sign me up! </button> </p> </form> <div class="wp-block-jetpack-subscriptions__subscount"> Join 55.5K other subscribers </div> </div> </li> <li id="categories-356180491" class="widget widget_categories"><h2 class="widgettitle">Categories</h2> <ul> <li class="cat-item cat-item-64203016"><a href="https://steveblank.com/category/2-minute-lessons/">2 Minute Lessons</a> (15) </li> <li class="cat-item cat-item-2450"><a href="https://steveblank.com/category/air-force/">Air Force</a> (19) </li> <li class="cat-item cat-item-1457175"><a href="https://steveblank.com/category/ardent/">Ardent</a> (9) </li> <li class="cat-item cat-item-45014641"><a href="https://steveblank.com/category/business-model-versus-business-plan/">Business Model versus Business Plan</a> (64) </li> <li class="cat-item cat-item-4787488"><a href="https://steveblank.com/category/california-coastal-commission/">California Coastal Commission</a> (9) </li> <li class="cat-item cat-item-1470"><a href="https://steveblank.com/category/china/">China</a> (9) </li> <li class="cat-item cat-item-6987201"><a href="https://steveblank.com/category/commencement-speeches/">Commencement Speeches</a> (9) </li> <li class="cat-item cat-item-23993"><a href="https://steveblank.com/category/conservation/">Conservation</a> (4) </li> <li class="cat-item cat-item-3075385"><a href="https://steveblank.com/category/convergent-technologies/">Convergent Technologies</a> (4) </li> <li class="cat-item cat-item-635806586"><a href="https://steveblank.com/category/corporate-govt-innovation/">Corporate/Gov't Innovation</a> (131) </li> <li class="cat-item cat-item-697702677"><a href="https://steveblank.com/category/covid-19-recovery/">Covid-19/Recovery</a> (10) </li> <li class="cat-item cat-item-1874987"><a href="https://steveblank.com/category/customer-development/">Customer Development</a> (323) </li> <li class="cat-item cat-item-25337102"><a href="https://steveblank.com/category/customer-development-manifesto/">Customer Development Manifesto</a> (34) </li> <li class="cat-item cat-item-16840"><a href="https://steveblank.com/category/epiphany/">E.piphany</a> (13) </li> <li class="cat-item cat-item-697967638"><a href="https://steveblank.com/category/educators-summit/">Educators Summit</a> (7) </li> <li class="cat-item cat-item-697967634"><a href="https://steveblank.com/category/esl/">ESL</a> (8) </li> <li class="cat-item cat-item-64567312"><a href="https://steveblank.com/category/familycareerculture/">Family/Career/Culture</a> (81) </li> <li class="cat-item cat-item-697967641"><a href="https://steveblank.com/category/gordian-knot-center-for-national-security-innovation/">Gordian Knot Center for National Security Innovation</a> (11) </li> <li class="cat-item cat-item-479441927"><a href="https://steveblank.com/category/hacking-for-defense/">Hacking For Defense</a> (41) </li> <li class="cat-item cat-item-526158618"><a href="https://steveblank.com/category/hacking-for-diplomacy/">Hacking for Diplomacy</a> (10) </li> <li class="cat-item cat-item-697967637"><a href="https://steveblank.com/category/hacking-for-recovery/">Hacking for Recovery</a> (5) </li> <li class="cat-item cat-item-105397"><a href="https://steveblank.com/category/harvard-business-review/">Harvard Business Review</a> (12) </li> <li class="cat-item cat-item-684268037"><a href="https://steveblank.com/category/innovation-doctrine/">Innovation Doctrine</a> (3) </li> <li class="cat-item cat-item-340390495"><a href="https://steveblank.com/category/innovation-outposts/">Innovation Outposts</a> (4) </li> <li class="cat-item cat-item-217160777"><a href="https://steveblank.com/category/investment-readiness-level/">Investment Readiness Level</a> (6) </li> <li class="cat-item cat-item-53169179"><a href="https://steveblank.com/category/lean-launchpad/">Lean LaunchPad</a> (117) </li> <li class="cat-item cat-item-261983049"><a href="https://steveblank.com/category/life-sciences-nih/">Life Sciences (NIH)</a> (26) </li> <li class="cat-item cat-item-16879037"><a href="https://steveblank.com/category/market-types/">Market Types</a> (15) </li> <li class="cat-item cat-item-175"><a href="https://steveblank.com/category/marketing/">Marketing</a> (27) </li> <li class="cat-item cat-item-28276971"><a href="https://steveblank.com/category/mips-computers/">MIPS Computers</a> (2) </li> <li class="cat-item cat-item-697967640"><a href="https://steveblank.com/category/national-security/">National Security</a> (40) </li> <li class="cat-item cat-item-2064"><a href="https://steveblank.com/category/navy/">Navy</a> (6) </li> <li class="cat-item cat-item-34826422"><a href="https://steveblank.com/category/nih-national-institutes-of-health/">NIH (National Institutes of Health)</a> (17) </li> <li class="cat-item cat-item-16770755"><a href="https://steveblank.com/category/nsf-national-science-foundation/">NSF (National Science Foundation)</a> (18) </li> <li class="cat-item cat-item-16848661"><a href="https://steveblank.com/category/rocket-science-games/">Rocket Science Games</a> (10) </li> <li class="cat-item cat-item-137272104"><a href="https://steveblank.com/category/science-and-industrial-policy/">Science and Industrial Policy</a> (27) </li> <li class="cat-item cat-item-16849552"><a href="https://steveblank.com/category/secret-history-of-silicon-valley/">Secret History of Silicon Valley</a> (26) </li> <li class="cat-item cat-item-50184180"><a href="https://steveblank.com/category/siriusxm-radio-show/">SiriusXM Radio Show</a> (50) </li> <li class="cat-item cat-item-235742"><a href="https://steveblank.com/category/supermac/">SuperMac</a> (12) </li> <li class="cat-item cat-item-1591"><a href="https://steveblank.com/category/teaching/">Teaching</a> (178) </li> <li class="cat-item cat-item-6"><a href="https://steveblank.com/category/technology/">Technology</a> (86) </li> <li class="cat-item cat-item-697967636"><a href="https://steveblank.com/category/technology-innovation-and-modern-war/">Technology Innovation and Great Power Competition</a> (17) </li> <li class="cat-item cat-item-697967642"><a href="https://steveblank.com/category/technology-innovation-and-modern-war-2/">Technology Innovation and Modern War</a> (20) </li> <li class="cat-item cat-item-429989"><a href="https://steveblank.com/category/tesla/">Tesla</a> (5) </li> <li class="cat-item cat-item-1"><a href="https://steveblank.com/category/uncategorized/">Uncategorized</a> (8) </li> <li class="cat-item cat-item-202"><a href="https://steveblank.com/category/venture-capital/">Venture Capital</a> (82) </li> <li class="cat-item cat-item-1087649"><a href="https://steveblank.com/category/vertical-markets/">Vertical Markets</a> (5) </li> <li class="cat-item cat-item-715437"><a href="https://steveblank.com/category/zilog/">Zilog</a> (5) </li> </ul> </li> <li id="rss_links-3" class="widget widget_rss_links"><h2 class="widgettitle">Get Steve Blank via your RSS Feed</h2> <ul><li><a target="_self" href="https://steveblank.com/feed/" title="Subscribe to posts">RSS - Posts</a></li><li><a target="_self" href="https://steveblank.com/comments/feed/" title="Subscribe to comments">RSS - Comments</a></li></ul> </li> <li id="recent-posts-2" class="widget widget_recent_entries"> <h2 class="widgettitle">Recent Posts</h2> <ul> <li> <a href="https://steveblank.com/2024/10/22/quantum-computing-an-update/">Quantum Computing – An Update</a> </li> <li> <a href="https://steveblank.com/2024/10/08/how-saboteurs-threaten-innovation-and-what-to-do-about-it/">How Saboteurs Threaten Innovation–and What to Do About It</a> </li> <li> <a href="https://steveblank.com/2024/10/05/what-does-product-market-fit-sound-like-this/">What Does Product Market Fit Sound Like? This.</a> </li> <li> <a href="https://steveblank.com/2024/09/17/the-directory-of-dod-program-executive-offices-and-officers-peos/">How To Find Your Customer In the Dept of Defense – The Directory of DoD Program Executive Offices</a> </li> <li> <a href="https://steveblank.com/2024/08/13/security-clearances-at-the-speed-of-startups/">Security Clearances at the Speed of Startups</a> </li> <li> <a href="https://steveblank.com/2024/07/30/why-large-organizations-struggle-with-disruption-and-what-to-do-about-it/">Why Large Organizations Struggle With Disruption, and What to Do About It</a> </li> <li> <a href="https://steveblank.com/2024/06/27/lean-launchpad-stanford-2024-8-teams-in-8-companies-out/">Lean LaunchPad @Stanford 2024 – 8 Teams In, 8 Companies Out</a> </li> <li> <a href="https://steveblank.com/2024/06/24/hacking-for-defense-stanford-2024-lessons-learned-presentations/">Hacking for Defense @ Stanford 2024 – Lessons Learned Presentations</a> </li> <li> <a href="https://steveblank.com/2024/06/03/youre-invited-hacking-for-defense-and-lean-launchpad-final-presentations/">You’re Invited: Hacking for Defense and Lean LaunchPad Final Presentations</a> </li> <li> <a href="https://steveblank.com/2024/05/26/gordon-bell-r-i-p/">Gordon Bell R.I.P.</a> </li> </ul> </li> <li id="search-2" class="widget widget_search"><form method="get" id="searchform" action="https://steveblank.com/"> <div> <input type="text" value="" name="s" id="s" /> <input type="submit" id="searchsubmit" value="Search" /> </div> </form></li> <li id="archives-2" class="widget widget_archive"><h2 class="widgettitle">Archives</h2> <ul> <li><a href='https://steveblank.com/2024/10/'>October 2024</a></li> <li><a href='https://steveblank.com/2024/09/'>September 2024</a></li> <li><a href='https://steveblank.com/2024/08/'>August 2024</a></li> <li><a href='https://steveblank.com/2024/07/'>July 2024</a></li> <li><a href='https://steveblank.com/2024/06/'>June 2024</a></li> <li><a href='https://steveblank.com/2024/05/'>May 2024</a></li> <li><a href='https://steveblank.com/2024/04/'>April 2024</a></li> <li><a href='https://steveblank.com/2024/03/'>March 2024</a></li> <li><a href='https://steveblank.com/2024/02/'>February 2024</a></li> <li><a href='https://steveblank.com/2024/01/'>January 2024</a></li> <li><a href='https://steveblank.com/2023/12/'>December 2023</a></li> <li><a href='https://steveblank.com/2023/11/'>November 2023</a></li> <li><a href='https://steveblank.com/2023/10/'>October 2023</a></li> <li><a href='https://steveblank.com/2023/09/'>September 2023</a></li> <li><a href='https://steveblank.com/2023/08/'>August 2023</a></li> <li><a href='https://steveblank.com/2023/07/'>July 2023</a></li> <li><a href='https://steveblank.com/2023/04/'>April 2023</a></li> <li><a href='https://steveblank.com/2023/02/'>February 2023</a></li> <li><a href='https://steveblank.com/2023/01/'>January 2023</a></li> <li><a href='https://steveblank.com/2022/11/'>November 2022</a></li> <li><a href='https://steveblank.com/2022/10/'>October 2022</a></li> <li><a href='https://steveblank.com/2022/09/'>September 2022</a></li> <li><a href='https://steveblank.com/2022/06/'>June 2022</a></li> <li><a href='https://steveblank.com/2022/05/'>May 2022</a></li> <li><a href='https://steveblank.com/2022/04/'>April 2022</a></li> <li><a href='https://steveblank.com/2022/03/'>March 2022</a></li> <li><a href='https://steveblank.com/2022/01/'>January 2022</a></li> <li><a href='https://steveblank.com/2021/12/'>December 2021</a></li> <li><a href='https://steveblank.com/2021/11/'>November 2021</a></li> <li><a href='https://steveblank.com/2021/10/'>October 2021</a></li> <li><a href='https://steveblank.com/2021/09/'>September 2021</a></li> <li><a href='https://steveblank.com/2021/08/'>August 2021</a></li> <li><a href='https://steveblank.com/2021/07/'>July 2021</a></li> <li><a href='https://steveblank.com/2021/06/'>June 2021</a></li> <li><a href='https://steveblank.com/2021/05/'>May 2021</a></li> <li><a href='https://steveblank.com/2021/04/'>April 2021</a></li> <li><a href='https://steveblank.com/2021/03/'>March 2021</a></li> <li><a href='https://steveblank.com/2021/02/'>February 2021</a></li> <li><a href='https://steveblank.com/2021/01/'>January 2021</a></li> <li><a href='https://steveblank.com/2020/12/'>December 2020</a></li> <li><a href='https://steveblank.com/2020/11/'>November 2020</a></li> <li><a href='https://steveblank.com/2020/10/'>October 2020</a></li> <li><a href='https://steveblank.com/2020/09/'>September 2020</a></li> <li><a href='https://steveblank.com/2020/08/'>August 2020</a></li> <li><a href='https://steveblank.com/2020/07/'>July 2020</a></li> <li><a href='https://steveblank.com/2020/06/'>June 2020</a></li> <li><a href='https://steveblank.com/2020/05/'>May 2020</a></li> <li><a href='https://steveblank.com/2020/04/'>April 2020</a></li> <li><a href='https://steveblank.com/2020/03/'>March 2020</a></li> <li><a href='https://steveblank.com/2020/02/'>February 2020</a></li> <li><a href='https://steveblank.com/2020/01/'>January 2020</a></li> <li><a href='https://steveblank.com/2019/12/'>December 2019</a></li> <li><a href='https://steveblank.com/2019/11/'>November 2019</a></li> <li><a href='https://steveblank.com/2019/10/'>October 2019</a></li> <li><a href='https://steveblank.com/2019/09/'>September 2019</a></li> <li><a href='https://steveblank.com/2019/06/'>June 2019</a></li> <li><a href='https://steveblank.com/2019/05/'>May 2019</a></li> <li><a href='https://steveblank.com/2019/04/'>April 2019</a></li> <li><a href='https://steveblank.com/2019/03/'>March 2019</a></li> <li><a href='https://steveblank.com/2019/01/'>January 2019</a></li> <li><a href='https://steveblank.com/2018/12/'>December 2018</a></li> <li><a href='https://steveblank.com/2018/11/'>November 2018</a></li> <li><a href='https://steveblank.com/2018/10/'>October 2018</a></li> <li><a href='https://steveblank.com/2018/09/'>September 2018</a></li> <li><a href='https://steveblank.com/2018/08/'>August 2018</a></li> <li><a href='https://steveblank.com/2018/07/'>July 2018</a></li> <li><a href='https://steveblank.com/2018/06/'>June 2018</a></li> <li><a href='https://steveblank.com/2018/04/'>April 2018</a></li> <li><a href='https://steveblank.com/2018/03/'>March 2018</a></li> <li><a href='https://steveblank.com/2018/02/'>February 2018</a></li> <li><a href='https://steveblank.com/2018/01/'>January 2018</a></li> <li><a href='https://steveblank.com/2017/11/'>November 2017</a></li> <li><a href='https://steveblank.com/2017/10/'>October 2017</a></li> <li><a href='https://steveblank.com/2017/09/'>September 2017</a></li> <li><a href='https://steveblank.com/2017/08/'>August 2017</a></li> <li><a href='https://steveblank.com/2017/07/'>July 2017</a></li> <li><a href='https://steveblank.com/2017/06/'>June 2017</a></li> <li><a href='https://steveblank.com/2017/05/'>May 2017</a></li> <li><a href='https://steveblank.com/2017/04/'>April 2017</a></li> <li><a href='https://steveblank.com/2017/03/'>March 2017</a></li> <li><a href='https://steveblank.com/2017/02/'>February 2017</a></li> <li><a href='https://steveblank.com/2017/01/'>January 2017</a></li> <li><a href='https://steveblank.com/2016/12/'>December 2016</a></li> <li><a href='https://steveblank.com/2016/11/'>November 2016</a></li> <li><a href='https://steveblank.com/2016/10/'>October 2016</a></li> <li><a href='https://steveblank.com/2016/09/'>September 2016</a></li> <li><a href='https://steveblank.com/2016/08/'>August 2016</a></li> <li><a href='https://steveblank.com/2016/07/'>July 2016</a></li> <li><a href='https://steveblank.com/2016/06/'>June 2016</a></li> <li><a href='https://steveblank.com/2016/05/'>May 2016</a></li> <li><a href='https://steveblank.com/2016/04/'>April 2016</a></li> <li><a href='https://steveblank.com/2016/03/'>March 2016</a></li> <li><a href='https://steveblank.com/2016/02/'>February 2016</a></li> <li><a href='https://steveblank.com/2016/01/'>January 2016</a></li> <li><a href='https://steveblank.com/2015/12/'>December 2015</a></li> <li><a href='https://steveblank.com/2015/11/'>November 2015</a></li> <li><a href='https://steveblank.com/2015/10/'>October 2015</a></li> <li><a href='https://steveblank.com/2015/09/'>September 2015</a></li> <li><a href='https://steveblank.com/2015/08/'>August 2015</a></li> <li><a href='https://steveblank.com/2015/07/'>July 2015</a></li> <li><a href='https://steveblank.com/2015/06/'>June 2015</a></li> <li><a href='https://steveblank.com/2015/05/'>May 2015</a></li> <li><a href='https://steveblank.com/2015/03/'>March 2015</a></li> <li><a href='https://steveblank.com/2015/02/'>February 2015</a></li> <li><a href='https://steveblank.com/2015/01/'>January 2015</a></li> <li><a href='https://steveblank.com/2014/12/'>December 2014</a></li> <li><a href='https://steveblank.com/2014/11/' aria-current="page">November 2014</a></li> <li><a href='https://steveblank.com/2014/10/'>October 2014</a></li> <li><a href='https://steveblank.com/2014/09/'>September 2014</a></li> <li><a href='https://steveblank.com/2014/08/'>August 2014</a></li> <li><a href='https://steveblank.com/2014/07/'>July 2014</a></li> <li><a href='https://steveblank.com/2014/06/'>June 2014</a></li> <li><a href='https://steveblank.com/2014/05/'>May 2014</a></li> <li><a href='https://steveblank.com/2014/04/'>April 2014</a></li> <li><a href='https://steveblank.com/2014/03/'>March 2014</a></li> <li><a href='https://steveblank.com/2014/02/'>February 2014</a></li> <li><a href='https://steveblank.com/2014/01/'>January 2014</a></li> <li><a href='https://steveblank.com/2013/12/'>December 2013</a></li> <li><a href='https://steveblank.com/2013/11/'>November 2013</a></li> <li><a href='https://steveblank.com/2013/10/'>October 2013</a></li> <li><a href='https://steveblank.com/2013/09/'>September 2013</a></li> <li><a href='https://steveblank.com/2013/08/'>August 2013</a></li> <li><a href='https://steveblank.com/2013/07/'>July 2013</a></li> <li><a href='https://steveblank.com/2013/06/'>June 2013</a></li> <li><a href='https://steveblank.com/2013/05/'>May 2013</a></li> <li><a href='https://steveblank.com/2013/04/'>April 2013</a></li> <li><a href='https://steveblank.com/2013/03/'>March 2013</a></li> <li><a href='https://steveblank.com/2013/02/'>February 2013</a></li> <li><a href='https://steveblank.com/2013/01/'>January 2013</a></li> <li><a href='https://steveblank.com/2012/12/'>December 2012</a></li> <li><a href='https://steveblank.com/2012/11/'>November 2012</a></li> <li><a href='https://steveblank.com/2012/10/'>October 2012</a></li> <li><a href='https://steveblank.com/2012/09/'>September 2012</a></li> <li><a href='https://steveblank.com/2012/08/'>August 2012</a></li> <li><a href='https://steveblank.com/2012/07/'>July 2012</a></li> <li><a href='https://steveblank.com/2012/06/'>June 2012</a></li> <li><a href='https://steveblank.com/2012/05/'>May 2012</a></li> <li><a href='https://steveblank.com/2012/04/'>April 2012</a></li> <li><a href='https://steveblank.com/2012/03/'>March 2012</a></li> <li><a href='https://steveblank.com/2012/02/'>February 2012</a></li> <li><a href='https://steveblank.com/2012/01/'>January 2012</a></li> <li><a href='https://steveblank.com/2011/12/'>December 2011</a></li> <li><a href='https://steveblank.com/2011/11/'>November 2011</a></li> <li><a href='https://steveblank.com/2011/10/'>October 2011</a></li> <li><a href='https://steveblank.com/2011/09/'>September 2011</a></li> <li><a href='https://steveblank.com/2011/08/'>August 2011</a></li> <li><a href='https://steveblank.com/2011/07/'>July 2011</a></li> <li><a href='https://steveblank.com/2011/06/'>June 2011</a></li> <li><a href='https://steveblank.com/2011/05/'>May 2011</a></li> <li><a href='https://steveblank.com/2011/04/'>April 2011</a></li> <li><a href='https://steveblank.com/2011/03/'>March 2011</a></li> <li><a href='https://steveblank.com/2011/02/'>February 2011</a></li> <li><a href='https://steveblank.com/2011/01/'>January 2011</a></li> <li><a href='https://steveblank.com/2010/12/'>December 2010</a></li> <li><a href='https://steveblank.com/2010/11/'>November 2010</a></li> <li><a href='https://steveblank.com/2010/10/'>October 2010</a></li> <li><a href='https://steveblank.com/2010/09/'>September 2010</a></li> <li><a href='https://steveblank.com/2010/08/'>August 2010</a></li> <li><a href='https://steveblank.com/2010/07/'>July 2010</a></li> <li><a href='https://steveblank.com/2010/06/'>June 2010</a></li> <li><a href='https://steveblank.com/2010/05/'>May 2010</a></li> <li><a href='https://steveblank.com/2010/04/'>April 2010</a></li> <li><a href='https://steveblank.com/2010/03/'>March 2010</a></li> <li><a href='https://steveblank.com/2010/02/'>February 2010</a></li> <li><a href='https://steveblank.com/2010/01/'>January 2010</a></li> <li><a href='https://steveblank.com/2009/12/'>December 2009</a></li> <li><a href='https://steveblank.com/2009/11/'>November 2009</a></li> <li><a href='https://steveblank.com/2009/10/'>October 2009</a></li> <li><a href='https://steveblank.com/2009/09/'>September 2009</a></li> <li><a href='https://steveblank.com/2009/08/'>August 2009</a></li> <li><a href='https://steveblank.com/2009/07/'>July 2009</a></li> <li><a href='https://steveblank.com/2009/06/'>June 2009</a></li> <li><a href='https://steveblank.com/2009/05/'>May 2009</a></li> <li><a href='https://steveblank.com/2009/04/'>April 2009</a></li> <li><a href='https://steveblank.com/2009/03/'>March 2009</a></li> <li><a href='https://steveblank.com/2009/02/'>February 2009</a></li> </ul> </li> <li id="pages-2" class="widget widget_pages"><h2 class="widgettitle">Other Stuff</h2> <ul> <li class="page_item page-item-2"><a href="https://steveblank.com/about/">About Steve</a></li> <li class="page_item page-item-22"><a href="https://steveblank.com/tools-and-blogs-for-entrepreneurs/">Startup Tools</a></li> <li class="page_item page-item-62"><a href="https://steveblank.com/secret-history/">Secret History</a></li> <li class="page_item page-item-68"><a href="https://steveblank.com/books-for-startups/">Books for Startups</a></li> <li class="page_item page-item-11025"><a href="https://steveblank.com/slides/">Slides/Videos</a></li> <li class="page_item page-item-25609"><a href="https://steveblank.com/raising-money/">Raising Money</a></li> </ul> </li> </ul> </div>  <div class="narrowcolumnwrapper"><div class="narrowcolumn"> <div id="content" class="content"> <div class="post-17776 post type-post status-publish format-standard hentry category-lean-launchpad category-nsf-national-science-foundation category-teaching" id="post-17776"> <h2><a href="https://steveblank.com/2014/11/20/impact-nyu-scales-the-lean-launchpad/" rel="bookmark">Impact! NYU Scales the Lean LaunchPad</a></h2> <div class="postinfo"> Posted on <span class="postdate">November 20, 2014</span> by steve blank </div> <div class="entry"> <p>NYU has adopted the Lean LaunchPad<sup>®</sup> class as a standard entrepreneurship course across twelve different schools/colleges within the University. Over 1,000 students a year are learning lean startup concepts.</p> <p>Impact!<a href="https://i0.wp.com/steveblank.com/wp-content/uploads/2014/11/shutterstock_132023192.jpg?ssl=1"><img data-recalc-dims="1" fetchpriority="high" decoding="async" data-attachment-id="17778" data-permalink="https://steveblank.com/2014/11/20/impact-nyu-scales-the-lean-launchpad/shutterstock_132023192/" data-orig-file="https://i0.wp.com/steveblank.com/wp-content/uploads/2014/11/shutterstock_132023192.jpg?fit=690%2C1000&ssl=1" data-orig-size="690,1000" data-comments-opened="1" data-image-meta="{"aperture":"0","credit":"","camera":"","caption":"","created_timestamp":"0","copyright":"","focal_length":"0","iso":"0","shutter_speed":"0","title":"","orientation":"0"}" data-image-title="shutterstock_132023192" data-image-description="" data-image-caption="" data-medium-file="https://i0.wp.com/steveblank.com/wp-content/uploads/2014/11/shutterstock_132023192.jpg?fit=207%2C300&ssl=1" data-large-file="https://i0.wp.com/steveblank.com/wp-content/uploads/2014/11/shutterstock_132023192.jpg?fit=468%2C678&ssl=1" class="alignright size-medium wp-image-17778" src="https://i0.wp.com/steveblank.com/wp-content/uploads/2014/11/shutterstock_132023192.jpg?resize=207%2C300&ssl=1" alt="shutterstock_132023192" width="207" height="300" /></a></p> <p>—–</p> <p>In August 2011 I received an email from someone at NYU I never heard of. Frank Rimalovski, the Executive Director of the <a href="http://nyu.edu/entrepreneur" target="_blank">NYU Entrepreneurial Institute</a>, had just read about the National Science Foundation <a href="http://www.nsf.gov/news/special_reports/i-corps/" target="_blank">Innovation Corps</a> (I-Corps) in <a href="http://steveblank.com/2011/07/28/eureka-a-new-era-for-scientists-and-engineers/" target="_blank">my blog</a>, and he absolutely had to meet me. To Frank’s credit he wouldn’t take no for an answer. When I said, “I’m too busy,” Frank said he’d fly out to fit into my schedule. When I said, “I’m at my ranch on the coast,” Frank promised to drive to Santa Cruz as soon as he get off the plane.</p> <p>I figured any academic who was as persistent as an entrepreneur had earned my time.</p> <p>So we met, and I learned a lot. First, I learned that Frank was not your typical academic. He was a career VC, now at NYU and charged with building an entrepreneurial ecosystem across the university. Frank’s goal in the meeting was to figure out how to ensure that NYU would be one of the new universities selected when the National Science Foundation scaled the <a href="http://www.nsf.gov/news/special_reports/i-corps/" target="_blank">Innovation Corps</a> nationally. (The Innovation Corps, or I-Corps for short, is my Stanford <a href="http://steveblank.com/category/lean-launchpad/" target="_blank">Lean LaunchPad</a> class offered by the National Science Foundation to our leading scientists. The Lean LaunchPad class teaches students how to build a Lean Startup using business model design, customer development and agile engineering. Teams have to get out of the building and talk to 10-15 customers a week.) I gave Frank the same advice I offered all the other universities who asked. But the difference was that Frank took it and made it part of the NYU proposal.</p> <p>In 2012 NYU partnered with the City University of NY (CUNY) and Columbia University, and in early 2013 they won a grant from the National Science Foundation to build the Innovation Corps in New York City and jointly create the the <a href="http://nycrin.org/" target="_blank">NYC Regional Innovation Node</a> (NYCRIN).</p> <p><strong>Spend it Wisely<br /> </strong>As part of the National Science Foundation I-Corps program, NYU was responsible for training our country’s top scientists – and they’ve taught 170 of them so far.</p> <p>But what NYU did with the rest of their grant dollars was simply brilliant. Over the last two years they used part of the National Science Foundation funds to send eight NYU faculty to California attend <a href="http://venturewell.org/lean-launchpad/" target="_blank">the Lean LaunchPad Educators program</a>. (The Educators Program is a 2½ day class that teaches faculty how to create and teach their own Lean LaunchPad class.) In exchange the faculty had to agree to teach a Lean LaunchPad class at NYU within the next year. Unbelievably, they’ve delivered – and more. By this spring there will be 9 different Lean LaunchPad classes with 12 NYU instructors (and several more gearing up) teaching Lean at 12 of the schools/colleges within NYU. Some of these were brand new classes while others adapted existing business, design and engineering curricula to utilize the Lean approach.</p> <p><a href="https://i0.wp.com/steveblank.com/wp-content/uploads/2014/11/nyu-lean-2.jpg?ssl=1"><img data-recalc-dims="1" decoding="async" data-attachment-id="17793" data-permalink="https://steveblank.com/2014/11/20/impact-nyu-scales-the-lean-launchpad/nyu-lean-2/" data-orig-file="https://i0.wp.com/steveblank.com/wp-content/uploads/2014/11/nyu-lean-2.jpg?fit=1617%2C897&ssl=1" data-orig-size="1617,897" data-comments-opened="1" data-image-meta="{"aperture":"0","credit":"","camera":"","caption":"","created_timestamp":"0","copyright":"","focal_length":"0","iso":"0","shutter_speed":"0","title":"","orientation":"1"}" data-image-title="NYU Lean 2" data-image-description="" data-image-caption="" data-medium-file="https://i0.wp.com/steveblank.com/wp-content/uploads/2014/11/nyu-lean-2.jpg?fit=300%2C166&ssl=1" data-large-file="https://i0.wp.com/steveblank.com/wp-content/uploads/2014/11/nyu-lean-2.jpg?fit=468%2C260&ssl=1" class="aligncenter size-large wp-image-17793" src="https://i0.wp.com/steveblank.com/wp-content/uploads/2014/11/nyu-lean-2.jpg?resize=468%2C259&ssl=1" alt="NYU Lean 2" width="468" height="259" /></a></p> <p><strong>Spread it Widely<br /> </strong>In two short years, the Lean LaunchPad has had a major impact on teaching entrepreneurship at NYU. Starting this year all 750 incoming freshman at the NYU Polytechnic School of Engineering take the required <em>Innovation and Technology Forum</em> class. The class has been updated to cover the key elements of the Lean Startup (customer development, customer segments & value propositions, product/market fit, and minimal viable products)!</p> <p>In addition, 165 students from twelve different schools/colleges within the University took the full Lean LaunchPad class this year. And in each of the past two summers 10 teams with 30 students participated in the <a href="http://www.nyu.edu/about/university-initiatives/entrepreneurship-at-nyu/accelerate/nyu-summer-launchpad.html" target="_blank">NYU Summer Launchpad</a> accelerator program. Frank even convinced me to come to New York and teach a five-day 10-hour-a-day Lean LaunchPad class with him and his team each August.</p> <p><strong>Student Impact<br /> </strong>While classes offered and curriculums built are impressive, what really matters is whether we had any impact on the students. Did we open new eyes? Encourage new startups? Change lives? To my surprise the impact has been clear and immediate. A few of the students wrote blogs about their experience in the classes. Here are a a few quotes that stand out:</p> <p>Tlacael Esparza recently received his masters in music tech from NYU Steinhardt and is the co-founder of <a href="http://www.sensorypercussion.com/" target="_blank">Sensory Percussion</a>. <i>“…I found the idea of doing 10-15 customer interviews a week daunting and distracting. How can I commit to “getting out of the building” when I have so much more work to do building and improving our first product? … However, going through the customer development process showed me the danger in that kind of thinking. In talking to musicians and music producers…there was a lot to be learned about how our competitors’ products are perceived and used and how Sensory Percussion would fit into the current eco-system.”</i> Read Tlacael’s blog post about his Summer Launchpad experience <a href="http://www.nyuentrepreneur.com/lessons-learned-do-customer-interviews-even-when-you-dont-think-you-need-to/" target="_blank">here</a>.</p> <p><span style="line-height:1.5;">Fang-Ke Huang is a postdoctoral fellow in </span><a style="line-height:1.5;" href="http://www.med.nyu.edu/" target="_blank">NYU Langone Medical Center</a><span style="line-height:1.5;">, applying the </span><a style="line-height:1.5;" href="http://en.wikipedia.org/wiki/Proteomics" target="_blank">proteomic approach</a><span style="line-height:1.5;"> to understand the brain’s functionalities such as learning and memory.</span><em style="line-height:1.5;"> “</em><span style="line-height:1.5;">…</span><em style="line-height:1.5;">(The) class taught me not only the importance of customers, but also the application of the scientific method to the business model..</em><span style="line-height:1.5;">.I</span><em style="line-height:1.5;"> also learned that an entrepreneur should have a productive attitude towards setbacks. …, I started to view setbacks as a chance for feedback and as opportunities to redirect my efforts</em><span style="line-height:1.5;">.” Fang-Ke’s blog about the class is </span><a style="line-height:1.5;" href="http://www.nyuentrepreneur.com/lessons-learned-a-startups-secret-weapon-customers/" target="_blank">here</a><span style="line-height:1.5;">.</span></p> <p><strong>Make it Better<br /> </strong>Last but not least, Frank thought that neither the <a href="http://www.amazon.com/gp/product/0989200507/ref=as_li_tf_tl?ie=UTF8&camp=1789&creative=9325&creativeASIN=0989200507&linkCode=as2&tag=wwwsteveblank-20" target="_blank">Four Steps to the Epiphany</a> nor the <a href="http://www.amazon.com/gp/product/0984999302/ref=as_li_tf_tl?ie=UTF8&tag=wwwsteveblank-20&linkCode=as2&camp=1789&creative=9325&creativeASIN=0984999302" target="_blank">Startup Owners Manual</a> had enough specific advice on Customer Development. (Ouch.) I told him that if he thought he could do better he should write his own book. So Frank did. He collaborated with Giff Constable and wrote <a href="http://www.amazon.com/gp/product/099080092X/ref=as_li_tl?ie=UTF8&camp=1789&creative=9325&creativeASIN=099080092X&linkCode=as2&tag=wwwsteveblank-20&linkId=RLK5QONJI5ZZQ3QB" target="_blank">Talking to Humans: Success Starts with Understanding Your Customers</a><em> </em>to guide aspiring entrepreneurs through the process of securing, conducting and synthesizing early customer discovery interviews. And you know what? It is a great book. I used it in the <a href="http://sbir.cancer.gov/resource/icorps/" target="_blank">I-Corps @ NIH program</a>, and it’s now one of my class texts.</p> <p><strong>What’s Next?<br /> </strong>From my time at NYU last summer, it was clear there is already a growing demand and interest from faculty and administrators alike to apply Lean in life science and healthcare at NYU. Now that the National Institute of Health has run <a href="http://steveblank.com/2014/06/26/i-corps-nih-pivoting-the-curriculum/" target="_blank">an I-Corps class specifically targeted for Life Science and Healthcare</a> (therapeutics, diagnostics, medical devices and digital health), there’s now a Lean LaunchPad curriculum for Frank’s next target – bringing the Lean LaunchPad class into the NYU Medical Center in 2015</p> <p><strong>Lessons Learned</strong></p> <blockquote> <ul> <li>The National Science Foundation Innovation Corps has been a great investment for the country</li> <li>It’s spurred a renaissance in entrepreneurial education</li> <li>NYU has grabbed the opportunity with both hands</li> <li>They’ve made one heck of an impact in just two years</li> <li>I can’t wait to see what they do next</li> </ul> </blockquote> <iframe width="100%" height="66" scrolling="no" frameborder="no" src="https://w.soundcloud.com/player/?url=https%3A%2F%2Fapi.soundcloud.com%2Ftracks%2F178064211&width=false&auto_play=false&hide_related=false&visual=false&show_comments=false&color=false&show_user=false&show_reposts=false"></iframe> <div class="sharedaddy sd-sharing-enabled"><div class="robots-nocontent sd-block sd-social sd-social-official sd-sharing"><h3 class="sd-title">Share this:</h3><div class="sd-content"><ul><li class="share-print"><a rel="nofollow noopener noreferrer" data-shared="" class="share-print sd-button" href="https://steveblank.com/2014/11/20/impact-nyu-scales-the-lean-launchpad/" target="_blank" title="Click to print" ><span>Print</span></a></li><li class="share-email"><a rel="nofollow noopener noreferrer" data-shared="" class="share-email sd-button" href="mailto:?subject=%5BShared%20Post%5D%20Impact%21%20NYU%20Scales%20the%20Lean%20LaunchPad&body=https%3A%2F%2Fsteveblank.com%2F2014%2F11%2F20%2Fimpact-nyu-scales-the-lean-launchpad%2F&share=email" target="_blank" title="Click to email a link to a friend" data-email-share-error-title="Do you have email set up?" data-email-share-error-text="If you're having problems sharing via email, you might not have email set up for your browser. You may need to create a new email yourself." data-email-share-nonce="8c03801d25" data-email-share-track-url="https://steveblank.com/2014/11/20/impact-nyu-scales-the-lean-launchpad/?share=email"><span>Email</span></a></li><li class="share-facebook"><div class="fb-share-button" data-href="https://steveblank.com/2014/11/20/impact-nyu-scales-the-lean-launchpad/" data-layout="button_count"></div></li><li class="share-twitter"><a href="https://twitter.com/share" class="twitter-share-button" data-url="https://steveblank.com/2014/11/20/impact-nyu-scales-the-lean-launchpad/" data-text="Impact! NYU Scales the Lean LaunchPad" >Tweet</a></li><li class="share-linkedin"><div class="linkedin_button"><script type="in/share" data-url="https://steveblank.com/2014/11/20/impact-nyu-scales-the-lean-launchpad/" data-counter="right"></script></div></li><li class="share-reddit"><a rel="nofollow noopener noreferrer" data-shared="" class="share-reddit sd-button" href="https://steveblank.com/2014/11/20/impact-nyu-scales-the-lean-launchpad/?share=reddit" target="_blank" title="Click to share on Reddit" ><span>Reddit</span></a></li><li class="share-jetpack-whatsapp"><a rel="nofollow noopener noreferrer" data-shared="" class="share-jetpack-whatsapp sd-button" href="https://steveblank.com/2014/11/20/impact-nyu-scales-the-lean-launchpad/?share=jetpack-whatsapp" target="_blank" title="Click to share on WhatsApp" ><span>WhatsApp</span></a></li><li class="share-pinterest"><div class="pinterest_button"><a href="https://www.pinterest.com/pin/create/button/?url=https%3A%2F%2Fsteveblank.com%2F2014%2F11%2F20%2Fimpact-nyu-scales-the-lean-launchpad%2F&media=https%3A%2F%2Fsteveblank.com%2Fwp-content%2Fuploads%2F2014%2F11%2Fnyu-lean-2.jpg&description=Impact%21%20NYU%20Scales%20the%20Lean%20LaunchPad" data-pin-do="buttonPin" data-pin-config="beside"><img data-recalc-dims="1" src="https://i0.wp.com/assets.pinterest.com/images/pidgets/pinit_fg_en_rect_gray_20.png?w=468" /></a></div></li><li class="share-telegram"><a rel="nofollow noopener noreferrer" data-shared="" class="share-telegram sd-button" href="https://steveblank.com/2014/11/20/impact-nyu-scales-the-lean-launchpad/?share=telegram" target="_blank" title="Click to share on Telegram" ><span>Telegram</span></a></li><li class="share-tumblr"><a class="tumblr-share-button" target="_blank" href="https://www.tumblr.com/share" data-title="Impact! NYU Scales the Lean LaunchPad" data-content="https://steveblank.com/2014/11/20/impact-nyu-scales-the-lean-launchpad/" title="Share on Tumblr"data-posttype="link">Share on Tumblr</a></li><li class="share-pocket"><div class="pocket_button"><a href="https://getpocket.com/save" class="pocket-btn" data-lang="en" data-save-url="https://steveblank.com/2014/11/20/impact-nyu-scales-the-lean-launchpad/" data-pocket-count="horizontal" >Pocket</a></div></li><li class="share-end"></li></ul></div></div></div><div class='sharedaddy sd-block sd-like jetpack-likes-widget-wrapper jetpack-likes-widget-unloaded' id='like-post-wrapper-6599589-17776-6747893d6a3a4' data-src='https://widgets.wp.com/likes/?ver=14.1-a.7#blog_id=6599589&post_id=17776&origin=steveblank.com&obj_id=6599589-17776-6747893d6a3a4&n=1' data-name='like-post-frame-6599589-17776-6747893d6a3a4' data-title='Like or Reblog'><h3 class="sd-title">Like this:</h3><div class='likes-widget-placeholder post-likes-widget-placeholder' style='height: 55px;'><span class='button'><span>Like</span></span> <span class="loading">Loading...</span></div><span class='sd-text-color'></span><a class='sd-link-color'></a></div> <p class="postinfo"> Filed under: <a href="https://steveblank.com/category/lean-launchpad/" rel="category tag">Lean LaunchPad</a>, <a href="https://steveblank.com/category/nsf-national-science-foundation/" rel="category tag">NSF (National Science Foundation)</a>, <a href="https://steveblank.com/category/teaching/" rel="category tag">Teaching</a> | <a href="https://steveblank.com/2014/11/20/impact-nyu-scales-the-lean-launchpad/#comments">7 Comments »</a> </p> </div> </div> <div class="post-17750 post type-post status-publish format-standard hentry category-2-minute-lessons" id="post-17750"> <h2><a href="https://steveblank.com/2014/11/13/users-payers-and-multi-sided-markets/" rel="bookmark">Users, Payers and Multi-Sided Markets</a></h2> <div class="postinfo"> Posted on <span class="postdate">November 13, 2014</span> by steve blank </div> <div class="entry"> <p><iframe loading="lazy" title="Users, Payers and Multi Sided Markets. 2 Minutes to See Why" width="468" height="263" src="https://www.youtube.com/embed/LGVijZLcQNY?feature=oembed" frameborder="0" allow="accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share" referrerpolicy="strict-origin-when-cross-origin" allowfullscreen></iframe></p> <p>If you can’t see the video click <a href="/www.youtube.com/embed/LGVijZLcQNY" target="_blank">here</a></p> <div class="sharedaddy sd-sharing-enabled"><div class="robots-nocontent sd-block sd-social sd-social-official sd-sharing"><h3 class="sd-title">Share this:</h3><div class="sd-content"><ul><li class="share-print"><a rel="nofollow noopener noreferrer" data-shared="" class="share-print sd-button" href="https://steveblank.com/2014/11/13/users-payers-and-multi-sided-markets/" target="_blank" title="Click to print" ><span>Print</span></a></li><li class="share-email"><a rel="nofollow noopener noreferrer" data-shared="" class="share-email sd-button" href="mailto:?subject=%5BShared%20Post%5D%20Users%2C%20Payers%20and%20Multi-Sided%20Markets&body=https%3A%2F%2Fsteveblank.com%2F2014%2F11%2F13%2Fusers-payers-and-multi-sided-markets%2F&share=email" target="_blank" title="Click to email a link to a friend" data-email-share-error-title="Do you have email set up?" data-email-share-error-text="If you're having problems sharing via email, you might not have email set up for your browser. You may need to create a new email yourself." data-email-share-nonce="b6a5098a25" data-email-share-track-url="https://steveblank.com/2014/11/13/users-payers-and-multi-sided-markets/?share=email"><span>Email</span></a></li><li class="share-facebook"><div class="fb-share-button" data-href="https://steveblank.com/2014/11/13/users-payers-and-multi-sided-markets/" data-layout="button_count"></div></li><li class="share-twitter"><a href="https://twitter.com/share" class="twitter-share-button" data-url="https://steveblank.com/2014/11/13/users-payers-and-multi-sided-markets/" data-text="Users, Payers and Multi-Sided Markets" >Tweet</a></li><li class="share-linkedin"><div class="linkedin_button"><script type="in/share" data-url="https://steveblank.com/2014/11/13/users-payers-and-multi-sided-markets/" data-counter="right"></script></div></li><li class="share-reddit"><a rel="nofollow noopener noreferrer" data-shared="" class="share-reddit sd-button" href="https://steveblank.com/2014/11/13/users-payers-and-multi-sided-markets/?share=reddit" target="_blank" title="Click to share on Reddit" ><span>Reddit</span></a></li><li class="share-jetpack-whatsapp"><a rel="nofollow noopener noreferrer" data-shared="" class="share-jetpack-whatsapp sd-button" href="https://steveblank.com/2014/11/13/users-payers-and-multi-sided-markets/?share=jetpack-whatsapp" target="_blank" title="Click to share on WhatsApp" ><span>WhatsApp</span></a></li><li class="share-pinterest"><div class="pinterest_button"><a href="https://www.pinterest.com/pin/create/button/?url=https%3A%2F%2Fsteveblank.com%2F2014%2F11%2F13%2Fusers-payers-and-multi-sided-markets%2F&media=https%3A%2F%2Fs0.wp.com%2Fi%2Fwebclip.png&description=Users%2C%20Payers%20and%20Multi-Sided%20Markets" data-pin-do="buttonPin" data-pin-config="beside"><img data-recalc-dims="1" src="https://i0.wp.com/assets.pinterest.com/images/pidgets/pinit_fg_en_rect_gray_20.png?w=468" /></a></div></li><li class="share-telegram"><a rel="nofollow noopener noreferrer" data-shared="" class="share-telegram sd-button" href="https://steveblank.com/2014/11/13/users-payers-and-multi-sided-markets/?share=telegram" target="_blank" title="Click to share on Telegram" ><span>Telegram</span></a></li><li class="share-tumblr"><a class="tumblr-share-button" target="_blank" href="https://www.tumblr.com/share" data-title="Users, Payers and Multi-Sided Markets" data-content="https://steveblank.com/2014/11/13/users-payers-and-multi-sided-markets/" title="Share on Tumblr"data-posttype="link">Share on Tumblr</a></li><li class="share-pocket"><div class="pocket_button"><a href="https://getpocket.com/save" class="pocket-btn" data-lang="en" data-save-url="https://steveblank.com/2014/11/13/users-payers-and-multi-sided-markets/" data-pocket-count="horizontal" >Pocket</a></div></li><li class="share-end"></li></ul></div></div></div><div class='sharedaddy sd-block sd-like jetpack-likes-widget-wrapper jetpack-likes-widget-unloaded' id='like-post-wrapper-6599589-17750-6747893d6c6e7' data-src='https://widgets.wp.com/likes/?ver=14.1-a.7#blog_id=6599589&post_id=17750&origin=steveblank.com&obj_id=6599589-17750-6747893d6c6e7&n=1' data-name='like-post-frame-6599589-17750-6747893d6c6e7' data-title='Like or Reblog'><h3 class="sd-title">Like this:</h3><div class='likes-widget-placeholder post-likes-widget-placeholder' style='height: 55px;'><span class='button'><span>Like</span></span> <span class="loading">Loading...</span></div><span class='sd-text-color'></span><a class='sd-link-color'></a></div> <p class="postinfo"> Filed under: <a href="https://steveblank.com/category/2-minute-lessons/" rel="category tag">2 Minute Lessons</a> | <a href="https://steveblank.com/2014/11/13/users-payers-and-multi-sided-markets/#comments">4 Comments »</a> </p> </div> </div> <div class="post-17717 post type-post status-publish format-standard hentry category-corporate-govt-innovation category-customer-development" id="post-17717"> <h2><a href="https://steveblank.com/2014/11/11/why-corporate-skunkworks-need-to-die/" rel="bookmark">Why Corporate Skunk Works Need to Die</a></h2> <div class="postinfo"> Posted on <span class="postdate">November 11, 2014</span> by steve blank </div> <div class="entry"> <p>In the 20<sup>th</sup> century corporate <a href="http://en.wikipedia.org/wiki/Skunkworks_project" target="_blank">skunk works</a>® <span style="line-height:1.5;">were used to develop disruptive innovation separate from the rest of the company. They were the hallmark of innovative corporations.</span></p> <p>By the middle of the 21<sup>st</sup> century the only companies with skunk works will be the ones that have failed to master <em>continuous innovation</em>. Skunk works will be the signposts of companies that will be left behind.</p> <p> </p> <p>——–</p> <p>In the 20<sup>th</sup> century companies could be leaders in a market for decades by just focusing on their core product(s). Most companies incrementally improved their products with <em>process </em>innovation (better materials, cheaper, product line extensions) and/or through acquisitions. Building disruptive products were thought of as “risky” and a distraction since it was not “core” to the company and did not fit existing corporate structures. Why make big bets if no one was asking for them and competitors weren’t doing so.</p> <div id="attachment_17723" style="width: 310px" class="wp-caption alignright"><a href="https://i0.wp.com/steveblank.com/wp-content/uploads/2014/11/a-12.jpg?ssl=1"><img data-recalc-dims="1" loading="lazy" decoding="async" aria-describedby="caption-attachment-17723" data-attachment-id="17723" data-permalink="https://steveblank.com/2014/11/11/why-corporate-skunkworks-need-to-die/a-12/" data-orig-file="https://i0.wp.com/steveblank.com/wp-content/uploads/2014/11/a-12.jpg?fit=564%2C345&ssl=1" data-orig-size="564,345" data-comments-opened="1" data-image-meta="{"aperture":"0","credit":"","camera":"","caption":"","created_timestamp":"0","copyright":"","focal_length":"0","iso":"0","shutter_speed":"0","title":"","orientation":"1"}" data-image-title="a-12" data-image-description="" data-image-caption="" data-medium-file="https://i0.wp.com/steveblank.com/wp-content/uploads/2014/11/a-12.jpg?fit=300%2C184&ssl=1" data-large-file="https://i0.wp.com/steveblank.com/wp-content/uploads/2014/11/a-12.jpg?fit=468%2C286&ssl=1" class="wp-image-17723 size-medium" src="https://i0.wp.com/steveblank.com/wp-content/uploads/2014/11/a-12.jpg?resize=300%2C183&ssl=1" alt="a-12" width="300" height="183" /></a><p id="caption-attachment-17723" class="wp-caption-text">CIA A-12 spy plane. Developed by Lockheed Skunkworks</p></div> <p>A few innovative companies did push the envelope. The way they did so was to set up “skunk works” to develop their most advanced, disruptive products. (IBM used the process to develop the IBM PC.) But it was Lockheed, then an aircraft manufacturer that coined the term and perfected the art. The <a href="http://www.lockheedmartin.com/us/aeronautics/skunkworks.html" target="_blank">Lockheed Skunk Works</a>® <span style="line-height:1.5;">led by Kelly Johnson was responsible for its Advanced Development Projects – everything from the </span><a style="line-height:1.5;" href="http://www.aviation-history.com/lockheed/p80.html" target="_blank">P-80</a><span style="line-height:1.5;">, the first U.S. jet fighter plane, to the </span><a style="line-height:1.5;" href="https://www.cia.gov/library/center-for-the-study-of-intelligence/csi-publications/books-and-monographs/the-cia-and-the-u-2-program-1954-1974/" target="_blank">U-2</a><span style="line-height:1.5;"> and </span><a style="line-height:1.5;" href="http://www.foia.cia.gov/collection/12-oxcart-reconnaissance-aircraft-documentation" target="_blank">A-12</a><span style="line-height:1.5;"> spy planes.</span></p> <p>Skunk works differed from advanced research groups in that they were more than just product development groups. They had direct interaction with customers and controlled a sales channel which allowed them to negotiate their own deals with customers.</p> <p>Decades before we were able to articulate the value of “getting out of the building” and the Lean Startup, the value in having skunk works controlling their own distribution was starkly evident. Other companies with world-class R&D groups built radical innovations only to see their company fumble the future and others reap the rewards (think of Xerox and the personal computer, Fairchild and integrated circuits, Kodak and digital photography, etc.) Common themes in these failures were, 1) without a direct connection to the customer advanced R&D groups built products without understanding user needs, and 2) the core of the company was so focused on execution of current products that it couldn’t see that <em>the future didn’t look like the past</em>.</p> <p>Kelly Johnson’s <a href="http://www.lockheedmartin.com/us/aeronautics/skunkworks/14rules.html" target="_blank">14 rules about how to manage a disruptive project</a> described how to remove a small innovative team from the politics, policies, procedures and processes a large company had built to support execution of its core business (and its military customers had developed to procure large numbers of standard aircraft.)</p> <p>With the vantage point of the 21<sup>st</sup> century, we can now see that a successful skunk works – separated from its corporate parent, with its own culture, in control of its own R&D and distribution channel – <em>looked much like a startup</em>.</p> <p>But as successful as skunks works were to the companies that executed them well, innovation and execution couldn’t co-exist in the same corporate structure. <em>Skunk works were emblematic of corporate structures that focused on execution and devalued innovation</em>.</p> <p>Until now.</p> <p><strong>Continuous Disruption Requires Continuous Innovation<br /> </strong>In the 21<sup>st </sup>century market share is ephemeral – ask General Motors, Blackberry, Nokia, Microsoft, Blockbuster, etc. –disruption is <em>continual</em>.</p> <p>Therefore companies need to master <em>continuous innovation</em> – the art of executing on core products while continually inventing new products and new <em>businesses</em>. That means that somehow we need to take the innovation that a skunk works removed from the core of the company and integrate the two.</p> <p>Here’s how.</p> <p>We need to realize that skunk works epitomize <em>innovation by exception</em>. But to survive companies need <em>innovation by design.</em></p> <p>We now know how to do just that. We can get innovation and execution to work side-by-side.</p> <p>To start it requires board support and CEO and executive staff agreement. And recognition that cultural, process and procedure changes are needed to embrace learning and experimentation alongside the existing culture of execution.</p> <p>I’ll provide details on how companies can organize this way in a follow-on post.</p> <p><strong>Lessons Learned</strong></p> <blockquote> <ul> <li>Skunk were advanced/disruptive product groups organizational isolated from the rest of their company</li> <li>Skunk works had control over their sales channel and had direct customer feedback</li> <li>World-class R&D groups that didn’t control the channel often saw their innovation die internally</li> <li>Skunk works <em>looked much like a startup</em></li> <li>Skunk works epitomized <em>innovation by exception</em></li> <li>Companies now need <em>innovation by design – </em>innovation and execution that work side-by-side</li> <li>We now know how to do this</li> </ul> </blockquote> <iframe loading="lazy" width="100%" height="66" scrolling="no" frameborder="no" src="https://w.soundcloud.com/player/?url=https%3A%2F%2Fapi.soundcloud.com%2Ftracks%2F176552865&width=false&auto_play=false&hide_related=false&visual=false&show_comments=false&color=false&show_user=false&show_reposts=false"></iframe> <div class="sharedaddy sd-sharing-enabled"><div class="robots-nocontent sd-block sd-social sd-social-official sd-sharing"><h3 class="sd-title">Share this:</h3><div class="sd-content"><ul><li class="share-print"><a rel="nofollow noopener noreferrer" data-shared="" class="share-print sd-button" href="https://steveblank.com/2014/11/11/why-corporate-skunkworks-need-to-die/" target="_blank" title="Click to print" ><span>Print</span></a></li><li class="share-email"><a rel="nofollow noopener noreferrer" data-shared="" class="share-email sd-button" href="mailto:?subject=%5BShared%20Post%5D%20Why%20Corporate%20Skunk%20Works%20Need%20to%20Die&body=https%3A%2F%2Fsteveblank.com%2F2014%2F11%2F11%2Fwhy-corporate-skunkworks-need-to-die%2F&share=email" target="_blank" title="Click to email a link to a friend" data-email-share-error-title="Do you have email set up?" data-email-share-error-text="If you're having problems sharing via email, you might not have email set up for your browser. You may need to create a new email yourself." data-email-share-nonce="45b27e74d4" data-email-share-track-url="https://steveblank.com/2014/11/11/why-corporate-skunkworks-need-to-die/?share=email"><span>Email</span></a></li><li class="share-facebook"><div class="fb-share-button" data-href="https://steveblank.com/2014/11/11/why-corporate-skunkworks-need-to-die/" data-layout="button_count"></div></li><li class="share-twitter"><a href="https://twitter.com/share" class="twitter-share-button" data-url="https://steveblank.com/2014/11/11/why-corporate-skunkworks-need-to-die/" data-text="Why Corporate Skunk Works Need to Die" >Tweet</a></li><li class="share-linkedin"><div class="linkedin_button"><script type="in/share" data-url="https://steveblank.com/2014/11/11/why-corporate-skunkworks-need-to-die/" data-counter="right"></script></div></li><li class="share-reddit"><a rel="nofollow noopener noreferrer" data-shared="" class="share-reddit sd-button" href="https://steveblank.com/2014/11/11/why-corporate-skunkworks-need-to-die/?share=reddit" target="_blank" title="Click to share on Reddit" ><span>Reddit</span></a></li><li class="share-jetpack-whatsapp"><a rel="nofollow noopener noreferrer" data-shared="" class="share-jetpack-whatsapp sd-button" href="https://steveblank.com/2014/11/11/why-corporate-skunkworks-need-to-die/?share=jetpack-whatsapp" target="_blank" title="Click to share on WhatsApp" ><span>WhatsApp</span></a></li><li class="share-pinterest"><div class="pinterest_button"><a href="https://www.pinterest.com/pin/create/button/?url=https%3A%2F%2Fsteveblank.com%2F2014%2F11%2F11%2Fwhy-corporate-skunkworks-need-to-die%2F&media=https%3A%2F%2Fsteveblank.com%2Fwp-content%2Fuploads%2F2014%2F11%2Fa-12.jpg&description=Why%20Corporate%20Skunk%20Works%20Need%20to%20Die" data-pin-do="buttonPin" data-pin-config="beside"><img data-recalc-dims="1" src="https://i0.wp.com/assets.pinterest.com/images/pidgets/pinit_fg_en_rect_gray_20.png?w=468" /></a></div></li><li class="share-telegram"><a rel="nofollow noopener noreferrer" data-shared="" class="share-telegram sd-button" href="https://steveblank.com/2014/11/11/why-corporate-skunkworks-need-to-die/?share=telegram" target="_blank" title="Click to share on Telegram" ><span>Telegram</span></a></li><li class="share-tumblr"><a class="tumblr-share-button" target="_blank" href="https://www.tumblr.com/share" data-title="Why Corporate Skunk Works Need to Die" data-content="https://steveblank.com/2014/11/11/why-corporate-skunkworks-need-to-die/" title="Share on Tumblr"data-posttype="link">Share on Tumblr</a></li><li class="share-pocket"><div class="pocket_button"><a href="https://getpocket.com/save" class="pocket-btn" data-lang="en" data-save-url="https://steveblank.com/2014/11/11/why-corporate-skunkworks-need-to-die/" data-pocket-count="horizontal" >Pocket</a></div></li><li class="share-end"></li></ul></div></div></div><div class='sharedaddy sd-block sd-like jetpack-likes-widget-wrapper jetpack-likes-widget-unloaded' id='like-post-wrapper-6599589-17717-6747893d6f6e8' data-src='https://widgets.wp.com/likes/?ver=14.1-a.7#blog_id=6599589&post_id=17717&origin=steveblank.com&obj_id=6599589-17717-6747893d6f6e8&n=1' data-name='like-post-frame-6599589-17717-6747893d6f6e8' data-title='Like or Reblog'><h3 class="sd-title">Like this:</h3><div class='likes-widget-placeholder post-likes-widget-placeholder' style='height: 55px;'><span class='button'><span>Like</span></span> <span class="loading">Loading...</span></div><span class='sd-text-color'></span><a class='sd-link-color'></a></div> <p class="postinfo"> Filed under: <a href="https://steveblank.com/category/corporate-govt-innovation/" rel="category tag">Corporate/Gov't Innovation</a>, <a href="https://steveblank.com/category/customer-development/" rel="category tag">Customer Development</a> | <a href="https://steveblank.com/2014/11/11/why-corporate-skunkworks-need-to-die/#comments">37 Comments »</a> </p> </div> </div> <div class="post-17687 post type-post status-publish format-standard hentry category-2-minute-lessons" id="post-17687"> <h2><a href="https://steveblank.com/2014/11/03/how-do-i-know-if-i-have-the-right-customers-2-minutes-to-find-out/" rel="bookmark">How Do I Know If I Have The Right Customers? 2 Minutes to Find Out</a></h2> <div class="postinfo"> Posted on <span class="postdate">November 3, 2014</span> by steve blank </div> <div class="entry"> <p><iframe loading="lazy" title="How Do I Know if I Have the Right Customers? 2 Minutes to See Why" width="468" height="263" src="https://www.youtube.com/embed/aFYDH1I0Hx4?feature=oembed" frameborder="0" allow="accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share" referrerpolicy="strict-origin-when-cross-origin" allowfullscreen></iframe></p> <p>If you can’t see the video click <a href="https://www.youtube.com/watch?v=aFYDH1I0Hx4" target="_blank">here</a></p> <div class="sharedaddy sd-sharing-enabled"><div class="robots-nocontent sd-block sd-social sd-social-official sd-sharing"><h3 class="sd-title">Share this:</h3><div class="sd-content"><ul><li class="share-print"><a rel="nofollow noopener noreferrer" data-shared="" class="share-print sd-button" href="https://steveblank.com/2014/11/03/how-do-i-know-if-i-have-the-right-customers-2-minutes-to-find-out/" target="_blank" title="Click to print" ><span>Print</span></a></li><li class="share-email"><a rel="nofollow noopener noreferrer" data-shared="" class="share-email sd-button" href="mailto:?subject=%5BShared%20Post%5D%20How%20Do%20I%20Know%20If%20I%20Have%20The%20Right%20Customers%3F%202%20Minutes%20to%20Find%20Out&body=https%3A%2F%2Fsteveblank.com%2F2014%2F11%2F03%2Fhow-do-i-know-if-i-have-the-right-customers-2-minutes-to-find-out%2F&share=email" target="_blank" title="Click to email a link to a friend" data-email-share-error-title="Do you have email set up?" data-email-share-error-text="If you're having problems sharing via email, you might not have email set up for your browser. You may need to create a new email yourself." data-email-share-nonce="af156abe34" data-email-share-track-url="https://steveblank.com/2014/11/03/how-do-i-know-if-i-have-the-right-customers-2-minutes-to-find-out/?share=email"><span>Email</span></a></li><li class="share-facebook"><div class="fb-share-button" data-href="https://steveblank.com/2014/11/03/how-do-i-know-if-i-have-the-right-customers-2-minutes-to-find-out/" data-layout="button_count"></div></li><li class="share-twitter"><a href="https://twitter.com/share" class="twitter-share-button" data-url="https://steveblank.com/2014/11/03/how-do-i-know-if-i-have-the-right-customers-2-minutes-to-find-out/" data-text="How Do I Know If I Have The Right Customers? 2 Minutes to Find Out" >Tweet</a></li><li class="share-linkedin"><div class="linkedin_button"><script type="in/share" data-url="https://steveblank.com/2014/11/03/how-do-i-know-if-i-have-the-right-customers-2-minutes-to-find-out/" data-counter="right"></script></div></li><li class="share-reddit"><a rel="nofollow noopener noreferrer" data-shared="" class="share-reddit sd-button" href="https://steveblank.com/2014/11/03/how-do-i-know-if-i-have-the-right-customers-2-minutes-to-find-out/?share=reddit" target="_blank" title="Click to share on Reddit" ><span>Reddit</span></a></li><li class="share-jetpack-whatsapp"><a rel="nofollow noopener noreferrer" data-shared="" class="share-jetpack-whatsapp sd-button" href="https://steveblank.com/2014/11/03/how-do-i-know-if-i-have-the-right-customers-2-minutes-to-find-out/?share=jetpack-whatsapp" target="_blank" title="Click to share on WhatsApp" ><span>WhatsApp</span></a></li><li class="share-pinterest"><div class="pinterest_button"><a href="https://www.pinterest.com/pin/create/button/?url=https%3A%2F%2Fsteveblank.com%2F2014%2F11%2F03%2Fhow-do-i-know-if-i-have-the-right-customers-2-minutes-to-find-out%2F&media=https%3A%2F%2Fs0.wp.com%2Fi%2Fwebclip.png&description=How%20Do%20I%20Know%20If%20I%20Have%20The%20Right%20Customers%3F%202%20Minutes%20to%20Find%20Out" data-pin-do="buttonPin" data-pin-config="beside"><img data-recalc-dims="1" src="https://i0.wp.com/assets.pinterest.com/images/pidgets/pinit_fg_en_rect_gray_20.png?w=468" /></a></div></li><li class="share-telegram"><a rel="nofollow noopener noreferrer" data-shared="" class="share-telegram sd-button" href="https://steveblank.com/2014/11/03/how-do-i-know-if-i-have-the-right-customers-2-minutes-to-find-out/?share=telegram" target="_blank" title="Click to share on Telegram" ><span>Telegram</span></a></li><li class="share-tumblr"><a class="tumblr-share-button" target="_blank" href="https://www.tumblr.com/share" data-title="How Do I Know If I Have The Right Customers? 2 Minutes to Find Out" data-content="https://steveblank.com/2014/11/03/how-do-i-know-if-i-have-the-right-customers-2-minutes-to-find-out/" title="Share on Tumblr"data-posttype="link">Share on Tumblr</a></li><li class="share-pocket"><div class="pocket_button"><a href="https://getpocket.com/save" class="pocket-btn" data-lang="en" data-save-url="https://steveblank.com/2014/11/03/how-do-i-know-if-i-have-the-right-customers-2-minutes-to-find-out/" data-pocket-count="horizontal" >Pocket</a></div></li><li class="share-end"></li></ul></div></div></div><div class='sharedaddy sd-block sd-like jetpack-likes-widget-wrapper jetpack-likes-widget-unloaded' id='like-post-wrapper-6599589-17687-6747893d71e4b' data-src='https://widgets.wp.com/likes/?ver=14.1-a.7#blog_id=6599589&post_id=17687&origin=steveblank.com&obj_id=6599589-17687-6747893d71e4b&n=1' data-name='like-post-frame-6599589-17687-6747893d71e4b' data-title='Like or Reblog'><h3 class="sd-title">Like this:</h3><div class='likes-widget-placeholder post-likes-widget-placeholder' style='height: 55px;'><span class='button'><span>Like</span></span> <span class="loading">Loading...</span></div><span class='sd-text-color'></span><a class='sd-link-color'></a></div> <p class="postinfo"> Filed under: <a href="https://steveblank.com/category/2-minute-lessons/" rel="category tag">2 Minute Lessons</a> | <a href="https://steveblank.com/2014/11/03/how-do-i-know-if-i-have-the-right-customers-2-minutes-to-find-out/#comments">6 Comments »</a> </p> </div> </div> <div class="browse"></div> </div> </div></div> <div class="sidebar"> <ul> <li><h2>Calendar</h2> <ul> <li><table id="wp-calendar" class="wp-calendar-table"> <caption>November 2014</caption> <thead> <tr> <th scope="col" title="Monday">M</th> <th scope="col" title="Tuesday">T</th> <th scope="col" title="Wednesday">W</th> <th scope="col" title="Thursday">T</th> <th scope="col" title="Friday">F</th> <th scope="col" title="Saturday">S</th> <th scope="col" title="Sunday">S</th> </tr> </thead> <tbody> <tr> <td colspan="5" class="pad"> </td><td>1</td><td>2</td> </tr> <tr> <td><a href="https://steveblank.com/2014/11/03/" aria-label="Posts published on November 3, 2014">3</a></td><td>4</td><td>5</td><td>6</td><td>7</td><td>8</td><td>9</td> </tr> <tr> <td>10</td><td><a href="https://steveblank.com/2014/11/11/" aria-label="Posts published on November 11, 2014">11</a></td><td>12</td><td><a href="https://steveblank.com/2014/11/13/" aria-label="Posts published on November 13, 2014">13</a></td><td>14</td><td>15</td><td>16</td> </tr> <tr> <td>17</td><td>18</td><td>19</td><td><a href="https://steveblank.com/2014/11/20/" aria-label="Posts published on November 20, 2014">20</a></td><td>21</td><td>22</td><td>23</td> </tr> <tr> <td>24</td><td>25</td><td>26</td><td>27</td><td>28</td><td>29</td><td>30</td> </tr> </tbody> </table><nav aria-label="Previous and next months" class="wp-calendar-nav"> <span class="wp-calendar-nav-prev"><a href="https://steveblank.com/2014/10/">« Oct</a></span> <span class="pad"> </span> <span class="wp-calendar-nav-next"><a href="https://steveblank.com/2014/12/">Dec »</a></span> </nav></li> </ul> </li> <li id="linkcat-697967627" class="linkcat"><h2>Customer Development</h2> <ul class='xoxo blogroll'> <li><a href="http://www.slideshare.net/sblank" rel="noopener" target="_blank">Customer Development Methodology – slides</a></li> <li><a href="http://startuplessonslearned.blogspot.com/search?q=%22customer+development%22" rel="noopener" target="_blank">Eric Ries on Customer Development</a></li> <li><a href="http://www.amazon.com/Four-Steps-Epiphany-Steven-Blank/dp/0976470705" rel="noopener" title="My book about Customer Development and more" target="_blank">Four Steps to the Epiphany – the book</a></li> <li><a href="http://ecorner.stanford.edu/authorMaterialInfo.html?mid=2048" rel="noopener" target="_blank">Stanford Entrepreneurial Leadership Talks by Steve Blank</a></li> <li><a href="http://www.slideshare.net/startuplessonslearned/lean-startup-presentation-to-maples-investments-by-steve-blank-and-eric-ries-presentation" rel="noopener" target="_blank">The Lean Startup by Eric Ries & Steve Blank – slides</a></li> </ul> </li> <li id="linkcat-697967628" class="linkcat"><h2>Secret History of Silicon Valley</h2> <ul class='xoxo blogroll'> <li><a href="http://www.slideshare.net/sblank/secret-history-of-silicon-valley-rev-4-dec-09" rel="noopener" target="_blank">The Secret History of Silicon Valley – Dec 2009 slides</a></li> <li><a href="http://www.youtube.com/watch?v=ZTC_RxWN_xo" rel="noopener" title="Recorded at the Computer History Museum Nov. 20, 2008" target="_blank">The Secret History of Silicon Valley – video</a></li> </ul> </li> </ul> </div> </div> <div id="footer"> <p><a href="https://wordpress.com/?ref=footer_custom_powered">Powered by WordPress.com</a>. WP Designer.</p> </div> </div> </div>  <script defer id="bilmur" data-customproperties="{"woo_active":"0"}" data-provider="wordpress.com" data-service="atomic" src="https://s0.wp.com/wp-content/js/bilmur.min.js?m=202448"></script> <div id="jp-carousel-loading-overlay"> <div id="jp-carousel-loading-wrapper"> <span id="jp-carousel-library-loading"> </span> </div> </div> <div class="jp-carousel-overlay" style="display: none;"> <div class="jp-carousel-container">  <div class="jp-carousel-wrap swiper-container jp-carousel-swiper-container jp-carousel-transitions" itemscope itemtype="https://schema.org/ImageGallery"> <div class="jp-carousel swiper-wrapper"></div> <div class="jp-swiper-button-prev swiper-button-prev"> <svg width="25" height="24" viewBox="0 0 25 24" fill="none" xmlns="http://www.w3.org/2000/svg"> <mask id="maskPrev" mask-type="alpha" maskUnits="userSpaceOnUse" x="8" y="6" width="9" height="12"> <path d="M16.2072 16.59L11.6496 12L16.2072 7.41L14.8041 6L8.8335 12L14.8041 18L16.2072 16.59Z" fill="white"/> </mask> <g mask="url(#maskPrev)"> <rect x="0.579102" width="23.8823" height="24" fill="#FFFFFF"/> </g> </svg> </div> <div class="jp-swiper-button-next swiper-button-next"> <svg width="25" height="24" viewBox="0 0 25 24" fill="none" xmlns="http://www.w3.org/2000/svg"> <mask id="maskNext" mask-type="alpha" maskUnits="userSpaceOnUse" x="8" y="6" width="8" height="12"> <path d="M8.59814 16.59L13.1557 12L8.59814 7.41L10.0012 6L15.9718 12L10.0012 18L8.59814 16.59Z" fill="white"/> </mask> <g mask="url(#maskNext)"> <rect x="0.34375" width="23.8822" height="24" fill="#FFFFFF"/> </g> </svg> </div> </div>  <div class="jp-carousel-close-hint"> <svg width="25" height="24" viewBox="0 0 25 24" fill="none" xmlns="http://www.w3.org/2000/svg"> <mask id="maskClose" mask-type="alpha" maskUnits="userSpaceOnUse" x="5" y="5" width="15" height="14"> <path d="M19.3166 6.41L17.9135 5L12.3509 10.59L6.78834 5L5.38525 6.41L10.9478 12L5.38525 17.59L6.78834 19L12.3509 13.41L17.9135 19L19.3166 17.59L13.754 12L19.3166 6.41Z" fill="white"/> </mask> <g mask="url(#maskClose)"> <rect x="0.409668" width="23.8823" height="24" fill="#FFFFFF"/> </g> </svg> </div>  <div class="jp-carousel-info"> <div class="jp-carousel-info-footer"> <div class="jp-carousel-pagination-container"> <div class="jp-swiper-pagination swiper-pagination"></div> <div class="jp-carousel-pagination"></div> </div> <div class="jp-carousel-photo-title-container"> <h2 class="jp-carousel-photo-caption"></h2> </div> <div class="jp-carousel-photo-icons-container"> <a href="#" class="jp-carousel-icon-btn jp-carousel-icon-info" aria-label="Toggle photo metadata visibility"> <span class="jp-carousel-icon"> <svg width="25" height="24" viewBox="0 0 25 24" fill="none" xmlns="http://www.w3.org/2000/svg"> <mask id="maskInfo" mask-type="alpha" maskUnits="userSpaceOnUse" x="2" y="2" width="21" height="20"> <path fill-rule="evenodd" clip-rule="evenodd" d="M12.7537 2C7.26076 2 2.80273 6.48 2.80273 12C2.80273 17.52 7.26076 22 12.7537 22C18.2466 22 22.7046 17.52 22.7046 12C22.7046 6.48 18.2466 2 12.7537 2ZM11.7586 7V9H13.7488V7H11.7586ZM11.7586 11V17H13.7488V11H11.7586ZM4.79292 12C4.79292 16.41 8.36531 20 12.7537 20C17.142 20 20.7144 16.41 20.7144 12C20.7144 7.59 17.142 4 12.7537 4C8.36531 4 4.79292 7.59 4.79292 12Z" fill="white"/> </mask> <g mask="url(#maskInfo)"> <rect x="0.8125" width="23.8823" height="24" fill="#FFFFFF"/> </g> </svg> </span> </a> <a href="#" class="jp-carousel-icon-btn jp-carousel-icon-comments" aria-label="Toggle photo comments visibility"> <span class="jp-carousel-icon"> <svg width="25" height="24" viewBox="0 0 25 24" fill="none" xmlns="http://www.w3.org/2000/svg"> <mask id="maskComments" mask-type="alpha" maskUnits="userSpaceOnUse" x="2" y="2" width="21" height="20"> <path fill-rule="evenodd" clip-rule="evenodd" d="M4.3271 2H20.2486C21.3432 2 22.2388 2.9 22.2388 4V16C22.2388 17.1 21.3432 18 20.2486 18H6.31729L2.33691 22V4C2.33691 2.9 3.2325 2 4.3271 2ZM6.31729 16H20.2486V4H4.3271V18L6.31729 16Z" fill="white"/> </mask> <g mask="url(#maskComments)"> <rect x="0.34668" width="23.8823" height="24" fill="#FFFFFF"/> </g> </svg> <span class="jp-carousel-has-comments-indicator" aria-label="This image has comments."></span> </span> </a> </div> </div> <div class="jp-carousel-info-extra"> <div class="jp-carousel-info-content-wrapper"> <div class="jp-carousel-photo-title-container"> <h2 class="jp-carousel-photo-title"></h2> </div> <div class="jp-carousel-comments-wrapper"> <div id="jp-carousel-comments-loading"> <span>Loading Comments...</span> </div> <div class="jp-carousel-comments"></div> <div id="jp-carousel-comment-form-container"> <span id="jp-carousel-comment-form-spinner"> </span> <div id="jp-carousel-comment-post-results"></div> <form id="jp-carousel-comment-form"> <label for="jp-carousel-comment-form-comment-field" class="screen-reader-text">Write a Comment...</label> <textarea name="comment" class="jp-carousel-comment-form-field jp-carousel-comment-form-textarea" id="jp-carousel-comment-form-comment-field" placeholder="Write a Comment..." ></textarea> <div id="jp-carousel-comment-form-submit-and-info-wrapper"> <div id="jp-carousel-comment-form-commenting-as"> <fieldset> <label for="jp-carousel-comment-form-email-field">Email</label> <input type="text" name="email" class="jp-carousel-comment-form-field jp-carousel-comment-form-text-field" id="jp-carousel-comment-form-email-field" /> </fieldset> <fieldset> <label for="jp-carousel-comment-form-author-field">Name</label> <input type="text" name="author" class="jp-carousel-comment-form-field jp-carousel-comment-form-text-field" id="jp-carousel-comment-form-author-field" /> </fieldset> <fieldset> <label for="jp-carousel-comment-form-url-field">Website</label> <input type="text" name="url" class="jp-carousel-comment-form-field jp-carousel-comment-form-text-field" id="jp-carousel-comment-form-url-field" /> </fieldset> </div> <input type="submit" name="submit" class="jp-carousel-comment-form-button" id="jp-carousel-comment-form-button-submit" value="Post Comment" /> </div> </form> </div> </div> <div class="jp-carousel-image-meta"> <div class="jp-carousel-title-and-caption"> <div class="jp-carousel-photo-info"> <h3 class="jp-carousel-caption" itemprop="caption description"></h3> </div> <div class="jp-carousel-photo-description"></div> </div> <ul class="jp-carousel-image-exif" style="display: none;"></ul> <a class="jp-carousel-image-download" href="#" target="_blank" style="display: none;"> <svg width="25" height="24" viewBox="0 0 25 24" fill="none" xmlns="http://www.w3.org/2000/svg"> <mask id="mask0" mask-type="alpha" maskUnits="userSpaceOnUse" x="3" y="3" width="19" height="18"> <path fill-rule="evenodd" clip-rule="evenodd" d="M5.84615 5V19H19.7775V12H21.7677V19C21.7677 20.1 20.8721 21 19.7775 21H5.84615C4.74159 21 3.85596 20.1 3.85596 19V5C3.85596 3.9 4.74159 3 5.84615 3H12.8118V5H5.84615ZM14.802 5V3H21.7677V10H19.7775V6.41L9.99569 16.24L8.59261 14.83L18.3744 5H14.802Z" fill="white"/> </mask> <g mask="url(#mask0)"> <rect x="0.870605" width="23.8823" height="24" fill="#FFFFFF"/> </g> </svg> <span class="jp-carousel-download-text"></span> </a> <div class="jp-carousel-image-map" style="display: none;"></div> </div> </div> </div> </div> </div> </div> <script type="text/javascript"> window.WPCOM_sharing_counts = {"https:\/\/steveblank.com\/2014\/11\/20\/impact-nyu-scales-the-lean-launchpad\/":17776,"https:\/\/steveblank.com\/2014\/11\/13\/users-payers-and-multi-sided-markets\/":17750,"https:\/\/steveblank.com\/2014\/11\/11\/why-corporate-skunkworks-need-to-die\/":17717,"https:\/\/steveblank.com\/2014\/11\/03\/how-do-i-know-if-i-have-the-right-customers-2-minutes-to-find-out\/":17687}; </script> <div id="fb-root"></div> <script>(function(d, s, id) { var js, fjs = d.getElementsByTagName(s)[0]; if (d.getElementById(id)) return; js = d.createElement(s); js.id = id; js.src = 'https://connect.facebook.net/en_US/sdk.js#xfbml=1&appId=249643311490&version=v2.3'; fjs.parentNode.insertBefore(js, fjs); }(document, 'script', 'facebook-jssdk'));</script> <script> document.body.addEventListener( 'is.post-load', function() { if ( 'undefined' !== typeof FB ) { FB.XFBML.parse(); } } ); </script> <script>!function(d,s,id){var js,fjs=d.getElementsByTagName(s)[0],p=/^http:/.test(d.location)?'http':'https';if(!d.getElementById(id)){js=d.createElement(s);js.id=id;js.src=p+'://platform.twitter.com/widgets.js';fjs.parentNode.insertBefore(js,fjs);}}(document, 'script', 'twitter-wjs');</script> <script type="text/javascript"> ( function () { var currentScript = document.currentScript; // Helper function to load an external script. function loadScript( url, cb ) { var script = document.createElement( 'script' ); var prev = currentScript || document.getElementsByTagName( 'script' )[ 0 ]; script.setAttribute( 'async', true ); script.setAttribute( 'src', url ); prev.parentNode.insertBefore( script, prev ); script.addEventListener( 'load', cb ); } function init() { loadScript( 'https://platform.linkedin.com/in.js?async=true', function () { if ( typeof IN !== 'undefined' ) { IN.init(); } } ); } if ( document.readyState === 'loading' ) { document.addEventListener( 'DOMContentLoaded', init ); } else { init(); } document.body.addEventListener( 'is.post-load', function() { if ( typeof IN !== 'undefined' ) { IN.parse(); } } ); } )(); </script> <script type="text/javascript"> ( function () { // Pinterest shared resources var s = document.createElement( 'script' ); s.type = 'text/javascript'; s.async = true; s.setAttribute( 'data-pin-hover', true ); s.src = window.location.protocol + '//assets.pinterest.com/js/pinit.js'; var x = document.getElementsByTagName( 'script' )[ 0 ]; x.parentNode.insertBefore(s, x); // if 'Pin it' button has 'counts' make container wider function init() { var shares = document.querySelectorAll( 'li.share-pinterest' ); for ( var i = 0; i < shares.length; i++ ) { var share = shares[ i ]; var countElement = share.querySelector( 'a span' ); if (countElement) { var countComputedStyle = window.getComputedStyle(countElement); if ( countComputedStyle.display === 'block' ) { var countWidth = parseInt( countComputedStyle.width, 10 ); share.style.marginRight = countWidth + 11 + 'px'; } } } } if ( document.readyState !== 'complete' ) { document.addEventListener( 'load', init ); } else { init(); } } )(); </script> <script id="tumblr-js" type="text/javascript" src="https://assets.tumblr.com/share-button.js"></script> <script> ( function () { var currentScript = document.currentScript; // Don't use Pocket's default JS as it we need to force init new Pocket share buttons loaded via JS. function jetpack_sharing_pocket_init() { var script = document.createElement( 'script' ); var prev = currentScript || document.getElementsByTagName( 'script' )[ 0 ]; script.setAttribute( 'async', true ); script.setAttribute( 'src', 'https://widgets.getpocket.com/v1/j/btn.js?v=1' ); prev.parentNode.insertBefore( script, prev ); } if ( document.readyState === 'loading' ) { document.addEventListener( 'DOMContentLoaded', jetpack_sharing_pocket_init ); } else { jetpack_sharing_pocket_init(); } document.body.addEventListener( 'is.post-load', jetpack_sharing_pocket_init ); } )(); </script> <script type="text/javascript" id="jetpack-carousel-js-extra"> /* <![CDATA[ */ var jetpackSwiperLibraryPath = {"url":"https:\/\/steveblank.com\/wp-content\/plugins\/jetpack\/_inc\/build\/carousel\/swiper-bundle.min.js"}; var jetpackCarouselStrings = {"widths":[370,700,1000,1200,1400,2000],"is_logged_in":"","lang":"en","ajaxurl":"https:\/\/steveblank.com\/wp-admin\/admin-ajax.php","nonce":"079005958d","display_exif":"1","display_comments":"1","single_image_gallery":"1","single_image_gallery_media_file":"","background_color":"black","comment":"Comment","post_comment":"Post Comment","write_comment":"Write a Comment...","loading_comments":"Loading Comments...","image_label":"Open image in full-screen.","download_original":"View full size <span class=\"photo-size\">{0}<span class=\"photo-size-times\">\u00d7<\/span>{1}<\/span>","no_comment_text":"Please be sure to submit some text with your comment.","no_comment_email":"Please provide an email address to comment.","no_comment_author":"Please provide your name to comment.","comment_post_error":"Sorry, but there was an error posting your comment. Please try again later.","comment_approved":"Your comment was approved.","comment_unapproved":"Your comment is in moderation.","camera":"Camera","aperture":"Aperture","shutter_speed":"Shutter Speed","focal_length":"Focal Length","copyright":"Copyright","comment_registration":"0","require_name_email":"0","login_url":"https:\/\/steveblank.com\/wp-login.php?redirect_to=https%3A%2F%2Fsteveblank.com%2F2014%2F11%2F20%2Fimpact-nyu-scales-the-lean-launchpad%2F","blog_id":"1","meta_data":["camera","aperture","shutter_speed","focal_length","copyright"]}; /* ]]> */ </script> <script type='text/javascript' src='https://steveblank.com/_static/??-eJyVzM0OgjAQBOAXsmwVf07GRzGl3eC2y1JpN4S3h4NcjR5nJvPN2fhRKkqFzNqTFIhYs/MJniQeOiUO4N00akHeN7MXzUDSxHKYf2IqMQbTO2aclm/pP5YpYYG3ouLLSdiAz/8x3I+31p7s9XK2KyLnV3k='></script> <script type="text/javascript" src="https://stats.wp.com/e-202448.js" id="jetpack-stats-js" data-wp-strategy="defer"></script> <script type="text/javascript" id="jetpack-stats-js-after"> /* <![CDATA[ */ _stq = window._stq || []; _stq.push([ "view", JSON.parse("{\"v\":\"ext\",\"blog\":\"6599589\",\"post\":\"0\",\"tz\":\"-8\",\"srv\":\"steveblank.com\",\"hp\":\"atomic\",\"ac\":\"2\",\"amp\":\"0\",\"j\":\"1:14.1-a.7\"}") ]); _stq.push([ "clickTrackerInit", "6599589", "0" ]); /* ]]> */ </script> <script type="text/javascript" id="sharing-js-js-extra"> /* <![CDATA[ */ var sharing_js_options = {"lang":"en","counts":"1","is_stats_active":"1"}; /* ]]> */ </script> <script type="text/javascript" src="https://steveblank.com/wp-content/plugins/jetpack/_inc/build/sharedaddy/sharing.min.js?ver=14.1-a.7" id="sharing-js-js"></script> <script type="text/javascript" id="sharing-js-js-after"> /* <![CDATA[ */ var windowOpen; ( function () { function matches( el, sel ) { return !! ( el.matches && el.matches( sel ) || el.msMatchesSelector && el.msMatchesSelector( sel ) ); } document.body.addEventListener( 'click', function ( event ) { if ( ! event.target ) { return; } var el; if ( matches( event.target, 'a.share-facebook' ) ) { el = event.target; } else if ( event.target.parentNode && matches( event.target.parentNode, 'a.share-facebook' ) ) { el = event.target.parentNode; } if ( el ) { event.preventDefault(); // If there's another sharing window open, close it. if ( typeof windowOpen !== 'undefined' ) { windowOpen.close(); } windowOpen = window.open( el.getAttribute( 'href' ), 'wpcomfacebook', 'menubar=1,resizable=1,width=600,height=400' ); return false; } } ); } )(); var windowOpen; ( function () { function matches( el, sel ) { return !! ( el.matches && el.matches( sel ) || el.msMatchesSelector && el.msMatchesSelector( sel ) ); } document.body.addEventListener( 'click', function ( event ) { if ( ! event.target ) { return; } var el; if ( matches( event.target, 'a.share-telegram' ) ) { el = event.target; } else if ( event.target.parentNode && matches( event.target.parentNode, 'a.share-telegram' ) ) { el = event.target.parentNode; } if ( el ) { event.preventDefault(); // If there's another sharing window open, close it. if ( typeof windowOpen !== 'undefined' ) { windowOpen.close(); } windowOpen = window.open( el.getAttribute( 'href' ), 'wpcomtelegram', 'menubar=1,resizable=1,width=450,height=450' ); return false; } } ); } )(); /* ]]> */ </script> <iframe src='https://widgets.wp.com/likes/master.html?ver=20241127#ver=20241127&n=1' scrolling='no' id='likes-master' name='likes-master' style='display:none;'></iframe> <div id='likes-other-gravatars' class='wpl-new-layout' role="dialog" aria-hidden="true" tabindex="-1"><div class="likes-text"><span>%d</span></div><ul class="wpl-avatars sd-like-gravatars"></ul></div> </body> </html>