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The Entrepreneur's Guide to Customer Development:  A cheat sheet to The Four Steps to the Epiphany by [Cooper, Brant, Vlaskovits, Patrick]
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The Entrepreneur's Guide to Customer Development: A cheat sheet to The Four Steps to the Epiphany Kindle Edition


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Length: 106 pages Word Wise: Enabled Enhanced Typesetting: Enabled
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Product Description

This book is bundled with the authors' upcoming book, The Lean Entrepreneur.



“This is a must read for all startups and stakeholders.”

— Steve Blank, author of The 4 Steps to the Epiphany, creator of Customer Development methodology



“The Entrepreneur’s Guide is an easy read. It is written in a conversational tone, doesn’t take itself too seriously, and avoids extraneous fluff.”



— Eric Ries, Author & Creator of the Lean Startup methodology



“Get the CustDev book to dive deep into customer interviews and understand how your product can be developed to meet your customers' needs.”



— Dan Martell, Founder of Flowtown, angel investor



Customer Development is a four-step framework for helping startups discover and validate their customers, product, and go-to-market strategy, developed by Steve Blank and an integral part of Eric Ries' Lean Startup methodology. Focused on the Customer Discovery step, The Entrepreneur's Guide to Customer Development is an easy to follow guide for finding early adopters, building a Minimum Viable Product, finding Product-Market fit, and establishing a sales and marketing roadmap.



Deemed a "must-read" by Steve Blank and Eric Ries, inside you will find detailed customer development and lean startup concept definitions, a step-by-step approach to best practices, a business model analysis guide, case studies, rich graphics, as well as worksheets and exercises. No matter the stage of your business, you will return often to this guide to learn how to build a product people want ;"get out of the building;" foster strong customer relationships; test business model risk; reach out to early adopters; conduct startup marketing; create a customer funnel based on buyers' process; and prepare your startup to scale up.



This book is both an introduction for those unfamiliar with lean concepts and highly actionable for lean practitioners. It is a user friendly guide, written to be accessible to marketing professionals, Engineers startup founders and entrepreneurs, VCs, angels, and anyone else involved in building scalable startups.



Existing companies will benefit to from applying Customer Development principles described in detail herein: for example, startups struggling to achieve market traction, or well established companies seeking to spark new innovation.



This is a business book for startups like no other. No fluff, but rather sound principles and concrete steps to take to build your business. For more information on Customer Development, please see Brant Cooper's and Patrick Vlaskovits' respective blogs.

Product details

  • Format: Kindle Edition
  • File Size: 991 KB
  • Print Length: 106 pages
  • Publisher: Cooper-Vlaskovits (15 October 2010)
  • Sold by: Amazon Australia Services, Inc.
  • Language: English
  • ASIN: B0047GMERK
  • Text-to-Speech: Enabled
  • X-Ray:
  • Word Wise: Enabled
  • Screen Reader: Supported
  • Enhanced Typesetting: Enabled
  • Average Customer Review: Be the first to review this item
  • Amazon Bestsellers Rank: #185,867 Paid in Kindle Store (See Top 100 Paid in Kindle Store)

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Amazon.com: 4.0 out of 5 stars 72 reviews
92 of 96 people found the following review helpful
4.0 out of 5 stars good, but not what it says 28 September 2010
By R. Mutt - Published on Amazon.com
Verified Purchase
First of all, this is NOT, as the title claims, a cheat sheet to The Four Steps of the Epiphany.

Right in the book, on page 21, the authors state that this book focuses on the first step only (Customer Discovery). And I quote: "Future books will attempt to tackle other portions of the Customer Development process - believe us when we say that Customer Discovery is more than enough to 'bite off' at one time."

I am docking the book one star for this. The authors should know better.

Okay, now for the real question - Is this book worth getting, or should you just get Blank's original?

Get them both. Read Blank's first, then read this one and use it to update the notes you took from Blank's book. They work well together but I would not just get this one, as you only get a small piece of the whole picture (per the authors' own admission).

It's worth $30 if you actually use it, but don't assume it's a shortcut to Blank's book. It's only 1/4 of a shortcut.
1 of 1 people found the following review helpful
5.0 out of 5 stars A Valuable Book for Lean Startup Entrepreneurship. 30 October 2016
By Clint Day - Published on Amazon.com
Verified Purchase
Other reviewers don't understand evidenced-based entrepreneurship. It is the new way to build a business that doubles a person's chance for success. At its core is the customer development (CD) method developed by Steve Blank out of Silicon Valley. Trouble is CD is not easy to grasp, and this one book helps tremendously. All depends on finding the right prospect and interviewing them correctly. Cooper's book does that well. His Chapter 8, "8 Steps to Customer Discovery", is gold. How to find prospects, how to reach out (interview) prospects, and the problem solving fit. Don't be critical o such a valuable book to lean startup followers. Clinton E. Day, MBA, entrepreneurship professor/author.
5.0 out of 5 stars I recommend this book to my students and to clients 31 May 2016
By aggregator - Published on Amazon.com
Verified Purchase
I recommend this book to my students and to clients. It's a fast read and a great compilation of information from multiple sources in a single condensed volume. I read it in an afternoon.

It covers some of the essential principals of target market identification, of bridging the gap between early adopters and primary audiences and some of the key elements involved in getting market traction — particularly for a startup.
4 of 4 people found the following review helpful
1.0 out of 5 stars under my expectations 12 July 2013
By DiegoIZuniga - Published on Amazon.com
Format: Kindle Edition Verified Purchase
The preview version, gives the sensation that the book will cover all 4 steps in customer development (customer discovery, customer validation, company creation, company building) the book only covers the first!!!!!!! Customer discovery! I'll now have to buy the original book, "Four steps into Epyphany", this is NOT A CHEAT SHEET FOR that book apparently
Most of what is here you can get in Validation board from startup machine and in Eric Ries book.
1 of 1 people found the following review helpful
4.0 out of 5 stars Good Snapshot of Current Thinking on Customer Development 17 September 2010
By Matthew Bellows - Published on Amazon.com
Verified Purchase
I'm using this book as a Guide for my startup Yesware [...]
and it's been a great touchstone. I read through it in a morning, and now it sits, heavily annotated, on my desk for quick reference.

It's a great book if you:

* Are starting a business right now
* Are running a P&L in a larger company
* Are studying current trends in entrepreneurial thinking

This Guide effectively gathers and summarizes the concepts of the leading actors in the Customer Development/Lean Startup school of running a business. Before this, there was one self-published book on the topic and hundreds of excellent but hard to find blog posts scattered around the web. So it's fantastic to have the main themes of CD gathered authoritatively in one short book.

The Guide doesn't advance the discussion significantly, and it lacks some of the analytical models that are available on line, but it's clearly written, thoughtfully organized and definitely worth your time.