Buy new:
$61.29$61.29
FREE delivery:
Thursday, Jan 5
Ships from: Amazon Sold by: ALTUNDAS02
Buy used: $13.99
Other Sellers on Amazon
100% positive over last 12 months
97% positive over last 12 months
100% positive over last 12 months
Download the free Kindle app and start reading Kindle books instantly on your smartphone, tablet, or computer - no Kindle device required. Learn more
Read instantly on your browser with Kindle Cloud Reader.
Using your mobile phone camera - scan the code below and download the Kindle app.
The Startup Owner's Manual: The Step-By-Step Guide for Building a Great Company Paperback – March 1, 2012
| Steve Blank (Author) Find all the books, read about the author, and more. See search results for this author |
| Bob Dorf (Author) Find all the books, read about the author, and more. See search results for this author |
Enhance your purchase
The Startup Owner's Manual guides you, step-by-step, as you put the Customer Development process to work. This method was created by renowned Silicon Valley startup expert Steve Blank, acknowledged catalyst of the "Lean Startup" movement, and tested and refined by him for more than a decade.
This 608-page how-to guide includes over 100 charts, graphs, and diagrams, plus 77 valuable checklists that guide you as you drive your company toward profitability. It will help you:
· Avoid the 9 deadly sins that destroy startups' chances for success
· Use the Customer Development method to bring your business idea to life
· Incorporate the Business Model Canvas as the organizing principle for startup hypotheses
· Identify your customers and determine how to "get, keep and grow" customers profitably
· Compute how you'll drive your startup to repeatable, scalable profits.
- Print length608 pages
- LanguageEnglish
- PublisherK & S Ranch
- Publication dateMarch 1, 2012
- Dimensions7.68 x 1.18 x 9.45 inches
- ISBN-100984999302
- ISBN-13978-0984999309
Frequently bought together

- +
- +
Customers who viewed this item also viewed
Editorial Reviews
Review
— Tim Huntley, An Entrepreneurial Life
"To avoid infant/instant mortality of your venture and boost success chances, this book is a 'must-have' and must practice.'" -- Alexander Osterwalder, author, "Business Model Generation"
"... a seminal text in the new experiential and inquiry-based methods of entrepreneurship education."-- Patrick Vlaskovits, co-author, "The Entrepreneur's Guide to Customer Development"
"the best $40 investment you make in your startup."-- EdSurge
"... The book has material for every type of entrepreneur ..."-- XConomy
"Brilliantly Simple 2-step Process for Success in Products and Services!"-- Kimberly Wiefling, author, entrepreneur
“A ‘bible’ for entrepreneurs who owe it to themselves and their investors to read … and re-read.”
-- Founder
“A must-have for all aspiring, first-time and seasoned entrepreneurs.”
-- Ben Mappen, founder
“truly a blueprint on how to build a Silicon Valley style scalable startup.”
-- Founder
“By taking this book BEFORE you spin up, founders can save thousands of dollars and man hours in mistakes.”
— Scott Hoffman, author, speaker, small business advocate
“ (Blank is) one of the smartest and most commonsense thinkers I know on starting a company and harnessing creativity for start-ups.”
-- Derek Thompson, The Atlantic
"The Startup Owner's Manual is ... going to be a game changer."
-- India Business Blog
"Many, including myself, consider the 'Four Steps to the Epiphany' to be the bible of entrepreneurship. ... The Startup Owner’s Manual is a definitive manual for building successful new companies – for entrepreneurs in startups and large companies."
— Conrad Egusa, Brownstein & Egusa
"The process outlined in The Startup Owner’s Manual will prevent the waste, mistakes, and failures that come from launching too soon or too expensively- perhaps exactly what’s needed."
— Kia Davis, Wamda.com
From the Inside Flap
This near-encyclopedic guide unlocks the secrets to startup success - walking you, step-by-step, through the tested and proven Customer Development process created by startup expert Steve Blank.
Whether you're launching a physical channel startup or one that will sell through web/mobile channels, on these pages, you'll learn how to:
Use the Customer Development method to bring your business idea to life
Conduct your search for a scalable, profitable business model
Incorporate the Business Model Canvas as the organizing principle for startup hypotheses
Find Product-Market fit
Get, Keep and Grow customers
Fuel growth with metrics that matter
Avoid the 9 deadly sins startups commit most often
The Startup Owner's Manual lays out the best practices, lessons and tips that have swept the startup world, offering a wealth of proven advice and information for entrepreneurs of all stripes.
It is the go-to resource for thousands of startups, leading universities (including Stanford, U.C. Berkeley and Columbia) and the U.S. National Science Foundation, among many others.
Use it in conjunction with The Startup Owner's Manual -- Founder's Workbook (bit.ly/SlPQqc), an interactive tool for tracking your progress through the Customer Development process.
From the Back Cover
The Startup Owner's Manual is what it says : a comprehensive, step-by step guide to getting startups right. It walks entrepreneurs through the Customer Development process that gets them out of the building, where customers live, to develop winning products customers will buy.
About the Author
Steve Blank is a driving force in innovation, helping to radically reshape how startups are built and how entrepreneurship is taught. His new Startup Owner's Manual is his latest addition for entrepreneurial practitioners. Steve created the Customer Development methodology that spawned the Lean Startup movement. He teaches entrepreneurship at Stanford University, U.C. Berkeley and Columbia. His blog, steveblank.com, is "must" reading among entrepreneurs. In 2011, Steve created the Lean LaunchPad, a hands-on class using Customer Development to train students as well as elite teams of scientists and engineers selected and funded by the U.S. National Science Foundation. Steve arrived in Silicon Valley in 1978, as boom times began, joining his first of eight startups. After 21 years the results were two deep craters, several "base hits," one massive "dot-com bubble" home run, and immense experiential learning that resulted his first break-through book, The Four Steps to the Epiphany.
About Bob Dorf
Bob Dorf is a serial entrepreneur, founding his first success at age 22 and, since then, six more--"two homeruns, two base hits, and three great tax losses," as he puts it. He's advised and/or invested in a score more startups since. Dorf is often called the "midwife of Customer Development," having critiqued early drafts of The Four Steps to the Epiphany; he and Steve have been friends and colleagues ever since. Entrepreneurial from his teens, Bob received his last W-2 almost 40 years ago, when he quit his editor's job at New York's WINS Radio to launch his first successful startup. When he's not running K&S Ranch Consulting with Steve, Dorf teaches "Introduction to Venturing," on Customer Development and getting startups right, as an Adjunct Professor at Columbia Business School.
Product details
- Publisher : K & S Ranch; 1st edition (March 1, 2012)
- Language : English
- Paperback : 608 pages
- ISBN-10 : 0984999302
- ISBN-13 : 978-0984999309
- Item Weight : 2.65 pounds
- Dimensions : 7.68 x 1.18 x 9.45 inches
- Best Sellers Rank: #219,202 in Books (See Top 100 in Books)
- #238 in Starting a Business (Books)
- #443 in Systems & Planning
- #1,397 in Entrepreneurship (Books)
- Customer Reviews:
About the authors

Bob Dorf is likely the second most knowledgeable Lean and Customer Development expert on the planet, second only to Steve Blank, who developed the methodology and spent a decade extending and refining it. Together with Steve Blank, Bob published The Startup Owner’s Manual: The Step-by-Step Guide for Building a Great Company. Today, after two years of near-fulltime research and writing, it’s Amazon.com’s #1 Business/Entrepreneurship bestseller, published in 15 languages worldwide. The 608-page, painstakingly detailed guide is the most comprehensive, rigorous step-by-step roadmap available anywhere, guiding startup founders throughout the world.
Bob Dorf travels the world, helping startups, foreign governments, and major corporations learn how to effectively deploy Customer Development process through intensive 8-10 week training sessions, as well as one- and two-day workshops and hands-on consulting that he conducts repeatedly in Russia, Latin America, and throughout the US. He teaches the Lean LaunchPad program at Columbia Business School, where he is an Adjunct Professor of Entrepreneurship, and has led training sessions at Tech de Monterrey, Mexico, Skolkovo Business School in Moscow, and repeatedly for the government of Colombia and Moscow’s GVA Launch Gurus “Startup Academy.”
Entrepreneurial from the age of 12, Bob received his last W-2 some 40 years ago, when he left a great news editor’s job at WINS Radio in New York to launch his first major startup. Since then, he has personally founded seven companies, including—as he puts it—“two homeruns, two base hits, and three solid tax losses.”

Eight-time entrepreneur-turned-educator Steve Blank is credited with launching the Lean Startup movement. He’s changed how startups are built, how entrepreneurship is taught, how science is commercialized, and how companies and the government innovate.
Recognized as a thought leader on startups and innovation, Steve was named one of the Thinkers50 top management thinkers and recognized by the Harvard Business Review as one of 12 Masters of Innovation.
His Harvard Business Review cover story (May 2013) defined the Lean Startup movement.
He teaches his Lean LaunchPad class at Stanford, Berkeley, Columbia and NYU, among others; and created the National Science Foundation Innovation Corps that is now the standard for science commercialization in the U.S. His Hacking for Defense class at Stanford is revolutionizing how the U.S. defense and intelligence community deploys innovation with speed and urgency, and its sister class, Hacking for Diplomacy, is doing the same for foreign affairs challenges managed by the U.S. State Department.
A prolific writer and speaker, Steve blogs at www.steveblank.com. His articles regularly appear in Forbes, Fortune, The Atlantic and Huffington Post.
Customer reviews
Customer Reviews, including Product Star Ratings help customers to learn more about the product and decide whether it is the right product for them.
To calculate the overall star rating and percentage breakdown by star, we don’t use a simple average. Instead, our system considers things like how recent a review is and if the reviewer bought the item on Amazon. It also analyzed reviews to verify trustworthiness.
Learn more how customers reviews work on AmazonReviewed in the United States on December 15, 2019
-
Top reviews
Top reviews from the United States
There was a problem filtering reviews right now. Please try again later.
After listening to the audiobook the Lean Startup, the Lean Startup raised some interesting points, and when I pressed my professor about my doubts before the competition, I got a lot of reassurances. After subsequently getting 3rd place in the competition, I sought to expand what I had heard about in the Lean Startup. I realized that my product concept was so large and encompassing, that it could be applied to various markets, but which market? How should it look? How do I know I'm doing it right? I had so many questions, and the textbooks simply didn't suggest a good route to go. They didn't talk of Customer Development, or the Business Model Canvas. The big question is who are my customers? This is where The Startup Owner's Manual: The Step-by-Step Guide for Building a Great Company comes into the equation. This book shows you new ways to go about developing your product, and teaches entrepreneur's the right way to product development. If I had only known about this a few years ago, I might have saved a lot of money in unnecessary product development costs. As I build my next round of prototypes, I feel I have a better chance at success, as I can demonstrate what the customers want. This book is a must have!
Here's some more content of the book:
As Steve Blank says "There Are No Facts Inside Your Building, So Get Outside."(Rule No. 1) Go out and interview the customer. Find out what they want. Don't wait until the last minute. You simply don't want to build a product, based upon wrong assumptions. That's simply a waste of time and money.
Rule No. 6 of the Customer Development Manifesto also says: Design Experiments and Test to Validate Hypotheses. Essentially, you create an experiment to validate your product or target market. In doing so, you'll learn how to make your product better or where to pivot.
These are just a few examples of what's not talked about in the traditional textbooks.
My problem is that the kindle version does not have page numbers, despite what is stated on the amazon page. This means it cannot be easily used in a classroom where some will have the book and others will have the kindle version. I will require all students to buy the paper version because of this.
The kindle issues are worse than that, however. For some reason, they decided to create three versions of their textbook, a Strategy overview, another for Web-based startups, and a third Physical startups. This means there is no version that perfectly parallels the paper version. This is a big pain if you want to read about both physical and online. So if you have read the web-based startup section and you then want to learn how to apply it to physical, you have to reread the whole book to find the key differences they apply to physical startups.
It is even worse than that, since in numerous places in the web-based section they are forced to reference material that was written for physical startups. Othertimes, they inexplicably include a long section on physical startups in the web-based startup version of the book. For example, there is a long passage for physical startups regarding Get/Keep/Grow that is in the web-based section of the kindle version.
It is ironic that the authors preach so heavily about not wasting time designing a product or features that customers may not want, yet that is what they have done with the kindle version. I don't need special versions to assist me in navigating a book, I don't need their constant advice not to "implement all this or even process it in one sitting." Yes, I know it is a long book, but any competent reader knows when to skim or skip what doesn't apply to their situation.
Solution: New version that perfectly represents paper copy with page numbers, or, add this as a fourth version that is included with the other three.
Top reviews from other countries
The book is split into 3 Manuals:
The Startup Owner’s Manual Strategy Guide
The Startup Owner’s Manual for Web/Mobile Channel Startups
The Startup Owner’s Manual for Physical Channel Startups
“A startup is a temporary organisation in search of a scalable, repeatable, profitable business model.” What differentiates startups from established companies is defined better here than I have seen it anywhere else. To understand and live this definition is so important for new companies and it requires a special breed of people that hunger and flourish in uncertainty.
This is an agile world where our goal is to build a Minimum Viable Product. The business and product in those early days go through the same experiences and are almost synonymous. The concept of Minimum and Viable are so difficult to balance but that is the secret.
Throughout the book, there are great formatting and visual techniques used to highlight major points. Graphics help emphasise key processes and examples are used to underpin explanation. The step by step guide appeals to our process minds and helps us realise that while there is a lot of uncertainty there at least is an approach.
Steve has co-authored this book with fellow serial entrepreneur Bob Dorf, and it is epic, both in size and weight, but also in scope. The Startup Owner’s Manual is a solid reference book for creating successful companies, and at 608 dense pages it is not going to be a light read but what it has is value throughout.
If you are thinking of creating a company or a product, either for a physical or web/mobile channel then buy this book, read it, absorb it and refer to it often. The evidential approach to customer development will save you time and money and, hopefully, drive you towards quantifiable product success.
If I had to say anything negative I'd say that it is pitched somewhat at well funded startups with lots of staff and big budgets which might be the case in San Francisco but unlikely for 98% of the rest of us. Despite this the book is still a great guide if you scale some of the suggestions down to fit your own reality - which is what I did.













