Beginning Customer Development

My 7-step process to discovering the best startup opportunity for you

Ebook from Kevin Dewalt

For entrepreneurs, investors, mentors - and anyone who cares about succeeding faster

$29.99 FREE until Fall 2014

You read about Customer Development - but don't know where to start

This is perfectly normal - we all start here. By the end of Chapter 2 you WILL be doing Customer Development.

You read blogs ... but still don't understand the full process

I will take you step-by-step from start to finish.

You tried Customer Development and gave up

It isn't you - this is very common. It turns out the real world does not work like the textbook examples. In Chapter 7 I will help you know what to expect.

You don't even know how to FIND customers TO develop

Yep. This has happened to me too. It is especially common with technical founders like me. In Chapter 4 I show you a process for finding customers.

You don't know what to ask customers.

The wrong questions are WORSE than no questions - I'll tell you how to identify the right ones and ask them.

You don't know where to learn more

The two best programs I've worked with are Lean Startup Machine and NEXT. In Chapter 7 I explain why.

Kevin & Steve Blank introducing entrepreneurs to Customer Development



  1. The BIG idea - understand it or you're wasting time
  2. Document your business model assumptions
  3. Create customer interview scripts
  4. Interview customers
  5. Don't pitch - have a conversation instead
  6. How to know when you're "done" doing Customer Development
  7. Reality: what to expect from this process


I included my most populular blog posts as Appendices

You CAN do this!

Believe in yourself - yes, startups are hard and confusing. But everyone who has been successful has been where you are right now.

  • Dean

    Bob Kinnison

    Athletes Audio, Dallas, TX

    Thank you so much Kevin for the sounding board, connection, validation, generosity and humor. By ANY definition, Kevin is an amazing coach. I felt an instant warmth, I learned a lot, and it just plain felt good to have someone to hear me out. You can't help but walk away from the exchange a better entrepreneur.

  • Dean

    Jonathan Levi


    Kevin made sure that we were on the right track with our Customer Development. It was invaluable (and really comforting) to have someone with so much experience verify that our heads were in the right place, and that we're doing things properly.

  • Dean

    Bridget Griffin


    Kevin, you were incredibly helpful. It can be difficult to find a good, unbiased and nonjudgemental resource as an entrepreneur, so I truly appreciated the experience. I would highly suggest other entrepreneurs contact you.

Thank you, Steve Blank

You changed startups forever with your simple but brilliant observation about what causes real risks. Had it not been for your ideas about Customer Development I would have quit startups forever. Thank you, again, my friend.

FREE until Fall 2014: Beginning Customer Development

Bookcover A step-by-step ebook for real-world, practical suggestions for finding great opportunities. For entrepreneurs worldwide...