▁to ▁have ▁a ▁system ized ▁approach ▁to ▁guide ▁their ▁search ▁for ▁“ repeat able ▁and ▁scal able ▁business ▁models .” ▁▁ ▁The ▁revel ation ▁led ▁to ▁his ▁first ▁book , ▁The ▁Four ▁Ste ps ▁to ▁the ▁E pi ph any : ▁Success ful ▁Str ateg ies ▁for ▁Product s ▁that ▁Win , ▁which ▁served ▁as ▁the ▁course ▁text ▁for ▁his ▁first ▁class ▁and ▁her ald ed ▁the ▁birth ▁of ▁Customer ▁Development , ▁which ▁in ▁turn ▁spawn ed ▁the ▁Le an ▁Start up ▁movement . ▁▁ ▁Bl ank ' s ▁second ▁book , ▁The ▁Start up ▁O wner ’ s ▁Man ual , ▁is ▁a ▁step - by - step ▁guide ▁to ▁building ▁a ▁successful ▁startup ▁using ▁customer ▁development ▁principles . ▁ ▁The ▁four - step ▁process ▁The ▁customer ▁development ▁method ▁consists ▁of ▁four ▁steps ▁that ▁are ▁designed ▁to ▁help ▁avoid ▁common ▁pit falls ▁and ▁repeat ▁successful ▁business ▁strateg ies : ▁ ▁Customer ▁discovery ▁first ▁capt ures ▁the ▁found ers ’ ▁vision ▁and ▁turns ▁it ▁into ▁a ▁series ▁of ▁business ▁model ▁hypoth eses . ▁Then ▁it ▁develop s ▁a ▁plan ▁to ▁test ▁customer ▁re actions ▁to ▁those ▁hypoth eses ▁and ▁turn ▁them ▁into ▁facts . ▁ ▁Customer ▁validation ▁tests ▁whether ▁the ▁resulting ▁business ▁model ▁is ▁repeat able ▁and ▁scal able . ▁If ▁not , ▁found ers ▁should ▁return ▁to ▁customer ▁discovery . ▁ ▁Customer ▁creation ▁is ▁the ▁start ▁of ▁execution . ▁It ▁builds ▁end - user ▁demand ▁and ▁drives ▁it ▁into ▁the ▁sales ▁channel ▁to ▁scale ▁the ▁business . ▁ ▁Company ▁building ▁trans itions