▁the ▁organization ▁from ▁a ▁startup ▁to ▁a ▁company ▁focused ▁on ▁executing ▁a ▁valid ated ▁model . ▁ ▁Customer ▁Development ▁Man if esto ▁The ▁Customer ▁Development ▁Man if esto ▁from ▁The ▁Start up ▁O wner ' s ▁Man ual , ▁written ▁by ▁Steve ▁Bl ank ▁and ▁Bob ▁Dorf : ▁▁ ▁There ▁Are ▁No ▁Fact s ▁Inside ▁Your ▁Building , ▁So ▁Get ▁Out side ▁ ▁P air ▁Customer ▁Development ▁with ▁Ag ile ▁Development ▁ ▁Fail ure ▁is ▁an ▁Integr al ▁Part ▁of ▁the ▁Search ▁ ▁Make ▁Cont inu ous ▁Iter ations ▁and ▁P iv ots ▁ ▁No ▁Business ▁Plan ▁Sur v ives ▁First ▁Contact ▁with ▁Custom ers ▁So ▁Use ▁a ▁Business ▁Model ▁Can vas ▁ ▁Design ▁Exper iments ▁and ▁Test ▁to ▁Valid ate ▁Your ▁Hyp oth esis ▁ ▁Ag ree ▁on ▁Market ▁Type . ▁It ▁Ch anges ▁Everything ▁ ▁Start up ▁Met rics ▁D iffer ▁from ▁Those ▁in ▁Ex isting ▁Comp an ies ▁ ▁Fast ▁Dec ision - M aking , ▁Cy cle ▁Time , ▁Speed ▁and ▁Tem po ▁ ▁It ' s ▁All ▁About ▁Pass ion ▁ ▁Start up ▁Job ▁Tit les ▁Are ▁Very ▁D ifferent ▁from ▁a ▁Lar ge ▁Company ' s ▁ ▁Pres erve ▁All ▁C ash ▁Until ▁Ne eded . ▁Then ▁Sp end . ▁ ▁Communic ate ▁and ▁Share ▁Learning ▁ ▁Customer ▁Development ▁Success ▁Begin s ▁With ▁Bu y - In ▁ ▁Te ach ings ▁Bl ank ' s ▁customer ▁development ▁method ▁has ▁changed ▁the ▁way ▁entrepr ene ur ship ▁is ▁taught . ▁He ▁began ▁teaching ▁Customer ▁Development ▁in ▁his ▁entrepr