We now know that something between 85 and 90 percent of most software product features are unwanted and unneeded by customers. That is an enourmous ammount of waste of time and money that ends up on the floor.

No Plan Survives First Contact With Customers

Startups don’t fail because they lack a product; they fail because they lack customers and a profitable business model.

Using the Product Development Waterfall diagram for Customer Development activities is like using a clock to tell the temperature. They both measure something, but not the thing you wanted.

Unless you have tested the assumptions in your business model first, outside the building, your business plan is just creative writing.

Business plans are the tool existing companies use for execution. They are the wrong tool to search for a business model.

Greatest risk is not development of new product, but development of customers and markets