(2009-10-22) Blank Ardent Customer Validation Fail

Steve Blank recounts his Customer Validation Failure at Start Up Super Computer maker Ardent. Early startup customers are visionaries just like the founders selling to them. If your startup's vision is compelling enough, these early customers want to buy into the dream of what could be, and they want to get in early... All industries, markets and segments have these visionary, Early Adopter-s. It is one of the wonderful intersections between human nature, capitalism, and startups. Not finding a sufficient set of these early visionaries is the biggest red flag a company can encounter. Ignoring these warning signs is fatal... Another clue: lots of people said, "We'd try it if you give it to us." That answer is always a dead give-away that you don't yet have a product Compelling enough to build a business. (Customer Development)