The customer development model is interesting, and its important - because it solves the problem that causes most startups to fail: they build something nobody

The customer development model is interesting, and its important - because it solves the problem that causes most startups to fail: they build something nobody wants. The 'Steve Jobs' (and other visionaries) phenomenon is a common counter-point: "If John Ford had listened to the market, he'd have built a better horse whip!" All Eric is saying is that customer development does not reduce the need for a visionary. Visionaries are more connected with the market than anyone else. But don't do what most startups do and assume that you are one. Validate, validate, validate. You can't afford not to.