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Unlike many other startup processes, Customer Development is deep, detailed, and rigorous.

We have built brands that resonate deeply with our customers. Our strategy to grow these brands is clear, and we have strong teams in place to execute this strategy. That is our formula for success.

Part of Customer Development is understanding which customers make sense for your business.

Most of all, I discovered that in order to succeed with a product you must truly get to know your customers and build something for them.

As our products have improved, and you add value at the high end, customers move to the high end.

We need to reengineer companies to focus on figuring out who the customer is, what's the market and what kind of product you should build.

For Customer Development to succeed, everyone on the team - from investor or parent company to engineers, marketers and founders - needs to understand and agree that the Customer Development process is different to its core.

You learn so much by having customers and figuring out what they want and keeping them satisfied.

When you build a product, you make a lot of assumptions about the state of the art of technology, the best business practices, and potential customer usage/behavior.

It is customers that decide if we succeed.