||Bob is often called the “midwife
of Customer Development,” helping Steve Blank deploy it when
Blank’s eighth startup, E.piphany, opened its doors in 1996.
Bob later critiqued the earliest versions of Steve’s Four Steps
to the Epiphany mercilessly along the way, and they’ve been
friends ever since. This March, along with Steve, Bob published
The Startup Owner’s Manual: a step-by-step guide to Building
a Great Company. When he’s not writing, Bob runs the Four Steps
consultancy, helping major corporations and startups alike effectively
deploy Customer Development process through workshops and hands-on
Bob co-founded Marketing 1to1 (later Peppers&Rogers
Group), growing it to 400+ people. Fortune magazine raved about
The One to One Fieldbook, he co-authored, saying, "if your company
is launching a customer-focused strategy...it sets the agenda."
As founding CEO, Dorf spearheaded major strategic customer programs
at companies including Ford, HP, Jaguar, NCR, Oracle, and Schwab.
Bob has personally founded six companies, including—as he puts
it—“two homeruns, two base hits, and two solid tax losses.”
He has since invested in and/or advised more than a score of
startups on Customer Development and sales and marketing strategy.