One of the attributes of great entrepreneurs is that they are tenacious and relentless. This guest post is from Andrew Elliott of Lottay. Andrew read the Four Steps to the Epiphany, tracked me down at California Coastal Commission hearing in Santa Barbara, and had me meeting with him in a stairwell during a break in my day-long meeting.

Here's his story of when Customer Development failed.

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Hi, we're Lottay!  We've been a startup for the past two years or so and we've come to a critical...