Customer Discovery

4 Steps to the Epiphany

Start with Customer Development

Start with Discovery

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How can we discover the Value Proposition?

Start with Innovators

Find Customers

Build an attractor

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Context

• Don't talk about your idea
• Ask Open Ended Questions
• Ask Market Segment Questions
• Do it in Person
• Filter the people you interview
• Ask for referrals to Others

Good Demographic Questions

• What kind of work do you do?
• How do you address {problem}
• Have you used {This competitors product]

Good Discovery Questions

• What things do you worry about?
• What keeps you up at night?
• What makes that hard?
• If you had a magic wand, what would you change?
• What tasks do you work on that give you trouble?

Example Script

• What does your typical day look like?
• What would you change, If you could?
• What's your biggest pain today?
• How are you solving this problem
• Who do you expect to solve it?
• Who else has this problem?

Task

• Find a partner
• Spend 5 minutes interviewing
• Fill out form
• Switch
• Fill out form

Resources

• http://steveblank.com/tag/customer-discovery/
• http://mfishbein.com/the-ultimate-list-of-customer-development-questions/
• http://customerdevlabs.com/script/
• http://customerdevlabs.com/2013/11/05/how-i-interview-customers/

John Sechrest

@sechrest

sechrest@oomaat.com


http://www.oomaat.com