Customer problem hypthesis - Revision history

Dirkjan at 19:54, 27 August 2020

2020-08-27T19:54:43Z

Dirkjan: Replaced content with "Customer problem hypthesis Category:mbi"

2020-08-27T19:18:36Z

Replaced content with "Customer problem hypthesis Category:mbi"

Dirkjan: Created page with "=Goal= Develop a hypothesis of who the customer is and what problems the have that will drive them to use your product, before you leave the building. =Checklist= * Define the..."

2020-08-25T07:58:31Z

Created page with "=Goal= Develop a hypothesis of who the customer is and what problems the have that will drive them to use your product, before you leave the building. =Checklist= * Define the..."

New page

=Goal=
Develop a hypothesis of who the customer is and what problems the have that will drive them to use your product, before you leave the building.
=Checklist=
* Define the different types of "customer"
** Who will be the actual day-to-day user of the product?
** Who are the influencers and recommenders?
** Who is the economic buyer?
** Do you think the economic buyer has an existing budget for this product or do they need to get one approved?
** Who are the decision makers?
** Who else needs to approve the purchase?
** Creating an [[Empathy Map|Empathy Map]]@games may be helpful.
* Customer visionaries understand they have a pain and can visualize that there is a solution. Wher do you think you will find them?
** In what title or function?
** In what company type?
** In what industry segment?
** Reminder: a visionary is a '''paying''' customer
* Where in an organization do you think your first customers are?
** What departments?
** What are their titles?
** How do they differ from later customers?
* What problem does the customer have?
* What do you think the biggest pain is in how they work?
** Is it the same on all levels of the company?
** If they could wave a magic wand and change anything, what would it be?
** Since your product doesn't exist, what do people do today to solve their problem?
** Don't do it? Do it badly? Don't recognize the need?
* Where on the problem recognition scale is each type of customer (see also [[Earlyvangelists|Earlyvangelists]])?
** '''Latent need''', you recognize that your customers has a need for your solution but they do not (yet)
** '''Active need''', the buyer is in pain (recognizes the need but does not know how to solve it)
** Has a '''vision for a solution''', (the buyer has a vision on how to solve their problem)
* What is the organizational impact of this pain?
** Individual?
** Departmental?
** Corporate?
* Define the magnitude of the customer need - Is this a mission critical product?
** Is this a have to have product?
** Is this a nice to have product?
** Is this product so important that they have built it themselves?
** How well do the product features and benefits fit?
* How does the potential user spend their day now?
** What products do they use? How much time do they spend using them?
** How would their world change for these users after they had your product?
** How would it change their day / livers?
** Would there be new users?
** Summarize the "Day in the life of a customer"
* How would customers justify return of investment for this product?
** What will be measured?
** Revenues? Cost reduction or containment? Displaced costs? Avoided costs? Intangible?
* What is the smallest / least complicated problem that can be solved for which the customer will pay for?
** What is the smallest feature set for the first release?
=Exit deliverables=
* [[Customer and Problem Model|Customer and Problem Model]]
** Including workflow and proces
** Including customer pain
** Including the organizational impact (individual, departmental, corporate)
Part of: [[Customer Development Checklist|Customer Development Checklist]] - [[Customer Discovery|Customer Discovery]]
Part of book: [[The Four Steps to the Epiphany|The Four Steps to the Epiphany]]
[[Category:mbi]]

← Older revision		Revision as of 19:18, 27 August 2020
Line 1:		Line 1:
−	~~=Goal=~~	+	Customer problem hypthesis
−	~~Develop a hypothesis of who the customer is and what problems the have that will drive them to use your product, before you leave the building.~~
−	~~=Checklist=~~
−	* Define the different types of "customer"
−	** Who will be the actual day-to-day user of the product?
−	** Who are the influencers and recommenders?
−	** Who is the economic buyer?
−	** Do you think the economic buyer has an existing budget for this product or do they need to get one approved?
−	** Who are the decision makers?
−	** Who else needs to approve the purchase?
−	** Creating an [[Empathy Map\|Empathy Map]]@games may be helpful.
−	* Customer ~~visionaries understand they have a pain and can visualize that there is a solution. Wher do you think you will find them?~~
−	** In what title or function?
−	** In what company type?
−	** In what industry segment?
−	** Reminder: a visionary is a '''paying''' customer
−	* Where in an organization do you think your first customers are?
−	** What departments?
−	** What are their titles?
−	** How do they differ from later customers?
−	* What problem ~~does the customer have?~~
−	* What do you think the biggest pain is in how they work?
−	** Is it the same on all levels of the company?
−	** If they could wave a magic wand and change anything, what would it be?
−	** Since your product doesn't exist, what do people do today to solve their problem?
−	** Don't do it? Do it badly? Don't recognize the need?
−	* Where on the problem recognition scale is each type of customer (see also [[Earlyvangelists\|Earlyvangelists]])?
−	** '''Latent need''', you recognize that your customers has a need for your solution but they do not (yet)
−	** '''Active need''', the buyer is in pain (recognizes the need but does not know how to solve it)
−	** Has a '''vision for a solution''', (the buyer has a vision on how to solve their problem)
−	* What is the organizational impact of this pain?
−	** Individual?
−	** Departmental?
−	** Corporate?
−	* Define the magnitude of the customer need - Is this a mission critical product?
−	** Is this a have to have product?
−	** Is this a nice to have product?
−	** Is this product so important that they have built it themselves?
−	** How well do the product features and benefits fit?
−	* How does the potential user spend their day now?
−	** What products do they use? How much time do they spend using them?
−	** How would their world change for these users after they had your product?
−	** How would it change their day / livers?
−	** Would there be new users?
−	** Summarize the "Day in the life of a customer"
−	* How would customers justify return of investment for this product?
−	** What will be measured?
−	** Revenues? Cost reduction or containment? Displaced costs? Avoided costs? Intangible?
−	* What is the smallest / least complicated problem that can be solved for which the customer will pay for?
−	** What is the smallest feature set for the first release?
−	~~=Exit deliverables=~~
−	* [[Customer and Problem Model\|Customer and Problem Model]]
−	** Including workflow and proces
−	** Including customer pain
−	** Including the organizational impact (individual, departmental, corporate)
−	~~Part of: [[Customer Development Checklist\|Customer Development Checklist]] - [[Customer Discovery\|Customer Discovery]]~~
−	~~Part of book: [[The Four Steps to the Epiphany\|The Four Steps to the Epiphany]]~~
	[[Category:mbi]]		[[Category:mbi]]

← Older revision		Revision as of 19:54, 27 August 2020
Line 1:		Line 1:
−	Customer problem ~~hypthesis~~	+	=Goal=
		+	Develop a hypothesis of who the customer is and what problems the have that will drive them to use your product, before you leave the building.
		+	=Checklist=
		+	* Define the different types of "customer"
		+	** Who will be the actual day-to-day user of the product?
		+	** Who are the influencers and recommenders?
		+	** Who is the economic buyer?
		+	** Do you think the economic buyer has an existing budget for this product or do they need to get one approved?
		+	** Who are the decision makers?
		+	** Who else needs to approve the purchase?
		+	** Creating an [[Empathy Map\|Empathy Map]]@games may be helpful.
		+	* Customer visionaries understand they have a pain and can visualize that there is a solution. Wher do you think you will find them?
		+	** In what title or function?
		+	** In what company type?
		+	** In what industry segment?
		+	** Reminder: a visionary is a '''paying''' customer
		+	* Where in an organization do you think your first customers are?
		+	** What departments?
		+	** What are their titles?
		+	** How do they differ from later customers?
		+	* What problem does the customer have?
		+	* What do you think the biggest pain is in how they work?
		+	** Is it the same on all levels of the company?
		+	** If they could wave a magic wand and change anything, what would it be?
		+	** Since your product doesn't exist, what do people do today to solve their problem?
		+	** Don't do it? Do it badly? Don't recognize the need?
		+	* Where on the problem recognition scale is each type of customer (see also [[Earlyvangelists\|Earlyvangelists]])?
		+	** '''Latent need''', you recognize that your customers has a need for your solution but they do not (yet)
		+	** '''Active need''', the buyer is in pain (recognizes the need but does not know how to solve it)
		+	** Has a '''vision for a solution''', (the buyer has a vision on how to solve their problem)
		+	* What is the organizational impact of this pain?
		+	** Individual?
		+	** Departmental?
		+	** Corporate?
		+	* Define the magnitude of the customer need - Is this a mission critical product?
		+	** Is this a have to have product?
		+	** Is this a nice to have product?
		+	** Is this product so important that they have built it themselves?
		+	** How well do the product features and benefits fit?
		+	* How does the potential user spend their day now?
		+	** What products do they use? How much time do they spend using them?
		+	** How would their world change for these users after they had your product?
		+	** How would it change their day / livers?
		+	** Would there be new users?
		+	** Summarize the "Day in the life of a customer"
		+	* How would customers justify return of investment for this product?
		+	** What will be measured?
		+	** Revenues? Cost reduction or containment? Displaced costs? Avoided costs? Intangible?
		+	* What is the smallest / least complicated problem that can be solved for which the customer will pay for?
		+	** What is the smallest feature set for the first release?
		+	=Exit deliverables=
		+	* [[Customer and Problem Model\|Customer and Problem Model]]
		+	** Including workflow and proces
		+	** Including customer pain
		+	** Including the organizational impact (individual, departmental, corporate)
		+	Part of: [[Customer Development Checklist\|Customer Development Checklist]] - [[Customer Discovery\|Customer Discovery]]
		+	Part of book: [[The Four Steps to the Epiphany\|The Four Steps to the Epiphany]]
	[[Category:mbi]]		[[Category:mbi]]