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| − | =Goal=
| + | Market knowledge |
| − | Begin meeting with companies in adjacent markets, analysts, media, influences and trade shows to understand the shape and direction of the market you are in or about to create.
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| − | =Checklist=
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| − | # Make contact with companies in adjacent markets / infrastructure
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| − | ## What are the industry trends?
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| − | ## Wha are the key unresolved customer needs?
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| − | ## Who are the players?
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| − | ## What should you read?
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| − | ## Who should you know?
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| − | ## What should you ask?
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| − | ## What customers should you call on?
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| − | ## Just as you did with potential customers, don't present, don't sell, just listen and learn.
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| − | # Make contact with the key industry influencers/ recommenders
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| − | ## What are the trends?
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| − | ## Who are the players?
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| − | ## What should you read?
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| − | ## Just as you did with potential customers, don't present, don't sell, just listen and learn.
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| − | # Get copies of the Wall Street analyst report on your market or adjacent markets
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| − | ## What are the trends?
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| − | ## Who are the players?
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| − | ## Understand business models, key players, key metrics
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| − | # Attend at least two key conferences or trade-shows
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| − | ## What are the trends?
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| − | ## Who are the players?
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| − | ## Who are the attendees
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| − | ## What are their vision of the future
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| − | ## How do they compare with yours?
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| − | =Exit deliverables=
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| − | Part of: [[Customer Development Checklist|Customer Development Checklist]] - [[Customer Discovery|Customer Discovery]]
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| − | Part of book: [[The Four Steps to the Epiphany|The Four Steps to the Epiphany]]
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| | [[Category:mbi]] | | [[Category:mbi]] |
