Difference between revisions of "Customer problem hypthesis"
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| − | Customer problem | + | =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]] | ||
Latest revision as of 19:54, 27 August 2020
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@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)?
- 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
- Including workflow and proces
- Including customer pain
- Including the organizational impact (individual, departmental, corporate)
Part of: Customer Development Checklist - Customer Discovery Part of book: The Four Steps to the Epiphany
