2023.11.02 - Customer development
Talk with people to find out
their processes (how they work)
what upsets, scares them
their pain points
the common language in which they describe the problem
Focus on
Process and place
Urgence of a problem
How often a problem arises
Effort and time to solve a problem
Find out about decision making process:
B2B - has different roles and responsibilities
B2C - examine how a person selects an app
The most critical questions for a startup on idea phase:
is there a problem?
are people willing to pay to solve the problem?
To prepare for customer interview do this:
ICP
List of hypotheses (yes or no statements)
Questions for each of hypotheses
Different GEO has different culture and perception of a problem. It is important to interview customers from the same GEO as in ICP.
When to stop? Customer development never stops, but for an idea stage startup when the answers begin to repeat itself, then you can start building your project.
If you can't find people to interview, how will you sell the product?
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