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FUTUREFOUNDERS

Customer Discovery Process

Customer Discovery Process

futurefounders.com

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Customer Discovery “is all about questioning your core business assumptions.” (Brant Cooper, author of The Lean Entrepreneur)

Performed correctly, Customer Discovery is a customer-centric, scientific process that puts evidence behind an assumed product-market fit:...

  1. Define a Hypothesis: Form a hypothesis that defines both the problem & the solution. A way to frame this is to fill in the following sentence: My idea solves [insert problem] by [insert solution].
  2. Define Your Assumptions: In the hypothesis, ...

Customer Discovery questions are open-ended & nonspecific. You are letting the customer lead the conversation & tell you about their struggle. Example questions:

  • Tell me how you currently do _____________________.
  • How is that proc...

Customer Discovery Hypotheses

Different kinds of hypotheses reflect different stages of your Customer Discovery journey:

  1. Problem Hypothesis: Validate the problem you’re looking to solve. Is it an actual problem? What’s the scope of it? Why does the problem exist? 
  2. Solution Hypothesi...

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If you’re struggling to find a product/market fit, first figure out what “looks like food” to your prospects. Find the language/market fit first and everything else will be much easier.

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