MORE IDEAS FROM THE ARTICLE
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:
Different kinds of hypotheses reflect different stages of your Customer Discovery journey:
Customer Discovery questions are open-ended & nonspecific. You are letting the customer lead the conversation & tell you about their struggle. Example questions:
Pay attention to the words, attitude or tone of voice. They can reveal huge insights.
With the growth of agile transformation and larger corporates adopting startup principles, the idea of failure itself is now one that is largely embraced as a means of testing ideas quickly. Fail fast. Move fast and break things. These are the mantras of modern product teams.
The benefits of a fail-fast culture are that you can quickly test ideas and iterate. However, strategy involves the opposite of failing fast: patience, intuition and persistence.
Agile and the fail-fast culture prioritise failing as a means of learning as quickly as possible and moving on to the next experiment.
Slack, Dropbox or Zoom have applied specific strategies to win customers – tactics that resemble those of consumer companies rather than enterprise firms.
The go-to-market playbook for early-stage B2B founders:
❤️ Brainstash Inc.