|
|
|
| Who is your ideal customer? | | |
|
|
|
|
| How does your pricing work? | | |
|
|
|
|
|
|
| Market 1 | | | | Market 2 | | | | Market 3 | | | | Market 4 | | | | Market 5 | | | | Market 6 | | |
|
|
|
|
For which of these markets did you validate that customers have a problem you provide asolution for? |
| |
|
|
|
|
|
What is going to be the beachhead market you plan to focus on? |
| |
|
|
|
|
|
|
|
|
|
| What job is the customer in your beachhead market trying to get done? | | |
|
|
|
|
| What pains / needs does he experience when doing the job? | | |
|
|
|
|
| How does your solution solve these pains / fulfils these needs? | | |
|
|
|
|
| How does your customer use your product? Be as comprehensive as possible, so how does the customer acquire your product, install it, use it, receive support, dispose of it / acquires more etc. | | |
|
|
|
|
|
|
Do you already have (a) paying customer(s)? |
| |
Please list your customers: |
|
|
|
| Customer 1 | | | | Customer 2 | | | | Customer 3. | | |
|
|
|
|
| What kind of features/properties do your customers have in common? (E.g. reducing cost of x intop 5 priorities of company / etc.) | | |
|
|
|
|
|
|
Now choose the customer that is most likely to buy your product, and answer the followingquestions for this customer: |
| |
|
|
|
| Step 1 | | | | Step 2 | | | | Step 3 | | | | Step 4 | | | | Step 5 | | | | Step 6 | | |
|
|
|
|
| Step 1 | | | | Step 2 | | | | Step 3 | | | | Step 4 | | | | Step 5 | | | | Step 6 | | |
|
|
|
|
| What does the Decision Making Unit (DMU) of the customer’s organisation look like (end-user, budget keeper, other influencers etc.) | | |
|
|
|
|
| What is the budget authority of each of the people in the DMU? | | |
|
|
|
|
| Step 1 | | | | Step 2 | | | | Step 3 | | | | Step 4 | | | | Step 5 | | | | Step 6 | | |
|
|
|
|
| Step 1 | | | | Step 2 | | | | Step 3 | | | | Step 4 | | | | Step 5 | | | | Step 6 | | |
|
|
|
|
| How much tech development do you still need to do in order for your customer to buy your solution? | | |
|
|
|
|
| What else does your customer need in order to get the ‘full solution’, e.g. complementary products/services from other suppliers? | | |
|
|
|
|
|
|
| What current products also solve your customer’s pain / fulfils his needs? | | |
|
|
|
|
| To what extent is your solution better (real or perceived and from the customer’s perspective (i.e. cheaper, safer, faster etc.))? | | |
|
|
|