CUSTOMER DEVELOPMENT

Jane Egerton-Idehen
www.janeegerton.com

Jane Egerton-Idehen @nk_amadi

TAKE HOME
Customer Discovery - Customer Validation

– How do you identify real customers and ensure

they have a real problem to solve?
– How do you know when you are focused on a good
idea or when you need to abandon an idea?

– What are the best tactics to identify target

customers and encourage them to be interviewed?
• How do you know if people are telling you the truth, or just
being polite?
• How do you identify and test your assumptions in a
customer interview?
• How do you process and respond to feedback from
customer interviews?
“if we build it, they will come”
CUSTOMER
DISCOVERY
CUSTOMER DISCOVERY
Turn your guess into facts -

Product-Market fit

Size the Opportunity

Competition (Market Types)

Get outside the building not to pitch your product/service but to engage
 Pre-Planning

Interviews

Analysis and Insights

CUSTOMER
DISCOVERY
Extraction Insight from Data / Interviews

• Prod/Market fit
• Customer Archetype
• MVP Matches
• Customer needs
• Channels
• Customer Acquisition,
activation and retention
• Costs
• Metrics
CUSTOMER VALIDATION
Customer Validation
Repeatable

Scalable

Sales Model
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CUSTOMER NEEDS
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CUSTOMER PAINS
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CUSTOMER GAINS
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CUSTOMER CREATION
COMPANY BUILDING
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 Conduct Review live Feedback on
Send a
Interviews chat Order
follow-up
transcripts email Confirmation
Page/ Landing
Page
Social
Track Data Media
Talk to your on your Point Listening Call Your
sales team of Sale Customers
Use
systems
Polls Web
analytics
Add feedback
Customer post- Monitor
surveys into
Feedback purchase Feedback
your WiFi
Forms feedback from other
Network
sites