Event Name

DATE LOCATION #HASHTAG

Startup Customer Development

Christina Trampota
 Advance

Advantage
Analytics
Archetype

5 Steps to Success
 Advance

Advantage
Analytics
Archetype

Step 1: Archetype
 Customer Archetype
Persona of who will use your product/service:
Age, location, profession, budget, demographics, education
Customer Archetype
How many types of users/customers
Understand the limits and remember MVP and UVP
Customer Personas
Understand Your Customers
What Matters to your Market
And
How will your Business Address them
Changing Customer
Dynamics

Outside Input- who

to invite/ask?

Market Actions
Key Reminders
• Personas do not represent every customer
type

• Concentrate on only 2-3 personas at a

time

• Update them as business and marketing

changes directions and plans

• Include Marketing, Product, Leadership

(don’t get lost in a silo)

• Remember those who are not in your

customer base/audience today

• Include business data and analytics for

ongoing updates and changes

• Include decision making logic- how do

they think and when they will think of
your product or service
 Advance

Advantage
Analytics
Archetype

Step 2: Analytics
My idea is ready
- what now?
Idea- Who needs
this solution?
Competition- yes
you have them
Incumbents and
Innovators!

What makes
you
unique?
(UVP)
 https://assets.documentcloud.org/documents/6842117/Our-New-World.pdf?utm_source=morning_brew

Macro Market Trends

Know your industry, the dynamics of differentiation
and
Disruption: Where will your startup be placed?
Current Economy Trends
https://www.visualcapitalist.com/consumer-spending-impacting-industries/
Data Driven Decisions
Metrics Matter from the ideation phase to the development,
Launch, and learn (revise, renew, reposition)
 Why will they use your product/service?
Are you addressing a challenge? Need?
Quantify the market need, placement, position
 Advance

Advantage
Analytics
Archetype

Step 3: Advantage
Three C’s in Marketing
Visual of where to find your value:
Intersection of Customer- Competition-Company
 Advance

Advantage
Analytics
Archetype

Step 4: Actions
Customer Buying Cycle
Engage with the customers early – hear their
Stories, situations, scenarios and help build
your business/product as the solution
Research-Interviews-Review
Ongoing cycle of customer engagement – obtain permission
and use them for quotes, testimonials and product testing
 Interviews
Understand Your Audiences
Current Customers- Future Customers- Lost Customers –
Each type is important!
How to work with this data
Open Mind- Document it All – Align with Plans
There are NO wrong answers/ideas here
 Advance

Advantage
Analytics
Archetype

Step 5: Advance
 True test of the product/market fit
Monetization of your solution
What will they pay and why?
Goals: Recurring Revenue & Scalability
 Long Term Growth
Predictable – High Growth – Efficient
 “I think it's very
important to have a
feedback loop, where you're
constantly thinking about
what you've done and how
you could be doing it
better.”- Elon Musk
Thank you!
Christina Trampota
christina.trampota@gmail.com
@tektalk