Customer discovery for b2b FI 102014

Customer Development for B2B!Seyi Fabode

@Seyi_Fab

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‘Gaining customer insights to help build products that customers want and to avoid

spending time and money on products customers don't want.’

Steve Blank Paraphrased

Customer Discovery

Customer Validation

Customer Creation

Company Building

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Customer Discovery

Customer Validation

Customer Creation

Company Building

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Customer Discovery

Hypothesis: Energy broker shops have back office operational issues which is costing them time and losing them money.

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Customer Discovery

What are we ‘discovering’? - What are their problems? Don’t assume you know. - Have they built a solution now? Have we? - Will they pay? How much value are they capturing? - How does it change how they are working?

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Customer Discovery

Good process!- Visited brokers, demoed pdfs and shut up - User Stories (Pivotal Tracker) - Simple Design

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Customer Discovery

But we got it wrong by focusing on supplier/broker automation

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Customer Discovery

Customer Validation

Customer Creation

Company Building

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Customer Discovery

So we partnered with a broker (crazyevangelist) - improved his operations (access to platform for free) - Helped us craft the product to solve the real need

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Customer Discovery

Customer Validation

Customer Creation

Company Building

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Customer Discovery

Customer Validation

Customer Creation

Company Building

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Some Customer Development…

http://christophjanz.blogspot.com/2014/10/five-ways-to-build-100-million-business.html

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Thanks & Questions!Seyi Fabode

@Seyi_Fab

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