JTBD & Customer Development Flashcards
What’s Customer Development
- portion of startup methodology that aims to understand the problem in ur business
- runs against your typical product development processes that begins with the ideal solution then dive right into the execution
Product Development steps:
Concept / Business plan -> Product Development -> A/B Testing -> Product Launch
Customer Development
Customer Discovery -> Customer Validation -> Customer Creation -> Company Bldg
What’s CustDev again?
- this is to discover and validate that you have identified a need that your customers have, built the right product to satisfy that customer’s needs
Benefits of CustDev
- helps build solutions
- removes the emotion part from the decision making process which allows facts and data to drive process
CustDev’s GOAL
- finding out who the customers for your product are
- whether the problem you believe you are solving is important to them
CustDev’s STEP
- involves discovering whether the problem, product & customer hypothesis in your business plans are correct and accurate
What you will find out
- will also help you shape up your initial value proposition
CustVal GOAL:
- this step is to build a repeatable sales road map for the sales and marketing teams that will follow later
CustVal
- proves that you have found a set of customers and a market who reacts positively to the product
A customer Purchase in this step:
- validates your product
Customer Creation’s GOAL
- to create end user demand and drive that demand into the company’s sales channel be it your socmed, email etc
Customer Creation’s PROCESS
- varies with the type of business, some are defined by their competitors and some are creating new markets where no product exists
Company Bldg
- where company transitions from its informal learning and discovery oriented customer development team into FORMAL dept with the business development, sales and marketing heads
Interviews Importance
- it is essential to complete customer interviews before building your first product.
KEY COMPONENTS: body language
2nd IMPORTANT ISSUE: to help the interviewee get past the politeness factor
Instead of “What do you dislike about our product?”
Make it:
“How would you improve this product?”
How to prepare for an interview?
= help you learn why, how and about people using your products
* They provide excellent avenue for product feedback, uncover new opportunities and better understand the “WHY” behind their behaviors
Questions you can ask:
- What do you think about the product?
- How can we improve this product/service?
- Now that you have this product, what’s the #1 think you’re able to do that you weren’t before?
- What should we stop doing?
- What annoys you about our product/service?
- What other solutions have you considered?
What are customer development questions?
- q’s to explain their pain points and how to validate assumption abt your target audiences prob by conducting interviews or surverys
What are the JTBD?
- explains what is the motivation of customers when they approach your solution
- goes after the context of the situation and the deeper motivation of your customer
What are the JTBD?
- explains what is the motivation of customers when they approach your solution
- goes after the context of the situation and the deeper motivation of your customer
JBTD Decision making process
First thought - Passively Looking - Trigger Event1 - Actively Looking - Trigger Event2 - Deciding - Buying - Consuming - Ongoing experience - Satisfaction - ((Retention??))
How to do JBTD & CustDev (5 Steps)
S1: Prep work S2: Prep a JTBD interview script S3: Call, Note, and record S4: Transcribe and Map S5: Gather insights and implement them
Preparation Work
Can start interviewing who:
- customer who has been with you the longest (loyal customers)
- power users who use your most advanced products (heavy users)
- high spender w/ larger than average order values
