Questions for FINAL 3 Flashcards
Running a continuous series of pass/fail tests o determine whether there’s a strong enough product/market fit is used to justify what?
Scaling Sales and Marketing Spending
What do you validate the final hypotheses of Phase 1 with?
Actual Orders
What outlines the problem, possible existing solutions, and your soultion and product details?
Sales Presentations
Contain specs about features and benefits
Product Data Sheets
Address customer problems and big-picture solutions
Solution Data Sheets
Price lists, contracts, and biiling systems are a way to do what?
Close a Sale
What is a link of organizations between you and your customer?
The Channel Food Chain
Organization and Influence Maps are what?
A working model of the realistic purchase process for the target customer, Who influences whom in the organization, and Who can end the process
Customer Access Maps do what?
Show what ways the real customers can be accessed
The biggest challenge in finding earlyvangelists?
Finding the right customers to call on
The biggest danger in finding earlyvangelists?
Not all visionary customers are alike
Scalable customers are reffered to as what?
Early Adopters
Scalable customers do what?
Tend to buy later for practical reasons
Understanding why a customer said _____ is more important that knowing why they said _____
No, yes
Mainstream customers do what?
Buy after the product is mass produced
