Agenda

  • 1
    Guided Reflection
    • Introduction to customer needs
    • Target audience: Who are your target customers? For B2B startups, who actually uses your product?
    • General problem: What’s a problem that every target customer can agree with (e.g., not enough time or money)?
    • Key activity: What are customers doing while they use your product (e.g., booking flights or collecting receipts)?
    • Primary goal: What’s the end-goal of performing this activity (e.g., travel abroad, or prepare a VAT return)?
    • Niche: Which sub-group of potential customers is most likely to be an early-adopter?
    • Primary functional problem: What’s the hardest part about doing the activity today?
    • Bad/worst case outcomes: What’s the worst case scenario if the activity goes wrong? For B2B startups, what is the negative business impact?
    • Substitutes: What’s the next-best-option or workaround?
    • Most common complaints: Why do customers hate these substitutes?
    • Key trend: What will make this problem worse in the future?
    • Quantifiable impact: How can you measure the impact of solving the problem?
    • Positive outcomes and emotions: What good things happen as a result? For B2B startups, what is the positive business impact?
    • Number of potential customers: How many people can you target?
  • 2
    Next Steps
    • Proactive actions
    • Reflection survey