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Chp 9 Identify your next 10 customers (How to do (1.Make a list of more…
Chp 9
Identify your next 10 customers
After TAM - this is second step to guard against hyper focus
A list of 10 potential customers after persona super useful to proceed
These should fit end user profile and be represented by persona
then
Verify primary market research
Check if similar to persona
Verify all work thus far
Quantified Value Prop
Full life cycle case
etc
4.
After this step - more confidence - better able to convince partners, investors etc
If only feedback "everything's ok" - might not care very much about the product
How to do
1.Make a list of more than 10 customers (cause won't get everyone) - each similar to each other and the persona - might have to reselect persona here
Contact - being in inquiry mode - verify past work, specially top priorities
If verifies hypothesis - may get letter of intent "if a company selling ...", or might even get pre-pay if confidence can deliver
IF feedback not aligned with hypothesis - take good notes - don't worry though unless see pattern
Review assumptions after new data - end goal is to prep a list of 10 homogeneous customers
IF can't - might have to reconsider beachhead
Will demand a good amount of work - don't share info externally
Note if other customers share other things with the persona you didn't expect
sample. App 1, table 10