STATION F PROGRAM LAUCH YOUR IDEA

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USER NEEDS

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Glossary

Value proposition : corrélation avec les besoins pains et gains de votre persona / en fonction de la verticale, métier, responsabilité / Buyer first then Users secondly, concentrate yourself about these two targets / s interesser plus aux faits et expériences notables que les aspirations désirs comme ex du sport ou bien manger.. / interroger pbs, utilisation, frequence utilisation dans les faits etc

Grace Mehrabe is the CEO and founder of Outmind, a SaaS providing intelligent search across all your tools, accessible through a simple keyboard shortcut. This is not the first company Grace has launched : in 2014, she started with Lemon Learning, an innovative digital adoption platform (DAP) meant to empower your team where they work.

PERSONA BUYER : will decide to acquire or not your product / Le pouvoir de décision + distinguo entre le metteur en œuvre, le décideur budget ( DAF, COMPTABLE ETC ) et le décideur final COMPRENDRE SES MOTIVATIONS PAINS ET GAINS / PERSONA USER : quel est le Pb sur lequel on se concentre / qui se connecte le plus, qui l utilise le plus, quelle est leur fiche de poste + interviews / trouver le bon Persona : partir avec hypothèses et testing puis se limiter a 2 voire 3 users et se concentrer avant de se multi verticaliser / P B ET PU sont les mêmes en B to C souvent mais pas en B to B.

Tips for the value proposition : job desk, nom prénom, rôle, portée des pains et gains etc et utilisable sur plein de transversales métiers etc : bien processer les personas et VP clean, intelligible et adaptee.

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my competitors ditrect and indirect , websites, testimonials, targetings etc / Ecouter ecouter et ecouter, les aider et etre tres proche de ses users / et vous collecterez ^plus de feedback avec une posture bienveillante cool et user centric / Appliquer les feedbacks et retours tres IMPORTANT / define your user hypothesis by the question combien de valeur puis je delivrer / Formats of interviews : In person (strong relationship, close a deal etc ) meetings that was the very great and probably the best abd greatest + Meetings and remote exchanges by ZOOM HANGOUTS TYPEFORM + interviews and podcasts / ALWAYS PERSONALIZE YOUT POINT OF CONTACT by linkedin, inmail etc

Ask for referral / direct and indirect Referals etc + TEST FAST AND FAIL OR GAIN FAST with resilience and extreme agility / FIND TOUR RIGHT ICP / LISTEN TO THEIR PROBLEM AND TAKE SMARTLY THE TAGLINE OF THEIR PAINS? WORD BY WORB QCROSS questions, qffirmqtions reformulqgtions etc / parler de ton idee a la famille, amis de confiance egt experts de l industrie

Interviews users : pour rendre satisfaits les users / cvreer une bone solution qui s adresse au bon pb

ARR (Annual Recurring Revenue): a metric that shows the money generated every year for the life of a subscription (or duration of a contract). MRR is the same concept but refers to Monthly Recurring Revenue (on a monthly basis).

Ice breaker: any sentence/method you use when meeting someone for the first time in order to warm up the conversation.

Outreach: a marketing strategy that focuses on pitching your business content to certain influential people who have a strong relationship with your target audience.

ICP (Ideal Customer Profile): commonly referred to as an ideal buyer profile, defines the perfect customer for what your organisation solves for. This is a fictitious company or user that has all of the qualities that would make them the best fit for the solutions you provide.

Build long relqtionships / reql pb qnd good solution by win win method and listening and sales approach

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Top-down approach : a strategy that consists in penetrating the market through the top buyer, and deploy the product adoption all the way down.

Bottom-up approach: a strategy that consists in penetrating the market through the bottom user, making your way to the top buyer thanks to user adoption of your product.

Derfine your ICP / dream buyer or user that coul instantly buy your ptoduct or serrviuce / diffrentier et cerner les big pbs and deep needs and pains et eviter les small issues / puis analyser et voir trends pour confirmer, editer guider ces premiers feedbacks pbs like Market size, TAM, SAM, SOM.. c est qui grosse comnie petiute moyenne ou des centaines ou dizaine de gens ton target vraiment / ex des 20° personnes 13 ont un reel besooin et pb c esta toi de definir les ICP qui ont le vrai pb et de ca tu crees ta VP

2 methodes : EASISEST AND STRESSLESS but not time saving but time and energy eater bottom up methjode de SLACK : FROM END USER TO THE FINAL DECIDDER AND GMLOBAL MANAGER THAT HAVE AN INCOMPRESSIVE AND SUPER POWER / top down ex avec les CRM si tu connais le main problem et que tu peux l expliquer et le faire tester par experience utile et concrete au top buyer and decider

Validate your segmenation and final targeted market : ecouter voir les pbs meme si on na pas de produit, l'essentiuel c'eest l ecoute du marche, des prbs etc 100 clients potentiels ou potential users si tu peux / tu dois arriver a differencier le must have du nice to have et tu dois builder un must have toi /

Anthoine Dusselier is the cofounder and CEO of Tarmac Technologies, a SaaS platform helping airlines to reduce delays in their flights. Prior to launch his company, Anthoine has worked several years for Damex in the US. Graduated from Ecole Polytechnique and HEC, he then went for an intensive, immersive, and hands-on approach to the study of innovation and entrepreneurship in University of Berkeley, California.

Make sure you're adressing the ral pb and main that is truly feeled, lived and more embarrassing / MUST HAVE is a lige changer and lifeness / quels sont vos pbs et la reponse sera trapide spontanee et peut s utiliser et se nommer dans plein de phrases contextes et angles / your VP : short, understandable, memorable problem solvind personnalized, and use the verbatims from your users / it shloud be reasonate with you and your targeted people. /

PRTODUCT : centrral features and non central features / core value should be related at your core value and the center of the VP / Niche market in't a problem but be open; flexible for the changing need and problems of your targerts and other problems with the scalability / concentres toi sur des cibles essentielels et besoins et probs prioritaires etc / Other method which is parallel and the rich complement at the users interviews : follow, live their lives