A common belief in product development, born out of the day of mass markets prior to the long tail economy was that as a product developer, your goal was to find the best and most profitable segment and go all in. The theory of horizontal segmentation changed everything.
How to Crush the Competition with Horizontal Segmentation Read More »
Once you have made a hypothesis regarding your customer segment and value proposition, you need to gather insight to validate your hypothesis by designing questions or experiments to take to potential customers. If you are designing questions, it is important to avoid questions that will influence the customer’s response. In other words, avoid leading questions
Testing Your Customer Segment and Value Proposition Hypothesis Read More »
Once you have a pretty good idea of the job your customer segment has to do, it is time to ferret out and define their gain points. Use the following questions to describe the benefits your customer expects, desires, or would be surprised to receive. After answering these questions, attempt to rank your customer’s gain
Understanding Customer Segment Gain Points Read More »
Once you have a pretty good idea of the job your customer segment has to do, it is time to ferret out and define their pain points. You can use the following questions to more accurately describe the customer’s negative emotions, undesirable costs and situations, and risks they experience before, during, and after their job.
Understanding Customer Segment Pain Points Read More »
Once you have a good idea of your target customer segment, it is time to dig a little deeper. To do this, describe the specific tasks your customer segment is trying to do in their core job, the problems they are trying to solve, or the needs they are trying to satisfy. Besides the customer
Understanding Customer Segment Jobs Read More »
When fleshing out your business model canvas, you need to define your customer segment and value proposition. However, it is sometimes necessary to consider both the economic buyer and the end user when defining your customer segments. For example, the other day I took my grandson to a Chuck-e-Cheese. The end user was my grandson
Serving Economic and End User Customer Segments Read More »
The first step for a new business or an existing business coming out with a new product line is to define the customer segment they are targeting. During the early stages of the process, I recommend starting out with a broad definition of the customer segment. The following is a list of five common customer
Choosing a Customer Segment Type Read More »
“For whom are you creating value?” Sometimes that answer may be a bit complicated.
Customer Segment and Your Business Model Read More »
