Brian Duza He led product marketing at Grammarly and previously led various product management and product marketing roles at B2C and across B2B at Microsoft.
Startup is beautiful thing. This is a concrete result of the idea that came out behind the garage and napkin. But if you ask the founders what really proves their startup’s success, they’ll almost instantly say it’s when they get their first customer.
However, it’s easy to say because it costs far more to get the first customer than an ivy-educated founder or celebrity investor pool.
First, you need to create a strong and ideal customer profile to know your customer’s problems. You also need to develop a competitive SWOT analysis to consider alternatives available to your customers.
Target customers choose solutions that help them reach their goals. In other words, your goals should be in line with your customers’ goals.
You also need to create a candidate list of influencers to win the trust of your customers, identify decision makers who want (or don’t) buy, and create a mapped list of goals that match your customers’ goals to your goals. I have.
By understanding and doing these things, you can be assured that your first customer will succeed. Your investors will also be relieved to see the results of your labor and know that their dollars are working well.
Let’s see how:
1. Create an ideal customer profile (ICP)
ICP is a great framework for understanding who your target customers are, their size, where they operate, and why they exist. When you create an ICP, you quickly see that the problems you envisioned about ICP begin to become more realistic.
To create an ICP, you need to clearly describe the problem you are trying to solve and the customer who is most experiencing this problem. This is the baseline hypothesis. Then, when developing an ICP, continue to test the baseline hypothesis to eliminate inaccurate assumptions.
If you clarify here, the appropriate lunch pad will be set. There are no shortcuts.
Here’s how to get started:
- Develop ICP (Ideal Customer Profile) Framework.
- Identify three target customers that meet the defined ICP.
- Write a problem statement for each targeted customer identified.
- Give priority to problem statements that most resonate with the product.
- Lock the target customer for high priority problem statements.
Practical use case:
You are the co-founder of an upcoming SaaS startup focused on simplifying the shopping experience in the car showroom, and buyers can enjoy this process. What does your ICP look like?
2. Develop SWOT
You can’t overestimate the SWOT framework. This is a good structure to clarify who your competitors are and how they will appear to them. Keep in mind that competitors can be direct or indirect (as an alternative) and it is important to classify these buckets correctly.
5 things you need to win your first customer – TechCrunch Source link 5 things you need to win your first customer – TechCrunch