A customer insights visual story. Brought to you by the mind of your customer.

1. 6
CUSTOMER
INSIGHTS
AND MORE
FROM
JAKE KOTLYAR
PUTTING
WISDOM
ON
REPEAT

2. SHH…

3. THIS IS MY FAVORITE PART!

4. HE’S ABOUT TO SAY…

5. IN THE BEGINNING…

6. IT WAS DARK.

7. SO DARK.

8. FOR AGES

9. AND THEN…

10. CAN YOU HEAR IT?

11. A RUSTLE IN THE LEAVES!

12. AND THEN…

13. ITS GONE.

14. DID THAT REALLY HAPPEN?

15. I’M NOT SO SURE…

16. DID YOU HEAR IT?

17. WAIT…

18. WHAT NOW?

19. DAWN…

20. AND YOU KNOW THAT
ITS THERE

21. WHERE?

22. HIDING OVER THERE!

23. BEHIND THOSE BUSHES.
YES!

24. TONIGHT…WE WILL EAT!

25. INSIGHT 1
YOU
BELIEVE IT
IF YOU CAN
SEE IT

26. AND TIME PASSED…

27. TRIBES OF SIMILAR
PEOPLE FORMED

28. PRODUCT
DESIGNERS
BUILT CUSTOM
TOOLS TO
FULFILL
PRIMAL
NEEDS SUCH
AS HUNTING
TO SATISFY
HUNGER.

29. SPEARS
WERE
FIT TO
THE
HEIGHT
OF THE
HUNTER
TO HELP
HIM
HUNT
FAST
ANIMALS
IN WIDE
PLAINS

30. AS WE EVOLVED,
THE ENVIRONMENT
CHANGED.

31. SOME TRIBES MOVED
FROM THE PLAINS TO THE
FOREST WHERE SPEARS
NEEDED TO MOVE EVEN
QUICKER TO CATCH
SMALLER ANIMALS.

32. SPEARS BECAME SHORTER AND
TRANSFORMED INTO ARROWS,
SHOT FROM BOWS THAT FIT THE
HUNTER'S STRENGTH AND SIZE.

33. INSIGHT 2
KNOW THE TRIBE,
TAILOR PRODUCT
TO THE CUSTOMER.
WHEN THE
ENVIRONMENT
CHANGES,
ADAPT...
BUT KEEP A FAMILIAR LOOK TO MAKE IT
EASY TO ADOPT

34. AND TIME PASSED…

35. SO MUCH… THAT WE
WANTED TIME TO STOP

36. AND GO BACKWARD.

37. SO….WE
DESIGNED TIME
MACHINES.
THEY GOT
BETTER AND
BETTER.

38. WHEN WE PLAYED
MUSIC, WE WERE
TRANSPORTED BACK.

39. WE COULD SEE
OURSELVES
BACK THERE.
BECAUSE WE
COULD FEEL IT.
THROUGH THE
FAMILIAR
MUSIC.

40. MUSIC IS A TIME
MACHINE
BECAUSE A FAMILIAR
SOUND…
LINKS TO FEELINGS
OF THE PAST AND
PAINTS A PICTURE
INSIGHT 3

41. BUT THAT
WASN’T ALL OF IT.

42. WE RAN
EXPERIMENTS ON
OUR BEST FRIENDS….

43. AND
DISCOVERED
SMELLS
AND TASTES…
…ESPECIALLY
ANTICIPATING
THEM

44. CAN MAKE US
HAPPY!
SAD.
WHATEVER
STRONG LINKS WE
HAD IN THE PAST
SCARED.

45. INSIGHT 4
SMELLS AND TASTES ADD DIMENSIONS TO OUR MEMORIES.
THAT CAN BE POWERFUL.
LIKE MUSIC.

46. AND THEN
WE FOUND…
THAT
TOUCH
AS OUR
OTHER
SENSES.
HAS A
SIMILAR
EFFECT ON
US…

47. CERTAIN POSES…IGNITE
HORMONES THAT
SIGNAL TO OUR BODIES…
VICTORY
.
CONFIDENCE EXPERTISE
JOY

48. AND OTHERS…HAVE
AN OPPOSITE EFFECT

49. INSIGHT 5
POSITIONS &
GESTURES ARE
PRIMAL.
THEY ACTIVATE
PRIMAL LINKS TO OUR
BODY CHEMISTRY.
YOU HAVE THE
POWER TO FEEL
POWERFUL.

50. NEXT...THINGS GOT
COMPLICATED.

51. PEOPLE SPREAD
EVERYWHERE.
TRIBES OF SIMILAR PEOPLE
WERE DISPERSED IN
DIFFERENT SETTLEMENTS
BECAUSE DIVERSITY WAS
NECESSARY TO BUILD
SOCIETIES

52. THANK
GOODNESS WE
HAD STATISTICS.
WE NEEDED TO
CLUSTER TRIBES
OF SIMILAR
PEOPLE
TO KEEP
BUILDING THEM
THE RIGHT
PRODUCTS.

53. INSIGHT 6
THE ONE WHO KNEW THE
CUSTOMERS BEST…
SOLD MORE…
AND BUILT EMPIRES

54. SO
YOU
THINK
YOU
CAN’T
SELL?

55. WHAT IF WE TOLD YOU
THAT…

56. 1 IN 9*
AMERICANS
WORK IN
SALES? *STATISTIC

57. AND THE
OTHER 8…
HAVE TO
MOVE
PEOPLE*,
SOMEHOW,
EVERY
DAY
*DANIEL PINK -
SELLING IS HUMAN

58. SO NO MATTER
WHAT….YOU
SELL.
EVERY DAY.
ADMIT IT. OWN
IT. LOVE IT.

59. WHAT DID WE LEARN?

60. YES! WE ARE TESTING YOU.
THAT IS A SCIENTIFICALLY
PROVEN* WAY TO LEARN.
*HOW WE LEARN: THE SURPRISING TRUTH ABOUT WHEN, WHERE, AND WHY IT HAPPENS -
BEN CAREY

61. AS WE
WALK THE
EARTH…
WE
CREATE
NEW LINKS
THAT CAN
BE CALLED
UPON
LATER.

62. EVERYTHING AND EVERYONE
IS LINKED IN THIS UNIVERSE.

63. WE JUST NEED TO:
LOOK
LISTEN
SMELL
TOUCH
TASTE
STAND TALL!
ASK

64. AND COUNT.

65. THEN YOU WILL
COUNT THE MONEY

66. WHEN YOU
LOOK INSIDE…
UNDER THE
HOOD…
YOU
FIND WISDOM

67. INSIGHT=WISDOM

68. A CUSTOM IS A HABIT.
WE WANT CUSTOMERS TO
BUY OUR PRODUCTS AND
OUR IDEAS..AGAIN AND
AGAIN.
LIKE A HABIT.

69. SHALL WE
SAY
SOMETHING
WISE?
WHAT IS
OUR
INSIGHT?
OUR
WISDOM?

70. WE MAY
HAVE
OUR
EMPIRES.
BUT THOSE
EMPIRES
WILL FADE.
OUT OF MEMORY

71. WITHOUT
CUSTOMER
WISDOM.

72. ONE MORE
THING…

73. STORIES HAVE
PRIMAL POWER

74. ANALOGIES ARE STORIES
THAT CREATE LINKS TO
OLD CONCEPTS TO HELP
US UNDERSTAND NEW
CONCEPTS.