How to discover your market segment and learn to provide value. 7 stages your customer goes through from becoming Aware to Passionate. Create hypotheses and test assumptions.
22. AWARE
Business activity:
• Airbnb: Hack Craigslist vacation rental ads looking
for business travelers who want a “locals” travel
experience.
Customer Behavior
• Click on Craigslist ad; browse listing
Metric:
• Listings browsed by source
VALUE STREAM DISCOVERY
AWARE
24. INTRIGUED
Business activities:
• AirBNB: Inexpensive rooms. Have “local’s
experience.”
• “Stay with a local when traveling.”
Customer Behavior
• Browse FAQ or About Us
Metric:
• Specific web page by source. (Craigslist)
VALUE STREAM
INTRIGUED
27. TRUSTING
Business activities:
• Airbnb: Read article about AirBnB
• Read FAQ
• Read listing reviews
Customer Behavior
• Click on Request to Book
• Fills out account application
• Supplies credit car info
Metric:
• Fill out application by funnel path.
VALUE STREAM
TRUSTING
31. HOPEFUL
Business activities:
• Airbnb: Facilitate (urge) communication
between host and guest.
Customer Behavior
• contacts host (guest)
Metric:
• Measure communications between host and
guest.
VALUE STREAM DISCOVERY
33. SATISFIED
Business activities:
• Build MVP: Minimum functionality required to
fulfill utility promise.
• 1 page web site; air mattresses; fresh towels;
breakfast
Metric:
• Guest stays multiple nights
• Customer comes back and rents again
• Customer rents 3 night every 6 months
VALUE STREAM DISCOVERY
35. PASSIONATE
Business activities:
• Messaging/Branding
• Customer has “locals” experience
Customer Behavior
• Invites friends
• Fills out review
• Participates in online community
• Shares photos on social media
Metric:
• Viral coefficient
VALUE STREAM DISCOVERY