This is a presentation deck I used for my session at Startup Weekend Next in Gurgaon, India. There is also an article related to this on my blog on this topic.

1. www.thehubforstartups.com
Why is customer discovery
important?
Prajakt Raut
March 29th 2014
For Startup Weekend Next – Gurgaon

2. www.thehubforstartups.com
Business is about
• What you do i.e. concept / product
• How you do it i.e. operations planning
• How you make money i.e. business case
All three are dependent on who your
customer is

3. www.thehubforstartups.com
Problem Solution Features
Pricing Access pts Delivery
Experience Support CRM
Concept Product
Business case Operations
All this has to be packaged in a brand personality
that is relevant to the customer

4. www.thehubforstartups.com
Wrong assumptions kill
more companies than bad
products
Who will buy How much will they pay How often
What does it cost to reach them? Why do they buy

5. www.thehubforstartups.com
Planning is about getting assumptions
fairly right
A pilot is about testing things that
increase predictability and prove those
assumptions
Scaling up is about implementing it right

6. www.thehubforstartups.com
Value proposition is the magic fit
between what you make and why
people buy it.
Peter Thomson

7. www.thehubforstartups.com
Understand who your customers are -
discover ‘who are those people who will
either use, buy, or influence the purchase
of your product… and why’
Developing a product without answering these
questions is like cooking a meal without knowing
who’s coming for dinner

8. www.thehubforstartups.com
Prajakt Raut
Founder – The Hub for Startups
__________________________________
Blog: www.thehubforstartups.com
Twitter: @prajaktraut
Facebook
www.facebook.com/thehubforstartups