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What is a draft list of hypotheses about a customer problem set?

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on 2/16/19, 8:16 AM 165 views

Observation is so much more insightful than interviews and surveys. Spend a day with a customer in their office or work area. See (with your eyes) issues they may not even realize are problems that you can solve.

Here are some starter questions:

  • What are your goals? What are the few key things you are evaluated on? How do you measure success? KPIs?
  • What’s the one hardest thing about meeting those goals?
  • What is the real business effect of not meeting these challenges?
  • Can you translate that into cost or lost revenue?
  • How have you gone about trying to meet those challenges?
  • If you bought some kind of a solution, what made you decide you needed one?
  • What solutions did you evaluate?
  • Why did you choose the one you chose? Why didn’t you choose the others?
  • How would you describe the pros and cons of the solution you use?
  • Do you use more than one solution?
  • How did you go about learning about solutions?
  • What are the key things you look for in a solution?
  • Who else in your organization is involved with the purchase decision? How?
  • If you could design the perfect solution, what would it be like?
  • What do you hate about solutions in this space?


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Asked: 2/16/19, 8:16 AM
Seen: 165 times
Last updated: 2/16/19, 8:37 AM