1.
How to deal with the customer who
does not know what he wants?
BA Stand Up | 16.07.2015

2.
PROFILE
• 1.5 year of CMO in startup
• 6 month BA role in HU company
• 8 years of professional work with
people who do not know what they
want

3.
Our customer looks like…

4.
- Lewis Carrol, Alice in Wonderland
Alice: Would you tell me, please, which way I ought to go from here?
The Cat: That depends a good deal on where you want to get to
Alice: I don't much care where.
The Cat: Then it doesn't much matter which way you go.
Alice: So long as I get somewhere.
The Cat: Oh, you're sure to do that, if only you walk long enough.

5.
• Who is the customer?
• What is the customer`s problem?
• Who are the users?
• How will the solution help the user in
their day-to-day activities?
• How will solving the problem help our
business?

6.
WHICH IS THE PAIN

7.
SMART AIM

8.
MARKET RESEARCH

9.
PROPOSE
ALTERNATIVES. PERSUADE.

10.
USE TECHNIQUES

11.
BUSINESS CANVAS

12.
VALUE PROPOSITION
CANVAS

13.
YOU ARE CONSULTANT.
Persuade where you see you need to.

14.
• Software Requirement, Karl Wiegers
• BABOK
• Business models generation, Alexander Osterwalder
• Start with “Why”, Simon Sinek
READ:
• Aksena Krykun
• Oksana.Krykun
• krykun.oksana@gmail.com
ASK:

15.
Q&A ?