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3. Early Customers
4. Efficiently adding customers
5. Scaling Business Operations
6. Being Operational Break-even
7. Generating Business Profits
8. Defending Profits from competition
9. Recovering Business Investments
10. Return on Investment for Shareholders
Recap : Idea to ROI framework!
T= 10 yearsT= 6 months
mount of money or experience can replace a “customer insight” on which a business
1. Find an Idea that will have customers
Why should I survey and interview
• We’re human beings. We lie to ourselves daily to get through life.
• If we lie to ourself about a consumer insight, then the market will
teach us a very hard lesson. We’re smart people, we can skip that
• Figuring out a consumer insight is hard, it takes time, effort and
• All of us have this super power called the ability to ask questions.
Great customer survey is
all about asking great
questions the right way!
Watch the Video!
Action learning framework is all about
asking great questions.
What are the biggest things you
can learn from a good customer
• What to launch first?
• Who to launch to first?
• How should I engage early users?
• What do you get repeatedly wrong about users? Is there a
Be shameless about asking questions!
“How far you go in life is directly proportional to the number of
awkward conversations you are willing to have”
How do we do this?
• List down all of things you have assumed about your
• Discuss among your co-founders and identify the
assumptions that all of you agree on (blindspots) /
fiercely disagree on (problem points)
• The TL then uses common sense to arrive at a priority
list of at least 10 items among the blindspots / problem
• Include any other assumption you think is relevant.
Examples of some
• The customer will actually take pain to download an app that I build to
solve the <problem your company is solving>
• Customer will agree to subscribe to my service
• I just have to build the right product. Customers will automatically come
• Users don’t know what they want. I know what the users want.
• The login screen should ask for phone number, full name, email and the
What are some good
ways/forum to ask questions?
• Asking in person to a friend. Your friend may not the right target audience. Pay attention
• Send a survey to a large user list. Doesn’t really work bro. People are tired of answering email
• Ask on Facebook to a group? Not a bad idea
• Twitter polls.
• On Product Hunt. Hunt your product and be prepared to ask great questions you want
• Show HN on HackerNews
• Best idea: Come up with a compelling question people are delighted to answer because it’s a
questions they wanted to ask and answer themselves.
What happens when even asking
great questions leads your
• You gotta
• We’ll deal with that
in the next target!