founders institute_ startup strategies for finding and nurturing your first customers
Post on 21-Oct-2014
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customer research focus for early stage startupsTRANSCRIPT
T.A. McCann –Strategies for market and customer research
Founders Institute, Seattle, 3/19/3012
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• Customer research vs. market research• Know your customers• Find and nurture the new influencers• Build a tribe
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Build a map toward success
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A valuable target customer• Business professional• Places high value of relationships (>8/10)• Has significant (>50%) of key relationships outside
company• >5 meetings/week with outside people (more/new is
better)• Uses technology to gain information advantage• Actively builds and manages his network
• Pays monthly information service fees (mobile, CRM, wiki, contact manager… (more is better)
• Roles include (execs, sales, recruiter, PR, journalists, lawyers…)
• Influencer of others and/or small teams• Technical, early but not bleeding edge adopter
• Often fits in GTD category as well• Reads books like “never eat alone” or “4 hour work
week”• Attends “networking” events or activities
People like this include;T.A.BradBuzzKendallBrandtMiles Austin Dave Thomas (WSGR)
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Use a survey to capture and scale
Gist survey – with over 6500 responses - http://www.surveymonkey.com/s/ZTH5BJR
Kevin Spidel
Managing DirectorPatriot Strategieshttp://patriotstrategies.comWashington, DC, USA5300 contacts, 1279 companies
"I am the Managing Director of an international PR firm and am very active on the social web. Gist allows me to cut through the noise and manage my contacts directly. I am able to monitor what matters... the relationship."
Map real people <--> personas
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Leverage your network to find more
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Copy the leaders (for some stuff)
UsersPositioningUser/market dataMarketingValueFeature priorityKey thought leaders
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Find your market-space/competition
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My post with a process - http://tamccann.com/finding-the-right-beta-users/Tim Ferris/Noah Kagan - http://twurl.nl/vquqtg
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http://tamccann.com/every-journey-begins-with-a-few-tiny-steps/
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Send regular status (2 weeks)
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Make someone else the champion
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Track and manage your influencers
Go make something great!T.A. McCann
[email protected]/tamccann