Customer Understanding as part of the Problem-Solution Fit

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For this interview, I had the pleasure to talk to Douwe Wester and Edouard Dopper, co-founders at leanup.nl and experts in lean startup methodology, agile methodology, scrum management and innovation models for large companies.

Douwe Wester             Edouard Dopper

I met both Douwe and Edouard a few months ago at an event which they organized together with Rockstart Amsterdam and Adam Berk, on product innovation, problem solving, and the customer development process. I remember I enjoyed their energy so I asked them if they would like to share some of their know -how with the Startup Maze community. To my great pleasure they both agreed, so… I got my recording gear and headed up to Douwe’s apartment, which is an amazing place situated smack bang in the middle of Amsterdam, in a building full of character and with a view to one of the many picturesque canals.

We spent almost an hour and a half talking about customer understanding, customer experience, and startup development strategy. I selected the most interesting parts of our chat and shared them in the podcast below. This week we will explore the first part of the problem-solution fit, the customer understanding In the next episode we will dive into early adopter acquisition. Basically how do you find your first customers.

Douwe and Edouard say that one of the most common mistakes in the startup world is to start with building a product without truly understanding the problem to be solved and the riskiest assumptions that are the foundation of your business model. So what is the a better way? Start with the customer understanding

Customer Understanding

  • Step 1: understand the problem you are trying to solve
  • Step 2: understand who has that problem, define the archetype(s) of the customer
  • Step 3: see if you can find more people that display similar archetype behavior
  • Step 4: do market sizing as a reality check
  • Step 5: create and iterate Influence maps

Your turn. What do you think about this approach? Let me know below.

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