An area

Understand your customers

Talk to real users, define who you're for, and read the market clearly.

Talking to customers & user research 18

Learn the truth without leading the witness.

How do I talk to customers without them just telling me what I want to hear? 3 → What questions should I actually ask in a customer interview? 3 → How many customer interviews do I need before I trust the signal? 2 → Where do I find people to interview when I have zero audience? 2 → How do I run customer discovery as an Indian founder building for Indian users? 2 → All 18 questions in Talking to customers & user research →
Defining your ideal customer 18

Know exactly who you're for (and who you're not).

What is an ideal customer profile and how do I define mine? 2 → How specific should my target customer be when I'm just starting? 3 → What's the difference between an ICP, a buyer persona, and a target market? 2 → How do I know if I'm targeting the wrong customer? 2 → Should I focus on one customer segment or serve everyone who'll pay? 2 → All 18 questions in Defining your ideal customer →
Finding your niche / beachhead 17

Win a tiny market completely before going wide.

What is a beachhead market and why does everyone say to start with one? 2 → How do I pick which niche to go after first? 3 → Isn't picking a tiny niche going to limit how big I can get? 2 → How do I know when I've won my niche and it's time to expand? 2 → How do I find a defensible niche in a market full of big incumbents? 2 → All 17 questions in Finding your niche / beachhead →
Understanding the problem (JTBD) 17

People hire products to do a job, find the job.

What does 'jobs to be done' actually mean? 2 → How is JTBD different from features, personas, or user needs? 2 → How do I actually uncover the job my customers are hiring my product for? 3 → Who are my real competitors once I think in jobs to be done? 3 → How do I turn a job to be done into product and messaging decisions? 2 → All 17 questions in Understanding the problem (JTBD) →
Competitive & market research 18

Know the landscape better than the incumbents.

How do I research my competitors properly? 2 → What if my customers say they have no competitors, is that good or bad? 2 → What tools should I use to track competitors and market landscape? 2 → How do I position against a bigger, better-funded competitor? 2 → How do I size the market and figure out if it's big enough? 2 → All 18 questions in Competitive & market research →
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