YouTube (ET Now)

Pokharna explains how OkCredit's own customer focus was discovered by watching how kirana owners already recorded credit on paper registers, rather than through any firmographic filter, which is the closest real example to the exact founder situation in your question. Watching how a company that succeeded with this customer base talks about its own discovery process is more useful than an abstract framework.

ET Now Interview with Mr. Harsh Pokharna, Founder of OkCredit

On YouTube (ET Now) by Harsh Pokharna ~10 min

• The idea came from observing an existing informal behaviour, paper ledgers, not a market map
• OkCredit built for the shopkeeper's existing habit rather than trying to change it first
• A product that digitises an existing informal practice can spread faster than one demanding new behaviour