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| START HERE: DEMAND »»» | »»» SUPPLY | REPEAT/NEXT EXPERIMENT » | |||||||||
|---|---|---|---|---|---|---|---|---|---|---|---|
| Project | |||||||||||
| What are your customers trying to achieve? What are their main goals, anti-goals, motivations? | Who | ||||||||||
| Who is your ideal customer (buyer, audience…)? Who needs to change & achieve this? | When/Why | ||||||||||
| Why now? Why is this a priority for your customers? What changed? | Options | ||||||||||
| When they think about accomplishing the project, what options do they consider? | Success | ||||||||||
| What does "success" look like, when they choose the path that includes you? | Path to Success | ||||||||||
| How did they get there? E.g., what steps did they take? | Solution | ||||||||||
| How did you solution help their success? How did their workflow change? Where did you fit into their path to success? How did you enable those steps; how do you fit into their new workflow? | Packaging | ||||||||||
| When they purchased you, what did they get? How did this help them accomplish their project?What exactly is your product? | Positioning | ||||||||||
| Why is it unique in its category, and what unique value does that provide? | Pricing | ||||||||||
| How much does it cost, and how does that compare vs. other options or the value they get? | Analysis | ||||||||||
| What did you learn? What needs to adjust? | |||||||||||
| Experiment 1 | |||||||||||
| Experiment 2 | |||||||||||
| Experiment 3 | |||||||||||
| Experiment 4 | |||||||||||
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