Deirdre Breakenridge identifies a problem in the market and how you can determine whether your product or service features will be the solution to this problem.
- In 1909, Henry Ford, the creator…of the Ford Model T car,…said, "If I had asked people what they wanted,…"they would have said faster horses."…A critical piece of your go-to-market plan…is defining your customers' problems…and then validating your product.…It's true that your customers have problems,…but they think only in terms of what they know,…not necessarily what you're capable of delivering…in the form of a new product.…
Faster horses may not have led…to the automobile industry as we know it today.…You have to think outside of the box…and also pick up on the silent calls for help…to solve a customer's problem.…The process begins by asking people the right questions…to draw out the problems your customer…is trying to solve.…You want to make sure you interview enough customers,…evaluators, and target users to establish…problem-solving patterns.…Five to 10 interviews per subset of your market…should provide you with sufficient data.…
And remember, when you're interviewing people,…sometimes problems are unspoken.…
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- Building your go-to-market (GTM) plan foundation
- Assessing whether you need a marketing or GTM plan
- Entering new markets with a competitive advantage
- Developing your product vision and message
- Setting your product price at launch
- Setting up your channel strategy
- Driving better channel performance
- Evaluating KPIs and metrics
- Storytelling and the customer journey