• Tom Herman

Start With The Customer - And Work BACKWARDS

Start with the customer and work backwards.


In other words,


Identify a customer problem, validate it - THEN build a solution.


If you don’t, here’s what might happen:


I was speaking to a founder of a now-defunct tech startup.


He and his partners came up with what THEY thought was a cool consumer mobile app idea.


They raised a significant amount of money to bring it to market.


They then struggled for several years to achieve product-market fit.


They learned the hard way that you can’t sell a solution to a customer who isn’t convinced they have a problem.


After reliving the peaks and valleys of his journey,


He finally concluded that they built the product because they COULD.


Not because they had identified a new customer problem that had not been addressed.


Or an existing problem to which they felt they could provide a better solution.


They fell in love with THEIR idea and the challenge of making it work.


They made the app work. But in the end - it didn’t work.


So, just because you CAN build something,


Doesn’t necessarily mean that you SHOULD.


At least not until you’ve verified that a problem does in fact exist, and that customers demand a solution.


Start with the customer, and work back from there. 🎯


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Ready for customer research but don't know where to start? Reach out and I'll help you get moving in the right direction.