What is the motivation of your leads and customers? What is their intent?
How aware are they of solutions? Your solution?
Are they even aware of their problem? How aware are they of products, and the market in general?

Start with one segment to build a great experience.

Get a direction shared across your teams:
- a map that is unique to your organization and value proposition.
- a shared language of growth.
- messaging that resonates with high potential customers.

What are the data points that we need about our customers to create a great experience for them?

Define critical moments of success for your customers that are tied to your revenue strategy.

Usher your customers to get their job done with yourproduct/service.

Uncover growth opportunities.

Who are my ideal customers and how can I reach them?

Identify the uses cases of your customers.

Refine your value proposition and develop an even stronger value proposition.

Set your infrastructure up for success: Without a strong sales funnel even Social Media Sales like LinkedIn is too expensive.

Don‘t have any customers yet, or entering a new market?

If we cannot gain insights from our real paying early adopters, we can from market research and make our best hypothesis about the customers’ value: What is the problem to be solved and how is your problem uniquely designed to solve it?

Then, bridging that gap from hypothesis about our customer (basically educated guesses based on sound market research) to actual customer insights. that is grounded in empirical data.
It's not an easy journey but super fun and totally worth it.