This playbook roundtable is meant for early stage B2B SaaS Founders or for Product Leaders working in B2B startups. This playbook will be facilitated by Arpit Rai at WebEngage and is scheduled for 19th May in Mumbai. If you are interested, please apply before 15th May 2017.
Customer development or more simply customer research is critical in a B2B setup compared to B2C. It is a process that is used not just during the build stage of new products or iterating on existing products but also to solve on-going issues such as pricing, conversion, churn etc. Any iterations on any of these would then lead back to making changes to the product or your messaging or your market itself.
In this session Arpit will share his experiences that he has picked up at WebEngage and BrowserStack. Some of the discussions will be around
– What is customer development
– Quantitative vs. Qualitative data (the what vs. the why). How customer development helps you answer the whys.
– How do you use customer development during the build stage (MVP, pricing) and during the growth stage (funnel optimisation – conversion, churn etc.)
– How do you do customer development
- Identifying who to talk to and how many such people to talk to?
- How to set this up (remote / in-person / calls / emails / surveys)?
- What you should get out of these interactions / List of questions to ask?
- Summarising all the take-aways from all the calls and steps ahead