Market Assesment

Introduction

Who is your ideal customer?

How does your pricing work?

Market overview

Market 1

Market 2

Market 3

Market 4

Market 5

Market 6

For which of these markets did you validate that customers have a problem you provide asolution for?

What is going to be the beachhead market you plan to focus on?

No of buyers

revenue

Product / Market Fit

What job is the customer in your beachhead market trying to get done?

What pains / needs does he experience when doing the job?

How does your solution solve these pains / fulfils these needs?

How does your customer use your product? Be as comprehensive as possible, so how does the customer acquire your product, install it, use it, receive support, dispose of it / acquires more etc.

Customers

Do you already have (a) paying customer(s)?

Yes

No

Customer 1

Customer 2

Customer 3.

What kind of features/properties do your customers have in common? (E.g. reducing cost of x intop 5 priorities of company / etc.)

Customers

Now choose the customer that is most likely to buy your product, and answer the followingquestions for this customer:

Step 1

Step 2

Step 3

Step 4

Step 5

Step 6

Step 1

Step 2

Step 3

Step 4

Step 5

Step 6

What does the Decision Making Unit (DMU) of the customer’s organisation look like (end-user, budget keeper, other influencers etc.)

What is the budget authority of each of the people in the DMU?

Step 1

Step 2

Step 3

Step 4

Step 5

Step 6

Step 1

Step 2

Step 3

Step 4

Step 5

Step 6

How much tech development do you still need to do in order for your customer to buy your solution?

What else does your customer need in order to get the ‘full solution’, e.g. complementary products/services from other suppliers?

Competition

What current products also solve your customer’s pain / fulfils his needs?

To what extent is your solution better (real or perceived and from the customer’s perspective (i.e. cheaper, safer, faster etc.))?