Prepared by Denny Wong
Who are they, how do they look like, what do they do. How does a day of their life look like from waking up to going to bed? In which context do they need you, when, why and with whom? WIIFM?
UNIQUE VALUE PROPOSITION
What job needs to get done? why does this job exist and how it is currently being solved? how are you different? why does the customer need you? what is your promised and your call to action?
Why does your company or startup exist? what makes you wake up in the morning? why should your customer care? why should they choose you instead of someone else? What do they stand to benefit?
CUSTOMERS AND THE TECHNOLOGY DIFFUSION CURVE
Where is my product on the S-curve of technology? whom are my early customer? are they innovators, early adopters, early majority, late majority or laggards. How is my message different?
Who else are part of this community, their characteristics and number of people or size ? What are the adjacency market, vertical or horizontal potential? new market? who else can I serve?
How does this look like from the first contact to delivery, to success. Map out all and possible touch points - ideal, desired and un expected. What and when is their ZMOT? What are data points?
SALES CHANNELS AND CYCLES
Where to sell my product? How long does it take from the first contact with customer (direct or indirect) to the closing of the sales? what are the assumptions to validate? what is the process?
COST OF CUSTOMER ACQUISITION
What is the cost of acquisition for each channel? which are the most profitable channels , which one do I need to develop, scale or stop. Can I personalised the services, experience or product?
CUSTOMER LIFE TIME VALUE
What is the unit economics of my business and compared that to the customer life time value. How much to re-invest into the customer experience of existing customer. Where can we find new group?
CUSTOMER CENTRIC AND BUSINESS METRICS
What do I need to measure and how to communicate this to our customer to help us improve on these metrics. What is the data try to say? what other value can I unlock ? what is the holistic view?
The Customer Centric Canvas (CuCeCa)
The CuCeCa for building a customer centric organisation or startup. Follow me or give me your feedback on https://twitter.com/dewotak