Paige Finn DohertyFounding Partner, Behind Genius · Founding Partner at Behind Genius Ventures

one of the most important things to know about your customer interview journey

28 Oct 2023 · 1 min

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In this segment, the speaker addresses the challenge of proving that a problem is significant when a startup is still early in its customer interview process. The key recommendation is to gather and showcase testimonials from a core customer persona, framing that persona as a representative of a sizable revenue opportunity. By describing the persona’s role (e.g., "Shelley" who does X at Y) and estimating the revenue they could generate, founders can create a compelling narrative that this single customer reflects a larger market. The speaker then suggests using the identified persona as a bridge to discuss how many similar customers exist, thereby estimating the total addressable market even with limited interview data.

Chapters

How do folks go about that data if like maybe they're still very early on in their journey? Yeah, it's a good question. So I think the question around how do you show that you are solving a problem or that the problem is large even if you're early on in your customer interview journey, right? So I think one of the most important things is testimonials where you have like a core customer of yours that Like, the way I love to see it framed is like, this customer represents like X amount potentially of revenue, or like, it is like, this is why they're like a core customer for us in the, like, you know, like Shelley X does X at Y. Like, tell me why that person is a part of your customer market, and then you can use that as a nice segue to talk about like, how many Shelleys are there?