Observation is so much more insightful than interviews and surveys. Spend a day with a customer in their office or work area. See (with your eyes) issues they may not even realize are problems that you can solve.
Here are some starter questions:
- What are your goals? What are the few key things you are evaluated on? How do you measure success? KPIs?
- What’s the one hardest thing about meeting those goals?
- What is the real business effect of not meeting these challenges?
- Can you translate that into cost or lost revenue?
- How have you gone about trying to meet those challenges?
- If you bought some kind of a solution, what made you decide you needed one?
- What solutions did you evaluate?
- Why did you choose the one you chose? Why didn’t you choose the others?
- How would you describe the pros and cons of the solution you use?
- Do you use more than one solution?
- How did you go about learning about solutions?
- What are the key things you look for in a solution?
- Who else in your organization is involved with the purchase decision? How?
- If you could design the perfect solution, what would it be like?
- What do you hate about solutions in this space?
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|Asked: 2/16/19, 8:16 AM|
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|Last updated: 2/16/19, 8:37 AM|