The Health Consumer Mindset

Good morning All 
You might want to become familiar with consumers described in this report on our "Living Well" needs and pains It may offer you some ideas on to how to get your customer discovery interview questions right- i.e. to find questions that help you find the balance between listening and learning about the targeted customers types you speak to. Pages 3&4 in particular have some insightful information

The Futures OF LIVING Well

"What Should I have really asked you?"- Customer Discover is not Sales

Hi All

It's Time for many of you to Get Out of the Building and to start having real interview-conversations with real people- don't leave it until the last minute. I shall be wanting evidence in your presentations of what you discovered, values that customers have and solutions that they see: Customer Discovery is not Sales- it is preparation and planning for sales. Do not sell- YET! First discover and empathise. See if you can listen not hear, and ask not speak!

Good luck and I look forward to seeing the results posted here before our next class together.

Reflexion Excalibur

Knight and Excalibur Engines

Customer Acquisition Starts Your Sales Preparation. 2 Minutes to See Why

Hi All
Watch this video about Customer Archetypes (or Buyer Personas) and Value Discovery by one of the world's leading thinkers in this area, Steve Blank. Start watching at 36 seconds.

You are now in the process of 'acquiring customers' as planning & preparation to negotiate your sale with them. 
You therefore need to in THE NEXT FEW DAYS:

1. design your revised customer discovery interview questions & interview- using the guides in the Class resources and posted in this blog
2. get out of the building and EACH of you (NOT each team but each team member) conduct at least 12 Customer Interviews to determine their pains, needs, requirements, motivations, attitudes, perceptions about their health and wellbeing and the solutions they currently use, problems with them and wishes for better options (which maybe Fabulyzer can or cannot solve)
3. Use and distil this discovery information from your individual interviews to, as a team, provide a set of Buyer Personas or as Steve Blank in this video calls them Customer Archetypes
4. Try and capture value statements for each Persona/Archetype when they encounter the different categories of pains, needs & requirements that you have discovered. if it helps use the Table below

BEFORE next week's class please share on this blog as a Scribd Powerpoint/PDF upload: your team's customer discovery interview, with the list of 12 target customers for each team member.

FOR next week's class please come prepared to present using something similar to the table below, the analysed and distilled results of your interviews: 

1. The Top 3 Customer Pain Points, the Top 3 Customer Motivations, and the Top 3 Customer Needs/Requirements that may be pertinent to Fabulyzer's business
2. 6-7 Buyer Personas or Archetypes
3. As many customer value statements as possible (some direct quotes from the customers' own expressions and some served from your interoperation of their wishes)
4. Draft sales contract agreement for offering to customers in your sales negotiation

	Persona A	Persona B	Persona C	Persona D	Persona E	Persona F	Persona G
Pain Point 1	Value Statement A1	Value Statement B1				Value Statement F1
Paint Point 2			Value Statement C2		Value Statement E2		Value Statement G2
Pain Point 3		Value Statement B3			Value Statement E3
Key Motivator 4		Value Statement B4		Value Statement D4		Value Statement F4
Key Motivator 5	Value Statement A5
Key Motivator 6			Value Statement C6			Value Statement F6	Value Statement G6
Requirement 7					Value Statement E7
Requirement 8		Value Statement B8		Value Statement D8		Value Statement F8
Requirement 9	Value Statement A9		Value Statement C9		Value Statement C9

Segmentation Table of Needs

Workshop 3 Consumer Segments - Christopher Kaul, Georgina Sweeting, Anna Melkonyan, Ekaterina Selivonchik

Innovation in fitness

Hey everyone,

in our class "Managing innovation in a digital economy" we saw important innovations at the CES in Las Vegas. One innovation is a product in the fitness industry. I think it shows, that innovation in this industry is very important and that products are in demand.

This is the link to the Video from CES:
https://www.youtube.com/watch?v=gBF6j3qOfvA Time: 1:32

Link to the Homepage:
https://healbe.com

Negotiation vs bargaining

Negotiation vs Bargaining