Identify Customer Segment for Alpha

2. Identify Customer
Segment for Alpha
Vishnu Gopal

3. Why?

4. See earlier Learn Session:
“Customer Segments &
Personas”

5. Identify at least 3 customer
segments you will target with
the product.

6. Then pick 1 to focus on for
the Alpha Launch

7. Tip 1: Drill down, and focus on
as narrow a segment as
possible.

8. Not good enough:
To say that your customers
could be “all startups”

9. Okay:
To say that your customers could
be “all startups that have a sales
team”

10. Wow:
To say that your customers could be
“sales representatives of mature startups
in the eCommerce space”

11. Tip 2: Focus on 1 customer segment
by picking
“lower hanging fruit” from the customer
segments you have listed down.

12. i.e. a combo of
1) the customers easiest to target
2) the customers who are most likely to
accept your product.

13. For 2) customers who are most likely
to accept = customers who are likely
to have the most value from your
product.

14. This is more art than science.

15. Tip 3: Learn from other
companies before you.

16. Go back to your Reverse
Engineer a SaaS company
target

17. & ask this question, “When they
started off, what customer
segment did they focus on?
Why?”

18. Who were the first customers
of Amazon?
of Freshdesk?
of Paytm?

19. Tip 4: Again: think about how easy
it is to address the customer
segment’s needs in 2 months for
Alpha.

20. Submit a document in tabular
form like this:

21. Customer
Segment
Demographics Jobs & Gains Pains
Segment Name
1
A one-line
description of this
customer’s
demographics
Which jobs of the
customer will you
be assisting
with?
Which problems
of the customer
will you be
solving?
Segment Name
2
Segment Name
3

22. + a written explanation describing
the
1 customer segment
you are focusing on for Alpha