Champion Vs. Decision Maker: Whom to Target in B2B Customer Discovery?

The foundation of customer and product discovery hinges on two fundamental questions: What do we aim to learn, and who can provide us with that knowledge? This is why discovery in the B2B context is often considered more complex. Instead of selling to just one person, you’re dealing with a collective — a company — ensuring your product adds value to the group as a whole. This can lead to decision fatigue for teams embarking on the discovery process as they don’t know who they start with interviewing.

Effective Goal-Setting without the Semantical Debate of Outcomes vs. Outputs

Discussions about outcomes and outputs often become very semantical. People may start to argue what the terms output, outcomes, and impact mean and whether a specific goal is an outcome or not. Then a discussion kicks off if we must define an outcome in the first place. Nobody is talking about the actual goals. So we need to shift the discussions to a more goal-oriented perspective.

What are good Criteria for Defining Customer Segments?

Defining good customer segments is not easy. And teams can get lost in it. So it is crucial to know what is important in customer segments and what criteria are suitable to define them.

My 2022 review

2022 was a great year for me. It was exhausting, but also very rewarding. And it lead to an epiphany regarding time management. What I did do wrong and how I might do better.

Most Scrum teams aren't ready for a discussion about product discovery

I’ve talked to over 50 scrum teams in the past year about discovery. Most of them weren’t ready to discuss starting with interviews, because the organization wasn’t managing with outcomes.

Get Enough Confidence to Build Your Product

I’ve had a chat with a friend last week. He asked me how I evaluate whether an idea is viable or not. “Isn’t it the innovator’s bias, that an idea will become profitable? So, how do you evaluate ideas in the beginning? I would love to found a start-up myself some time, but I have to become an industry expert first to make such a bet!”

A template for acquiring feedback interviews for your product

You know getting feedback from your users is crucial to building a product that sells. So let me show you what customers motivate to give you feedback and how I ask them.

I conducted 50 customer interviews without any insights

I conducted 50 interviews without remembering anything really valuable. What a waste of time. I’ll dig into what went wrong and how to prevent it.

Finish your Lean Canvas already

🤓 How to get your business model from a vague messy thing to a neat, narrow and focused model … ✋ It’s not by fiddling about it. 🤌 I get it, I’ve done it a hundred times! 🚀 The irony is, that the fastest way to get it nice and narrow is to start.

Integrate all your Analytics and Ad-Tracking with Google Tag Manager

Most entrepreneurs I talk to endorse that following the build, measure, learn cycle is a good idea. So a fundamental part is measuring to learn from the data. Do you want to answer questions like how many customers are visiting my landing page? Where do they come from? How many of them convert? How many of them even scroll down to the Call to Action? You can and should leverage multiple analytics solutions for that. To easily install and configure these solutions you can use Google Tag Manager. It even helps you define custom events you want to track without coding. So let's dive into it.