Customer Development Questions for Startup Founders

At Process Street, our relentless pursuit of customer development is fundamentally about one thing: nailing product-market fit as swiftly as we can. We’re in the business of building not just products, but solutions that truly resonate with the needs and hurdles our users face daily.

This conviction has driven us to put together a set of probing questions that go beyond mere inquiry.

They’re a direct line to the pulse of our customers, designed to peel back layers of surface-level feedback and unearth the core insights that can steer our offerings towards immense value for our customers.

Demo Questions:
Their Name:
Their title:
Their company name:
Their company size:
Their industry/vertical:

Understand their Current State:

TIP: Begin by focusing on the customer. Encourage them to articulate their issue in their own terms. This conversation should center on their needs, not the specifics of your product or services.

Q: Describe your current process for X. What works? What doesn’t?
(For new customers) What were your operations for X before you hired us?
Q: How does your team stay on top of X or don’t get overwhelmed by Y?
Q: What are a few of the tools you currently use? What do you like about them? Q: What do you not like?

Uncover Their Biggest Problem:
Q: What problems do you face when trying to do X today? Tell me more.
Q: What people on your team or company are impacted by this problem? How does it affect their day?
Q: How long has this been a problem?
Q: What solutions have you tried to implement? Did they work?
Q: What obstacles have you encountered to solving this problem?

Define Their Ideal Solution:
Q: How important is it to you/your organization to solve this challenge?
Q: What would be an ideal solution to this problem? Why is that the best solution?
Q: In a perfect world, how quickly would you solve this issue?

Sample Benefit questions:
Q: What impacts does problem X have on your business?
Q: What happens if you do nothing to solve it?
Q: What would it mean for you, your team, and your business to solve this problem?

Get the Real Impact of a Solution
TIP: Don’t presume that stated benefits automatically imply significant impact. It’s crucial to determine whether the impact is substantial enough to motivate a purchase.

What would you do, or do more of, if you had more time in your day?
How important is being able to do more to you, your team, and your organization?

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