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Disciplined Entrepreneurship Workbook by Bill Aulet

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STEP 3Build an End User Profile for the Beachhead Market

WHAT IS STEP 3, BUILD AN END USER PROFILE FOR THE BEACHHEAD MARKET?

Using primary market research techniques, build out a description, including demographic and psychographic information, with specific facts about the end users of your product. You will include their needs and wants as well as invaluable information about their behavior.

WHY DO WE DO THIS STEP, AND WHY DO WE DO IT NOW?

There are three reasons you do this step:

  1. To keep the focus on the customer
  2. To validate your selection of Beachhead Market by deepening your understanding of the end user
  3. To provide the necessary information to estimate the Total Addressable Market (TAM) in the next step
Diagram shows pirate ship where pirate with telescope says I can generally see them and describe them to you, but they are not in completely clear focus yet, some people in beachhead market shore.

Building the End User Profile brings the focus to the actual person who uses your product, so that real value is created by your product.

PROCESS GUIDE

Once you have identified your Beachhead Market, you need to dive in and do a detailed analysis of the market to see if it is in fact viable, see if you have scoped it out and defined it properly, and start to develop a game plan to effectively “attack” this market.

As I describe more fully in ...

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