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Disciplined Entrepreneurship Workbook by Bill Aulet

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STEP 9Identify Your Next 10 Customers

WHAT IS STEP 9, IDENTIFY YOUR NEXT 10 CUSTOMERS?

Create a list of the next 10 end users after the Persona who closely fit the End User Profile. Engage them in a dialogue on your plans and validate or invalidate what you have done so far.

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

Identifying and speaking with 10 additional end users in detail at this point with regard to the work you have done will provide you with extremely valuable data points to refine the work you have done in each step, and will validate or invalidate many of the assumptions you have made. By the end of this step, you should have a much-improved End User Profile, Beachhead Market, Total Addressable Market (TAM) size, Full Life Cycle Use Case, High-Level Product Specification, and Quantified Value Proposition, and either you will have greater confidence in your selection of Persona or you will have changed your selection. Doing a first pass on all of these steps was necessary to have productive conversations with the additional end users you will interact with in this step.

Diagram shows people with similar facial features with blue headgear and mustache, but different bodily structures, while all of them are holding pouch with dollar symbol on it.

Finding 10 customers whose traits are the same as the Persona ...

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