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Customer Development: From Drills to E-Readers

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Cheap nasty power drill Sony E-Reader

Customer : I need a drill

Seller: What for?

Customer : To make holes in a wall <<—Pivot: Drills to Holes

Seller: Why do you need holes

Customer: To attach a shelf <<—Pivot: Holes to Storage

Seller: Why do you need a shelf

Customer : To Store Books

Seller: Have you looked at our storage solutions?

Customer: Yes but I like to browse my collections, boxes and cupboards don’t work

Seller: Do you have a lot of books?

Customer: Yes, four or five stand up bookshelves

Seller: What kind of shelf are you attaching?

Customer: Just a single shelf

Seller: How come not another stand up bookshelf?

Customer: I’ve run out of space <<— Pivot: Storage to e-Readers

Seller: Have you looked at our new e-Readers?

Customer: What’s an e-Reader?

Written by Joe

January 7, 2011 at 2:38 am

Posted in Uncategorized

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