Customer Development: From Drills to E-Readers
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?