The document discusses a 4-part customer development workshop series with sessions focused on customer discovery, validation, creation, and company building. It provides information on personas, value propositions, business models, and traction models. An example persona is also included of a fictional high school girl named Teena dealing with common adolescent issues. The last part provides an example of how to outline a persona including demographics, background, and identifiers.

1. CUSTOMER DEVELOPMENT
4-part workshop series
Session 2 January 18, 2022

2. Gain Creators
Connections, education,
oportunity.
Pain Relievers
Providing education and
tools to help them
succeed through
programming and
networking.
Products & Services
Programming (5 core
programs), mentoring,
counseling.
Gains
resources, programming,
education, networking
Job-to-be-Done
Start a business, grow a
business, be successful
business owners
Pains
They don't know how to
get started or need more
education

4. Customer
Discovery
Customer
Validation
Customer
Creation
Company
Building

5. • Matching value with personas
• Learning from your customers
• Learning methods of
testing/validation
• Formulating a customer
acquisition strategy
• Communicating the strategy
• Customer-Product-Market fit
• Building relationships
• Be responsive to customer
needs/behaviors
• Developing an executable
game plan
• Organizing and presenting a
customer development plan
with clarity

7. Tests whether a
product or service
really delivers value
to the customers
once they are using
it.
Tests how you will
grow and find new
customers or have
your product/service
become discoverable

8. • Value Proposition
• Personas
• Business Model
• Revenue Model
• Traction Model

9. Leap of Faith
Assumptions
Persona One
• Customer Description
• JTBD affected by a
problem
• JTBD treatment
• JTBD solution

15. A fictional representation of an
actual user. Knowing these
personas can help your business
relate to your customers as real
humans

16. Teena the High School Girl has a peck of
problems. She's what older folks call an
awkward adolescent -- too tall, too
plump, too shy -- a little too much of a
lot of little things. But they're big things
to Teena. And though she doesn't always
take her troubles to her mother, Teena
writes her favorite magazine for the tip-
off on the clothes she wears, the food
she eats, the lipstick she wields, the
room she bunks in, the budget she
keeps, the boy she has a crush on.

18. Persona
Name:
Background:
Demographics:
Identifiers:
• What is their gender, profession, age, family status, and income
level?
• Your persona's back story.
• How did they end up where they are today?
• This is what makes a persona, personal.
• It's their likes, values, and how they prefer to interact.
___________________
_
Examples: Age, Gender, Salary, Location, Level of education, Family size
Examples: Main values, Hobbies, Interests, Behaviors, Work goals,
Personal needs, Desired lifestyle
Examples: Essential information about their company (size, sector, etc.),
Details about their job role

19. Persona
Name:
Background:
Demographics:
Identifiers:
___________________
_
• Female
• Age 60
• Dual HH Income
• Lives in Duval County
• Owner of Mocha Misk'i
• Established the business 7 years ago
• Has owned previous bakery businesses
• Married with 2 adult children
• Always on the go
• Checks her email every 30 minutes
• Prefers text over phone calls
Pila
r

20. JACKSONVILLE'S WOMEN'S BUSINESS CENTER
TAKEAWAYS