The document discusses a 4-part workshop series on customer development. It outlines the goals of gaining connections, education, and opportunities for customers ("Gain Creators") while providing education and tools to help customers succeed through programming and networking ("Pain Relievers"). The workshop will provide various programming, mentoring, and counseling services ("Products & Services"). The goals are to provide resources, programming, education, and networking opportunities to help customers start, grow, or be successful business owners ("Job-to-be-Done" and "Gains"). The workshop aims to help customers who don't know how or need more education to get started ("Pains").

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

3. 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

4. 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

5. Find
people
Interview
them
NO
Did the
interviews
validate your
hypothesis?
YES
Have
existing
customers?
Adapt
customer
development
Did you
find
people?
Create (or modify) hypothesis:
I believe (persona) experiences
(type of problem) when doing
(type of task)
Insanely
great
idea
Incremental
Learning
(optional)
Build
something
YES
NO
YES
NO

6. LET'S TEST IT OUT

7. • Interview a member of
your group for 8 minutes.
• Interview a second person
in your group for 8
minutes
• Interview a guest for 8
minutes
• Interview a second guest
for 8 minutes
• Interview a guest for 8
minutes
• Interview a second guest
for 8 minutes
• Interview a member of
your group for 8 minutes.
• Interview a second person
in your group for 8
minutes

8. WHO'S YOUR
CUSTOMER?

9. JACKSONVILLE'S WOMEN'S BUSINESS CENTER
TAKEAWAYS