Why customers buy
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The document discusses why understanding why customers buy is important for startup success. It emphasizes that winners understand customer needs while losers do not. To do so, startups must identify specific customers by name, understand what problems customers currently face and how the startup's product or service would provide benefits to solve those problems. Startups should put themselves in the customer's shoes to understand real, unspoken reasons for purchase. The document cautions against developing a product first without understanding customer needs and problems.
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https://www.oeconsulting.com.sg/training-presentations]
This presentation is a curated compilation of PowerPoint diagrams and templates designed to illustrate 20 different digital transformation frameworks and models. These frameworks are based on recent industry trends and best practices, ensuring that the content remains relevant and up-to-date.
Key highlights include Microsoft's Digital Transformation Framework, which focuses on driving innovation and efficiency, and McKinsey's Ten Guiding Principles, which provide strategic insights for successful digital transformation. Additionally, Forrester's framework emphasizes enhancing customer experiences and modernizing IT infrastructure, while IDC's MaturityScape helps assess and develop organizational digital maturity. MIT's framework explores cutting-edge strategies for achieving digital success.
These materials are perfect for enhancing your business or classroom presentations, offering visual aids to supplement your insights. Please note that while comprehensive, these slides are intended as supplementary resources and may not be complete for standalone instructional purposes.
Frameworks/Models included:
Microsoft’s Digital Transformation Framework
McKinsey’s Ten Guiding Principles of Digital Transformation
Forrester’s Digital Transformation Framework
IDC’s Digital Transformation MaturityScape
MIT’s Digital Transformation Framework
Gartner’s Digital Transformation Framework
Accenture’s Digital Strategy & Enterprise Frameworks
Deloitte’s Digital Industrial Transformation Framework
Capgemini’s Digital Transformation Framework
PwC’s Digital Transformation Framework
Cisco’s Digital Transformation Framework
Cognizant’s Digital Transformation Framework
DXC Technology’s Digital Transformation Framework
The BCG Strategy Palette
McKinsey’s Digital Transformation Framework
Digital Transformation Compass
Four Levels of Digital Maturity
Design Thinking Framework
Business Model Canvas
Customer Journey Map
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Why customers buy
- 1. Why Customers Buy MobileMonday Starttaamo, Oulu 24.8.2012 Risto Rautakorpi Co-Founder Gorillaventures Oy
- 2. ”The difference between winning and losing startups is that winners understand why customers buy. The losers never do.” Steven Blank
- 3. Who is your customer? • The customer who buys from you has a name and a face – even in a corporation • If you cannot identify the customer, you cannot identify his/her needs and thus you cannot develop understanding on why that customer would buy • Market ≠ customer, you sell to a customer, not the market • Focus on finding one customer and get a deal, then focus on finding more customers with similar needs • No detail = no understanding
- 4. Learning why they buy? • What do they do now? • What benefit would they get from your offering? • What do they compare it against? • How do they measure the benefit? • Is the benefit a Must Have? • Understand the real (unspoken) reasons • Put yourself in their shoes!
- 5. Solution looking for a problem • ”I have a product, who could I sell it to” • Vs • ”I can create a better way of doing this”
- 6. Do you know why your customers buy? Email: risto.rautakorpi@gorillaventures.fi Twitter: @risto_r