From the course: Create a Go-to-Market Plan

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Define the problem and validate the product

Define the problem and validate the product

From the course: Create a Go-to-Market Plan

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Define the problem and validate the product

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- [Instructor] A critical piece of your go to market plan is identifying customer problems to validate your product will solve those problems. Listening to the people who comprise your market becomes extremely important. In 1908, Henry Ford, the creator of the Ford Model T car, said, "If I had asked people what they wanted, they would've said faster horses." Your existing customers have problems, but they think only in terms of what they know. For problem and product validation, let's look at your market in three parts. Part one, your existing customers, the people who know and trust you because they've purchased from you. For example, a social media data intelligence company would be targeting their customer base of PR and marketing pros and branding professionals at corporations. Part two, potential evaluators, the folks who know of you, but have not bought from you. However, they would consider a purchase if you…

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