This month has been an interesting month. We were involved in various customers’ trials. Customers Trials are an important part of any businesses. In fact, such trials are key to unlock the business potential. Some businesses may not have realised this important fact. Some start-ups tend to spend the majority of their time and resources on product development. Of course, product development is important for start-up. Without product, there will be no sales. But the key question would always be – is the product that is being developed, that will attract customers and hence sales? Easy to answer? Actually, not really.
From the various books on entrepreneurship, one common thread among the books and pieces of advice are the need to “zig-zag” through the obstacles, adjust the targets and even the goals are critical behaviour that start-ups need to do to survive. Then, do start up zig-zag blindly? Of course, no !
Start-ups need to have very short and quick customer validation cycle. To be able to verify in real time what the customers are looking for, what are the good-to-have and what are the “must-haves”, what is possible in the current realistic time frame etc etc. Hence, customers’ trials provide very critical validation information in the paths ahead. It gives us a sense of direction and how we can adjust our resources and strategies to get the right features and right problems solved.
We can’t design in a vacuum. We have to design and implement based on what the customers want. And more importantly, also based on what the customers are willing to pay for. That is value creation.
We believe customers are smart people who are always on the lookout for value and value creation. If any business can solve problems that customer faced, the customer finds value with respect to what they are willing to pay, then we will have a business.
Hence, we always place premium importance on customers’ trials.
With best regards,