Bob recently sat down to record a podcast for The SaaS Podcast’s presenter, presented by Omer Khan.
In this episode, available at The SaaS Podcast , he and Omer covered topics such as:
- How to conduct customer interviews that reveal the underlying struggles preventing prospects from buying, even when they seem interested.
- Why most founders misunderstand what their product is competing against, and how this insight can transform your go-to-market strategy.
- How to use Jobs-to-be-Done framework to avoid building unwanted features and focus on problems that drive customer purchases.
- Why strategically interviewing just 10 customers can give you deeper insights about product-market fit than broad surveys of hundreds of users.
- Why most companies build features that try to do everything for everybody, and end up doing nothing for nobody – and how to avoid this trap.
Listen to the podcast interview in full.
Highlights of this episode included:
On building new features…
“What do you think that feature is gonna help you do that you can’t do today? (In reality)… I don’t want the feature… nine times out of ten they (the customer) doesn’t even know what’s possible.”
“Most marketing and salespeople speak in features. They associate the feature with the outcome. But the reality is, is the outcome can be actually achieved through different sets of features.”
On predicting the future:
“None of us can predict the future. If you can, you’re amazing. But the reality is, the world would say we’re really bad at predicting the future. So the way we start is by actually uncovering the past and saying, what are the dominoes that have to fall for somebody buying my products?”
About The SaaS Podcast
The SaaS podcast is part of SaaSclub, whose aim is to help as many early-stage founders as possible to build, launch and grow successful SaaS businesses.