How to deal with the customer who does not know what he

wants?

BA Stand Up | 16.07.2015

PROFILE

• 1.5 year of CMO in startup

• 6 month BA role in HU company

• 8 years of professional work with people who do not know what they want

Our customer looks like…

- Lewis Carrol, Alice in Wonderland

Alice: Would you tell me, please, which way I ought to go from here?The Cat: That depends a good deal on where you want to get toAlice: I don't much care where.The Cat: Then it doesn't much matter which way you go.Alice: So long as I get somewhere.The Cat: Oh, you're sure to do that, if only you walk long enough.

• Who is the customer?

• What is the customer`s problem?

• Who are the users?

• How will the solution help the user in their day-to-day activities?

• How will solving the problem help our business?

WHICH IS THE PAIN

SMART AIM

MARKET RESEARCH

PROPOSE ALTERNATIVES. PERSUADE.

USE TECHNIQUES

BUSINESS CANVAS

VALUE PROPOSITION CANVAS

YOU ARE CONSULTANT.Persuade where you see you need to.

• Software Requirement, Karl Wiegers • BABOK• Business models generation, Alexander

Osterwalder• Start with “Why”, Simon Sinek

READ:

• Aksena Krykun • Oksana.Krykun• krykun.oksana@gmail.com

ASK:

Q&A ?