Customer Discovery & Validation Flashcards
7 cards from real CPI practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.
Read the first 7 Customer Discovery & Validation flashcards as text
What distinguishes a 'customer segment' from a 'target market' in the context of customer discovery?
Answer: A customer segment is a specific group sharing characteristics and needs, while a target market is broader
Customer segments are defined subgroups within a broader market, characterized by shared jobs, pains, and gains that a solution addresses specifically.
Which question type is most effective for uncovering latent customer needs during discovery interviews?
Answer: Open-ended questions about past behavior and specific experiences
Questions about past behavior reveal actual patterns and unmet needs, whereas hypothetical questions elicit unreliable speculative responses.
In the Lean Startup methodology, what is the primary goal of a 'pivot'?
Answer: To change one or more elements of the business model based on validated learning
A pivot is a structured course correction that preserves what has been learned while changing direction to test a new hypothesis.
When using a Value Proposition Canvas, what does the 'Gain Creators' section describe?
Answer: How a product or service produces outcomes and benefits customers desire
Gain Creators describe the specific ways a product produces the outcomes and benefits that customers care about and expect.
A validated learning experiment shows that 70% of interviewed customers experience a specific pain weekly. What should the team do next?
Answer: Quantify the severity and cost of the pain to prioritize it relative to other discovered pains
Frequency of a pain alone doesn't determine priority; the team must also assess severity, cost, and willingness to pay for a solution.
What role does an 'innovation champion' play in enterprise customer discovery?
Answer: A customer employee who advocates for adopting the innovation internally and navigates organizational barriers
An innovation champion inside the customer organization helps the team understand internal dynamics and facilitates adoption across stakeholders.
Which of the following is a sign that customer discovery has been conducted prematurely or insufficiently?
Answer: The team built the full product before completing at least one customer interview
Building a full product before any customer interviews skips discovery entirely, risking investment in an unvalidated solution.