Across
- 4. Building a quick study model
- 6. A person or group who obstructs the process searching and purchasing a product
- 8. Don’t distinguish between different customer segments
- 9. Outcomes and benefits customers must have, expect, desire, or dream to achieve
- 10. A person or group the decision maker might listen to
- 13. Three different types of businesses: Customer Relationship, Product innovation, and infrastructure businesses
- 17. Something a company should do to identify patterns
- 18. A value proposition that satisfies a new set of needs that customer did not know they had
- 19. Actual or perceived benefit that satisfies what a customer wants
- 20. subdivision of a market into discrete customer groups
Down
- 1. Strategic testing tool to design and structure research and experiments
- 2. Four step process invented by Steve Blank
- 3. One of the five stages of business
- 5. Things that prevent or slow down a customer from completing a job
- 7. Selling less of more
- 11. Bringing together two or more distinct but interdependent groups of customers
- 12. Breakthrough in customer understanding
- 14. Rationale of how an organization creates, delivers, and captures value
- 15. People who can make potential futures tangible
- 16. Tool used to gain a deeper insight into their customers