50 in 50
That's the goal.
Speak to 50 customers in 50 days.
I have three objectives:
🔥 Understand *their* business context and priorities 🔥
- On your next board update, what points are you most focused on / concerned about?
- What do you think your board or owners are most concerned about?
- What does your organization need to get better at in the next 12 months?
- If you had an hour with an industry leader, what would you ask them?
🔥 Understand the role we play in their organization 🔥
- If we went away tomorrow what would you lose?
- If another competitor called you tomorrow what would you do?
- What does your team say about Higher Logic when we’re not around?
🔥 Understand gaps and where we can improve 🔥
- What would make you a customer for life? (uncover gaps in our offerings)
- If I took away every tool and resource you have, which one would you beg me to have back? (What’s truly a priority and strategic to them?)
- What’s the biggest surprise you had in the first six months of working with us? (Identify misalignment between marketing and reality)
__________
Asking great questions helps us learn.
And deepen relationships.
What questions should we add to this list?
