Chris,
>
Thanks for all the tips guys, i'll have a think about them all and figure
out which ones are possible given my situation. I especially like the idea
of siding with potential customers, offering customisation for free, is the
idea there that you would hope that they would become an advocate of the
system to their friends who would become the first paying customers?
>
The idea of partnering with early-adopter customers is that they can help
you refine your product/technology to meet exact market requirements. While
you and your team can have a good idea of the 'pain' experienced by the
market you are targetting, and while research/interviews with potential
customers is a source of great insights, there is nothing like working with
a customer trying to implement your solution (in alpha/beta) to put your
team at the coal face and see the realities of a day in the life of your
customer. As Geoffrey Moore suggests, your early customers only really want
an 80% finished product - they will want to work with you in nailing the
remaining 20%.
As you've alluded to, once you have partnered with them to implement +
refine the product, they become natural advocates and important reference
sites for future customers. They are also a great source of data about the
'value' created by your solution, which is invaluable when devising your
pricing model.
Regards,
Mark
-----
Mark Neely
Master Strategist
Infolution Pty Ltd
'Beyond Strategy. Leading Change'
e: [EMAIL PROTECTED]
m: +61 (0)412 0417 29
skype: mark.neely
Read my blogs --> www.infolution.com.au
www.neelyready.com
Connect on LinkedIn --> www.linkedin.com/in/markneely
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