customer jobs : the tasks that consumers are trying to perform
Posted: Sun Dec 15, 2024 8:05 am
gains : what positive outcomes consumers expect from this.
pains : what negative outcomes and risks consumers try to avoid.
value proposition design
The point is to get a clear picture of how a subscription service could respond to these customer needs. Does the subscription offer advantages over individual sales? What pain points does it solve for the customer and is he willing to pay for this?
2. Minimum viable subscription
Based on customer insights, you may be able to design a subscription that you can test in the market. It is not necessary, or even desirable, to work out the subscription in all details. It is better to first make a relatively simple basic design of the subscription and test that proposition in the market.
Also read: How to create a successful revenue model [15 examples + handy canvas]
In the start-up world, the term minimum viable product (MVP) is often discussed. It is a term popularized by authors such as Eric Ries and Steve Blank. An MVP is a kind of stripped-down version of indonesia telegram data the final product, which aims to test the viability of the proposition.
An example. When HelloFresh was founded 10 years ago , their meal box subscription was far from fully developed. The founders packed the first boxes themselves and took them by metro to their (limited number of) customers in their hometown of Berlin. The insights they gained with their minimum viable product – or rather minimum viable subscription – laid the foundation for their ultimate proposition and thus for the successful multinational they have now become.
3. Retention from day 1
It is a well-known fact that it is much more profitable to retain existing customers than to acquire new ones. Customer retention is therefore an absolute priority for any subscription business.
The misconception that still often arises is that the organization only has to worry about retaining the customer at the end of the contract term. I know this from my own experience as a CRM manager at various mobile telecom companies. In the average telecom organization, more attention was usually paid to winning back cancelers (win-back), than to making existing subscribers happy so that they would stay on their own.
Subscriber retention is not something for the last phase of the customer lifecycle, but a critical focus from day 1. It would take too long to go into detail here on how to 'keep' customers involved. I will mention just three critical points.
pains : what negative outcomes and risks consumers try to avoid.
value proposition design
The point is to get a clear picture of how a subscription service could respond to these customer needs. Does the subscription offer advantages over individual sales? What pain points does it solve for the customer and is he willing to pay for this?
2. Minimum viable subscription
Based on customer insights, you may be able to design a subscription that you can test in the market. It is not necessary, or even desirable, to work out the subscription in all details. It is better to first make a relatively simple basic design of the subscription and test that proposition in the market.
Also read: How to create a successful revenue model [15 examples + handy canvas]
In the start-up world, the term minimum viable product (MVP) is often discussed. It is a term popularized by authors such as Eric Ries and Steve Blank. An MVP is a kind of stripped-down version of indonesia telegram data the final product, which aims to test the viability of the proposition.
An example. When HelloFresh was founded 10 years ago , their meal box subscription was far from fully developed. The founders packed the first boxes themselves and took them by metro to their (limited number of) customers in their hometown of Berlin. The insights they gained with their minimum viable product – or rather minimum viable subscription – laid the foundation for their ultimate proposition and thus for the successful multinational they have now become.
3. Retention from day 1
It is a well-known fact that it is much more profitable to retain existing customers than to acquire new ones. Customer retention is therefore an absolute priority for any subscription business.
The misconception that still often arises is that the organization only has to worry about retaining the customer at the end of the contract term. I know this from my own experience as a CRM manager at various mobile telecom companies. In the average telecom organization, more attention was usually paid to winning back cancelers (win-back), than to making existing subscribers happy so that they would stay on their own.
Subscriber retention is not something for the last phase of the customer lifecycle, but a critical focus from day 1. It would take too long to go into detail here on how to 'keep' customers involved. I will mention just three critical points.