| Discover Area | Questions |
|---|
Today's business model | - What does our current business model look like?
- What does our business eco-system look like?
- What are the biggest flaws in our today's business model?
- What is our revenue per customer segment?
- Which segment generates the highest margin? Why?
- What is our customer lifetime value (CLV) per segment?
- What are our sales channels and how much revenue does each channel generate?
- What are our customer acquisition costs (CAC) in each channel?
- What is our contribution margin per product?
|
Practices & processes | - What are our current core practices and processes to deliver value?
- What "tools" do people use today?
- What sucks in our business practices and processes today?
- What (internal) routines, habits and believes do exist in our scope?
|
Customers & user | - How do we segment our customers today?
- How many customers do we have per segment?
- How many users do we have per segment?
- Who are our primary customers and users today?
- What are surprising facts around their behaviour?
- What job(s) are our primary customers and users trying to get done?
- What does their current customer journey look like and what pains do they have?
|
Competitive landscape | - Who are our main competitors today?
- What offerings do our main competitors have and how do they "perform" against ours?
- What strengths and weaknesses do our main competitors have?
- How many non-customers do we have (TAM = "total available market" / SAM = "serviceable available" market / SOM = "serviceable obtainable" market)?
|
Market structure & dynamics | - What does the market structure look like?
- How do we segment the market and its players?
- What is our position in the current market structure?
- What threads and opportunities do exist?
|
| Data & resources | - What data is key in our current business? What might be in the future?
- Where does the data come from and is it accessible?
- What usage data do you already track (e.g. actual use, use of different features over time) and what can we learn from it?
- What resources do we need and are they accessible?
|
Technological capabilities | - How does our technology actually work (functional principle, components)?
- How mature is our technology (TRL 1-9)?
- What makes our technology special? What are the key benefits?
- Is our technology patentable?
|
Rules & regulation | - What external laws and regulations do we have to comply with?
- What internal rules do we have to comply with?
- Are there any expected changes in rules & regulations - both external and internal?
- What "holy cows" do exist in our company that might impede the success of our project?
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