Customer Discovery Mini Workshop

​Customer Discovery

​🎯 Goal: Clarify your customer segments, map their needs & how your solution addresses them, plus the buyer journey, and set up your next phase of discovery to drive high-leverage learning.

​👤 For: Founders seeking early-adopters & pilot customers who are looking to scale insight-driven growth.

​What You’ll Learn:

​How to identify your Early Customer Profile (ECP) and Ideal Customer Profile (ICP), understand their buying journey, and target discovery efforts on the right users and decision-makers.

​Agenda:

​1. What to Validate Next?

• ​Define your biggest open questions post-pilot

• ​What’s still unknown? What’s risky?

​2. ECP & ICP Mapping

• ​✏️ Exercise: “Early Adopters vs. Beachhead Market”

• ​Clarify who you can sell to today vs. who comes later

• ​Break down buyer types (e.g., end-user vs. decision-maker)

​3. Buyer Journey Mapping (esp. in B2B)

• ​Visualize the journey: how do buyers discover, decide, and adopt your product?

• ​Map key moments of friction or delay

​4. Competitive SWOT Snapshot

• ​Review how your ICP sees alternatives

• ​Find gaps in their expectations vs. what competitors offer

​5. Discovery Plan Setup

• ​Choose discovery methods (interviews, shadowing, pilots)

• ​Assign ownership (founders, PMs, etc.)

• ​Build a simple, testable plan

​🏁 Workshop Deliverables:

• ​ICP Map: Early Adopters vs. Beachhead

• ​Buyer Journey and Friction Points

• ​Customer Discovery Plan (3–6 weeks)