Finding The First Pilot Customer For An AI/ML NPM SaaS Startup
Challenge
NetSequency is a startup that has a very valuable solution to a complex problem. The objective was to find the first customer to beta test their product. They needed someone who has a large complex network and is ready to deploy their network collecting engine to send network data to the ML engine. It turned out to be problematic to find a customer who would test the product in their day-to-day work environment using real data, not least due to concerns about data confidentiality. Consequently, NetSequency did not exactly know who to approach with the offer to test, or how to talk about the problem that the product could solve.
Solution
These were the primary steps in our project: Target audience research Create ICP and personas within different ICPs Research the demand: find out how customers solve the problem and document the buyer’s journey. Identify the sources of information and communication for the target audience. Interview target audience: we went to the relevant communities on social media communities and talked to potential customers. Website Deliver the initial version of the website Analytics and lead capture setup Content plan and a blog article Outreach campaign Lead generation using different channels
Results
Despite occupying a challenging niche with tough competition, we managed to find the perfect fit to beta test NetSequency’s product. The customer was really excited to begin the testing process and was ready to become the first paying customer if the solution fits their requirements.
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