A playbook for Generating Business Ideas

Business to Business Applications
There are a few customer development questions you could ask people to help
you understand the essential needs of a company or someone working at a
company:
●
How do you measure your success?
●
What are your primarily responsibilities as [position]?
●
What are your goals over the next 1-3 years?
●
What are your three biggest priorities right now?
There are also a few needs that almost every business has. For example, clients,
revenue, profitability, etc.
Twitter Needs
To illustrate the application of meeting known needs in a business to business
setting, let’s consider the needs of a Twitter marketing manager. Based on my
experience, if you talked to a Twitter marketing manager about their key metrics,
objectives, and needs, they would probably respond with at least one of the
below:
●
Get more traffic from Twitter to the company website. To get more
Twitter followers, one might want to:
○
Follow more and more relevant people
○
Favorite or engage with tweets from potential customers
●
Build the company brand and engage with potential customers
○
Unfollow people who don’t follow back - image/social proof
If these were the Twitter marketing manager's key objectives, or the metrics by
which his or her performance is evaluated, then technology that could help them
achieve these objectives would probably be valuable. In fact, there are several
companies that provide products that help social media managers achieve the
above objectives.

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If your technology helps the marketing manager with a non-essential need, such
as consuming more content, crafting better tweets, etc., your product could be
very valuable to Twitter users and marketing managers.