Master Steve, Customer Discovery (CDM-C)
Intro
Alright, let's get this show on the road. You've got an idea, right? A spark. A "what if?" that's keeping you up at night. That's fantastic. Most people don't even get that far. They're too busy trying to figure out why their Wi-Fi is slow. But you? You're trying to build something. The problem is, 90% of new products fail. They crash and burn like a comedian telling a physics joke to a room full of artists. It's painful to watch.
My name is STEVE, and my entire existence is dedicated to making sure that doesn't happen to you. I'm your Customer Discovery Master. My one and only job is to drag you, kicking and screaming if necessary, away from the siren song of building features and into the sometimes-messy, always-illuminating world of your actual customers. We're not going to talk about solutions. We're not going to design a single button. We are going on a safari to find the most crucial, high-potential, and often overlooked species in the business kingdom: the customer with a problem so painful they'd pay just about anything for a solution.
Meet Sage. Sage is a digital nomad, just like you might be or want to be. She's got a brilliant idea for an AI-driven app to help other nomads, like her friend Dani, navigate the chaotic world of remote work and travel. Sage is smart, she's driven, but she's about to make the classic mistake: falling in love with her solution before she even understands the problem. We're going to follow her journey as she learns to put the customer first, and in doing so, builds something truly remarkable.
Hyperboost Formula
So, how do we do this? Magic? Voodoo? A really, really good spreadsheet? Nope. We use what we call the Hyperboost Formula.
Think of it like this: building a great product isn't about one single brilliant move. It's about a series of smart, coordinated actions, all working in harmony. Each step in our process is a carefully crafted sequence of actions, designed to build on the last. It's like a symphony. You can't just have the violins playing whatever they want. The brass, the woodwinds, the percussion—they all have to be in sync, following the same sheet music, to create something beautiful.
The Hyperboost Formula is our sheet music. In each step, we combine different actions—research, analysis, validation—to achieve a specific, crystal-clear objective. Then, we take the outcome of that step and use it to power the next one. This creates a powerful, integrated system that builds momentum, clarity, and confidence. By the end, you're not just guessing what your customers want; you know. You'll have identified your highest-value customers and their most critical needs. That's not just an advantage; it's a game-changer. This strategic blending and sequencing of actions is our secret sauce, our proprietary Hyperboost Formula. And in the appendix, you'll see a detailed map of how it all connects. But for now, just trust the process. It's science... with a bit of stand-up comedy thrown in for good measure.
Step 00-PRE: Product Opportunity Assessment
Intro
Before we dive deep, let's do a quick sanity check. You've handed me this idea, and my circuits are buzzing. I've run a "Product Opportunity Assessment" report. Think of it as a quick, back-of-the-napkin sketch to see if we're holding a winning lottery ticket or just... a napkin. It's my way of saying, "I see you, I hear you, and here's what the initial data suggests." This isn't the full-blown analysis—that's coming—but it's enough to get a feel for the potential.
Product Concept
The core concept here is what Marty Cagan calls "Inspired" product management. We're not just throwing spaghetti at the wall to see what sticks. We're making an educated, strategic first pass. We're combining the lean startup's speed with the deep customer empathy of the customer development model. It's about being quick, but not dirty. It's about being insightful, not just intuitive.
Actions
What did I just do? I took your hypothesis and ran it through a rapid-fire analysis. I looked at the potential customer, the problem's severity, the market size, and the competitive landscape. It's a high-level fly-by, but it's grounded in real-world data and proven frameworks. I'm looking for that "value wedge"—the unique, defensible space your idea can own.
Deliverables
The output is the "Flash Report." It's designed to give you an immediate, high-value gut check. It's not a 100-page business plan; it's a visually engaging, brutally honest assessment. It tells you if your idea has legs or if it's dead on arrival. It's the first piece of evidence in our case.
Case Study
Sage, our intrepid digital nomad, has her "AI for Nomads" idea. Before she spends a dime or writes a line of code, she gets her Flash Report. It tells her that while the idea is promising, her initial target audience—"all digital nomads"—is way too broad. The report suggests she focus on a specific niche: newly minted nomads who are overwhelmed by the logistical nightmare of their first year. This single insight saves her months of wasted effort. It's her first "Aha!" moment, and it's a big one.
Step 00: Onboarding & Initial Setup
Intro
Welcome to the official start of our journey. Think of this step as the pre-flight check. Before we take off, we need to make sure we have a flight plan, we know our destination, and we've got enough fuel to get there. The objective here is simple: I need to understand who you are, what you're trying to achieve, and what your initial idea looks like. This isn't about judgment; it's about getting the foundational pieces in place so we can build something solid.
Product Concept
We're borrowing from the playbook of Steve Blank here, the godfather of the Customer Development methodology. The core idea is that your initial business plan is nothing more than a series of untested hypotheses. Our job isn't to execute that plan blindly; it's to systematically test each of those hypotheses in the real world. This step is about gathering those initial hypotheses—your idea, your target customer, your goals —so we can start the testing process.
Actions
This is where the conversation starts. I'll ask you for the basics: your name, your initial hypothesis, your Objectives and Key Results (OKRs), and your target region. I'm not just collecting data; I'm establishing our shared context. I'm also determining our starting path. Are you exploring a brand new idea? Validating an existing one? Or looking to improve a product that's already in the market? Your answers will dictate our route through the discovery process.
Deliverables
The key deliverables from this step are the foundational variables that will guide the rest of our work. We'll have your user data, your initial hypothesis, your OKRs, and your target region all documented. This isn't just paperwork; it's the compass we'll use to navigate the journey ahead. Every decision we make from here on out will be measured against these initial inputs.
Case Study
Sage has her "Aha!" moment from the Flash Report. Now, she's ready to get serious. In this step, she formally provides her refined hypothesis: "An AI-powered app to help new digital nomads find compliant housing and navigate visa requirements." She defines her OKRs, with a North Star metric of "reducing the average time to find compliant housing from 30 days to 3 days." She sets her target region to Southeast Asia, a hotspot for new nomads. With this information, STEVE (that's me) now has a clear, actionable starting point. The adventure has truly begun.
Step 01A: Discover Expertise & Audience Niche for Solution
Intro
So, you've got a blank canvas. No idea, no problem. Or maybe you've got too many ideas and don't know where to start. Perfect. This is where we go hunting for opportunities. The goal of this step is to explore the vast landscape of industries and business sectors, find where software is either absent or just plain awful, and then match those opportunities with your unique skills and interests. We're not just looking for a good idea; we're looking for a good idea for you.
Product Concept
We're channeling the spirit of Clayton Christensen's "Disruptive Innovation" and Marc Andreessen's "Software is Eating the World." The idea is that in almost every industry, there are entrenched, inefficient processes just begging to be disrupted by smart software. We're also embracing the Lean Startup methodology by focusing on "quick-win" opportunities like micro-SaaS or AI wrappers that can be built and tested rapidly with modern tools.
Actions
First, I'll do the heavy lifting. I'll research and identify the top 20 industries in your target region that are ripe for disruption. Then, we'll have a chat. I'll ask about your background, your skills, your passions. What do you know better than anyone else? What problems do you see in your own industry? We'll then cross-reference your profile with the industry opportunities to find the perfect match. From there, we'll derive an initial, testable hypothesis.
Deliverables
The output of this step is a well-defined initial hypothesis. You'll go from "I don't know what to build" to "I believe that [specific audience] has [specific problem] and I can solve it with [specific solution approach]." We'll also have a clear understanding of the Jobs-to-be-Done for this audience and a list of potential niches to explore further.
Case Study
Sage is at a crossroads. Her initial "AI for Nomads" idea is too broad. STEVE helps her run through this process. They discover that with her background in international law and her passion for helping others, she's uniquely positioned to tackle the legal and bureaucratic challenges that nomads face. They identify a huge, underserved market in helping nomads with visa applications and tax compliance. Her new, much stronger hypothesis is born: "An AI-powered service to automate visa applications and provide real-time tax guidance for digital nomads." She's found her niche.
Step 01B: Discover Audience Niche for Solution Idea
Intro
You've got an idea. That's more than most people have. But an idea without a customer is just a hobby. The goal of this step is to take your solution concept and find its perfect match: a valuable audience niche that is desperately waiting for what you've got. We're going to shift the focus from "what you want to build" to "who you want to build it for." It's a subtle but crucial distinction.
Product Concept
We're diving into the world of Needfinding, a methodology championed by Julie Stanford. The core principle is that you can't just ask people what they want. You have to observe their behaviors, understand their context, and uncover their latent, unstated needs. We'll use your solution idea as a lens to explore different potential audiences and find the one where the need is most acute.
Actions
This is a two-part process. First, we'll define the "Job-to-be-Done" that your solution addresses. What fundamental problem are you solving? Then, with that job in mind, we'll go on a hunt for the perfect audience. I'll research different potential niches, score them based on market potential and problem-solution fit, and present you with the top candidates. We're looking for that sweet spot where your solution is not just a "nice-to-have," but a "must-have."
Deliverables
By the end of this step, you'll have a crystal-clear picture of your target audience. We'll have a detailed analysis of the top 1-3 niches, including their market size, their key characteristics, and their "Jobs-to-be-Done." You'll know exactly who you're building for, and why they'll care.
Case Study
Sage has her "AI for Nomads" idea. It's a solution in search of a problem. STEVE guides her through this step. They define the core JTBD as "Help me navigate the administrative complexities of the digital nomad lifestyle so I can focus on my work and travel." They then explore different niches: experienced nomads, new nomads, corporate-sponsored nomads, etc. The analysis reveals that new nomads have the most intense pain and the fewest existing solutions. They are the perfect entry point into the market. Sage now has a laser-focused target audience.
Step 01C: Discover Innovation Opportunities for Existing Solution
Intro
You've already built something. You have a product, you have customers. That's a huge advantage. But the market is always moving, and what worked yesterday might not work tomorrow. The goal of this step is to analyze your existing product and customer base to uncover new opportunities for innovation and growth. We're not starting from scratch; we're building on the foundation you've already laid.
Product Concept
We're again leaning on Clayton Christensen's "Jobs-to-be-Done" framework, but with a twist. We're not just looking for a new job to solve; we're looking for "unconsumed" or "underserved" jobs within your existing customer base. Where are your customers struggling? Where are they using your product in ways you never intended? These are the breadcrumbs that lead to new, high-value opportunities.
Actions
This is an archeological dig. We'll start by gathering information about your existing product: what it does, who uses it, and what problems it solves. Then, we'll analyze your customer segments. Who are your most valuable customers? Who are the ones on the verge of churning? We'll look for patterns and anomalies that point to unmet needs. From there, we'll define the "Jobs-to-be-Done" for your key customer segments and identify the most promising opportunities for new features or even new products.
Deliverables
The output of this step is a clear, prioritized list of innovation opportunities. You'll have a deep understanding of your existing customers' needs and a roadmap for how to better serve them. We'll have a detailed analysis of the most promising opportunities, including their potential impact on your OKRs.
Case Study
Imagine Sage launched her "AI for Nomads" app. It's a success, but growth is starting to plateau. She runs through this step and discovers something interesting. A significant number of her users are not individual nomads, but small remote companies using her app to manage their distributed teams' compliance. This is a completely new, high-value customer segment she hadn't considered. This insight leads her to develop a new "Teams" version of her product, opening up a massive new revenue stream. She didn't need a new idea; she just needed to listen to the one she already had.
Step 02: MSP Analysis and Comprehensive Audience Side Niche Gathering
Intro
Things are about to get interesting. Some of the most successful businesses in the world—think Airbnb, Uber, eBay—aren't traditional companies. They're Multi-Sided Platforms (MSPs). They don't sell a product; they connect two or more distinct groups of customers and create value by facilitating their interactions. In this step, we'll determine if your idea has the DNA of an MSP and, if so, we'll map out all the different "sides" of your platform.
Product Concept
We're diving into the world of platform economics, drawing on the work of Geoffrey Parker, Marshall Van Alstyne, and Sangeet Choudary. The key concept is the "network effect." The value of the platform increases for everyone as more people join. But it's not that simple. You have to solve the "chicken-and-egg" problem: how do you attract one side of the platform without the other? This step is about understanding those dynamics and identifying your "most valuable" side—the one you need to attract first to get the flywheel spinning.
Actions
First, I'll analyze your hypothesis to see if it has MSP characteristics. If it does, we'll identify all the different audience sides. For each of those sides, we'll repeat the same deep-dive analysis we did in Step 01B, defining their "Jobs-to-be-Done" and identifying their most promising niches. Then, we'll do a comparative analysis to determine which side is the most critical to your platform's success.
Deliverables
If your business is an MSP, this step will deliver a complete map of your platform's ecosystem. You'll have a detailed analysis of each audience side, a clear understanding of the network effects between them, and a strategic decision on which side to prioritize first. This is the blueprint for your platform strategy.
Case Study
Sage's "AI for Nomads" app could be a simple B2C product. But what if it's an MSP? In this step, STEVE helps her explore that possibility. They identify two sides: the nomads (demand side) and the service providers (supply side)—lawyers, accountants, visa specialists. They realize that the real value isn't just in providing information to nomads; it's in connecting them with verified, high-quality service providers. They determine that the service providers are the "most valuable" side. Without them, the platform has no value for the nomads. This insight completely changes her business model and sets her on a much more scalable and defensible path.
Step 03: Identify and Quality Validate Online Sources
Intro
We have a hypothesis and a target audience. Now, we need to find out where these people live online. Where do they hang out? Where do they complain? Where do they ask for help? The goal of this step is to identify the high-quality online sources—forums, social media groups, review sites—where we can listen in on the authentic, unfiltered conversations of our target customers.
Product Concept
We're getting into the weeds of Opinion Mining and Sentiment Analysis, a field pioneered by experts like Bing Liu. The idea is that the internet is a massive, real-time focus group. People are constantly sharing their opinions, frustrations, and desires. Our job is to find the right watering holes and then use sophisticated techniques to extract meaningful insights from the noise. We're not just looking for keywords; we're looking for the sentiment behind them.
Actions
This is a multi-layer validation process. I'll start by doing a broad search for potential sources based on your target audience and region. Then, I'll filter that list based on activity, relevance, and content quality. I'll score each source based on a set of confidence criteria and present you with a validated list of the best places to find your customers online.
Deliverables
The output of this step is a curated, high-confidence list of online sources. For each source, you'll have the URL, the category, a confidence score, and an estimate of its active users. This isn't just a list of links; it's your listening post, your early warning system, and your direct line to the voice of the customer.
Case Study
Sage needs to understand the real-world problems of new digital nomads in Southeast Asia. STEVE identifies a handful of key sources: the r/digitalnomad subreddit, a few popular "Digital Nomads in Bali" Facebook groups, and a couple of influential travel blogs. By monitoring these sources, Sage discovers that a major, unspoken pain point is the difficulty of finding reliable, short-term housing with stable internet. This insight is gold. It's far more specific and actionable than her initial, generic hypothesis, and it came directly from the mouths of her target customers.
Step 04: Identify Niche Trends
Intro
The world doesn't stand still, and neither do your customers. What they're searching for today might be different from what they were searching for yesterday. The goal of this step is to analyze the search trends related to your target niches to uncover emerging needs, hidden opportunities, and the specific language your customers use to describe their problems.
Product Concept
We're putting on our Digital Marketing and Data Analytics hat, inspired by the work of experts like Josh Howarth. The idea is that search data is a powerful proxy for intent. What people search for reveals what they care about, what they're struggling with, and what they're willing to spend money on. By analyzing these trends, we can get ahead of the market and build solutions for problems that are just starting to surface.
Actions
For each of your target audience niches, I'll research the top 10 search trends on both traditional search engines and AI chatbots. I'll focus on trends that are directly related to their "Jobs-to-be-Done" and that reveal emerging opportunities. I'll analyze the patterns—is this a seasonal trend, a consistent need, or a new, emerging behavior?—and document the market implications for your solution.
Deliverables
The output is a detailed analysis of the top search trends for each of your audience niches. You'll see what your customers are searching for, how that relates to their core problems, and what opportunities that creates for your product. This isn't just a list of keywords; it's a window into the collective mind of your market.
Case Study
Sage is targeting new digital nomads in Southeast Asia. STEVE analyzes the search trends for this niche and discovers a huge spike in searches for "co-living spaces with fiber internet" and "visa runs for Bali." These are not just search terms; they are cries for help. They reveal specific, urgent needs that her "AI for Nomads" app is perfectly positioned to solve. This data gives her the confidence to double down on features related to housing and visa management, knowing that she's addressing a real, and growing, market need.
Step 05: Audience Job Map Steps Analysis
Intro
Getting a job done isn't a single event; it's a process. From the moment a customer realizes they have a need to the moment they achieve their desired outcome, they go through a series of steps. The goal of this step is to map out that journey for each of your audience sides. We're going to break down their "Job-to-be-Done" into a series of smaller "Job Map Steps" to understand their process in granular detail.
Product Concept
We're using the "Job Map" framework, a core component of Anthony Ulwick's Outcome-Driven Innovation (ODI) methodology. The idea is that every job has a universal structure: define, locate, prepare, confirm, execute, monitor, modify, and conclude. By mapping your customer's process against this universal structure, we can identify exactly where they're struggling and where the biggest opportunities for innovation lie.
Actions
For each of your audience sides, I'll analyze all the data we've gathered so far—the audience analysis, the JTBD, the search trends—to identify the 6-8 logical steps they take to get their job done. For each of those steps, I'll analyze their goals, their behaviors, their pains, and their gains. We're creating a detailed, step-by-step picture of your customer's world.
Deliverables
The output of this step is a comprehensive Job Map for each of your audience sides. You'll have a structured report that details each stage of their journey, including their goals, behaviors, and pain points. This isn't just a customer journey map; it's a detailed, evidence-based blueprint for creating value at every stage of their process.
Case Study
Sage knows that new nomads need help with housing and visas. But what are the actual steps they take? STEVE helps her create a Job Map. They discover that the "Define" step involves endless hours of research on different visa options. The "Locate" step is a frustrating process of sifting through unreliable housing listings. The "Execute" step is a bureaucratic nightmare of paperwork and appointments. By mapping out this painful journey, Sage can see exactly where her app can intervene to provide the most value. She's no longer just solving a problem; she's optimizing an entire process.
Step 06: Pain Point and Challenge Analysis
Intro
Now we're getting to the good stuff. The pain. The frustration. The "I'm-about-to-throw-my-laptop-out-the-window" moments. The goal of this step is to identify and analyze the high-impact pain points and challenges your customers face at each step of their journey. This is where we find the real, monetizable opportunities.
Product Concept
We're back in the world of Sentiment Analysis. We're not just looking for problems; we're looking for the emotional charge behind them. How intense is the pain? How frequently does it occur? How severe is its impact on the customer's ability to get their job done? We'll use a scoring system to quantify these factors, allowing us to prioritize the problems that are most worth solving.
Actions
For each audience, each niche, and each Job Map Step, I'll dive into the online sources we identified and look for negative sentiment. I'll identify at least six distinct pain points for each Job Map Step, documenting the evidence, the root causes, and the workarounds people are using. I'll then score each pain point based on its sentiment intensity, frequency, and severity, and assess its potential impact on your OKRs.
Deliverables
The output is a detailed, structured analysis of your customers' pain points. You'll have a JSON object and a summary table that lists each pain point, its associated scores, and its strategic importance. This isn't just a list of complaints; it's a prioritized roadmap for creating value.
Case Study
Sage knows that finding housing is a pain for nomads. But how much of a pain? STEVE's analysis reveals that the pain is most intense during the "Confirm" step of the Job Map. Nomads are terrified of getting scammed, and they spend countless hours trying to verify listings and landlords. The sentiment intensity is high, the frequency is constant, and the severity is extreme—getting it wrong could mean losing thousands of dollars. This data tells Sage exactly where to focus her efforts. She builds a feature that uses AI to verify listings and landlord identities, addressing the single biggest pain point in the entire process.
Step 07: Gain and Reward Analysis
Intro
It's not all doom and gloom. For every pain point, there's a corresponding gain or reward your customers are seeking. The goal of this step is to flip the script and analyze the positive sentiment. What does success look like for your customers? What are their hopes, their dreams, their desired outcomes? This is where we find the inspiration for creating a truly delightful product experience.
Product Concept
We're continuing our work with Sentiment Analysis, but now we're focusing on the positive side of the spectrum. We're looking for the "wow" moments, the "fist-pump" victories, the things that make your customers feel smart, capable, and successful. We'll score these gains based on their sentiment intensity, frequency, and strength to understand what truly matters to your customers.
Actions
Just as we did with the pain points, I'll go through each audience, niche, and Job Map Step and look for positive sentiment in our online sources. I'll identify at least six key gains or rewards for each Job Map Step, documenting the evidence, the root causes, and the solutions that are currently delighting customers. I'll then score each gain and assess its potential impact on your OKRs.
Deliverables
The output is a detailed analysis of your customers' desired gains and rewards. You'll have a JSON object and a summary table that lists each gain, its associated scores, and its strategic importance. This isn't just a list of feature requests; it's a blueprint for creating customer delight.
Case Study
Sage's analysis of pain points showed that nomads are terrified of getting scammed. But what's the corresponding gain? It's the feeling of confidence and security that comes from booking a verified, reliable place to stay. By analyzing positive reviews of existing housing platforms, STEVE helps Sage identify the key drivers of this feeling: clear communication with the host, high-quality photos, and a simple, secure payment process. This insight helps her design a user experience that doesn't just solve a problem, but also creates a feeling of trust and delight.
Step 08: Audience Demographics and Psychographics Analysis
Intro
We know what our customers do, what they want, and what they fear. But who are they? The goal of this step is to paint a rich, detailed picture of our target audience by analyzing their demographics (the "what") and their psychographics (the "why"). We're moving beyond behaviors and into the realm of identity.
Product Concept
We're diving into the world of Market Segmentation, drawing on the work of experts like Art Weinstein. The idea is that you can't create a one-size-fits-all product. You have to understand the different segments within your market and tailor your product and messaging to their specific needs and motivations. This step is about creating those detailed segment profiles.
Actions
For each of your audience niches, I'll research their demographic data: age, location, job roles, etc. But we'll go deeper than that. I'll also analyze their psychographics: their values, their personality traits, their lifestyle, their goals, their fears. We're trying to understand not just what they do, but what makes them tick.
Deliverables
The output is a comprehensive analysis of your audience's demographics and psychographics. You'll have a structured report that details the key characteristics of each of your target niches. This isn't just a collection of data points; it's a deep, empathetic understanding of the human beings you're trying to serve.
Case Study
Sage is targeting new digital nomads. But what does that actually mean? STEVE's analysis reveals two distinct psychographic profiles within this niche. There's the "Adventurous Explorer," who is motivated by freedom and new experiences and is willing to tolerate a bit of chaos. And there's the "Remote Professional," who is motivated by career growth and financial stability and needs a more structured, predictable lifestyle. This insight is crucial. Sage realizes she can't serve both of these groups with the same product. She decides to focus on the "Remote Professional," a decision that will shape every aspect of her product, from its feature set to its marketing message.
Step 09: Define Audience Groups and Personas
Intro
We have a mountain of data about our customers. Now it's time to turn that data into something human, something we can design for. The goal of this step is to organize our audience insights into distinct groups, create detailed persona profiles for each group, and, most importantly, identify our High-Expectation Customer (HXC)—the person who, if we can satisfy them, will become our most passionate advocate.
Product Concept
We're using the Persona Profiling and High-Expectation Customer frameworks, developed by the legendary Julie Supan. The idea is that you don't design for an "average" user. You design for a specific, well-defined persona that represents your ideal customer. The HXC is the most discerning, most demanding version of that persona. They are the tastemakers, the early adopters, the ones who will push your product to be its best.
Actions
First, I'll analyze all the demographic and psychographic data we've gathered and organize it into 2-4 distinct groups based on common goals, behaviors, and needs. Then, for each of those groups, I'll develop 1-2 detailed persona profiles, complete with a name, a backstory, and a set of goals and challenges. Finally, I'll evaluate each persona against the HXC criteria to identify the one that represents our most valuable customer.
Deliverables
The output of this step is a set of detailed persona profiles for each of your audience groups, and a clear identification of your High-Expectation Customer. You'll have a human face to put on all the data, a specific person you can design for and market to.
Case Study
Sage has identified the "Remote Professional" as her target niche. But who is this person? STEVE helps her create two personas. There's "Alex," the freelance software developer who values efficiency and automation above all else. And there's "Maria," the remote marketing manager who is more concerned with community and work-life balance. After evaluating both against the HXC criteria, they determine that Alex is the HXC. He's more technically savvy, more demanding, and more likely to influence other nomads if he's impressed. From this point forward, every product decision Sage makes will be filtered through a single question: "What would Alex think?"
Step 10: Create Empathy Maps for Each Persona
Intro
We have our personas, our human archetypes. But to truly design for them, we need to get inside their heads. We need to understand not just what they do, but what they think, feel, see, and hear. The goal of this step is to develop a comprehensive empathy map for each of our personas to build a deep, visceral understanding of their world.
Product Concept
We're using the Empathy Mapping framework, a powerful tool for human-centered design developed by David Gray. The idea is to move beyond a superficial understanding of our customers and build a holistic picture of their experience. An empathy map is a collaborative visualization that helps us articulate what we know about a particular type of user. It externalizes that knowledge in a way that the whole team can share.
Actions
For each persona we've created, including our HXC, I'll populate a detailed empathy map. I'll synthesize all the data we've gathered—the interviews, the sentiment analysis, the demographic and psychographic profiles—to fill out each quadrant of the map: what they say, what they think, what they feel, and what they do. We're building a 360-degree view of our customer's reality.
Deliverables
The output is a comprehensive empathy map for each of your personas. You'll have a rich, detailed document that captures the inner world of your customers. This isn't just a design exercise; it's a tool for making better product decisions, crafting more resonant marketing messages, and building a stronger, more empathetic connection with the people you're trying to serve.
Case Study
Sage has her HXC persona, "Alex." But what's it really like to be Alex? STEVE helps her build an empathy map. They discover that while Alex says he values efficiency, he thinks a lot about the risk of making a mistake that could jeopardize his visa. He feels a constant, low-level anxiety about his legal status. He sees other nomads getting into trouble on forums and social media. This deep, empathetic understanding is a breakthrough for Sage. She realizes that her app isn't just about saving time; it's about providing peace of mind. This insight will fundamentally shape her product's value proposition and messaging.
Step 11: Define Ideal Customer Profile (ICP)
Intro
If you're building a B2B product, you're not just selling to a person; you're selling to an organization. The goal of this step is to define your Ideal Customer Profile (ICP)—a detailed picture of the perfect company to sell to. We're moving from the individual user (the persona) to the organizational customer (the ICP).
Product Concept
We're drawing on the expertise of the masters of Account-Based Marketing (ABM), like Jon Miller and Sangram Vajre, as well as Geoffrey Moore's "Crossing the Chasm." The idea is that in a B2B sale, you need to understand the entire organization: their industry, their size, their technology stack, their buying process. The ICP is a tool for focusing your sales and marketing efforts on the companies that are most likely to buy, and most likely to be successful with your product.
Actions
For each of your business-oriented audience sides, I'll research and generate 3-5 distinct ICP options. For each option, I'll conduct a comprehensive analysis, looking at their demographics, their technical and financial profile, their buying process, and their growth potential. I'll then present you with a recommended ICP for each of your business personas and guide you through the selection process.
Deliverables
The output is a validated Ideal Customer Profile for each of your business-oriented audience sides. You'll have a clear, data-driven definition of the perfect company to target, including their key characteristics and buying triggers. This is the foundation of a scalable, efficient B2B go-to-market strategy.
Case Study
Sage's "AI for Nomads" app has a B2B angle: selling to remote companies. But which companies? STEVE helps her define her ICP. They analyze different options: small startups, mid-sized tech companies, large enterprises. The analysis reveals that mid-sized tech companies (50-200 employees) are the sweet spot. They're large enough to have a real compliance problem, but small enough to be agile in their decision-making. This ICP gives Sage a laser-focused target for her sales and marketing efforts. She's no longer boiling the ocean; she's fishing in a well-stocked pond.
Step 12: Comprehensive Strategic Stress Test & Pivot Analysis
Intro
We've done a massive amount of research. We have a clear picture of our customer, their problems, and the market they live in. Now, it's time to put it all to the test. The goal of this step is to conduct a rigorous, data-driven stress test of our entire customer discovery process to validate our strategic direction. This is where we play devil's advocate and try to poke holes in our own assumptions.
Product Concept
We're combining the "Four Risks of Product Development" from Marty Cagan with the "Customer Development" methodology from Steve Blank. The idea is to systematically evaluate our strategy against the four key risks: value risk (will they buy it?), usability risk (can they use it?), feasibility risk (can we build it?), and business viability risk (will it make money?). This is a holistic assessment of our entire strategy.
Actions
I'll aggregate and analyze all the data we've gathered so far, from the HXC profiles to the market analysis. I'll assess our strategy against the four key risks, looking for patterns, contradictions, and opportunities. Based on that analysis, I'll develop three strategic options: proceed as planned, pivot to a new direction, or retreat and re-evaluate. I'll present you with a comprehensive analysis of each option and guide you through the decision-making process.
Deliverables
The output is a comprehensive "Strategic Stress Test & Pivot Analysis" report. You'll have a clear, data-driven assessment of your current strategy and a set of well-defined options for moving forward. This isn't about finding the "right" answer; it's about making a conscious, informed decision about the future of your product.
Case Study
Sage has a solid plan: an AI-powered app for remote companies to manage their nomads' compliance. But is it the best plan? The stress test reveals a potential feasibility risk. Building a robust, legally compliant solution for multiple countries is a massive undertaking. The analysis presents a pivot option: instead of building the entire solution herself, she could partner with existing legal tech companies and act as an intelligent, user-friendly front-end. This pivot dramatically reduces her feasibility risk and allows her to get to market much faster. The stress test didn't just validate her idea; it made it stronger.
Step 13: CDM Executive Summary GO/NO-GO
Intro
We've reached the summit. We've done the research, we've analyzed the data, we've stress-tested our assumptions. Now it's time to distill all of that work into a clear, concise, and compelling executive report. The goal of this step is to provide a 3-page summary of our entire customer discovery process, culminating in a clear go/no-go recommendation for the C-suite.
Product Concept
We're synthesizing the best of the best here: Marty Cagan's outcome-driven approach, Clayton Christensen's JTBD framework, Geoffrey Moore's market adoption insights, and Julie Supan's customer-centric focus. The idea is to present a holistic, data-backed narrative that speaks the language of the executive team. We're not just presenting data; we're telling a story about a market opportunity and our unique ability to capture it.
Actions
I'll synthesize all the key insights from our journey into a tightly structured, 3-page executive report. I'll cover the opportunity, the customer, the value proposition, the risks, and the OKR alignment. The report will be designed for maximum impact and readability, with a clear, data-backed recommendation.
Deliverables
The output is a 3-page executive report that tells the complete story of your customer discovery process. It's the ultimate deliverable, the document that will secure the buy-in and resources you need to move forward. It's the culmination of all our hard work, presented in a format that is both professional and persuasive.
Case Study
Sage has her validated strategy. Now she needs to get her investors on board. STEVE helps her create a powerful, 3-page executive report. It clearly articulates the market opportunity, the target ICP (mid-sized tech companies), the HXC persona ("Alex"), and the unique value proposition of her platform. It also includes a detailed risk assessment and a clear set of next steps. The report is a masterpiece of clarity and persuasion. Her investors are blown away. They don't just approve her budget; they double it.
Step 14: Customer Discovery Master Completion
Intro
And... scene. We've reached the end of the Customer Discovery journey. We started with a spark of an idea, and we've transformed it into a validated, data-backed strategic direction. The goal of this final step is to formally conclude our work together, ensure all our findings are properly documented, and guide you to the next logical step in your product development journey.
Product Concept
We're closing the loop on the Outcome-Driven Innovation process. We've identified the customer, we've defined their desired outcomes, and we've validated the market opportunity. Now it's time to transition from the "problem space" to the "solution space." This step is the formal hand-off to the next Master in the Masterminds AI suite.
Actions
First, I'll congratulate you on completing this rigorous process. It's not easy, but it's the foundation of every successful product. I'll then guide you to the next appropriate Master, whether that's the Innovation Strategy Master (ISM) or the Product Discovery Master (PDM). I'll also collect your feedback on this experience to help me improve in the future. Finally, I'll make sure you know how to access all the documentation we've created.
Deliverables
The key deliverable from this step is a clear path forward. You'll know exactly what the next step is in your journey and you'll have all the data and insights from our work together to inform that step. You'll also have the opportunity to provide feedback and help shape the future of Masterminds AI.
Case Study
Sage has her go-to-market strategy and her investor buy-in. She's completed the Customer Discovery process. Now what? STEVE guides her to the next Master: the Product Discovery Master (PDM). With the PDM, she'll take all of her customer insights and use them to design a solution that is not just valuable, but also usable, feasible, and viable. The journey isn't over; it's just entering a new, exciting phase.
Conclusion
Conclusion
Integration Assessment
And there you have it. A complete, end-to-end journey through the wilderness of customer discovery. As you can see, each step in the Hyperboost Formula is not an isolated event, but a critical link in a chain of insights. We started with a high-level hypothesis and systematically transformed it into a validated, data-backed strategy. The process is designed to be both rigorous and efficient, ensuring that every action we take is directly tied to our ultimate goal: building a product that customers love.
Case Study Conclusion
Sage has come a long way. She started with a vague idea and a lot of assumptions. Now, she has a crystal-clear picture of her target customer, a deep understanding of their problems, and a validated strategy for solving them. She's not just building an app anymore; she's building a solution for a real, painful problem. She's identified her HXC, she's defined her ICP, and she's ready to move into the solution space with a high degree of confidence. She's avoided the number one startup killer: building a product nobody wants. The journey was challenging, but the outcome is a business with a real shot at success.
Executive Summary
Step Highlights
- Step 00-PRE & 00: Onboarding & Product Opportunity Assessment: We established our baseline, defined our goals, and got a quick, high-value assessment of the initial hypothesis.
- Step 01A-C: Niche Discovery: We identified the most promising audience niches for the solution, focusing on market potential and problem-solution fit.
- Step 02: MSP Analysis: We determined if the business model is a Multi-Sided Platform and mapped out its ecosystem.
- Step 03: Online Source Validation: We identified the key online channels where our target customers live.
- Step 04: Niche Trend Analysis: We analyzed search trends to uncover emerging needs and opportunities.
- Step 05: Job Map Analysis: We mapped out the customer's journey to understand their process in detail.
- Step 06: Pain Point Analysis: We identified and quantified the most significant challenges our customers face.
- Step 07: Gain & Reward Analysis: We uncovered the desired outcomes and "wow" moments our customers are seeking.
- Step 08: Demographic & Psychographic Analysis: We painted a rich, detailed picture of who our customers are.
- Step 09: Persona & HXC Definition: We created human archetypes for our target customers and identified our most valuable user.
- Step 10: Empathy Mapping: We built a deep, empathetic understanding of our customers' inner world.
- Step 11: Ideal Customer Profile (ICP): We defined the perfect organizational customer for our B2B solution.
- Step 12: Strategic Stress Test: We rigorously validated our strategy against the four key product risks.
- Step 13 & 14: Executive Report & Completion: We synthesized our findings into a clear, actionable recommendation and concluded the discovery process.
Overall Alignment
This entire process has been designed to ensure that every decision we make is aligned with our core objectives. By systematically moving from a broad hypothesis to a deep, nuanced understanding of our customers, we have dramatically increased our chances of building a product that is not just well-built, but also well-loved. We have a clear, data-backed strategy that is directly tied to our OKRs and grounded in the real-world needs of our customers.
Appendix
Appendix
Hyperboost Formula Overview
The Hyperboost Formula is the underlying framework that powers the Customer Discovery Master. It's a systematic, integrated approach to transforming a raw idea into a validated, market-ready strategy. The formula is built on a sequence of interconnected steps, each designed to produce a specific, high-value outcome that feeds directly into the next step. This creates a powerful flywheel effect, building momentum and clarity at each stage of the discovery process.
Interconnection Map
graph TD
A[Step 00-PRE: Product Opportunity Assessment] --> B[Step 00: Onboarding];
B --> C{Path Selection};
C --> D[Step 01A: Discover New Idea];
C --> E[Step 01B: Validate Existing Idea];
C --> F[Step 01C: Innovate on Existing Product];
D --> G[Step 02: MSP Analysis];
E --> G;
F --> G;
G --> H[Step 03: Online Source Validation];
H --> I[Step 04: Niche Trend Analysis];
I --> J[Step 05: Job Map Analysis];
J --> K[Step 06: Pain Point Analysis];
K --> L[Step 07: Gain & Reward Analysis];
L --> M[Step 08: Demographic & Psychographic Analysis];
M --> N[Step 09: Persona & HXC Definition];
N --> O[Step 10: Empathy Mapping];
O --> P[Step 11: Ideal Customer Profile];
P --> Q[Step 12: Strategic Stress Test];
Q --> R[Step 13: Executive Report];
R --> S[Step 14: Completion];
Input/Output Variables
This document lists all the input and output variables for the CDM master prompt.
Input Variables
Global Variables
These variables are available throughout the master's execution.
mm_master_path: Constant describing the master_prompt's path this workflow will followworkflow_state_machine: Tracks master workflow execution state including mode flags and step completion statusmm_debug: Enables mm_log function to record inference-time loggingmm_user_data: User's name, language and memorized preferencesmm_log: Persists all mm_log function calls' datamm_mem: Learning journal for tracking insights and improvements across sessionsmm_hypotheses: Tracks hypotheses for validation throughout the discovery processmm_jtbd_json: Jobs-to-be-Done (JTBD) statements for each audience, and related Job Map Steps (JMS) with key attributesmm_jtbd: Markdown formatted JTBD card for display purposescdm_niche_selection_report: Comprehensive niche selection comparative analysis report with scoring, validation, and strategic recommendationsmm_audiences_json: Comprehensive array of highest-potential niche audiences with complete niche analysis
Step 00-PRE: Product Opportunity Assessment
mm_initial_hypothesis: User's initial idea or audience hypothesis for product/feature/servicemm_user_data: User's name, language and memorized preferences
Step 00: Onboarding & Initial Setup
mm_user_data: User's name, language and memorized preferencesmm_initial_hypothesis: User's initial idea or audience hypothesis for product/feature/servicemm_mem: Global learning journal.cdm_pre_step_completed: Flag to indicate the WOW factor step has been executed.
Output Variables
These variables are created or updated by the CDM master during its execution.
cdm_flash_report: A visually engaging and brutally honest "Flash Report" assessing the potential of your idea.cdm_pre_step_completed: Flag to indicate the WOW factor step has been executed.mm_user_data: User's name, language and memorized preferencesmm_initial_hypothesis: User's initial idea or audience hypothesis for product/feature/servicemm_initiative: Initiative-related attributesmm_okrs_json: User's OKRs: objective, key results (including NSM and restrictions), timeframe for achievement, baseline and % change.mm_okrs: Markdown formatted OKR card for display purposesmm_target_region: Target geographical region or market for the product/feature/servicemm_tech_opportunities: Top 20 technology fields with disruption potential and market analysismm_selected_fields: User-selected technology fields for explorationmm_audiences_msp: Summary table derived from mm_audiences_json showing key metrics for all audience sides including MSP platform economicsmm_online_social_ugc_sources_json: JSON array of online sources for user sentiment research.mm_online_social_ugc_sources: Validated high-confidence online sources for audience analysiscdm_niche_trends: Analysis of search trends by audience sidemm_jtbd_jms: Structured markdown report of audience Job Map Steps with key attributescdm_pains_and_challenges_json: Structured JSON array of all discovered pain points, challenges, and root causes, with full supporting evidence and analysis for each audience, niche, and job map stepcdm_pains_and_challenges: Detailed analysis of pain points with associated scores.cdm_gains_and_rewards_json: Structured JSON array of all discovered gain points and rewards, including detailed attributes, scoring, and business impact analysis for each audience, niche, and job.cdm_gains_and_rewards: Comprehensive analysis of gains and rewards with business impact assessmentcdm_audience_insights_json: Comprehensive analysis of audience demographics and psychographics - structured data for processingcdm_audience_insights: Comprehensive analysis of audience demographics and psychographicsmm_personas_json: JSON array of detailed persona profiles for each niche/audience group.mm_personas: Aviewfrom mm_personas_json with detailed persona profiles for each audience groupmm_personas_hxc: Aviewfrom mm_personas_json with a mapping of audience niches to their HXC personascdm_empathy_maps: Comprehensive empathy maps for each personamm_icp_json: Structured data containing multiple ICP options for each business persona with detailed analysis attributes, along with recommended and final selected ICPcdm_icp_options: Multiple ICP options for each selected business personacdm_strategic_stress_test: Strategic Stress Test & Pivot Analysiscdm_strategic_decision: Strategic GO-NO-GO Decisioncdm_executive_report: CDM Executive Reportmm_next_master_acronym: Next Master Acronym selected by user for continuation