Build data to validate customer insight and build confidence in your offer
Customer discovery is messy; it never follows a simple linear path from ignorance to enlightenment. Part of the reason is the lack of...
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The Familiarize Blog
Perspectives on customer discovery, validation and enrolment
Adam Forbes
- May 9, 2022
- 4 min
I’ve got too many customers
OK no-one really says that, but it’s amazing how many founders struggle to describe their customers because there are “so many people...
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Adam Forbes
- Apr 26, 2022
- 3 min
Second time founders build better because they realize what they did wrong first time
I realised something a few weeks back: most of the founders I’ve worked with this past year have been first timers. They’ve read the...
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Adam Forbes
- Apr 20, 2022
- 5 min
How to do research for a new business idea
Ideas are cheap. I actually hate that phrase, because good ideas aren’t cheap. But the truth is ideas only become good when they’re...
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Adam Forbes
- Apr 12, 2022
- 4 min
Good customer discovery questions
This is one of the top google searches in my domain. It’s a bit of an odd one in a way because it implies there’s something standard you...
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Adam Forbes
- Apr 5, 2022
- 3 min
So what is customer discovery?
I don’t think the term existed more than 15 years ago; before that it was plain on market research. But that doesn’t sound very cool if...
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Adam Forbes
- Sep 27, 2021
- 3 min
Facing rejection
“Here I made this for you”, Seth Godin’s immortal line exposes that incredible vulnerability all of us must face as founders when we...
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Adam Forbes
- Jul 19, 2021
- 3 min
How I learnt to view research as the front-end to sales
I learnt marketing the conventional way, research-product-marketing. Research was a discrete activity conducted before product...
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Adam Forbes
- Jun 28, 2021
- 3 min
Surely there’s another way to do this?
It’s code for “Isn’t there an easier way to do this?” or even “Can I skip this part?” Without exception every business that tries to...
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Adam Forbes
- Jun 14, 2021
- 4 min
Five customer discovery archetypes
In my experience, there are a bunch of different archetypes when it comes to customer discovery. You might call them traps, where startups g
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