customer need pivot

is a pivot whereby the target customer has a problem worth solving (which can be solved), just not the one that was originally anticipated.

As a result of getting to know customers extremely well, it sometimes becomes clear that the problem we're trying to solve for them is not very important. However, because of this customer intimacy, we often discover other related problems that are important and can be solved by our team. In many cases, these related problems may require little more than repositioning the related problems may require little more than repositioning the existing product. In other cases, it may require a completely new product. Again, this a case where the product hypothesis is partially confirmed... the target customer has a problem worth solving, just not the one that was originally anticipated. A famous example is the chain Potbelly Sandwich Shop, which today has over two hundred stores. It began as an antique store in 1977... the owners started to sell sandwiches as a way to bolster traffic to their stores. Pretty soon they had pivoted their way into an entirely different line of business.

customer need pivot, n.All

customer need pivot