Find your power users, learn why customers love your product, create a roadmap for success

1. Value Proposition Framework
CLUTCH PLAY ADVISORS
www.clutchplayadvisors.com
Early Stage Advisory & Administration

2. “Build relationships, add value
and move the needle”
Our Advisory Services
- We focus on allowing you to focus!
👨💼 12 years finance professional with significant startup experience at your
service
- helped more than 100 startups across Europe and the US raise +25Mln
We help you organize your critical business functions. Follow-up with key sales,
fundraising contacts and networking efforts. Research markets and upcoming
trends. 🎯
"Human connections that build relationships, add value and move the needle"
#getintouch for more details 👍 - adriangalea@clutchplayadvisors.com

3. “Build relationships, add value
and move the needle”
Advisory Services
For Startups:
● Value proposition analysis (see image)
● Preparation of due diligence room for
fundraising
● Interim financial planning, control and
strategy
● fund-raising campaign administration
and support

4. “Build relationships, add value
and move the needle”
Framework questions
- what is the north star for your company (how have
you learned this)?
E.g. Facebook it was users posting, AirBnB its nights
booked
- how is your user experience tied to this north star?
- what language do you use to define how you provide
customer success?
- Customer Success is the ability to prove to the
customer that x metric gets improved by y
percentage, because of your product.

5. Customer Success Culture
“Build relationships, add value
and move the needle”

6. “Build relationships, add value
and move the needle”
Framework questions
- who is your customer persona?
- what are your power users doing differently (or
experiencing differently) ?
- do you know why people love the product?
- Bake success metrics into the product.
- what is the market opportunity? Why Now? Is there a
market/technology inflection point?

7. “Build relationships, add value
and move the needle”
Product Market Fit (PMF) Framework
Send a survey to your regular users or recurrent clients:
1. How would you feel if you could no longer use [product]?
A) Very disappointed
B) Somewhat disappointed
C) Not disappointed
2. What type of people do you think would most benefit from [product]?
3. What is the main benefit you receive from [product]?
4. “How can we improve [product] for you?”

8. “Build relationships, add value
and move the needle”
PMF Framework
Q1 - Segment responses to find your supporters and paint a picture of your high-expectation customers.
Identify them by cohorts - gender, department, time with company
Note: ensure that you can track respondents to their usage data
Q2 - Responses will create power user personas. Analyze feedback to convert on-the-fence users into
fanatics.
Why do people love the product?
What holds people back from loving the product?
Tip: throw the answers into a word cloud
Q3/Q4- Build your roadmap by doubling down on what users love and addressing what holds others
back.
Create a cost benefit matrix for new features by plotting impact vs cost
50% of roadmap is doubling down on what power users loved
50% of roadmap is reeling in peripheral users who had the right persona and interest but were not yet bought-in
Reel in personas not yet in love

9. adriangalea@clutchplayadvisors.com
CLUTCH PLAY ADVISORS
“Build relationships, add value and move the needle”
www.clutchplayadvisors.com