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Creation (Customer Development process), 183
criteria, defining, 140–141
Customer Development process, 182–183
Customer Gains

best practices for mapping, 24–25
checking Fit and, 46–47
defined, 16–17
psychodemographic profile approach versus, 54–55
ranking, 20–21
as Starting Point, 88–89
Testing the Circle objective, 190–191
See also Gain Creators
Customer Insight, 104–119
Anthropologist, 106, 114–115, 217
choosing mix of experiments for, 216–217 (See also Experiment Library)

Cocreator, 107
creating value for, 144–145 (See also Business Model) customer relationship

management (CRM), xvi, 109
Data Detective, 106, 108–109, 217
gaining, 106–107
identifying patterns in, 111, 116–119
Impersonator, 107, 124–125
Journalist, 106, 110–113, 217, 225
Scientist, 107
shaping ideas and, 70–71
tips for, 113, 115, 117
Customer Pains
best practices for mapping, 24–25
checking Fit and, 46–47
defined, 14–15
psychodemographic profile approach versus, 54–55
ranking, 20–21
as Starting Point, 88–89