Course teaser
Apprenez à construire un pipeline commercial reproductible : interviews de découverte, segmentation d'adopteurs précoces, scripts d'outbound, optimisation des landing pages, tests d'offre et pricing, mise en place d'un CRM léger et des indicateurs CAC / LTV. Orienté pratique p...
Roadmap
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1. Customer discovery: foundations and conducting effective interviews
This chapter teaches the fundamentals of customer discovery for tech startups: why early conversations matter, how to design and run problem interviews, how to recruit respondents, and how to synthesize qualitative data into testable insights. It prepares founders to 'sell before building' by turning hypotheses into validated problems and early commitments. -
2. Segmenting early adopters and defining your ICP
Learn how to translate discovery insights into a clear Ideal Customer Profile (ICP) and prioritized segments. This chapter covers segmentation frameworks, identifying beachhead markets, and aligning product and sales motion to the ICP. -
3. Outbound playbook: scripts, cadences, and personalization at scale
A practical guide to building repeatable outbound sequences: writing scripts that start conversations, selecting channels, measuring response rates, and iterating. Emphasis on ethical outreach and converting conversations into demos and pilots. -
4. Landing pages and conversion optimization for pre-MVP tests
Design and test landing pages and offer funnels that convert interview interest into measurable commitments (signups, paid pilots). Topics include copywriting with interview language, experiment design, analytics, and CRO tactics for founders without design teams. -
5. Offers, pricing experiments and metrics (CAC / LTV basics)
Learn to design offers, price experiments, and track core commercial metrics for startups. The chapter covers value-based pricing tests, pilot agreements, lightweight legal considerations, and estimating CAC and LTV for early-stage decisions. -
6. Lightweight CRM, pipeline management and closing first clients
This chapter teaches how to set up a minimal CRM and simple pipeline to track discovery, commitments, demos, pilots, and conversions. It also covers closing techniques for founders, onboarding first customers, and tracking CAC/LTV metrics over early cohorts.