The Importance of Understanding Your Customers' Motivations

The first thing we did was have some conversations with people and just understand a little bit as to what the challenges were. And I think that was kind of a part of this idea that we talk about on the course of getting into the mind or the shoes of the customer. So if that is the kind of first thing, the second thing is really about the questions that you ask to understand that. And the third thing is about how do I put all of that together in a way which makes it easier for that customer to buy? Yeah, yeah, definitely.