Gillian Harrison - Customer Shaped Business

Today I'm joined by Gillian Harrison, who is the CEO of Whitefox Technologies. They are a multi-award winning business who focus on reducing energy and water waste in industrial processes while increasing productivity.

We speak about how to understand your target market and what is the problem you're trying to address. Plus a bit around how to achieve net-zero!

Key Learnings:

• You'll need a multi-billion addressable market if you're looking to build a £100m business. Have you checked in enough detail?
• Customers will tell you what they want and then you can build that. Is there a real need?
• Market research is also a good way of identifying your likely early customers
• Use the data to avoid going head to head with big incumbents on launch

Quotes

1. "Don't spend time and money developing a technology that nobody wants"
2. "If I could solve this for you, would that be meaningful?"

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