How to Identify Underserved Customer Needs

Gain a data-driven understanding of your customer through Importance-Performance Maps. In today's competitive business world, differentiating your brand by understanding and delivering what truly matters to your customers is crucial. That’s where Importance-Performance Maps (I-P Maps) come in, providing a powerful visual tool to drive strategic decisions. What exactly is an I-P Map? It's a two-by-two grid that allows you to evaluate how well your brand performs in the areas that are important (as well as *not* important) to consumers. The vertical axis represents the importance of various attributes in consumers' eyes, while the horizontal axis shows your brand's performance in those areas. You can include other brands in your market, too, in order to see how your brand stacks up against the competition along those. When done correctly, every critical attribute of your offering -- whether it's product quality, customer service, or pricing -- is plotted on the I-P Map based on these two dimensions. Why does it matter? I-P Maps reveal your brand's strengths and areas where improvement is needed. Here's a breakdown of the quadrants: - Keep It Up (High Importance, High Performance): These are your strengths—attributes that are both highly important to customers and where your brand performs well. Maintain focus here to keep your competitive edge. - Concentrate Here (High Importance, Low Performance): These are critical areas where your brand is underperforming, despite their high importance to customers. Improving performance here can significantly boost customer satisfaction. - Low Priority (Low Importance, Low Performance): Attributes that are less important and where performance is lower. These areas may not require immediate attention but should be monitored for any shifts in customer priorities. - Possible Overkill (Low Importance, High Performance): Here, your brand may be over-delivering in areas that are not as important to customers. Resources invested here might be better allocated to areas of higher impact. How do I use I-P Maps? Use I-P Maps to make informed decisions backed by data that align with customer expectations. Fix those areas of underperformance that are important to consumers. Stop investing in attributes of your product or service that consumers just don't care about. Prioritize investment in product offerings, elevate aspects of customer service, or reallocate resources to close competitive gaps or strengthen your advantages. Use I-P Maps to make informed choices that improve your business performance in impactful and efficient ways. Art+Science Analytics Institute | University of Notre Dame | University of Notre Dame - Mendoza College of Business | University of Illinois Urbana-Champaign | University of Chicago | D'Amore-McKim School of Business at Northeastern University | ELVTR | Grow with Google - Data Analytics #Analytics #DataStorytelling

One thing I've noticed when working with clients and doing discovery calls is that a lot of companies are not using customer signals to be proactive instead of reactive. Being proactive rather than reactive is the key to ensuring customer satisfaction and retention. One effective strategy to stay ahead of potential issues is by documenting and understanding "customer signals" – subtle behaviors and indicators that can serve as red flags. Recognizing these signals across the organization allows businesses to engage with customers at the right moment, preventing issues from escalating and ultimately fostering a more positive customer experience. Teams should not just try to save the account once there is a request to cancel or an escalation. You need to pay attention to the signs before you hit this point. Ensuring the entire team knows what to look for means that everyone is empowered to care and improve the customer experience. Here's a list of customer behaviors that could be potential red flags, gradually increasing as they check out or consider leaving: 🔷 Reduced Engagement: Decreased interactions with your product or service. Limited participation in surveys, webinars, or other engagement opportunities. 🔷 Decreased Usage Patterns: A decline in frequency or duration of product usage. Reduced utilization of features or services. 🔷 Unresolved Support Tickets: Multiple open support tickets that remain unresolved. Frequent escalations or dissatisfaction with support responses. 🔷 Negative Feedback or Reviews: Public expression of dissatisfaction on review platforms or social media. Consistently low scores in customer feedback surveys. 🔷 Inactive Account Behavior: Extended periods of inactivity in their account. No logins or interactions over an extended timeframe. 🔷 Communication Breakdown: Ignoring or not responding to communication attempts. Lack of response to personalized outreach or engagement efforts. 🔷 Changes in Buying Patterns: Drastic reduction in purchase frequency or order size. Shifting to lower-tier plans or downgrading services. 🔷 Exploration of Alternatives: Visiting competitor websites or exploring alternative solutions. Engaging in product comparisons and evaluations. 🔷 Billing and Payment Issues: Frequent delays or issues with payments. Unusual changes in billing patterns.

Here’s something I’ve learned after founding multiple startups (including HOPPR ) and tackling healthcare’s toughest challenges: you can’t fix what you don’t fully understand. It’s not enough to notice a gap—you need to see the problem beneath the problem. Why Deep Problem Understanding Matters 1. It Uncovers Hidden Needs Most incumbents build for their current market, leaving entire groups—often called “non-consumers”—frustrated or underserved. The real opportunity lies in solving pain points nobody else wants to touch. 2. It Guides Sustainable Innovation Building on shaky assumptions is a recipe for constant pivots. When you truly grasp the root cause, your product roadmap becomes a compass—pointing you straight toward what customers really need. 3. It Future-Proofs Your Business Industries evolve fast. If you’re crystal-clear on the why behind a problem, you can adapt solutions over time—staying ahead of disruptions rather than becoming a victim of them. My Take As a radiologist-turned-entrepreneur, I’ve seen firsthand how “obvious solutions” can miss the mark if they’re not grounded in a deep understanding of users’ realities. At HOPPR, we’ve made it our mission to spend time with the very people who will use our AI models and our AI platform —so we can build solutions that genuinely improve outcomes. How to Deep-Dive into Problems 1. Ask “Why?” … Again Whenever a teammate or customer says, “We need X,” dig deeper: “Why do you need that? And why is that important?” Keep going until you hit the emotional or systemic root cause. 2. Go Beyond Your Usual Suspects Talk to the so-called “wrong” customers—people on the fringes or those turned away by incumbents. That’s often where you’ll find the insights that spark major disruption. 3. Prototype Fast, Iterate Faster Even the best market research won’t give all the answers. Build a testable solution quickly, gather feedback, and refine based on real-world usage. Speed of learning trumps perfection. Pro Tip: If you catch yourself making assumptions without concrete insight, pause. Get on a call with a user or run a mini-experiment to verify you’re fixing the right problem. Your Turn: What’s one problem in your industry that everyone’s overlooking—or simplifying? Drop your thoughts below. You might just uncover the spark for your next big breakthrough. #DeepProblemSolving #InnovatorsDilemma #StartupLessons

When my better half wants something, she doesn’t ask directly. Instead, she drops hints that are about as subtle as a neon sign: “We haven’t had Thai food in a while.” “I heard France is gorgeous in June.” “The living room looks like a mess.” While I'm not that great of a salesperson, my decades trying to be has given me an uncanny ability to pick up on these unspoken needs. “I’ll grab the vacuum.” The same principle applies in sales. A good sales rep listens to what a prospect says. A great one listens for what they mean. Explicit needs are what the prospect already knows and is ready to solve. Implicit needs? That’s where you come in. On discovery calls, listen carefully. There’s often a bigger challenge beneath the surface: “We need a better way to manage our emails.” “What’s been your biggest challenge?” “Customers keep complaining about slow responses.” Those aren’t just problems—they’re clues. “You’re probably hearing frustration from your team too, and I bet it’s impacting KPIs or even revenue, right?” “Exactly. That’s the real issue—our customer support process isn’t cutting it.” Now we’re talking. By uncovering implied needs and connecting the dots, you can broaden the conversation—and the solution. Because when you turn an unspoken challenge into an explicit need, you’re not just solving the problem at hand—you’re creating real value for your customer.

The secret to company success is deep-customer understanding. And no one did it better than Gillette. How? By literally living with their customers and seeing how they use Gillette products. When Gillette wanted to expand to India, they realized that Indians didn't shave the same way as Americans. To understand Indian customers better, one of Gillette's executives, Chip Bergh, asked his team to go to India and live with the customers there. They wanted to observe how people shaved and how it fit into their lives. This concept is called ethnographic market research. One scientist from the UK thought they simply could talk to Indian men living nearby, but Chip said it wouldn't be enough. They needed to see and experience things firsthand. In India, the team discovered that many people in India didn't have access to a big sink with hot running water like in the West. They used a small cup of cold water to shave. This made shaving with regular razors difficult because the small hairs clogged the blades. So, they innovated a razor called the Gillette Guard: it had a single blade with a safety comb to prevent cuts and was easy to rinse. Perfect for Indian customers. This way, they could make razors that people needed and loved. The lesson: The key to unlocking consumer experience lies in understanding the consumer’s needs in-depth. #consumerresearch #customersatisfaction #startups #entrepreneurship

Magnify your “empathetic” efforts to uncover unmet needs with 4 UX mapping methods 1. Closeup 2. Wide view 3. Expand 4. Muliplex 🔍 Closeup: Zooming in on job performers' everyday experiences, discover unmet needs hidden in routine interactions Business outcome this approach led to redesigning of a “contractor portal” for a Remote Team provider, enhancing usability and reducing support tickets by 25% ---------- ⬅️ Wide View ➡️: By stepping back and observing the behavior patterns of related (to job-performers) users, unveil insights that might be missed in isolation Business outcome used this method to identify common navigation issues across different Commerce apps for a B2B client, leading to a unified user experience ---------- 🚀 Expand: Looking beyond our core users allows us to anticipate wider market needs. Business outcome did this for a Container Orchestration Platform client, we found a need for a modernized data analytics ecosystem to support machine learning operations, which we then partnered to design and develop. ---------- 🤖 Multiplex: A broader view of group patterns, especially among fringe users, can inspire innovative solutions. Business outcome designed a customizable dashboard for a Sales Enablement client, resulting in an engagement increase of 20%. ---------- EMPATHY SERIES 2/5 Today we're going a level deeper, exploring how the powerful fusion of empathy and our 4-Step UX mapping process can help unidentified needs in the AI age 1/5 👇 https://lnkd.in/g8wBTHsW #empathy #productdesign #ai

We surveyed 1,244 product teams over the last 6 months and uncovered a reality that blew our minds: While all product teams are trying to create products that better satisfy customer needs, over 80% of product teams do not agree on what a customer "need" even is! Teams define "needs" as exciters and delight-ers, pains and gains, specifications and requirements, features, value drivers, wants and benefits, wishes, aspirations... ...and the list goes on, as if any of these inputs will correctly inform the innovation process. Here's the problem: THEY DON'T! Just like any process, only precise inputs lead to a great result. So what is the right input? We know that people buy products and services to get a "job" done. So, let's start by defining customer "needs" as the metrics customers use to measure success when getting a job done. If we know how customers measure success, we can create solutions that help them get their jobs done better--and win in the marketplace. These metrics, which we call the customer's desired outcomes, are tied to the customer's job-to-be-done and are unique in many ways. They are: - measurable and controllable, - actionable, - unambiguous, - solution independent and, - stable over time. When listening to music, for example, a music enthusiast may want to: “minimize the time it takes to get the songs in the desired order for listening.” This is one of many outcomes associated with the job of listening to music. Using these customer inputs as customer need statements, you're able to: 1. Understand how your customer measures success. 2. Measure how well your solutions get the job done. 3. Give your team clear instructions on how to improve your solutions. Watch your team transform when they're aligned with the metrics your customers use to measure success. #CustomerNeeds #InnovationProcess

Testing user outcomes can reveal what users actually need. A key part of user-centered design is comparing what users want to do (needs) with what they actually experience (outcomes). When we talk about user needs, we’re often describing problems or gaps in their experience. Teams want to address these needs, but I often see them jump ahead and assume their design will automatically lead to better outcomes. Sometimes this is fine. However, it’s often where things go off track. Using intuition is part of design, but there’s a difference between imagining an ideal experience and actually testing whether it works. Here’s a simple way to think about it: USER NEED = Intention This is what users are trying to do. It reflects their goals, motivations or problems they want to solve. USER OUTCOME = Reality This is what users experience after using your product. It includes emotions, behaviors, and results. It may not directly address the user's need. Too often, teams assume that trying to create something that will help users will lead to a good outcome. But in reality: → The product might solve the wrong problem → Users may struggle to complete their task → The experience may lead to frustration or confusion If your work is mostly based on assumptions, here’s how to bring it back to the user need if you're faced with starting with outcomes the business has assigned: 1. Start with assumptions grounded in quick user research 2. Run small tests. We use Helio to collect fast feedback 3. Compare the results to the original need. Did users accomplish what they set out to do? UX metrics help you see where what users need doesn't match what they actually experience. Attitudinal metrics like satisfaction, expectations, usefulness, and engagement can point out the biggest gaps so you can focus on what matters to users. It's great to start with user needs, but the reality is that most teams begin with an idea of the outcome they want to achieve. That’s okay. As long as you keep checking in with users and adjusting based on the feedback you collect. #productdesign #uxmetrics #productdiscovery #uxresearch

The best way to understand your customer is to become their customer first. Here are a 5 easy way to do this: 1. Call into their customer service department and see how easy or hard it is to get an issue resolved 2. Sign up for their newsletter and see the quality and quantity of the communications they send out 3. Use their mobile app or visit their online portals to see what the user experience is like 4. Visit their physical or online stores and see how their products are sold. 5. Read what their employees are saying on Glassdoor and identify where the employee experience could be improved Doing any of these 5 simple things can help you identify friction points, inefficiencies, and opportunities where your solution could improve the overall customer experience. This type of research can help you you develop a tailored POV that resonates with Senior Executives who want to better serve their customers. It shows them you’ve done your homework and can bring immediate value. Try it!

I'd like to discuss using Customer Feedback for more focused product iteration. One of the most direct ways to understand customers needs and desires is through feedback. Leveraging tools like surveys, user testing, and even social media can offer invaluable insights. But don't underestimate the power of simple direct communication – be it through emails, chats, or interviews. However, while gathering feedback is essential, ensuring its quality is even more crucial. Start by setting clear feedback objectives and favor open-ended questions that allow for comprehensive answers. It's also pivotal to ensure a diversity in your feedback sources to avoid any inherent biases. But here's a caveat – not all feedback will be relevant to every customer. That's why it's essential to segment the feedback, identify common themes, and use statistical methods to validate its wider applicability. Once you've sorted and prioritised the feedback, the next step is actioning it. This involves cross-functional collaboration, translating feedback into product requirements, and setting milestones for implementation. Lastly, once changes are implemented, the cycle doesn't end. Use methods like A/B testing to gauge the direct impact of the changes. And always, always return to your customers for follow-up feedback to ensure you're on the right track. In the bustling world of tech startups, startups that listen, iterate, and refine based on customer feedback truly thrive. #startups #entrepreneurship #customer #pmf #product