Service line C
Customer Relations and Market Development
Customer discovery, pilot design and a written pipeline discipline, so you learn from real buyers before you scale what you build.
What this line covers
- Customer discovery: interviews, notes and a summary of what buyers actually said.
- Pilot program design: who takes part, what they try and what would count as a result.
- Pipeline discipline: one written way to track every prospect from first contact to decision.
- Partner mapping: who else already serves your customer and might work alongside you.
- Write-ups of what each pilot taught you, prepared with the customer's permission.
- Proposal support: the structure and wording of a proposal a buyer can approve.
Evidence you can trace
Every statement about a customer should trace back to a real conversation. This line builds that habit: notes are kept, sources are recorded, and nothing is rounded up when the time comes to describe traction.
How the work runs
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Pick the first customers to learn from
WE helps you describe the buyer you think you serve and find the first people worth talking to.
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Run discovery
Conversations follow a plain guide, and the notes are written up the same day so nothing depends on memory.
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Design a pilot
You agree in writing what a pilot will test, who takes part and what would count as a result.
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Keep the pipeline honest
Each prospect has a recorded stage and a recorded reason for it, which makes forecasts less hopeful and more useful.
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Write up what you learned
Findings go into short write-ups, shared outside your company only with the customer's permission.
What you receive
| Artifact | What it is for |
|---|---|
| Discovery summary | What buyers said, grouped by theme, with the notes behind it. |
| Pilot plan | Participants, scope and the result you will look for. |
| Pipeline record | Every prospect, its stage and the evidence for that stage. |
| Partner map | Organizations that already reach your customer, and why they might care. |
| Pilot write-ups | What each pilot taught you, ready to share once permission is given. |
| Proposal template | A structure for proposals that buyers can read and approve. |
Questions about this line
Can I use this line before I have a product?
Yes. Discovery is most useful before the build, while what you learn can still change the product.
How is this different from the Earn your first customers playbook?
The playbook is the method, and you can read it free. The line is the WE team working through that method with you on your own market.
Does WE sell on my behalf?
No. The line covers discovery, pilot design, pipeline discipline, partner mapping and proposal support. Closing deals stays with you.
What this line does not do
- Lobbying or advocacy of any kind.
- Naming a customer, public body or partner anywhere without their written consent.
- Closing deals for you. Selling stays with you and your company.
- Any promise that conversations will turn into customers or revenue.
Next steps for this line
- Validate the problem Test whether a real, painful problem exists before you write code: a problem brief, honest interviews and a written decision.
- Earn your first customers Win your first customers with personal outreach, a scoped pilot, fast onboarding and a conversation log that records why people said yes or no.
- Build repeatable growth Define your metrics in writing, run one channel long enough to learn, fix leaks before adding traffic and turn the results into a monthly review.
Ready to scope this line?
Tell WE about your company and the stage it is at. You choose the lines, and WE steers the team.