Startup Success Series: How Do You Do Great Customer Discovery?

The Startup Success Series is designed to provide insight and education on the topics that matter most to the founder community right now.

Each week Startup Victoria hosts a 1-hour webinar for the community, focussing on a specific topic. There’s only so much we can squeeze into 60 minutes, so following each webinar you can access further resources in our Startup Success Series articles.

The Startup Success Series is supported by LaunchVic.

LaunchVic is Victoria’s startup development agency. LaunchVic invests in organisations and projects that empower entrepreneurs to scale innovative companies and deliver new industry benefits to the Victorian economy.

Every startup’s first major challenge is finding their initial customers and reaching out to your audience can be a daunting prospect. How do you spread the word and find your ideal clients?

Defining your customers, conducting research into their habits and setting a communications strategy that conveys the value of your offering is all part of the process of going from ‘no-one knows us’ to your first 100 customers. But once you’re there, you have even more to think about. Dividing your audience into segments and defining your ideal customer profile will also play into every aspect of your startup and the service/product it offers.

That’s why for this edition of the Startup Success Series, we spoke with an expert panel to provide advice for first-time founders and early-stage startups on customer discovery strategies, research tips and techniques and how to gain insights from your existing customer base. We were joined by Katelyn Sharratt, Learning and Innovation Manager at the Wade Institute with Startup Vic’s Director of Programs and Partnerships Poppy Trewhella hosting.

Virtual Event Recording

About: Watch the webinar recording below to learn more about Katelyn, and her advice on customer discovery, followed by an audience Q&A.


1:42 – Introductions
8:30 – What to do when you have your idea
14:20 – Customer discovery as a validation process
16:58 – Example: MimicTec
21:32 – Example: Curvecrete
25:27 – How to do great customer discovery?
35:38 – Who do we interview?
39:40 – Q&A

Katelyn’s Slides

Take a look and download Katelyn’s presentation slides:

Customer Interview Script

Download an editable PDF of a Customer Interview Template Script from the Wade Institute!

Reading Resources

We’ve collated online blogs and articles on customer discovery: