As a VC, we met a lot of teams pitching us incredible technologies powered by awesome tech teams. Perspectives of these wonderful technologies are often boundless in terms of usage, industries, client typologies, etc. In those cases, the issue is to find the winning formula, that is to address the right customers with the right value proposition. The same technology does not have the same value depending on sectors, customers or use cases. This reality can be hard to grasp for tech guys.

A great techno is definitely cool, but a great techno dedicated to limited well-chosen usage scenarii is definitely a game-changer, especially when it comes to acquiring quickly your first customers and scaling your business. That is why you should begin to work hard on the identification of your best usage scenarii before beginning selling your techno to everyone.

Well-chosen usage scenarii are user stories that relate specific types of user needs (personas), how they face them and how you’ll bring them high value.

In this article, we offer you a 4-step method to identify efficiently the most powerful usage scenarii. Keep in mind that you will need to iterate a few times to find the right formula.

Stop competing on features, focus on use cases that matter

As a VC, we met a lot of teams pitching us incredible technologies powered by awesome tech teams. Perspectives of these wonderful technologies are often boundless in terms of usage, industries, client typologies, etc. In those cases, the issue is to find the winning formula, that is to address the right customers with the right value proposition.

blog.serenacapital.com | Serena

→ This article was co-written with Charlotte Fanneau, Product Marketing Manager at Heuritech, an Artificial Intelligence for fashion and beauty. If you’re in a hurry, you can download the spreadsheet at the end of the article ;)

Usage Scenarii Template by Serena Capital.xlsx

How to make sure you develop the usage scenarios your customers need.pptx