I have conducted a series of JTBD interviews with existing customer, potential prospects and lost sales opportunities. my super skill is to uncover those unmet needs from freshly identified customer segments. this helped GTM teams focus on few segments and communicate value proposition that resonated (sales funnel conversions improved by 50%), and also engineering team had better justified priorities.
in the end - onboarding speeded up 12x times (from 12 weeks to 1 week), net retention improved by 30%, sales pipelined almost doubled
