It’s sometimes overlooked that to achieve business goals and objectives, we need to do things for customers that helpss the business in return. This means that after business goals are defined, it is usually advantageous to determine what customer behavior change the business needs to achieve its goal. The business can then strategize what products and capabilities to provide to trigger these behavior changes.
Example
You want more acquisitions? Then you need to make customers take action(s) that will result in improved acquisition numbers. To do this, you have to become aware of your target customer’s life, and find opportunities to present them with things that will motivate them to become a user/customer. In other instances, you might find that there are particular reasons why your target customers aren’t turning into actual customers.
Recap
Define business goals and tie those business goals to user behavior (what does customer have to do with our product that will produce an output needed for our business goals) to determine your priorities. Then work to deeply understand the reality of your customer, and identify key leverage points that will produce the desired behavior change.
If a product is helping a user get to where he/she wants to be, their behavior of the product will likely change in ways the business wants. Ex: more referrals, an increased willingness to pay
