It shouldn’t come as a surprise that REI, the nation’s largest consumer co-op with some 23 million members, loves to talk with its customers.
In this Insights Unlocked episode, UserTesting’s LeTisha Shaw talks with REI’s Monique Lalonde about their continuous interview program with customers to support the product development life cycle.
“As our product-led practice matured, we saw an opportunity to foster a habit of talking to customers on a regular basis in support of the product development cycle,” said Monique, REI’s Director of Product Design. “Layne Foit (REI’s senior manager of UX research & Content) developed a scalable framework for continuous customer interviewing with a goal to empower teams with just enough research skills so they feel comfortable talking to customers, are able to analyze what they hear, and use those customer insights to drive innovation and customer centricity.”
Once a week, members from REI’s UX research and product teams meet up to talk with a customer about a specific problem they are experiencing. They then evaluate that interview together, listening for all the different things that people observed.
We often talk about shifting left in the product development lifecycle when you’re talking with your customers and prospects. This helps you develop products your audience wants, needs and will pay you money. It also helps avoid or reduce the cost of rework (estimated at more than $1 trillion annually) because you built something no one wanted.
REI is a purpose-driven specialty outdoor retailer dedicated to enabling life outside for all. The co-op was founded in 1938 as some mountaineering friends in the Pacific Northwest sought access to better climbing gear. As a co-op, with about 23 million members, they measure success differently than many companies. 
“Our goal is to run a healthy business, which enables us to make a positive impact on our employees, members, and society,” Monique said. “Our product design practice plays a critical role in supporting our goals, measuring their progress and impact in all our experiences.”
So far the program has been successful in conducting continuous research that can be measured and tracked, Monique said. 
“This shared experience is helping in cross-functional alignment, promoting a user-centered culture, and understanding a holistic picture of our customer journeys,” she said. “An unexpected benefit has been team building. Our product teams are 100% remote and our pilot teams reported feeling more connected to their co-workers thanks to the program.”