- Write down the monetizable pain hypothesis
- Write down the big idea hypothesis
- Test the hypothesis
- Make a list of potential customers
- Cold call or email them for an interview
- Prepare interview guide
- Capture & measure outreach and interview results
- (Iterate)
- Research
- TAM, SAM, SOM
- Market growth
- Competition (make a matrix)
- Relevant rules & regulations
- Patterns & culture
- Sales cycle
Nail the Solution! Also Fast!
- Develop a minimum feature set
- Develop a customer profile (buying panel)
- Develop a virtual prototype
- Test virtual prototype through phone and in-person interviews
- Make list of people to contact
- Call or email them
- Prepare interview guide
- Capture & measure results
- (Iterate)
- Develop a prototype
- Test it
- Make list of people to contact
- Call or email them
- Prepare interview guide
- Capture & measure results
- Refine the minimum feature set
- (Iterate)
- Develop a solution
- Test it
- Make list of people to contact
- Call or email them
- Prepare interview guide (including commitments to buy this time)
- Capture & measure results
- (Iterate)
Nail the Go-To-Market Strategy!
Not sure when
- Smoke testing
- Hassle testing (follow-up surveys)
- Develop a credible company image
