Customer Validation Process
- Find 20+ potential customers that fit the target audience.
- Prepare an interview guide/presentation.
- Conduct 1:1 interviews with the customers.
- Record the interviews if possible.
- Take copious notes of the dialogue and summarize findings.
What should be included in the interview guide/presentation?
A high-level single-sentence description of what your product or service is trying to accomplish.
Problem You Are Solving
- Discover the pain points that the customer is facing.
- Ask the customer to rank the various pain points.
- Provide the value propositions with limited context.
- Gives you a sense of whether your value propositions are clear enough that the customer understands without context.
- The fidelity of the solution isn't as important.
- It's far more important to get customer feedback early and often.
- Present the solution and note the customer's reaction and feedback.
Discuss alternatives to your solution.
Verify the target audience by asking whether they would be the end-user of the product, and if not, who would it be?
Ask them how they would go about finding solutions in your problem space.
Probe on willingness to pay and comps.
Is the Solution a Vitamin or Pain Killer?
- Validation depends on what stage you are on:
- If this solution were available tomorrow, where would it sit in the list of your team's priorities to implement?
- MVP release
- Are they willing to sign up for an early pilot?