Step 3.1: Quick test hypotheses
Objective: to validate a pain that customers are willing to pay to solve.
Structure your conversation around three key questions:
Don't evolve hypotheses too fast. Test each one with 3-6 customers, then reformulate and test again until you nail it.
Example script (Classtop):
- "My name is Jared Allgood. I am currently a student, and we are developing a software application that would make it easier for teachers to manage their courses through Blackboard..."
- "...As I've interviewed instructors and administrators from several schools, I hear some of the same two complaints repeatedly: 1) The first complaint from administrators is that they're paying a substantial license fee to use Blackboard, yet less than 20% of instructors actually use it..."
- "...2) Second, from instructors I'm hearing that populating Blackboard with course content is painful. Because of Bb's linear process, you can't carry out multiple functions quickly..."
- "...We'd like your input and feedback on the product we're proposing to build. Do you have a few minutes to meet?"