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validation.md

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+# Customer Validation
+
+## Pre-Building Validation
+
+### The Mom Test Questions
+
+Avoid leading questions. Get facts about past behavior, not future intentions.
+
+❌ "Would you use an app that does X?"
+✅ "How do you currently solve X?"
+✅ "What happened last time you faced this problem?"
+✅ "How much time/money did that cost you?"
+
+### Jobs-to-be-Done Framework
+
+Structure: "When [situation], I want to [motivation], so I can [outcome]."
+
+Example: "When I'm preparing for a board meeting, I want to quickly assess competitor moves, so I can confidently answer questions about market positioning."
+
+### Finding Interview Subjects
+
+**Cold outreach:**
+- LinkedIn (filter by role + industry + company size)
+- Twitter/X (search for people complaining about the problem)
+- Industry Slack/Discord communities
+- Relevant subreddits
+
+**Warm introductions:**
+- Ask existing network for intros
+- Offer value exchange (share research findings)
+
+**Target:** 20-30 conversations before any confidence in patterns
+
+## Validation Signals
+
+### Strong Signals (Worth Building)
+
+| Signal | Weight |
+|--------|--------|
+| Customer gives you money (prepayment, LOI) | ⭐⭐⭐⭐⭐ |
+| Customer spends significant time helping you | ⭐⭐⭐⭐ |
+| Customer introduces you to others with same problem | ⭐⭐⭐⭐ |
+| Customer describes workarounds they've built | ⭐⭐⭐ |
+| Customer articulates the problem in your words | ⭐⭐⭐ |
+
+### Weak Signals (Keep Digging)
+
+| Signal | Reality |
+|--------|---------|
+| "I'd definitely use that" | Polite enthusiasm, not commitment |
+| "Great idea!" | Compliment, not validation |
+| Survey says 80% interested | Stated preference ≠ revealed preference |
+| Lots of social media engagement | Attention ≠ willingness to pay |
+
+## Survey Design
+
+### Question Types
+
+**Screening questions:** Filter to your target audience
+**Behavioral questions:** What have they done (past tense)
+**Preference questions:** What would they choose (less reliable)
+**Open-ended questions:** Capture language and unexpected insights
+
+### Sample Size
+
+| Confidence Level | Margin of Error | Required Sample |
+|-----------------|-----------------|-----------------|
+| 95% | ±5% | ~400 responses |
+| 95% | ±10% | ~100 responses |
+| 90% | ±10% | ~70 responses |
+
+For early validation, directional insights from 50-100 responses are often sufficient.
+
+### Common Survey Mistakes
+
+- Leading questions
+- Double-barreled questions (asking two things at once)
+- Social desirability bias (people say what sounds good)
+- Too many questions (fatigue lowers quality)
+- No screening for irrelevant respondents
+
+## Pricing Research
+
+### Van Westendorp Method
+
+Ask 4 questions:
+1. At what price would this be **too expensive** to consider?
+2. At what price would this be **expensive but worth considering**?
+3. At what price would this be a **good deal**?
+4. At what price would this be **so cheap you'd question quality**?
+
+Plot results to find optimal price range.
+
+### Willingness-to-Pay Interview
+
+"If this product existed today and solved [specific problem], what would you pay for it?"
+
+Follow up: "What would make it worth 2x that price?"
+
+### Competitive Pricing Analysis
+
+| Competitor | Pricing Model | Entry Price | Mid-tier | Enterprise |
+|------------|--------------|-------------|----------|------------|
+| Competitor A | Per seat | $15/mo | $45/mo | Custom |
+| Competitor B | Usage-based | $0.01/call | $0.008/call | Volume discounts |
+| Competitor C | Flat rate | $99/mo | $299/mo | $999/mo |
+
+Position your pricing based on:
+- Value delivered vs alternatives
+- Target customer segment
+- Competitive reference points