3 builders who never spoke to each other

Check the user is also the one who signs

Establish early whether the person who gets the value can approve the purchase, because if not your messaging has two audiences and your deal has an extra gate. Check too that somebody inside can argue your case after you leave the room.

The method

1. 01

   Check that whoever gets the most out of the product is also the person holding the company card.

2. 02

   Establish whether the people who would use your tool are also the people who sign off the purchase, because that decides who your messaging has to convince.

3. 03

   Check that somebody inside your target company is capable of championing software internally, because a market with no software competence has nobody to argue your case once you leave the room.

What it returned

• 400

  The very gap that made the market look attractive meant that across around 400 pitches not one prospect employed anybody able to act as the internal advocate

• The prompts ask how many people work in the customer's business, who the users would be, and whether those users are the approvers and buyers.

Sources

• Business Idea Evaluation Qustions – Jakob GreenfeldDan Hulton · jakobgreenfeld.com · Business Idea Evaluation Qustions · 2022-04-21
• Closing SolarList: a cleantech post-mortem - Tyler TringasTyler Tringas · tylertringas.com · Going it alone · 2014-11-14
• 42 Questions to Ask Before Starting a BusinessPreetam Nath · preetamnath.com · How well do I understand my target customers? · 2021-01-10