Pivot-or-proceed
When completing the Phases of customer validation, the last step is to decide whether the company will continue its current course or it needs to pivot.
- Assemble and review all key discovery and validation findings
- Review the business model hypothesis and their interactions with one another
- Focus on the metrics that matter in the financial model
Some red flags:
- The company needs 100k customers to be profitable, but the market is not that large
- Customer acquisition costs are too high
- The sales roadmap is too complex, cost of sales become way too high
- Referrals are not delivering new customers
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Aquiles Carattino
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