Write in the product or service that you would like to build.
You are still going to achieve victory.
Write in your measurable Victory metric.
Congratulations! You have your victory.
Congratulations, you've taken the most important step of your startup journey, you've Declared Victory and in doing so, defined your Product-Market Fit.
Write your Victory Declaration in your Notes tab!
Have you launched your product?
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Are customers paying for it?
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Are enough customers paying for it that, if you keep doing what you're doing, you'll achieve Product-Market Fit?
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Congrats! You're on the path to Product-Market Fit.
Keep doing what you're doing!
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Why aren't you on track to acheive Product-Market Fit?
Not sure? Go with your gut. Eventually you'll test both.
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Why don't you have enough customers?
Not sure? Starting at the top, pick the first answer you think could be the reason.
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Where are you looking for customers?
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Your Riskiest Assumption is: You know where your customers look for solutions to their problems.
Product-Market Fit Phase: Finding Early Adopters for your product.
Your Your Next Step: Interview customers to validate where they look for solutions.
Recommended FOCUS Exercise...Description: Understand who your Early Adopters are, and where to find them, by contrasting their behavior with your Early Majority, Late Majority, etc. Use this information
to make your interviews easier and faster to get.
Found in FOCUS Workbook 1... |
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Your Riskiest Assumption: Your marketing channels can reach a sufficient number of customers for you to achieve Product-Market Fit.
Product-Market Fit Phase: Offer Testing - You can Reach your Early Adopters.
Your Next Step: Test alternative channels to determine potential customer segment size.
Recommended FOCUS Exercise...Description: This spreadsheet will show you if your segment is large enough for you to achieve Product-Market Fit based on real-world, bottoms-up, data.
You'll also be able to estimate the size of your marketing channels, conversion rates, and price points to determine the best approach for you to achieve Product-Market Fit.
Found in FOCUS Workbook 2... |
What emotions are you evoking in your Call to Action?
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Your Riskiest Assumption: You understand what your customers are trying to accomplish in their roles.
Product-Market Fit Phase: Finding Early Adopters for your product.
Your Next Step: Interview your customers to understand what problems they are actively trying to solve.
Recommended FOCUS Exercise...Description: This exercise will help you brainstorm specific groups of customers you can serve by focusing on their problems.
Everything is easier when you center your attention on your customer's problems: asking for interviews, marketing, sales, product development, etc. Take this step now, and you'll move much faster through the rest
of your journey.
Found in FOCUS Workbook 1... |
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Your Riskiest Assumption: You understand your customer's emotional desires.
Product-Market Fit Phase: .
Your Next Step: Interview your customers to understand their emotional desires.
Recommended FOCUS Exercise...Description: Understand who your Early Adopters are, and where to find them, by contrasting their behavior with your Early Majority, Late Majority, etc. Use this information
to make your interviews easier and faster to get.
Found in FOCUS Workbook 1... |
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Your Riskiest Assumption: Your marketing copy reasonates emotionally with your customers.
Product-Market Fit Phase: Offer Testing - You can Reach your Early Adopters.
Your Next Step: Test multiple versions of your marketing copy/Call to Action.
Recommended FOCUS Exercise...Description: This exercise will help you identify the emotions your customers' emotions.
By identifying and addressing your customers' emotional needs, you'll significantly increase your conversion rate.
Found in FOCUS Workbook 2... |
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Your Riskiest Assumption: There are large enough customer segments for you to achieve Product-Market Fit.
Product-Market Fit Phase: Scaling to Product-Market Fit.
Your Next Step: Identify, size and test related customer segments.
Recommended FOCUS Exercise...Description: This exercise will show you how to transition from your Early Adopters to your Early Majority segment.
By acquiring secondary and tertiary segments you'll be able to accelerate your path to Product-Market Fit.
Found in FOCUS Workbook 5... |
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Your Riskiest Assumption: Your solution is solving your customer's problem well enough, and they are incentivized enough, to share your product with others.
Product-Market Fit Phase: Utility Testing - You can Satisfy your Early Adopters.
Your Next Step: Increase your Viral Coefficent (i.e. K Factor).
Recommended FOCUS Exercise...Description: This exercise will help you brainstorm and prioritize ways to increase the virality of your product.
Found in FOCUS Workbook 4... |
Why is your Customer Lifetime Value too low?
Not sure? Starting at the top, pick the first answer you think could be the reason.
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Your Riskiest Assumption: Your solution is solving your customer's problem well enough that they'll continue paying for it.
Product-Market Fit Phase: Utility Testing - You can Satisfy your Early Adopters.
Your Next Step: Test ways to increase the value your solution is providing to customers.
Recommended FOCUS Exercise...Description: This exercise will provide four different techniques to increase your Customer Lifetime Value making it more likely you'll achieve Product-Market Fit..
Found in FOCUS Workbook 4... |
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Your Riskiest Assumption: Customers will pay enough to solve their problem for you to achieve Product-Market Fit.
Product-Market Fit Phase: Currency Testing - Your Early Adopters will Pay you.
Your Next Step: Optimize your price via price testing.
Recommended FOCUS Exercise...Description: Whether you're B2B or B2C, this exercise will show how to optimize your price - without upsetting your customers!
Found in FOCUS Workbook 3... |
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Your Riskiest Assumption: You can lower your Cost of Customer acquisition such that you can achieve Product-Market Fit.
Product-Market Fit Phase: Offer Testing: You can Reach your Early Adopters.
Your Next Step: Test alternative channels to determine your optimal acquisition ROI.
Recommended FOCUS Exercise...Description: This spreadsheet will show you what combination of marketing channels, price point, and conversion rates you'll need to acheive in order to find Product-Market Fit.
Found in FOCUS Workbook 2... |
Have you defined a metric that represents when you have acheived Product-Market Fit?
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Your Riskiest Assumption: You know what Product-Market Fit means for you and your team.
Product-Market Fit Phase: Finding Early Adopters for your product.
Your Next Step: Define Product-Market Fit for you and your team.
Recommended FOCUS Exercise...Description: You can't achieve Product-Market Fit until you've defined it for you and your team.
This exercise will walk your entire team through the process of defining the most important metric of your startup...what success looks like.
Found in FOCUS Workbook 1... |
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Your Riskiest Assumption: The problem you're solving will lead you on a path to Product-Market Fit.
Product-Market Fit Phase: Currency Testing - Your Early Adopters will Pay you.
Your Next Step: Calculate your the size of this market to determine if Product-Market Fit is achievable.
Recommended FOCUS Exercise...Description: This spreadsheet will tell you how large your segment has the potential to be and exactly what conversion rates you'll need to achieve in order to find Product-Market
Fit.
Found in FOCUS Workbook 3... |
Are customers using the product?
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Why aren't your customers paying to use your product?
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Your Riskiest Assumption: Customers will pay you enough that you'll achieve Product-Market Fit.
Product-Market Fit Phase: Currency Testing: Your Early Adopters will Pay you.
Your Next Step: Charge customers via pre-orders or Letters of Intent for future functionality.
Recommended FOCUS Exercise...Description: Whether you're B2B or B2C, this exercise will show you how to pre-sell a solution to a problem - without deceiving or disappointing your customers.
Found in FOCUS Workbook 3... |
Are enough customers using it that, if you keep doing what you're doing, you'll achieve Product-Market Fit?
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Why aren't enough customers using for you to achieve Product-Market Fit?
Not sure? Starting at the top, pick the first answer you think could be the reason.
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Have you defined a metric that represents when you have acheived Product-Market Fit?
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Have you generated any pre-sales or signed Letters of Intent?
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Are enough customers pre-paying for it that, if you solve their problems, you'll achieve Product-Market Fit?
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Why haven't you launched the product yet?
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Your Riskiest Assumption: You can solve your customers' problems.
Product-Market Fit Phase: Utility Testing - You can Satisfy your Early Adopters.
Your Next Step: Test a manual solution.
Recommended FOCUS Exercise...Description: This exercise will walk you through how to create a manual solution in the most efficient way possible.
Found in FOCUS Workbook 4... |
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Your Riskiest Assumption: You can solve your customers' problems at scale.
Product-Market Fit Phase: Scaling to Fit - You can achieve Product-Market Fit.
Your Next Step: Test an automated solution.
Recommended FOCUS Exercise...Description: This exercise will help you transition from a manual solution to an automated one in the most efficient way possible.
Found in FOCUS Workbook 5... |
Have you identified a problem at least 60% of your customers are actively trying to solve?
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If you solve the problem, will you achieve Product-Market Fit?
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Why aren't you collecting pre-orders or Letters of Intent?
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Your Riskiest Assumption: Customers will pay you enough that you'll achieve Product-Market Fit.
Product-Market Fit Phase: Currency Testing - Your Early Adopters will Pay you.
Your Next Step: Charge customers via pre-orders or Letters of Intent for future functionality.
Recommended FOCUS Exercise...Description: This exercise will introduce you to Currency Testing so you can confidently validate whether customers will pay you enough for you to achieve Product-Market Fit.
Found in FOCUS Workbook 3... |
Have you defined a metric that represents when you have acheived Product-Market Fit?
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Your Riskiest Assumption: Customers are actively trying to solve a problem your product will solve for them.
Product-Market Fit Phase: Finding Early Adopters for your product.
Your Next Step: Interview customers to determine what problems they are actively trying to solve.
Recommended FOCUS Exercise...Description: Understand who your Early Adopters are, and where to find them, by contrasting their behavior with your Early Majority, Late Majority, etc. Use this information
to make your interviews easier and faster to get.
Found in FOCUS Workbook 1... |
Why aren't customers using your product?
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Your Riskiest Assumption: Your product solves your customers' problems.
Product-Market Fit Phase: Utility Testing - You can Satisfy your Early Adopters.
Your Next Step: Test ways to increase the value your solution is providing to customers.
Recommended FOCUS Exercise...Description: This exercise will provide four different techniques to increase your Customer Lifetime Value making it more likely you'll achieve Product-Market Fit..
Found in FOCUS Workbook 4... |
