Start with a narrow customer
Describe a customer you can reach: for example, operations managers at independent accounting firms with several offices. Identify one workflow, its frequency and the consequences when it fails. A precise customer definition makes interviews, pricing tests and product decisions more useful.
Ask about the last time it happened
Ask customers to walk through a recent example. What triggered the work? Which systems were involved? Who fixed the problem, and how long did it take? Avoid asking whether they like your idea until you understand their current behaviour. Record observations separately from your interpretation.
Test a commitment
Offer a clearly scoped next step: a paid pilot, access to sample data with appropriate permission, or a scheduled trial involving the budget owner. Explain what exists today and what is still proposed. A landing-page signup can test interest, but does not establish willingness to pay.
Decide what evidence would change your mind
Before testing, state the assumption, the evidence you need and the decision it will inform. Interview findings can justify another test without justifying a full build. Review negative evidence alongside positive feedback, including customers who decline to participate.
Your next steps
- Name one customer segment and one recurring problem.
- Document the current workaround and its cost.
- Identify the user, buyer and budget owner.
- Test a specific customer commitment.
- Choose whether to proceed, refine or stop.