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Validating your idea is not customer discovery

“We’ve validated the idea.” I hear that sentence from founders more than almost any other, and it usually comes with evidence. Thirty people loved it. Two hundred joined the waitlist.

  • Validating ideas, not customer discovery: Focus on real problems, not opinions.
  • Avoid confirmation bias: Ask open-ended questions about past problems and costs.
  • Target behavior, not demographics: Identify customers who face the issue firsthand.

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