Chapter 8. The Solution Interview
Test the solution with a “demo” before building the actual product.
What You Need to Learn
Armed with a prioritized problem list and an understanding of existing alternatives, you are now ready to formulate and test a solution.
You will start by double-checking your learning from the Problem interview, then look to test the following additional risks:
- Customer risk: Who has the pain? (Early Adopters)
How do you identify early adopters?
- Product risk: How will you solve these problems? (Solution)
What is the minimum feature set needed to launch?
- Market risk: What is the pricing model? (Revenue Streams)
Will customers pay for a solution?
What price will they bear?
Testing Your Solution
The main objective here is to use a “demo” to help customers visualize your solution and validate that it will solve their problem.
Most customers are great at articulating problems but not at visualizing solutions.
I use the term demo loosely to mean anything that can reasonably stand in for the actual solution. The assumption here is that building the “full solution” is time-consuming and could lead to waste if you build the wrong solution or add unneeded features. You want to build just enough of the solution (or a proxy, like screenshots, a prototype, etc.) that you can put in front of customers for the purpose of measuring their reaction and further defining the requirements for your minimum viable product (MVP).
For software products, mock-ups and videos are a great way to “demo” ...