Find evidence of the problem

Your audience hypothesis becomes more useful when you can connect it to something someone actually did.

Ask a potential customer about the last time they completed the job. What triggered it? What did they use? Where did work stop? What happened afterward? Ask for detail before introducing your product.

For our illustrative webhook tool, “Would better debugging help?” is easy to agree with. “Walk me through the last failed delivery you investigated” can reveal logs, retry behavior, security requirements and reasons the current process persists. Distinguish the developer who tries the tool from the team lead or security reviewer who can approve its use.

Record the episode, the existing alternative and the consequence. Keep your interpretation in a separate field. A complaint alone does not establish willingness to switch or pay.

Today, arrange one relevant conversation or review an existing customer record. Write the evidence that supports your hypothesis and the question it leaves open.

The customer interview kit helps keep those records clear. Use the first customers guide to plan an evaluation when there is a plausible fit.

Jon