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system-prompts-and-models-o.../salesflow-saas/DEALIX_BUSINESS_VIABILITY_KIT.md
Claude aa024703fc
Business Viability Kit: discovery-phase operating artifacts 
Saves the DEALIX_BUSINESS_VIABILITY_KIT.md (Weeks 4-12 customer discovery
operating manual) and produces only the operational artifacts it explicitly
names. Per the kit's Appendix C: no new plan documents, no Wave A-E work,
no features without customer pull.

Added:
  Customer Viability operating artifacts
    - docs/customer_learnings/hypotheses.yaml - 12 hypotheses tracked
      to SUPPORTED/FALSIFIED/AMBIGUOUS with interview-log citations
    - docs/customer_learnings/interviews/_template_ar.md - 45-min Arabic
      discovery script + post-call log schema
    - docs/customer_learnings/interviews/_template_en.md - English version
    - docs/customer_learnings/founder_dashboard.md - weekly Monday printable
      dashboard (kit Sec 8)
    - docs/customer_learnings/pricing_discovery.md - Van Westendorp PSM +
      value-based sanity check + A/B model matrix
    - docs/customer_learnings/unit_economics.md - per-customer economics,
      LTV/CAC ratios, 12-month scenario template
    - docs/customer_learnings/defensibility_scorecard.md - 5 moats x 2
      questions, quarterly re-measurement

  Registry updates
    - docs/registry/TRUTH.yaml customer_validation section: hypothesis
      counters + discovery-interview counter + kit reference
    - docs/customer_learnings/README.md updated to link new artifacts

Gates after change:
  architecture_brief.py       40/40
  release_readiness_matrix  102/102  (added 8 new BVK artifact checks)
  v005_truth_registry_audit   19/19 SUPPORTED

Agent scope going forward per kit Appendix C: customer-surfaced P0 defects,
UX polish appearing in 2+ interviews, perf issues on staging, pentest
remediations. No new plans. No Wave tasks.
2026-04-17 11:26:32 +00:00

7.6 KiB
Raw Blame History

DEALIX — Business Viability Kit

عُدّة التحقق من جدوى المشروع خلال مرحلة اكتشاف العملاء

Version: 1.0.0 Use period: Weeks 4–12 (customer discovery phase) Audience: Founder only Review cadence: Every Friday with the Founder Execution Dashboard Binding rule: Any insight discovered via this kit amends the Truth Registry — not the other way around. Next companion document: not authored until 3 paying customers AND Phase Gate = Green.

0. PRINCIPLE BEFORE TOOLS

عميل واحد يدفع اليوم أصدق من عشرة خبراء يؤكدون غداً. One paying customer today is more honest than ten experts confirming tomorrow.

Practical rule for the next 12 weeks:

  • At keyboard planning? → Ask: did I speak to 3 prospects this week?
  • If no → close laptop, dial.

1. THE 12 HYPOTHESES TO FALSIFY OR SUPPORT (by Week 12)

Tracked operationally in docs/customer_learnings/hypotheses.yaml. Summary below.

ID Claim Falsification trigger
H1 Problem is real & painful "Can't remember last time" from 10 CFOs/COOs
H2 Pain ≥ $10K/yr willingness Unprompted dollar values below $10K
H3 Buyer reachable in ≤3 meetings "Procurement committee + 6 months" pattern
H4 Clear trigger event present No triggers identified across 10 interviews
H5 Budget ≥ $50K/yr for ContOps/RevOps tools No comparable purchases in last 12 months
H6 Arabic-first > translated English "We stayed on English" pattern
H7 PDPL/ZATCA is a sales advantage Compliance added late in RFP, not stated
H8 Paid pilot accepted over free "Free first, pay if we like it" pattern
H9 Public reference willingness post-success Consistent refusal in pilot contracts
H10 Land-and-expand viable (NRR >120%) "No other workflows" answer in month-3 review
H11 ≥10× value vs cost Quantified value < 10× price
H12 Organic referrals emerge by 6 months Zero unprompted referrals after 3 wins

Rule: every hypothesis must hit SUPPORTED, FALSIFIED, or AMBIGUOUS by Week 12.

2. CUSTOMER DISCOVERY INTERVIEW KIT

2.1 Rules

  1. Don't sell. Ask.
  2. Don't describe Dealix in first 30 minutes. Discover the problem.
  3. Record (with permission). Details you miss live mostly in tone.
  4. Transcribe quotes verbatim. No paraphrasing.
  5. Silence is a tool. Do not fill it.

2.2 45-Minute Arabic Script

Operational version lives in docs/customer_learnings/interviews/_template_ar.md.

2.3 45-Minute English Script

Operational version lives in docs/customer_learnings/interviews/_template_en.md.

2.4 Post-Call Log

Every interview saved to docs/customer_learnings/interviews/{company}_{YYYYMMDD}.md using the template. No exceptions.

3. PRICING DISCOVERY METHODOLOGY

Operational worksheet: docs/customer_learnings/pricing_discovery.md

Core method: Van Westendorp Price Sensitivity asked after 8+ interviews.

Four questions:

  1. So cheap you'd question quality?
  2. Good deal / high value?
  3. Starting to feel expensive?
  4. Too expensive regardless of value?

Intersections reveal Optimal Price Point, Marginal Cheapness, Marginal Expensiveness.

Value-based sanity check: price ≤ 20% of annual value delivered.

4. UNIT ECONOMICS CALCULATOR

Operational worksheet: docs/customer_learnings/unit_economics.md

Fill in AFTER 3 paying customers, not before. Key ratios: Gross Margin ≥70%, LTV/CAC ≥3×, Payback <18 months.

5. STRATEGIC DEFENSIBILITY SCORECARD

Operational worksheet: docs/customer_learnings/defensibility_scorecard.md

Measure at Week 12, re-measure quarterly. Five moats × 2 questions × 0-2 points = 0-20 scale.

  • 16-20: category-defining
  • 10-15: strong but undefended
  • 5-9: commoditizable — rethink
  • 0-4: no moat — change fundamentals

6. APPROVED INNOVATION VECTORS (moat-compounding)

  1. Hijri-Gregorian hybrid BI
  2. Formal Arabic business language NLP
  3. Evidence Graph (not flat documents)
  4. Compliance-as-feature (surfaced, not hidden)
  5. Board-grade Arabic AI summarization
  6. Arab corporate hierarchy ABAC (OpenFGA)
  7. Bilingual consistency engine
  8. Relationship-aware decision context (PDPL-safe)
  9. Arabic voice interface for executives
  10. Proactive contradiction detection

7. REJECTED INNOVATION TEMPTATIONS (focus-diluting pre-PMF)

  1. Blockchain evidence · 2. Metaverse/VR · 3. Generic AI chat · 4. Web3/SSI
  2. NFT chain of custody · 6. Own foundation model · 7. Multi-modal everything
  3. Consumer app · 9. Marketplace · 10. Acquisitions

8. FOUNDER EXECUTION DASHBOARD

Printable template: docs/customer_learnings/founder_dashboard.md Update every Monday morning.

9. PATH TO PHASE GATE (Weeks 4 → 12)

Weeks Milestones
4–6 FD001–005 closed · V001–007 scaffolding executed · 10 discovery calls · 3 demos scheduled
6–8 1–2 pilots signed · 15+ interview logs · first hypotheses update · 3 hires in interviews
8–10 3 active pilots · first hire offer accepted · Van Westendorp analysis · pentest in progress
10–12 30+ days active use per pilot · NPS measured · unit economics filled · defensibility scored · pentest report received
12 Phase Gate: Green → Wave A. Yellow → extend 60d. Red → halt, re-interview.

10. WHAT HAPPENS AFTER 3 PAYING CUSTOMERS

Wave A begins but with customer-driven prioritization:

  • Friction log top 10
  • Feature request registry (≥3-customer threshold)
  • Weekly pilot review themes

Blueprint provides the spec; customers provide the sequence.

APPENDIX A — Weekly Rhythm (Discovery Phase)

Day Minimum founder activity
Mon Dashboard update. 1 customer call.
Tue 1 customer call. Follow-up prep.
Wed 1–2 customer calls. Interview logs.
Thu 1 customer call. Demo if booked.
Fri AM Hypothesis status, pipeline, metrics review.
Fri PM 1 advisor/peer calibration call.

Minimum: 5 customer conversations per week. Below that, something is wrong.

APPENDIX B — Early-Warning Signs

Over 2+ consecutive weeks any of the following trigger diagnosis:

  1. No calls booked → lead gen broken
  2. Calls happen, no demos → pitch broken
  3. Demos happen, no pilots → value-prop or pricing broken
  4. Pilots sign, don't activate → onboarding/product broken
  5. Pilots activate, don't convert → outcomes not showing
  6. Pilots convert, don't refer → useful but not love-worthy

Diagnose which; fix one at a time.

APPENDIX C — Coding Agent Scope During Discovery

Coding agents MAY work on:

  1. Customer-facing defects surfaced in demos (P0)
  2. Small UX polish appearing in ≥2 interviews
  3. Performance issues on staging
  4. Security remediations from pentest

Coding agents MUST NOT:

  • Add features not pulled from customer signal
  • Refactor for hypothetical future flexibility
  • Start Wave A–E tasks
  • Author new plan/blueprint/roadmap documents

If an agent asks "what's next?" — answer: wait. customer conversations are happening. prioritization comes from them.

APPENDIX D — Closing Honest Note

المؤسس الحقيقي لا يُقاس بعدد الوثائق التي يكتبها، بل بعدد المكالمات التي يجريها مع عملاء يدفعون.

A real founder is measured not by documents written but by paying-customer conversations held. You have produced above-average documents. The harder test begins now: 8 weeks without a new plan, content to execute and learn.

End of Business Viability Kit · v1.0.0