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system-prompts-and-models-o.../salesflow-saas/docs/customer_learnings/README.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

2.7 KiB
Raw Blame History

§3 — Customer Validation Program

Hard rule: no Phase 2 feature ships until pilot customers drive the backlog. All customer-facing artifacts live here.

Contents

Artifact Purpose Owner
pilot_agreement_template.md Design-partner + paid-pilot contract (draft — counsel reviews before signing) Founder + Head of CS
pilot_template/success_criteria.md Per-pilot success definition signed before onboarding Head of CS
pilot_template/kickoff_checklist.md 14-point onboarding checklist Head of CS
friction_log.md Weekly running log of every customer friction Head of CS
feature_requests.yaml Structured registry of customer-requested features with 3-pilot threshold Founder
weekly_review_template.md Format for the Wed customer-learnings synthesis Founder + Head of CS
hypotheses.yaml 12 viability hypotheses tracked to SUPPORTED/FALSIFIED/AMBIGUOUS Founder
interviews/_template_ar.md Arabic 45-min discovery call script + log Founder
interviews/_template_en.md English 45-min discovery call script + log Founder
founder_dashboard.md Weekly Monday printable dashboard (Business Viability Kit §8) Founder
pricing_discovery.md Van Westendorp + value-based pricing worksheet Founder
unit_economics.md Per-customer economics (fill after 3 paying customers) Founder
defensibility_scorecard.md 5-moat scorecard, measured Week 12 + quarterly Founder

Rules

  1. No feature enters the Wave backlog unless it appears in the Friction Log or Feature Requests registry with a customer reference.
  2. Every pilot's Success Criteria is signed before kickoff. No verbal commitments.
  3. Founder personally attends ≥1 customer call/week for 90 days. Customer Proxy Syndrome is a named failure mode (§6).
  4. Friction Log entries must be written within 24h of the conversation.
  5. If a feature is requested by <3 pilots in ≥30 days, it stays out of the roadmap (prevents Integration Sprawl — §6).

Week-12 Phase Gate Inputs

Data used to color the gate (§3 of Execution Waves):

  • Signed success criteria completion rates (from pilot_template/success_criteria.md per pilot)
  • Golden-path completion rate (from Dealix analytics)
  • NPS scores (from weekly reviews)
  • Reference willingness (captured in friction_log entries)
  • Renewal intent (captured in weekly reviews)