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aa024703fc
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.
118 lines
3.8 KiB
YAML
118 lines
3.8 KiB
YAML
# 12 Business Viability Hypotheses
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#
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# Each hypothesis MUST reach verdict by Week 12: SUPPORTED, FALSIFIED, or AMBIGUOUS.
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# Edited only after customer interactions — never from founder intuition alone.
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#
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# Rule: an interview log in docs/customer_learnings/interviews/ must be cited
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# as evidence for every status change.
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version: 1
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kit: "DEALIX_BUSINESS_VIABILITY_KIT.md v1.0.0"
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window_weeks: [4, 12]
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hypotheses:
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- id: H1
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claim: "The commitment-tracking problem is real and painful for 200–2000-employee KSA firms"
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falsification_trigger: "10 CFO/COO interviews answer 'can't remember' or take >60s to cite an example"
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status: UNTESTED # UNTESTED | SUPPORTED | FALSIFIED | AMBIGUOUS
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evidence_interviews: [] # e.g. ["acme_20260422.md"]
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confidence: null # null | low | medium | high
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last_update: null
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- id: H2
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claim: "Pain clears the $10K/yr willingness-to-pay threshold"
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falsification_trigger: "Unprompted annual-value answers cluster below $10K across interviews"
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status: UNTESTED
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evidence_interviews: []
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confidence: null
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last_update: null
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- id: H3
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claim: "Decision maker is reachable within 3 meetings of first call"
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falsification_trigger: "'Procurement committee + 6 months' is the dominant answer"
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status: UNTESTED
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evidence_interviews: []
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confidence: null
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last_update: null
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- id: H4
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claim: "Clear trigger event (board pressure, audit fail, reg change) drives purchase"
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falsification_trigger: "No identifiable triggers across 10 interviews"
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status: UNTESTED
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evidence_interviews: []
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confidence: null
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last_update: null
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- id: H5
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claim: "Buyer owns ≥ $50K/yr budget for ContOps / RevOps / Governance tech"
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falsification_trigger: "No comparable tool purchase in last 12 months"
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status: UNTESTED
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evidence_interviews: []
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confidence: null
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last_update: null
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- id: H6
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claim: "Saudi enterprises genuinely prefer Arabic-first over translated English SaaS"
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falsification_trigger: "'We stayed on the English interface' is the pattern"
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status: UNTESTED
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evidence_interviews: []
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confidence: null
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last_update: null
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- id: H7
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claim: "PDPL + ZATCA depth is a stated RFP criterion, not a late-added checkbox"
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falsification_trigger: "'Compliance added at end' is typical"
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status: UNTESTED
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evidence_interviews: []
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confidence: null
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last_update: null
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- id: H8
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claim: "Serious customers accept paid pilot (50% of Business tier upfront)"
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falsification_trigger: "'We pay only after value proven' pattern blocks close"
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status: UNTESTED
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evidence_interviews: []
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confidence: null
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last_update: null
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- id: H9
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claim: "Successful pilot customers will be public references (logo, testimonial, case)"
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falsification_trigger: "Refusal in pilot negotiations across 3+ candidates"
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status: UNTESTED
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evidence_interviews: []
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confidence: null
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last_update: null
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- id: H10
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claim: "Land-and-expand viable: after one workflow wins, customers want more"
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falsification_trigger: "Month-3 review: 'no other workflows' dominant"
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status: UNTESTED
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evidence_interviews: []
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confidence: null
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last_update: null
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- id: H11
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claim: "Quantified customer value ≥ 10× price"
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falsification_trigger: "Ratio under 10× in 3+ pilots once measured"
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status: UNTESTED
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evidence_interviews: []
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confidence: null
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last_update: null
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- id: H12
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claim: "Organic referrals emerge within 6 months of first successful pilot"
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falsification_trigger: "Zero unprompted referrals after 3 successful wins + 6 months"
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status: UNTESTED
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evidence_interviews: []
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confidence: null
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last_update: null
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# Weekly rollup (auto-filled by founder Friday review)
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rollup:
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total: 12
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supported: 0
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falsified: 0
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ambiguous: 0
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untested: 12
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notes: "Kit issued Week 4. No interactions logged yet."
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