mirror of
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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.
40 lines
2.7 KiB
Markdown
40 lines
2.7 KiB
Markdown
# §3 — Customer Validation Program
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> Hard rule: **no Phase 2 feature ships until pilot customers drive the backlog.**
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> All customer-facing artifacts live here.
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## Contents
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| Artifact | Purpose | Owner |
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|----------|---------|-------|
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| [pilot_agreement_template.md](pilot_agreement_template.md) | Design-partner + paid-pilot contract (draft — counsel reviews before signing) | Founder + Head of CS |
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| [pilot_template/success_criteria.md](pilot_template/success_criteria.md) | Per-pilot success definition signed before onboarding | Head of CS |
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| [pilot_template/kickoff_checklist.md](pilot_template/kickoff_checklist.md) | 14-point onboarding checklist | Head of CS |
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| [friction_log.md](friction_log.md) | Weekly running log of every customer friction | Head of CS |
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| [feature_requests.yaml](feature_requests.yaml) | Structured registry of customer-requested features with 3-pilot threshold | Founder |
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| [weekly_review_template.md](weekly_review_template.md) | Format for the Wed customer-learnings synthesis | Founder + Head of CS |
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| [hypotheses.yaml](hypotheses.yaml) | 12 viability hypotheses tracked to SUPPORTED/FALSIFIED/AMBIGUOUS | Founder |
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| [interviews/_template_ar.md](interviews/_template_ar.md) | Arabic 45-min discovery call script + log | Founder |
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| [interviews/_template_en.md](interviews/_template_en.md) | English 45-min discovery call script + log | Founder |
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| [founder_dashboard.md](founder_dashboard.md) | Weekly Monday printable dashboard (Business Viability Kit §8) | Founder |
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| [pricing_discovery.md](pricing_discovery.md) | Van Westendorp + value-based pricing worksheet | Founder |
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| [unit_economics.md](unit_economics.md) | Per-customer economics (fill after 3 paying customers) | Founder |
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| [defensibility_scorecard.md](defensibility_scorecard.md) | 5-moat scorecard, measured Week 12 + quarterly | Founder |
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## Rules
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1. **No feature enters the Wave backlog unless it appears in the Friction Log or Feature Requests registry with a customer reference.**
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2. **Every pilot's Success Criteria is signed before kickoff.** No verbal commitments.
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3. **Founder personally attends ≥1 customer call/week** for 90 days. Customer Proxy Syndrome is a named failure mode (§6).
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4. **Friction Log entries must be written within 24h of the conversation.**
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5. **If a feature is requested by <3 pilots in ≥30 days, it stays out of the roadmap** (prevents Integration Sprawl — §6).
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## Week-12 Phase Gate Inputs
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Data used to color the gate (§3 of Execution Waves):
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- Signed success criteria completion rates (from `pilot_template/success_criteria.md` per pilot)
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- Golden-path completion rate (from Dealix analytics)
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- NPS scores (from weekly reviews)
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- Reference willingness (captured in friction_log entries)
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- Renewal intent (captured in weekly reviews)
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