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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.
215 lines
7.6 KiB
Markdown
215 lines
7.6 KiB
Markdown
# DEALIX — Business Viability Kit
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**عُدّة التحقق من جدوى المشروع خلال مرحلة اكتشاف العملاء**
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> **Version**: 1.0.0
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> **Use period**: Weeks 4–12 (customer discovery phase)
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> **Audience**: Founder only
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> **Review cadence**: Every Friday with the Founder Execution Dashboard
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> **Binding rule**: Any insight discovered via this kit amends the Truth Registry — not the other way around.
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> **Next companion document**: not authored until 3 paying customers AND Phase Gate = Green.
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---
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## 0. PRINCIPLE BEFORE TOOLS
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> **عميل واحد يدفع اليوم أصدق من عشرة خبراء يؤكدون غداً.**
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> *One paying customer today is more honest than ten experts confirming tomorrow.*
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Practical rule for the next 12 weeks:
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- At keyboard planning? → Ask: did I speak to 3 prospects this week?
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- If no → close laptop, dial.
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---
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## 1. THE 12 HYPOTHESES TO FALSIFY OR SUPPORT (by Week 12)
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Tracked operationally in `docs/customer_learnings/hypotheses.yaml`. Summary below.
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| ID | Claim | Falsification trigger |
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|----|-------|-----------------------|
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| H1 | Problem is real & painful | "Can't remember last time" from 10 CFOs/COOs |
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| H2 | Pain ≥ $10K/yr willingness | Unprompted dollar values below $10K |
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| H3 | Buyer reachable in ≤3 meetings | "Procurement committee + 6 months" pattern |
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| H4 | Clear trigger event present | No triggers identified across 10 interviews |
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| H5 | Budget ≥ $50K/yr for ContOps/RevOps tools | No comparable purchases in last 12 months |
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| H6 | Arabic-first > translated English | "We stayed on English" pattern |
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| H7 | PDPL/ZATCA is a sales advantage | Compliance added late in RFP, not stated |
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| H8 | Paid pilot accepted over free | "Free first, pay if we like it" pattern |
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| H9 | Public reference willingness post-success | Consistent refusal in pilot contracts |
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| H10 | Land-and-expand viable (NRR >120%) | "No other workflows" answer in month-3 review |
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| H11 | ≥10× value vs cost | Quantified value < 10× price |
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| H12 | Organic referrals emerge by 6 months | Zero unprompted referrals after 3 wins |
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Rule: every hypothesis must hit SUPPORTED, FALSIFIED, or AMBIGUOUS by Week 12.
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---
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## 2. CUSTOMER DISCOVERY INTERVIEW KIT
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### 2.1 Rules
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1. Don't sell. Ask.
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2. Don't describe Dealix in first 30 minutes. Discover the problem.
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3. Record (with permission). Details you miss live mostly in tone.
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4. Transcribe quotes verbatim. No paraphrasing.
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5. Silence is a tool. Do not fill it.
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### 2.2 45-Minute Arabic Script
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Operational version lives in `docs/customer_learnings/interviews/_template_ar.md`.
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### 2.3 45-Minute English Script
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Operational version lives in `docs/customer_learnings/interviews/_template_en.md`.
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### 2.4 Post-Call Log
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Every interview saved to `docs/customer_learnings/interviews/{company}_{YYYYMMDD}.md` using the template. No exceptions.
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---
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## 3. PRICING DISCOVERY METHODOLOGY
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Operational worksheet: `docs/customer_learnings/pricing_discovery.md`
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Core method: **Van Westendorp Price Sensitivity** asked after 8+ interviews.
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Four questions:
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1. So cheap you'd question quality?
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2. Good deal / high value?
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3. Starting to feel expensive?
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4. Too expensive regardless of value?
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Intersections reveal Optimal Price Point, Marginal Cheapness, Marginal Expensiveness.
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Value-based sanity check: price ≤ 20% of annual value delivered.
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---
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## 4. UNIT ECONOMICS CALCULATOR
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Operational worksheet: `docs/customer_learnings/unit_economics.md`
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Fill in AFTER 3 paying customers, not before. Key ratios: Gross Margin ≥70%, LTV/CAC ≥3×, Payback <18 months.
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---
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## 5. STRATEGIC DEFENSIBILITY SCORECARD
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Operational worksheet: `docs/customer_learnings/defensibility_scorecard.md`
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Measure at Week 12, re-measure quarterly. Five moats × 2 questions × 0-2 points = 0-20 scale.
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- 16-20: category-defining
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- 10-15: strong but undefended
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- 5-9: commoditizable — rethink
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- 0-4: no moat — change fundamentals
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---
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## 6. APPROVED INNOVATION VECTORS (moat-compounding)
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1. Hijri-Gregorian hybrid BI
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2. Formal Arabic business language NLP
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3. Evidence Graph (not flat documents)
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4. Compliance-as-feature (surfaced, not hidden)
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5. Board-grade Arabic AI summarization
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6. Arab corporate hierarchy ABAC (OpenFGA)
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7. Bilingual consistency engine
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8. Relationship-aware decision context (PDPL-safe)
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9. Arabic voice interface for executives
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10. Proactive contradiction detection
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---
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## 7. REJECTED INNOVATION TEMPTATIONS (focus-diluting pre-PMF)
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1. Blockchain evidence · 2. Metaverse/VR · 3. Generic AI chat · 4. Web3/SSI
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5. NFT chain of custody · 6. Own foundation model · 7. Multi-modal everything
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8. Consumer app · 9. Marketplace · 10. Acquisitions
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---
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## 8. FOUNDER EXECUTION DASHBOARD
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Printable template: `docs/customer_learnings/founder_dashboard.md`
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Update every Monday morning.
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---
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## 9. PATH TO PHASE GATE (Weeks 4 → 12)
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| Weeks | Milestones |
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|-------|------------|
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| 4–6 | FD001–005 closed · V001–007 scaffolding executed · 10 discovery calls · 3 demos scheduled |
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| 6–8 | 1–2 pilots signed · 15+ interview logs · first hypotheses update · 3 hires in interviews |
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| 8–10 | 3 active pilots · first hire offer accepted · Van Westendorp analysis · pentest in progress |
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| 10–12 | 30+ days active use per pilot · NPS measured · unit economics filled · defensibility scored · pentest report received |
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| 12 | **Phase Gate**: Green → Wave A. Yellow → extend 60d. Red → halt, re-interview. |
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---
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## 10. WHAT HAPPENS AFTER 3 PAYING CUSTOMERS
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Wave A begins but with **customer-driven prioritization**:
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- Friction log top 10
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- Feature request registry (≥3-customer threshold)
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- Weekly pilot review themes
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**Blueprint provides the spec; customers provide the sequence.**
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---
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## APPENDIX A — Weekly Rhythm (Discovery Phase)
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| Day | Minimum founder activity |
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|-----|--------------------------|
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| Mon | Dashboard update. 1 customer call. |
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| Tue | 1 customer call. Follow-up prep. |
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| Wed | 1–2 customer calls. Interview logs. |
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| Thu | 1 customer call. Demo if booked. |
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| Fri AM | Hypothesis status, pipeline, metrics review. |
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| Fri PM | 1 advisor/peer calibration call. |
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Minimum: 5 customer conversations per week. Below that, something is wrong.
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---
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## APPENDIX B — Early-Warning Signs
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Over 2+ consecutive weeks any of the following trigger diagnosis:
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1. No calls booked → lead gen broken
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2. Calls happen, no demos → pitch broken
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3. Demos happen, no pilots → value-prop or pricing broken
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4. Pilots sign, don't activate → onboarding/product broken
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5. Pilots activate, don't convert → outcomes not showing
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6. Pilots convert, don't refer → useful but not love-worthy
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Diagnose which; fix one at a time.
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---
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## APPENDIX C — Coding Agent Scope During Discovery
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Coding agents MAY work on:
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1. Customer-facing defects surfaced in demos (P0)
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2. Small UX polish appearing in ≥2 interviews
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3. Performance issues on staging
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4. Security remediations from pentest
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Coding agents MUST NOT:
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- Add features not pulled from customer signal
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- Refactor for hypothetical future flexibility
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- Start Wave A–E tasks
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- Author new plan/blueprint/roadmap documents
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If an agent asks "what's next?" — answer: **wait. customer conversations are happening. prioritization comes from them.**
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---
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## APPENDIX D — Closing Honest Note
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المؤسس الحقيقي لا يُقاس بعدد الوثائق التي يكتبها، بل بعدد المكالمات التي يجريها مع عملاء يدفعون.
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*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.*
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---
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**End of Business Viability Kit · v1.0.0**
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