Customer value proposition (CVP) is your unique solution to a painful problem for a specific target customer. It’s who buys from you, what they’re buying, and how you deliver it. — Experimentation Machine, Jeffrey Bussgang (Flybridge, HBS)

<aside>

PMF Sequencing

| | Stage 1: Value Prop Fit » | Stage 2: GTM Fit » | *Stage 3 Business Model Fit | | --- | --- | --- | --- | | Target Market | Innovator | Early Adopters | Early Majority | | GTM Process: | Founder Selling | Playbook Discovery | Partners / Sales Team | | Demand Gen: | Personal, Referrals | Channel, Partner Experiments, Marketing Experiments | Multi-channel Partner with Sales | | Solve For: | Proof Demand | Breakeven | Profitability |

</aside>

Design and execute a focus experiment to prove your critical hypothesis at each stage to help you unlock the next milestone… be it funding, partnerships, or revenue.

Full PMF Worksheet

Who’s buying from you?

What are your customers trying to achieve? What are their main goals, anti-goals, motivations?

Why now? Why is this a priority for your customers? What changed?

What’s your most controversial and critical hypothesis—based on who you serve, what problem you’re solving, or how you’re solving it?

How do you test it and is this measurable?

<aside> <img src="/icons/log-out_gray.svg" alt="/icons/log-out_gray.svg" width="40px" />

KPIs

KPIs

</aside>

<aside> <img src="/icons/chart_gray.svg" alt="/icons/chart_gray.svg" width="40px" />

• Metrics Log </aside>

<aside>

Lean Canvas

Lean Canvas Template

Untitled

Untitled

</aside>

Designed by Darius Fong for Run Tech Club: a human accelerator built for the AI era.