CustomerValidation

Phase

Goals

Deliverables

1. Get Ready to Sell

Produce preliminary version of sales materials and sales roadmap. Ensure all your exec's are in agreement

Action

2. Sell to Visionary Customers

Test product and road map with earlyangelists who can buy an unfinished and unproven product

Validation

3. Develop Positioning

Articulate belief about your product and your place in the market

Action

4. Verify

Have customers bought product and vision? Will it scale?

Validation

Phase

Goals

Deliverables

1. Articulate Value Proposition

Develop value proposition

Value Proposition

2. Prepare Sales Materials and a Preliminary Collateral Plan

Develop a preliminary distribution channel plan

Collateral Sales Materials & Preliminary Sales Roadmap

3. Develop a Preliminary Channel Plan

Develop a preliminary distribution channel plan

Channel Plan

4. Develop a Preliminary Sales Roadmap

Develop a preliminary sales roadmap

Sales Roadmap

5. Hire a Sales Closer

Hire a sales closer

Sales Closer

6. Align Your Executives

Agreement across company on schedule, deliverables, support, and collateral before you commit to product deliverables

Collateral Review

7. Formalize Your Advisory Board

Enlist needed advisors

Advisory Board Roadmap