November 20th, 2013
Customer validation is complete when the company has answers to these three questions:
1. Can the business scale? Will a dollar spent on customer acquisition yield more than a dollar’s worth of incremental revenue, page views, downloads or clicks?
2. Is there a repeatable and scalable sales roadmap? Does the company know the right prospects to call on or acquire, and what to say to them to consistently deliver sales?
3. Is the sales funnel predictable? Do the same sales programs and tactics consistently deliver an adequate, profitable flow of customers through the funnel?
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