Page 41 - AC/E's Digital Culture Annual Report 2015

AC/E Digital Culture Annual Report 201541Bill Aulet structures validation into 24 phases, which are listed below:1. Segment the market.2. Select an initial targeted test market that is accessible and representative (beachhead market).3. Build the profile of your end user (who is not necessarily your customer).4. Calculate the total size of your first test market.5. Define the customer profile of your first test market.6. Define your product’s complete useful lifecycle.7. Describe your product specifications in depth.8. Quantify the value proposition.9. Identify your next ten customers.10. Define your core.11. Outline your competitive position.12. Establish unity of decision for purchases.13. Outline the sales process up to customer acquisition.14. Calculate the total size of the next markets.15. Design the business model.16. Establish your price structure.17. Calculate the lifetime value of an acquired customer.18. Outline the sales process for customer acquisition.19. Calculate the cost of customer acquisition.20. Identify the key hypotheses.21. Test the key hypotheses.22. Define the MVP, minimum viable product.23. And show that “the dogs will eat the dog food”.24. Develop a product plan.Joana Sánchez