SALES
Laying the Foundation for Early Traction
Identifying Product-Market Fit (PMF)
PMF occurs when your product satisfies a strong market demand. It’s a key milestone for early-stage software businesses.
Why it's Important
Validates the product’s value to customers.
Reduces churn by addressing true pain points.
Informs scalable growth strategies.
How to Implement
Survey users to gauge satisfaction (e.g., Net Promoter Score).
Measure retention rates and reasons for churn.
Identify the “aha moment” when users recognize your value.
Test messaging to confirm it resonates with your target audience.
Iterate on feedback to enhance product-market alignment.
Available Workshops
Feedback Analysis: Review customer feedback to identify patterns.
Aha Moment Mapping: Brainstorm potential triggers for user delight.
PMF Survey Design: Develop questions to assess user satisfaction.
Churn Investigation: Role-play as a user to understand why they might leave.
Value Proposition Refinement: Workshop potential value statements.
Problem Prioritization: Rank problems based on importance to customers.
Deliverables
PMF survey results.
Clear definition of the “aha moment.”
Product roadmap based on feedback.
How to Measure
Retention rates and active user growth.
NPS scores above 30.
Conversion rates from trials to paid customers.
Real-World Examples
Airbnb
Iterated on the platform until both hosts and travelers found mutual value.
Zoom
Focused on ease of use and reliability, solving the key issue of video conferencing quality.
Canva
Addressed non-designers’ need for an easy, intuitive graphic design tool.
Get It Right
Listen closely to early adopters.
Experiment with messaging and features.
Monitor data to confirm PMF quantitatively.
Focus on one strong market segment initially.
Continuously iterate based on user needs.
Don't Make These Mistakes
Assuming PMF without user validation.
Expanding too quickly before achieving PMF.
Ignoring churn or negative feedback.
Overengineering features users don’t want.
Failing to define the “aha moment” clearly.
Provided courtesy of Whitney Elenbaas, Fractional CRO