A library of GTM hypotheses worth testing
Each one is a sentence with a segment, a transition, a persona and an angle. Copy the shape.
A hypothesis you can test has four parts and a verb. "For this product, companies in state y that recently went through transition z respond to persona p using angle a."
If you cannot name the transition, you have a segment, not a hypothesis. If you cannot name the persona, you have a market, not a buyer.
The shape matters more than the content, because the shape is what makes a result mean something. "Smb SaaS" is not testable. "Seed-stage SaaS that removed its demo gate in the last 60 days, written to whoever owns activation, about who gets blamed when trials do not convert" is testable, and it either replies or it does not.
Three competing hypotheses beats one confident one, because the first one is almost always wrong in a way you cannot see from inside your own product.
If you want this run against your own product, the first brief is free.
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