Customer Discovery & Validation Flashcards
7 cards from real CPI practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.
Read the first 7 Customer Discovery & Validation flashcards as text
A startup team conducts 40 customer discovery interviews but only speaks with early adopters. What is the primary risk of this approach?
Answer: The findings may not represent the mainstream customer segment
Early adopters have different needs and tolerances than mainstream customers, so relying solely on them can lead to solutions that don't scale.
Which technique best helps innovators identify 'jobs-to-be-done' during customer discovery?
Answer: Asking customers what progress they are trying to make in a given circumstance
Jobs-to-be-done theory focuses on the progress customers seek in specific circumstances, revealing functional, social, and emotional needs.
During a customer interview, a participant says 'I would definitely buy that.' How should an innovator interpret this response?
Answer: As a positive signal that requires corroboration with behavioral evidence
Stated intent is notoriously unreliable; innovators must seek behavioral evidence like pre-orders or sign-ups to validate actual demand.
What is the purpose of a 'concierge MVP' in the validation process?
Answer: To manually deliver the product experience to test value before building automation
A concierge MVP validates whether customers value the outcome by delivering it manually, avoiding premature investment in engineering.
An innovator discovers that customers solve the problem being targeted using three different workarounds. What does this indicate?
Answer: The problem is real and significant enough that customers invest effort in workarounds
Existing workarounds confirm a genuine pain point and reveal how much customers value solving the problem.
Which of the following best describes 'problem-solution fit'?
Answer: Evidence that a defined customer segment has a significant problem your solution can address
Problem-solution fit means you have validated both that the problem is real and painful AND that your proposed solution addresses it meaningfully.
A team uses an email landing page to test demand for a new B2B product and receives a 0.8% conversion rate on sign-ups. What is the best next step?
Answer: Compare the rate against baseline benchmarks and conduct follow-up interviews with those who signed up
Conversion rates require context from benchmarks and qualitative follow-up to interpret whether 0.8% signals weak or strong demand.