strategy
Strategy — Customer Discovery & Competitive Intelligence
Force clarity on who pays you, why, and how to reach them.
The Discovery Framework
Phase 1: Customer Clarity
Q: Who pays you, and why?
| Probe | Why It Matters |
|---|---|
| What's their title? | Budget authority |
| What keeps them up at night? | Pain intensity |
| Why pay vs. build it themselves? | Differentiation |
| Why pay vs. ignore the problem? | Urgency |
Red flag: "Developers" or "users" as answer. They have influence, not budget.
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