Customer Validation Framework

Purpose: Validate your idea with real customers before building. Platform engineers already do this when evaluating tools—now apply it to your startup.

The Mom Test: Core Principles

❌ Bad Questions (Hypothetical)

• "Would you use a tool that reduces deploy time?"
• "Do you think this is a good idea?"
• "Would you pay for this?"

Why they fail: Hypothetical, polite "yes," no commitment

✅ Good Questions (Past Behavior)

• "Walk me through your last deploy. What broke? What did you try?"
• "Tell me about the last time this problem cost you money."
• "What solutions have you tried? Why didn't they work?"

Why they work: Past specifics, real pain, leads to commitment

Pre-Interview Preparation

Target Customer Profile

• [ ] Role: Title/function (e.g., Staff Engineer, VP Engineering)
• [ ] Company size: 50-500 employees (adjust for your ICP)
• [ ] Budget authority: Can they buy? Who approves?