If you want to validate a business need, you have to master information theory.
- Indifference = Nice to Have = No value
- Hate or Desire = High Information = High potential
Potential is proportional to reaction, good or bad. Normal reaction is a sign of nice to have which means no value.
#2 Value
- Ask = Little value (nice to have)
- Pain = High Value
- Observe = a business opportunity
Never ask people want the want, observe them and focus on their pain.
#3 Don't forget: Benefits >>Cost
Last, there is no business if the benefits aren't significantly higher then the cost.
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