How to Validate a SaaS Idea With Real Customers Before You Build More
- 1Pick one buyer
- 2Talk to ten
- 3Ask about the past
- 4Offer a paid test
- 5Decide with the numbers
Ask about the past, not the future
"Would you use this?" invites politeness. "What did you do the last time this happened?" shows if the problem is real and what it cost.
Look for the cost
Strong problems come with a cost in money, time or risk. If nobody can say what it costs, the pain may be small.
Offer something small and paid
A pilot, a setup fee or a prepaid month. The point is not the revenue, it is learning who will pay.
Decide with a rule
Before you start, write down what would make you continue. For example, three of ten agree to pay.
A worked example
A founder interviews ten owners of small agencies. Eight describe the problem with real detail, six say they handle it with a spreadsheet that takes a day a week, and four agree to pay a small setup fee for a test. Her rule was three of ten, so she builds the smallest version for those four.
Common mistakes
- Asking friends, who will be polite.
- Pitching in the interview instead of listening.
- Treating a "sounds great" as a yes.
- Changing the rule after the results come in.
Where Touchbase fits
Touchbase finds companies that fit what you sell, says why each one fits, writes a plain first email for each that you approve before anything is sent, and handles replies and follow-ups. You choose who to write to and what goes out.
Find your first customers with Touchbase
Touchbase finds companies that fit what you sell, writes each first email for you to approve, and handles the follow-ups. It is free to start, with no card.
Start freeQuestions
- How many interviews are enough?
- Around ten with one profile usually shows a pattern.
- Is a landing page test enough?
- It shows interest, not payment. Add a paid offer.
- Should I build first?
- Build the smallest version that solves the problem for one buyer.
