VENTURE-CAPITAL-BASICS5 MIN READ
Walk Customer Discovery Diligence
Design customer diligence that tests buyer circumstances, urgency, and switching behavior.
Reference call The references are positive, but the investment question is whether buyers have urgent pull. Compliments do not prove adoption pressure. Demand evidence Job, trigger, switch Find the customer circumstance, the event that forced action, and the alternative the product replaced. React Ask whether they like it. A diligence call that reveals pull, not politeness. VC customer diligence should test behavior change under real constraints. 01 Job 02 Trigger 03 Switch Find the job Step 1
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