I think a part of the problem is that people don't know what they'll do. It's usually a bad idea to ask people what they think/will do/could do; the only thing that matters is their past. If they are already paying/looking for consultants/looking for help/building their own tools etc. to solve a problem X, it means they have a willingnes…
I think a part of the problem is that people don't know what they'll do. It's usually a bad idea to ask people what they think/will do/could do; the only thing that matters is their past. If they are already paying/looking for consultants/looking for help/building their own tools etc. to solve a problem X, it means they have a willingness to pay. Whatever they say about the future is not at all an indicator of their behavior. Learned it the hard way many years ago; then became a proponent of good discovery practices. On that note, I 100% recommend "The Mom Test" as it touches on that really well
I think a part of the problem is that people don't know what they'll do. It's usually a bad idea to ask people what they think/will do/could do; the only thing that matters is their past. If they are already paying/looking for consultants/looking for help/building their own tools etc. to solve a problem X, it means they have a willingness to pay. Whatever they say about the future is not at all an indicator of their behavior. Learned it the hard way many years ago; then became a proponent of good discovery practices. On that note, I 100% recommend "The Mom Test" as it touches on that really well