3. Customer validation

3.1 Main principles

The customer validation stage is designed to test all aspects of sales. But it's not about recruiting a sales team and/or rolling out a sales strategy and plan. As it stands, it's far too early: there's still too much uncertainty about the business model.

The main activity will therefore be to set up a series of quantitative tests to determine whether the product/market fit is sufficient to generate more and more sales.

As in the previous stage, the aim is no longer to test individual components of the business model, but to evaluate it in its entirety.

Customer validation is based on a number of key principles:

• from Lean Canvas to Business Model Canvas ;...