Validate Demand · Ideal Customer Profile

Which enquiries deserve expert attention first?

Lifecycle job · Validate Demand

Ideal Customer Profile

Choose which segment and enquiry pattern should enter the first proposal test.

ADAPTED FROMRealityL2 BUILT — L3 BLOCKED UNTIL OBSERVED USE

Owner decision: Mike or Austin · Choose which segment and enquiry pattern should enter the first proposal test.

Adaptation: Uses 20 historical enquiries instead of 3–5 interviews. It tests segment patterns before a full ICP is warranted.

Control shell

Gauge

20 recent enquiries by source, segment, outcome, owner time, and lost reason.

UNKNOWN

Owner: Mike or Austin · Collection: Export and code 20 recent enquiries in the linked grid.

Evidence state

Public segment claims are directional. Private enquiry history has not been supplied.

Lever

Steering — point expert attention toward evidenced demand.

Tool boundary: Google Sheet first. CRM-004 is considered only after Solar365 confirms stable qualification rules.

Transfer

Remember: Twenty real enquiries decide where attention goes; an imagined customer does not.

Observe: Open the live grid and select one coded enquiry for the proposal test.

Identity and observed segment

Candidate segments

KNOWN

Commercial and schools

Solar365 public journey brief

Observed segment frequency

UNKNOWN

Owner: Mike or Austin · Collection: Code 20 enquiry records.

Decision authority and geography

UNKNOWN

Owner: Mike or Austin · Collection: Read the matching enquiry and buyer record.

Pain, trigger, and objection

Pain in buyer words

UNKNOWN

Owner: Mike or Austin · Collection: Code the enquiry text without paraphrasing.

Buying trigger

UNKNOWN

Owner: Mike or Austin · Collection: Code the event that caused contact.

Objection or loss reason

UNKNOWN

Owner: Mike or Austin · Collection: Review decided and lost enquiries.

Evidence and pursue verdict

Conviction by segment

UNKNOWN

Owner: Mike or Austin · Collection: Score only after all 20 rows have a source.

Pursue or re-target verdict

UNKNOWN

Owner: Mike or Austin · Collection: Choose the strongest repeatable pattern.

Full ICP interviews

N/A

N/A — this grid precedes the 3–5 interview ICP step

Adaptation boundary

Use the working grid

The linked sheet is a usable, public-safe UNKNOWN shell. Make a controlled working copy before adding private readings.

Open the Enquiry Qualification Grid →

control

Decision control

Kill signal

STOP or redesign if 20 enquiries show no repeatable segment, trigger, pain, or proposal-worthy pattern.

Next observable action

Mike or Austin opens the grid and codes the first recent enquiry.