[Customer Segment Name]

Snapshot

  • Role: [Title of buyer or operator]
  • Company type: [Business model, motion, and market]
  • Company size: [Headcount range]
  • Revenue stage: [ARR or revenue band]
  • Buying authority: [Decision-maker, influencer, or approver]
  • Why this segment is interesting: [Reason this segment is worth testing now]

Core Pain Points

  • [Operational pain with concrete context]
  • [Emotional pain tied to accountability or internal pressure]
  • [Workflow bottleneck with measurable impact]

What They’ve Already Tried

  • [Common tool purchase that failed to change behavior]
  • [Partial process fix that did not scale]
  • [Outsourced help with poor adoption]

Hypotheses

  • [Belief about root cause that should be true if this segment is valid]
  • [Belief about buying trigger or urgency]
  • [What must be validated through direct outreach]

DM Angles to Test

  1. [One-sentence outreach angle]
  2. [One-sentence outreach angle]
  3. [One-sentence outreach angle]
  4. [One-sentence outreach angle]
  5. [One-sentence outreach angle]

Questions to Ask

  • [Open-ended question about current workflow constraints]
  • [Open-ended question about budget control and approval process]
  • [Open-ended question about urgency and timing]
  • [Open-ended question about internal politics and ownership]
  • [Open-ended question about past failed attempts]

Signals to Track

  • Positive signal: [What indicates clear interest or active pain]
  • Neutral signal: [What indicates polite response without urgency]
  • Strong rejection: [What indicates misfit, wrong timing, or no ownership]
  • Patterns to log after 100 DMs:
  • [Most common objection]
  • [Most common trigger event]
  • [Most common role that replies]
  • [Message angle with highest reply rate]

After 100 Conversations

[Leave this section for validated findings, contradictions, and next test cycle decisions.]