Ask about behavior before pitching
Have relevant people describe the last time the problem occurred. Ask what triggered it, how they responded, what alternatives they used, and who was involved. Record direct observations separately from your interpretation.
Use a test that matches the question
A signup can indicate interest; a prototype task can reveal usability; a bounded pilot can test a workflow. None answers every business question. State the limitations and review counterexamples before investing in a larger build.
Sources & further reading
Y Combinator · Startup SchoolSources reviewed 2026-09-13. Provider terms may change.