01
Talk to Users
YC repeatedly emphasizes direct conversations with users. Early customers can provide much more actionable evidence than abstract market research because founders can observe actual behavior and unmet needs.
02
Useful Questions
- How do you currently solve this problem?
- What does the current solution cost?
- How often does this problem occur?
- What happens when the problem is not solved?
- What have you already tried?
- Who decides whether to buy a solution?
- What would make you switch?
03
Evidence Hierarchy
Statements about future intent are weaker evidence than observed behavior. A customer saying that a product sounds useful is different from using it repeatedly, paying for it, referring others, or reorganizing their workflow around it.