Experiment worksheet

Before opening a new business line, identify what a test can demonstrate and what commitments it creates. This worksheet defines the offer, the costs to observe and the conditions for proceeding. It also helps reveal when a sale relies on exceptions that would be difficult to repeat.

Validate a recurring offer before building the operation

In this hypothetical case, a B2B services company considers selling recurring commercial intelligence to existing customers. They request reports and analysis, but willingness to pay for a standard package and renew without bespoke founder attention remains unknown.

Leadership proposes a paid pilot with a report, an analysis meeting, common scope and an explicit renewal decision at the end. The record tracks purchases, use in customer decisions and actual delivery cost, including leadership time. The pilot ends before hiring a dedicated team. Willingness to talk, an initial purchase and renewal provide different evidence.

Read How to test a change before making a commitment.

Define the decision the test must inform. Record the offer, eligible buyers, promised scope and cost and capacity limits before inviting customers. Agree continuation criteria and an exit that respects contractual commitments. At review, capture exceptions and dependence on the founder as well as sales.

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