svikashk

I wanted to add: This is by no means THE framework. There are other good frameworks out there. But I've found them to be two steps ahead. In my experience, I've always seen these components play a critical role before anything else:

1. Your TAM 2. Your ACV 3. Product's Category 4. If people are looking for a solution like yours

And I pair them up with:

1. Buyer Persona 2. Number of decision makers involved 3. Avg. Sales Cycles 4. Room to engineer vitality into the product.

This has been a guiding principle for me. And I'm happy to answer any Qs if any :).