Description

⁠Read the Newsletter Issue #76

Are you frustrated by months of work and ballooning budgets leading to a product launch that the world greets with a shrug? The issue often isn't the idea itself, but a lack of focus

We're diving deep into The One-Day Sprint That Could Stop Your Next Big Mistake: the Bullseye Customer Sprint. This powerful method, refined by Michael Margolis of Google Ventures, is fast, practical, and surprisingly low-cost, yet it delivers the kind of clarity most leadership teams pursue for quarters. Think of it as speed-dating for product-market fit.

It focuses on a precise segment of your market that is experiencing the problem you solve right now—urgently, painfully, unmistakably. We'll explore examples like Amazon starting with "book lovers" instead of "online shoppers" and Netflix focusing on "DVD-by-mail film buffs" rather than "entertainment consumers" to illustrate this specificity. This level of narrow focus fosters team alignment, accelerates execution, and uncovers unexpected opportunities.

Discover the 5–3–1 Formula at the heart of the sprint: 5 carefully chosen customers plus 3 radically different prototypes plus 1 focused day equals clarity that most teams fail to achieve in six months. And here's where today's leaders have a unique advantage: artificial intelligence digital product development tools mean your "three prototypes" can be ready in mere hours, not months, at a fraction of the traditional cost! This method works because you don't debate who you think the right customer is—you watch them respond in real time.

We'll walk you through how to run this impactful sprint:

• Start with the Hard Questions (45 min): Gather your leadership team to ask, "What's the single riskiest assumption we're making?" and "What would have to be true for this to be a runaway success?"
• Define Your Bullseye (30 min): List 7 hyper-specific customer attributes, including inclusions, exclusions, and recent triggers, then cut the list until it feels "too narrow."
• Recruit Your 5 People (1–2 hrs): Use screening tools or personal networks. If recruiting is difficult, it's a critical early insight that your market might be smaller or different than you imagined.
• Build 3 "Ugly but Clear" Prototypes (2 hrs): These can be mockups, slides, or process outlines. They should be distinct enough that anyone can tell them apart, focusing on clarity over polish, using tools like Canva and Loom.
• Conduct the Interviews (5 hrs): Dedicate half the time to learning about their world and the other half to comparing the prototypes, noting what excites them and why.
• Watch & Debrief (All Day): The entire core team watches live, takes notes, and meets for 15 minutes after each interview to discuss surprises and emerging patterns.
• Vote & Vomit (30 min): At the end of the day, everyone writes their top 3 insights, which are then clustered to "kill, commit, or cluster."

Hear a compelling example: a team initially targeted "remote SaaS founders" but, by 4:07 p.m. on sprint day, discovered their true early adopters were first-time remote founders who had just raised a seed round but hadn't hired operations yet. This new "Ideal Customer Profile" (ICP) was 1/20th the size but showed 10x the willingness to pay, leading to a dramatic conversion rate jump from 2.4% to 11% overnight after rewriting their landing page.

This sprint is a game-changer in several key situations:

• Before committing a major budget to a product, campaign, or service.
• When entering a new market and your assumptions are shaky.
• When growth has stalled and you're unsure why.
• When customer feedback is vague and you need clarity now.

Most businesses don't fail from lack of opportunity, but from chasing too many at once. The Bullseye Customer Sprint helps you stop guessing, align your team, and act with precision. Instead of months of meetings, you can invest just one day to identify the customers who will make or break your next big move. Tune in to secure your future focus—and revenue