The Product-Market Fit Validation Framework
Systematically Discover What Users Need—And Will Pay For
Systematic Discovery
Find what users need and will pay for
The Reality Check
Most startups chase vanity metrics:
Sign-ups ≠ PMF
Surveys ≠ Commitment
NPS ≠ Growth
True Product-Market Fit (PMF) is when users pull the product from you faster than you can push it—and keep paying.
Why PMF Matters
Without PMF:
- Every dollar in acquisition burns faster.
- Every new feature adds noise, not value.
With PMF:
- Growth is organic.
- Retention is strong.
- Pricing power increases.
The PMF Validation Framework
Four phases, zero guesswork.
1. Problem-Market Fit (Do they care?)
• Identify the core job-to-be-done.
• Validate urgency: Is this problem painful enough for action?
Signals:
- • Customers already hacking solutions.
- • Willingness to share data or time in interviews.
2. Value Hypothesis (Can you solve it?)
• Define the minimum feature set that kills the pain.
• Test the message before the product: landing pages, demos, mock-ups.
Signals:
- • High intent from qualitative tests.
- • Early interest converts without deep discounts.
3. Demand Hypothesis (Will they pay?)
• Introduce pricing early, even before full build.
• Use pre-orders, deposits, or pilots to test commitment.
Signals:
- • Users paying for limited access.
- • Low churn on early cohorts.
4. Retention & Expansion (Is it sticky?)
• Measure behavior, not surveys: DAU/WAU, Activation rate, Cohort retention curves
• Track expansion revenue (upsell, cross-sell).
Signals:
- • Retention curves flatten above 40% (SaaS benchmark).
- • Revenue expansion > 0.
What PMF Is NOT
We have 1,000 signups.
Investors love the idea.
Our friends said it's great.
The PMF Equation
Strong problem + clear value + real demand + sticky usage = PMF
Final Takeaway
PMF is earned through systematic discovery, not luck. Build hypotheses, test them brutally, and measure what matters: behavior and revenue, not applause.