Customer evidence

A workspace that runs a programme keeps one shared record of the customers the founders have spoken to: who they are, what they said, and how they reacted to a price. Facilitators review that evidence.

What the record holds

• Organisations: each customer organisation. One can be marked as the lead customer.
• Contacts: the people at an organisation. A contact can have roles: user, beneficiary, buyer, decision maker, influencer or blocker.
• Customer evidence: one entry per piece of evidence, of one of three kinds: problem confirmation, value demonstrated, or commitment.
• Price reactions: how an organisation responded to an offer.
• Scenarios: named base and downside cases, each with a revenue share.

How records are made

Records are made in conversation. A founder tells the programme's agent about a customer, a piece of evidence or a price reaction, and the agent records it on that person's behalf.

Every member of the workspace can read and add to the shared record. Guests cannot.

Who can change an entry:

• The person who recorded it, or a Facilitator or above.
• Evidence text can be edited only while it is waiting for review.
• Approved evidence can be archived by a Facilitator or above only.

Review evidence

Open Reviews on the onboarding site. The first card is Customer evidence to review.

Each entry shows its kind, its status, the summary, and the date the review is due.

1. Read the summary. Open Evidence detail for more.
2. Choose Approve or Reject.
3. Optionally add a Note.
4. Press Save review.

When nothing is waiting the card says Nothing waiting for review.

Evidence has three statuses: Submitted, Approved and Rejected.

Founders see the same entries under Customer records on their Reviews page, with the status and any review note, and without the review controls.

Evidence detail

Evidence detail shows where a piece of evidence came from:

• Brought in or Generated: whether the evidence existed before the programme or was produced during it.
• Prototype version: which version of the prototype was shown.
• Founder-assisted: the founder helped the customer through it.
• Manual steps: part of what the customer saw was done by hand.
• Simulated: part of what the customer saw was simulated.

For evidence tied to a checklist item, Show item evidence lists the evidence recorded against that item.

A gate's card shows the same split as a count, for example "Evidence: 3 brought in, 2 generated". See Gates.

Price reactions

The Price reactions card on Reviews lists each reaction:

• the organisation, and the contact when one is named,
• the response: Accepted, Rejected or Conditional,
• the purchasing roles of the person who reacted,
• Written acceptance when the acceptance is in writing,
• the offer version, the price and the terms,
• the reasons given.

Below it, Scenarios lists each scenario with its kind and revenue share.

The Customer evidence dashboard

In the app, the Customer evidence dashboard shows one card per customer:

• People: the contacts.
• Conversations: the interviews and chats held with them.
• Evidence: the entries you are allowed to see.
• Findings from these conversations.
• Open gaps: the kinds of evidence still missing or waiting.

A card's header shows Lead customer for the lead, and how many entries are approved and how many are awaiting review. Next step gives the date the next evidence review is due.

What the dashboard shows depends on who you are:

• A Facilitator or above sees every customer and every entry.
• Any other member sees the customers they recorded and the evidence entries they recorded themselves.
• Guests see nothing.