📄️ C1 - PMF Unit
Construct (ICP/segment + whole offer + alternatives/market conditions). Relevant alternatives include the status quo and the set of options perceived and considered by the customer (not only by the team).
📄️ C2 - Persistent Demand
Construct: in the ICP, demand is recurring, reactivatable, or reappears by cohorts over time (it does not depend primarily on a one-off event).
📄️ C3 - Repeatable Customer Success
Construct: ICP customers achieve the outcome they seek in a consistent, cohort-replicable way, without depending primarily on heroic/concierge effort.
📄️ C4 - Voluntary Preference under Real Substitution
Construct: when viable alternatives exist and practical switching freedom is present, the customer prefers the offer over the status quo and relevant alternatives.
📄️ C5 - Executable Whole Offer
Construct
📄️ C6 - Behavioral Evidence of Choice
Construct: success + preference manifest in observable choice behaviors appropriate to the model (continuous usage, renewal, expansion, repurchase, referral, etc.).
📄️ C7 - Contingent Validity
C7. Contingent Validity (PMF can change)