Why MVPs Fail Prematurely
Founders are told: “Build an MVP and test it with customers.” But here’s the truth: most MVPs fail not because the idea is wrong, but because the market readiness steps are skipped.
The Validate Pack is designed to bridge that gap. Each step builds on the last, so you can move from just building to truly testing viability. These steps represent the “Marketing Edge” in sales and are often ignored as Founders RUSH to validate the MVP, violating the Process.
And if you violate the Process, you will not get the Result ! So follow the Process and let the MVP Validation be successful – the Result you need !
Your 7-Asset Validate Pack — and Why Each Step Leads to the Next
1. The Problem (Customer POV)
Start with the “why.” Which problem are you solving, and why does it matter urgently to your target user? If the problem is vague, your MVP will be a solution in search of a customer.
Once the “why” is clear, you need to connect it with the “what.” That means unpacking features in a way that shows how they address this problem.
2. FAB Table (Features → Advantages → Benefits)
A simple but powerful exercise: list every feature, note its advantage, and translate it into a benefit for the customer. This shifts the conversation from product-led to outcome-led.
Having clarified benefits, the next challenge is differentiation. Benefits must not only exist — they must stand apart from competitors. That takes us to your DUVP.
3. DUVP (Differentiated Unique Value Proposition)
Your DUVP is the specific edge you claim. It could be in the product itself (a unique technology) or in your narrative (a positioning others haven’t claimed).
Once your DUVP is defined, you must anchor it to the right audience. A powerful proposition means nothing if it isn’t mapped to the right customer persona.
4. ICP (Ideal Customer Persona: Enterprise + Buyer)
Create two levels:
- Enterprise Persona → the organization, its size, sector, or workflow.
- Buyer Persona → the individual decision-makers and users, their pains, and motivations.
Personas tell you who to speak to. Now you must decide what to say to them in one coherent, testable paragraph — your Value Proposition Statement.
5. Value Proposition Statement
Thread the pieces together: the problem you are solving, your FAB-driven benefits, and your DUVP, all shaped to resonate with your ICP. This is your first complete market-facing articulation.
Statements are good, but the market remembers short cues. To cut through noise, we now compress the value into a 3–5 word tagline.
6. Tagline (3–5 Words)
Think of this as your “memory hook.” A tagline like “Home Taste Dahi” or “Faster Blood Reports” is what sticks when everything else is forgotten.
A tagline plants the seed, but you still need a story to water it. That’s why the final step is building a Sales Narrative and testing it live.
7. Sales Narrative & Market Testing
Weave your assets into a short, compelling narrative. Then test it with real prospects. Track three signals:
- Engagement: Are >50% agreeing to continue?
- Conversion intent: Do pilots progress to trials or POCs?
- Discovery ratio: Do 7 out of 10 conversations confirm the same pain point?
If the story resonates, you have validation. If not, the Validate phase shows you where to pivot.
What is Different in this 7 Step Approach ?
If you notice we have taken our time to come up with a sales narrative to pitch to our customers. We haven’t taken the first idea on how to pitch and gone rushing to the 1st set of customers. We have validated, checked, made it idiot-proof hopefully. That’s the REAL Process.
But after all this we may still not get the right results, then go back to the drawing board and revisit the 7 steps once again and try again and again and again….
The Outcome to Watch For
When done right, you’ll feel the shift from pushing your MVP to the market pulling you in. Sales cycles shorten, customers echo your messaging, and you’re ready to Win.
Are you ready to ensure that your MVP succeeds ? Get in touch with us at GASP Sales Academy. And we will ensure that it works … we are with you all the way !
DINKAR SURI I Founder & UnConsultant I GASP sales Academy I www.gaspsalesacademy.com