This is a process that I have used for nearly a decade to go from zero to my first set of customers. If all goes well, an early customer will flow through the funnel from the pre-approached stage to becoming one of your first 100 paid users.

This is not an exact science, and there are always nuances, however, this model keeps me focused and provides an early-stage framework I can trust.

Pre-Approached

These are target users that you have not attempted to contact yet. This stage consists of a list that was strategically assemble based on early assumptions you make that will eventually be your ideal customer profile or "ICP".

Here is a real-life example of a spreadsheet I set up to help an early-stage SaaS startup manage this process:

Approached

These are target users that you attempted to contact however have not responded yet.

In-Contact

These are target users that you have successfully established contact with and are in the process of booking a meeting.

Meeting Booked

These are target users that you have successfully booked meetings with.

Interested

These are target users that have agreed to participate in your beta program.

Signed Up

These are target users that have signed up to your product.

Active User

These are users that are actively using your product. You will need to define what the "active user" metric looks like.

Pricing Researched

These are target users that have participated in establishing early pricing and have agreed to pay.

Paid Users

These are target users that are currently paying the price they helped you establish.

> 100 Paid Users

These are 100 target users that converted to paid customers.

Editors Note: This post is incomplete. I will finish later.

If you have any questions or need advice hit me on Linkedin or J (at) sotoventures.com