# How to Validate a SaaS Idea Before Building an MVP

Validate the expensive assumptions before turning them into software. Find out whether a defined customer has an important problem, how they solve it today, who can approve a purchase and what evidence would justify the next development step.

## The short answer

Define the segment and decision, interview relevant buyers and users about real past behaviour, map the buying process, test the smallest credible solution concept and ask for a proportionate commitment. Build an MVP only when it is the cheapest useful way to answer the next unresolved question.

## SaaS validation should begin before the MVP

An MVP tests particular product assumptions. It is not the starting point for every SaaS idea. Before writing production code, investigate the customer, problem, workflow, consequences, alternatives, buying process, implementation constraints and access to the market.

## Map the assumptions that can break the business

Test assumptions about the customer, problem, current alternatives, user workflow, buying process, value and pricing, market access and technical or legal feasibility. Rank assumptions by uncertainty and consequence.

## SaaS idea validation process

1. Define the decision.
2. Choose a focused initial segment.
3. Write falsifiable assumptions.
4. Recruit relevant user, buyer and approval roles.
5. Run problem interviews before presenting the solution.
6. Map the B2B buying process.
7. Test the smallest credible concept.
8. Seek a proportionate commitment.
9. Compare evidence against explicit criteria.
10. Choose BUILD, CHANGE, KILL or a defined next test.

## Match the method to the assumption

Use interviews and observation for the problem, concept or prototype tests for workflow fit, concierge or manual pilots for delivered value, concrete offers or procurement steps for buying evidence, and limited products when functioning software is required to test repeated use or technical performance.

Early signals such as praise, stated intention, sign-ups and feature requests can guide the next test. Stronger signals include contributed time or data, access to decision-makers, pilot participation, procurement progress, payment and signed commitments.

[Read how to test willingness to pay before you build](https://testbeforeyoubuild.com/how-to-test-willingness-to-pay/).

## BUILD, CHANGE or KILL

BUILD when the focused segment shows an important recurring problem, a reason to change, a feasible buying route and enough commitment for the next bounded investment. CHANGE when the need is real but the segment, workflow, promise, pricing, sales route or concept is wrong. KILL when the evidence does not justify the investment and no credible adjustment resolves the weakness.

## Independent SaaS validation

The standard project includes target definition, approximately 30–40 suitable prospects for client approval, recruitment, 20 interviews, transcripts, evidence analysis, a written report, recommended changes and a BUILD, CHANGE or KILL recommendation.

Fixed price: €2,900 + VAT. Typical timeline: approximately 2–4 weeks. Larger and multi-segment projects can be scoped separately.

[See services and pricing](https://testbeforeyoubuild.com/market-validation-services-pricing/) or [submit your idea](https://testbeforeyoubuild.com/#contact).

## Author

Dr. Kari Jääskeläinen is an entrepreneur, business leader and consultant with experience in market validation, technology commercialisation, business development and sales. He has worked on around 200 commercialisation and consulting projects and has made approximately 2,000 sales calls a year.

[Read about Dr. Kari Jääskeläinen](https://testbeforeyoubuild.com/about-kari-jaaskelainen/).

## Sources

- Harvard Business School Rock Center for Entrepreneurship: [Customer Discovery Basics](https://entrepreneurship.hbs.edu/Documents/Session%20Summary/HBSRock-Customer-Discovery-Final.pdf)
- U.S. National Science Foundation: [NSF I-Corps](https://www.nsf.gov/funding/initiatives/i-corps)
- Eric Ries: *The Lean Startup*
- Steve Blank and Bob Dorf: *The Startup Owner’s Manual*