ValidationEmerging Pattern

Create marketing vignettes instead of prototypes to test sales and positioning

1 founder has proven this pattern works. Examples include Ryan Noon (Material Security).

Build pitch decks that look like pared-down sales landing pages with feature bullet points to test concepts without building.

When choosing between multiple startup ideas or testing enterprise sales before building.

Building working demos or landing pages before validating that anyone wants to buy.

1 Founder Who Did This

Material Securityby Ryan Noon

Created marketing vignettes for 4 ideas and pitched daily to different prospects for months

Result:Clear winner emerged based on 20 meetings vs 2 for other ideas with prospects asking about timing and pricing