Diagnosing the Business

Class summary

The terrain first: 393,000 US firms in the $5–25M revenue band, what their technology actually looks like, and the gap between the CEOs who personally use generative AI and the firms that have deployed any of it. That gap is the job.

Then the doctrine — build against observed pain, not stated requirements — and the technique that gets you there: the Mom Test, five whys, and shadowing, worked through a full exchange. The session ends on which problems are AI-shaped and which stay bought software, and hands the word "scope" forward to class 13.