The FOCUS Framework – Justin Wilcox

Table of Contents

Workbook 1: Finding Early Adopters

• Declaring Victory1
• Idea Generation9
• Customer Storming and Role-izing14
• Who are your Early Adopters19
• SCALE your Segments28
• 50 ways to talk to 5 People35
• Interview Channel Costing45
• How to Ask for Interview51
• What to Ask59
• Interviewing Like a Pro69
• 5 Interview Checkpoint78
• You’ve Found your Early Adopters When…

Workbook 2: er Testing

• What is er Testing?1
• Interview Analysis3
• Problem Synthesis8
• Solution Ideation13
• er Design25
• Path to Victory33
• er Experiment Design46
• Success Metric Stoplight53
• Failure Protocol58
• You’ve Validated your er When…

Workbook 3: Currency Testing

• What is Currency Testing1
• Currency Ladder6
• Currency Calculator18
• Currency Experiment Design27
• Increasing your Conversion Rate with A/B Testing35
• Increasing your Conversion Rate with Solution…43
• How to Pre-Sell Anything54
• Science of Pricing62
• How to Test your Price70
• You’ve Validated your Currency When…

Workbook 4: Utility Testing

• Utility Testing vs MVP1
• What Features Should you Utility Test?6
• How to Build a Utility Test14
• Utility Testing Metrics24
• Utility Testing Design36
• Increasing Customer LifeTime Value40
• Increasing your Viral Coefficient51
• You’ve Validated your Utility When…

Workbook 5: Scaling

• Scaling to Victory1
• Building your Dev Team6
• Scaling your Solution22
• Scaling your Channels26
• Scaling your Segments30
• You’re Finished Scaling When…

The FOCUS Framework – Justin Wilcox