• Start narrow: Focus on one type of customer, one job to be done, and one context where your solution fits.
• High-conviction market checklist:
  1. Customers already spend time or money solving this problem.
  2. You have insider insight, network access, or credibility.
  3. You can reach them directly without expensive infrastructure.
• ICP definition: Document specifics — industry, role, company size, current solutions, buying triggers.
• Warning: Broad ICPs dilute your learning speed and slow PMF.