Ten observable categories.
Evidence is action exposed to reality. It is generated, not narrated.
- Interviews
Customer conversations with real users, payers or beneficiaries.
- Verbatims
Direct quotes captured during field contact. Unedited.
- Prototypes
Mockups, landing pages, no-code builds, MVDs.
- Tests
Designed experiments with measurable thresholds.
- Pivots
Documented direction changes with rationale.
- Sales attempts
Real asks for money. Including the rejections.
- First revenue
First paid commitment, however small.
- User behavior
Observed usage. Sessions, drop-offs, retention.
- Operator observations
Field notes from facilitators on team and founder dynamics.
- Learning reflections
Structured memos compressing what changed in the founder's model.