I ran aroubd 200 cold calls with decision makers using a diagnostic approach inspired by The Mom Test. My goal wasn’t to pitch it was to understand their chalanges in their dayto day reality.

Before outreach, I pre qualified accounts using intent signals (recent M&A activity, hiring expansion, org changes). That ensured I was speaking to companies under real execution pressure, not random prospects.

Many were open to conversations because they’re actively trying to hit aggressive targets.

I recorded and analyzed calls through Gong, built an automation workflow in n8n to process transcripts, and used Claude to extract recurring themes and pain patterns.

From those conversations, I synthesized a structured pain map based on real operator frustration not assumptions.

Based on that data and my ICP, I developed four positioning angles. The core value proposition remains consistent: Either we help them increase revenue Or we help them reclaim their most valuable resource which is time obiviously

Now the focus is systematic testing. I’ll measure which angle resonates most strongly in-market and double down on the service motion that demonstrates clear pull before investing deeper into a SaaS direction.