RunsheetProduct Discovery

Solution Interview

ComplexityMedium

Time30-60 min je Interview

Participants5-10 Interviews

FormatWorkshop + async

MaturityEstablished

Prerequisite

What needs to be finished first

Complete firstProblem Interview

The related problem is validated through Problem Interviews, pain and frequency are documented.

Without: Without problem validation, the Solution Interview tests a solution for an unproven problem and misleads.

Preparation

What needs to be ready before start

Materials

Solution concept as clickable prototype, mockup, sketch or description; interview guide with reaction questions and objection handling; recording tool; notes template with columns understanding, reaction, objection, willingness to pay.

People / roles

Interviewer with discovery practice (not sales); note-taker; recruiter; one designer or PM for synthesis.

Pre-read

Solution hypothesis as one sentence; target segment with concrete persona; problem evidence from previous interviews; price band or business-model assumptions; legal consent.

Time needed

30-60 min per interview, plus 20 min synthesis per interview

Setup

Recording with consent. Solution concept in maximum clarity but minimal polish (a sketch is enough). Guide: first reaction, then understanding check, then objections.

Core question

The one question this method answers

Does the target person understand the solution, see its value for their concrete problem, and would they be willing to invest effort or money in it?

Flow

Marker: Phase

Step	Duration	Action	Hint
1Phase 1: Warm-up and problem recap	5-10 min	Introduction, purpose. Briefly return to the previously documented problem: "In our last conversation, you mentioned X". Get confirmation, keep context fresh.	If the problem is not fresh in mind, reaction to solution becomes abstract. Problem reference is mandatory.
2Phase 2: Show concept	5-10 min	Explain solution concept in max 3 min, with sketch or clickable prototype. Do not advertise benefits. "This is how we imagine it. What goes through your mind?"	Pitch mode disrupts learning. If you explain for more than 5 min, you have already said too much and influenced reaction.
3Phase 3: Reaction and understanding	10-15 min	Collect first reaction. Understanding check: "Describe in your own words what this does." Document understanding gaps. Which value is perceived?	If understanding is wrong, reaction is distorted. Secure understanding first, then ask deeper questions.
4Phase 4: Objections and willingness to pay	10-15 min	Actively ask for objections: "What would stop you from using this?" "What would need to be different?" Price or effort question: what would it be worth to you? Compare with current alternatives.	A person who likes everything either has not thought seriously yet or wants to be polite. Objections are the more important signal.
5Phase 5: Close and notes	5-10 min	Reflect back three most important objections and three strongest resonance points. Thank participant. Immediately complete notes, mark quotes, enter validation score in template.	Validation score is not binary. A scale such as "credible interest, dependent on condition Y" is more informative than thumbs up or down.

Artifact

What comes out at the end

Form

One structured note document per interview with solution concept version, reactions, objections, understanding gaps and quotes plus synthesis document with aggregated reaction patterns, objection list, pricing signals and next steps.

Versioning / ownership

One folder per concept version with date. Start new wave for larger concept updates; enable comparison of old and new wave.

Tool alternatives

Dovetail or Condens for repository
Notion with page per interview
Airtable with linked records
Markdown repo under docs/research/solution-interviews/

solution-interview-working-template.md

Compact working template for Solution Interview with context, input, output artifacts, and next step.

Solution Interview Working Template

Goal

Tests reactions to a solution concept before it is fully built.

Context

When and for what do we use this method?

Input

Which data, observations, decisions, or materials are available?

Execution

Short notes along the runsheet.

Output artifacts

Solution Feedback:
Objection List:
Validation Notes:

Assumptions and open questions

Decision / Next step

Owner, date, and success signal.

Example output

Concrete filled scenario, fictional example

solution-interview-beispiel.md

Concrete filled scenario, fictional example

Solution Interviews — Migration service for solo tax advisors (2026-05-24 to 2026-06-04)

Concept: Service "Client migration without worries": EUR 250 fixed price, data migration from previous system including SKR translation in 3 business days, review appointment by video.

Interview 3 — Sabine, 47, Berlin (38 min):

Understanding: Sabine summarizes correctly, but asks about data protection and liability.
Reaction: "That would be exactly what I missed during my last switch."
Objections: 1) Liability for data errors unclear. 2) Three business days could be too long at quarter end. 3) EUR 250 is OK, but she would have expected EUR 400 for this depth.
Quote: "If liability is clean, I would book this immediately."
Validation: Credible interest, dependent on clear liability rule.

Synthesis (6 interviews):

Understanding: 5 of 6 correct after first explanation.
Resonance: 6 of 6 find concept relevant.
Top objections: Liability (5x), data protection (4x), quarter-end timing (3x).
Pricing: Range EUR 150-450, median EUR 300.

Concept gets polite but worthless answers because person does not have the problem.

What to do

Recruit strictly people with validated problem. Otherwise pause method and run Problem Interviews first.

Stop criteria

Done signals checkable in under a minute

Problem is not validated, solution floats in vacuum.

Solution concept cannot be shown (no sketch, no clickable prototype).

Recruiting does not deliver the right segment.

Interview time under 25 min, reaction phase not possible.

Sales pressure dominates, method becomes pitch exercise.

No capacity for synthesis, patterns fade.

Finished the runsheet?

Go to the profile for purpose, similar methods, and sources or continue to the next method in the catalog.

Go to profile More methods