The first customer does more than validate an idea. They reveal which part of the idea creates enough value for someone to change their behaviour and pay attention.nnEarly conversations should focus less on pitching and more on observing. Ask what the customer tried before, what the failure cost them, and what a better outcome would change. Specific stories are more useful than general enthusiasm.nnWhen patterns appear, resist the urge to build every requested feature. Look for the underlying job the customer is trying to complete. A narrow product that solves one expensive problem is often more valuable than a broad product that speaks vaguely to everyone.