δiscovery Lab™
Turn customer conversations into validated evidence.
There's a Gap between Believing and Proving
Too many brilliant innovations get stuck in the lab. Not because the science isn't exciting, but because the Story isn't Buyable. Often because the proof is thin, to missing entirely.
You understand your technology. You believe in its potential. But when you sit down with a customer you talk about lab results, specifications, features. Too much presenting. Not enough discovering. You walk away with same thinking. Nothing validated. No evidence gathered. Possibly, credibility burned. Another meeting that delivered nothing.
δiscovery Lab™ helps you master the skills to validate needs, value and opportunity. So every customer conversation builds proof.
of discovery conversations fail to uncover actionable insights
The δiscovery Lab™ Difference
They Enter With
Technology
- Lab Results
- Specifications
- Features
They Leave With
Customer Value
- Pain Points
- Decision Criteria
- Willingness to Pay
When you master Discovery, everything else follows: founded insights into customer value, clear solution differentiation, a sustainable business model. A Buyable Story. All built on solid evidence.
We Help
Founders and Teams
Who need to validate their assumptions before, and while, building
The Challenge
- No exposure to real customer conversations. Low confidence
- Confirmation bias undermining evidence quality
- Poor discovery: burnt credibility
The Shift
- Transform focus from "the science" to customer value
- Master discovery systematically
- Low-risk practice then engage with real customers
From assumption... to evidence. From presenting... to discovering.
Science-to-Market Organisations
Who need consistent discovery capability across initiatives and cohorts
The Challenge
- Variable quality in customer discovery execution
- Coaching bottleneck: can't scale 1:1 feedback
- Difficult to evidence programme effectiveness
The Shift
- Consistent discovery practice: more robust validation
- Demonstrable know-how development: for founders and teams, cohorts, programmes, and portfolios
- AI-powered for scalability
From inconsistent... to systematic. From hope... to proof.
Two Questions Every Discovery Must Answer
Validation
Did you gather evidence that confirms or challenges your hypotheses?
- Is the problem real?
- Does your solution address it, better than alternatives?
- Will they pay?
Qualification
Does this prospect show readiness to move forward?
- Are they OPEN to change?
- Are they READY to act?
Your performance across five dimensions:
How δiscovery Lab™ Works
Four stages, one transformation: the Prospect AND your Technique
Prepare
Structure your thinking before every conversation. Know what you need to learn. Frame hypotheses worth testing.
Practice
Full discovery conversations with AI-powered personas. Authentic responses. Real business pressures. Safe environment to fail and learn.
Evaluate
Comprehensive analysis of every conversation. How well you validated. What you did well. What you missed. Evidence from the actual words: your questions, their responses.
Coach
Specific, actionable guidance. Not generic advice. Personalised recommendations for your next conversation. Structured follow-up communication.
Why We Built This
We saw the same pattern
Breakthrough science. Brilliant researchers. Struggling to have productive customer conversations.
They knew their technology inside out. But when facing a potential customer, something broke down. Too much presenting. Not enough discovering. Walking away with opinions, not evidence.
Teaching wasn't enough
We tried workshops. Frameworks. Role-play exercises. They helped, but the learning didn't stick. No safe place to practice. No objective feedback. No way to scale.
So we built a sandbox
δiscovery Lab™ is where you develop the skill before you need it. Where AI gives you honest feedback human coaches can't scale. Where every conversation helps you prepare and execute better.
δ is the difference: between brilliant science staying stuck in the lab, and science reaching market.
From the Innovation Woods to Market Ready
δiscovery Lab™ is part of the Fitter for Purpose ecosystem, helping you transform complex innovation into Buyable Stories delivered by Teams You Can Trust.
Integrated into our Lab to Market Programme, δiscovery Lab™ is where you master the art and science of customer discovery.
The Hunt for Proof: Master Customer Discovery
- Appreciate the science of Customer Need
- Learn how to discover What Customers Want
- Transform assumptions into intelligence
But discovery doesn't stop at Session 3. The skills you build here apply throughout the journey: every customer conversation, every validation, every investability decision point.
Learn about FFP Lab to MarketFrequently Asked Questions
δiscovery Lab™ is an AI-powered practice environment where you conduct realistic customer discovery conversations with intelligent personas. You receive objective feedback on your technique and specific coaching to improve. You can also analyse your actual customer conversations using the same framework, building a systematic evidence base across every meeting.
Two audiences. For founders and teams: those who need to validate assumptions before burning credibility with real prospects. You may be technically excellent but lack exposure to commercial conversations. δiscovery Lab™ lets you build the skill safely. For science-to-market organisations: accelerators, incubators, and technology transfer offices who need consistent discovery capability across cohorts without relying solely on coaching time that cannot scale.
It is not a tactical problem. It is three reinforcing failures. Psychological: fear of rejection, perfectionism, the sunk cost of your technical investment. Structural: your entire environment rewards TRL advancement, not customer validation. Execution: the jargon barrier, confirmation bias, difficulty translating "we improved efficiency by 30%" into "you will save 2 hours per week." δiscovery Lab™ addresses all three through safe practice, objective feedback, and explicit coaching on the translation from technical achievement to customer outcome.
Our personas are built from real industry archetypes with authentic business pressures, priorities, and objections. They respond naturally, push back when appropriate, and will not give you easy wins. Critically, they speak in customer language, not technical specifications. You learn to navigate real business conversations, not ideal scenarios.
That is exactly the challenge. Technical superiority does not equal market value. Teams routinely achieve TRL 7 while remaining at CRL 1: technically excellent, but commercially unvalidated. The market does not care about your specifications. It cares about outcomes. δiscovery Lab™ helps you discover what those outcomes actually are, in your customer's words, before you have burned through your limited access to prospects.
Two dimensions. Performance: analysis across five dimensions including Question Quality, Discovery Depth, Interview Flow, Stakeholder Understanding, and Business Intelligence. Validation: did you actually test your hypotheses? Did you gather evidence? Are they OPEN to exploring your solution, and READY to act? You receive specific, actionable recommendations for your next conversation. Not generic advice.
Every conversation should test something specific. Before you meet, you define hypotheses: pain points you believe they have, jobs they are trying to accomplish, value thresholds they need to justify investment. Then the conversation validates or invalidates those hypotheses with actual evidence. Their words, not your assumptions. δiscovery Lab™ teaches this discipline and tracks your evidence across multiple meetings.
Yes. The platform supports two tracks: simulation-based practice with AI personas, and evaluation of your actual customer conversations. Upload your transcript, and you will receive the same objective analysis. What you discovered. What you missed. What to pursue next. The same framework bridges training and real-world application.
δiscovery Lab™ is integrated into Session 3 of the Lab to Market Programme: "The Hunt for Proof: Master Customer Discovery." But discovery does not stop at Session 3. The skills apply throughout your journey. Every customer conversation, every validation milestone, every investability decision point. The platform grows with you.
Yes. δiscovery Lab™ is designed to scale. Organisations can track development across individuals, teams, cohorts, and programmes with consistent quality metrics. For programme managers, this means demonstrable evidence of know-how development. Not just attendance or participation, but measurable improvement in discovery capability. The AI-powered evaluation removes the coaching bottleneck that prevents scaling.
Ready to Master your δiscovery?
Don't let another customer conversation go to waste.
Your discovery deserves to build real evidence.
And you deserve the skills to make every meeting count.
About Fitter for Purpose
We help all who explore, build, guide or fund propositions to achieve more Investable Outcomes with less risk and more control.
Whether you are a science-preneur, a tech founder, or a Lab to Market Organisation, our integrated mission-control platform helps you turn breakthrough ideas into thriving businesses, step by step.
From lost-in-the-woods... to market-ready. From raw science diamond... to Buyable Story.