Demand Reality
Do buyers want this without being pushed?
If this is true, you don’t have demand
- Buyers need education to recognise the problem
- Urgency appears only after sales pressure
- Demand disappears without the founder
What good looks like
What good looks like
- Buyers recognise the problem fast
- Real events force action now
- Interest appears before persuasion
- Demand holds outside the founder network
What this tests
- Buyers recognise the problem fast
- Real events create urgency
- Interest appears before persuasion
- Demand holds beyond founder reach
Evidence rules
Conditional signals
- Evidence must come from real users
- Behaviour outweighs opinion
- Preference outweighs enthusiasm
- Willingness to pay outweighs intent
Methodology
Evaluator doctrine
How Demand Reality is interpreted
This layer exists to explain how GrowthBooks reads evidence without changing how the evaluator itself behaves.
Demand Reality is a deterministic evaluator. The doctrine layer explains meaning and confidence but does not alter outputs or scoring behavior.
- GrowthBooks identifies the highest-impact demand blocker before recommendations are generated.
- Observed friction is weighted above assumptions.
- Evidence quality determines confidence.
- Weak signals are treated as structural until new proof changes the score.
Operators
ICP Self-Recognition Operator
Test whether buyers recognise themselves without explanation.
Run operator