<ul><li>When analyzing a startup's go-to-market (GTM) plans, it is important to understand how they have analyzed distribution channels and estimated customer acquisition costs (CAC).</li><li>Founders should have a viable strategy for reaching and securing customers rapidly and profitably, and it is important to ask about their choice of channels and experiments to validate CAC assumptions.</li><li>The sequencing of experiments from customer value proposition to GTM to profit formula may vary, but founders should demonstrate strategic thinking and adaptability in their test selection.</li><li>Understanding metrics like CAC, churn rate, and customer lifetime value (LTV) is crucial, and investors should ask insightful questions about their implications and plans for improvement.</li></ul>

The Art of Asking the Right Questions Part 2: Experiments on the Path to Product-Market Fit

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