Jack ran a flex that re-focused on a new potential early adopter (regenerative ag farmers). Jack was able to talk to 5 people although only 4 confidently fit his target customer (1 was a consultant to those customers). Jack did a much better job of asking general discovery questions and even adapted a few directly from the FLEX discovery question videos! Although it took a little digging, ultimately the 4 customers stated the problem to a degree that warrants moving into testing.
After some discussion about the difference between waitlist and pre-sales, Jack designed a waitlist test flex and will be working on materials to potentially move to a pre-sales test flex should the waitlist flex be successful. I assigned some pitch videos to help with his selling script in addition to solutions testing videos (preselling, etc.).