# Evidence log
Record only observed facts, not opinions. One row per real conversation or event.
| Date | Who (role, company type, market) | What they said/did (verbatim if possible) | Quote of pain in € or hours | Would they pay? Evidence | Follow-up |
|------|----------------------------------|--------------------------------------------|-----------------------------|--------------------------|-----------|
| | | | | | |
Confidence increases with: a decision-maker present, a number attached to the pain, and a paid pilot or written commitment.