When enterprise technology companies fail to innovate it's usually not a shortage of new product concepts that's to blame. Rather, it's market validation that first gums things up.

Your first target customer interview is the moment you've been preparing for. Now, when you walk into that first target customer's office, join the webinar, or make the call - how do you make the most of this precious time?

Finding, screening, and then scheduling interviews with your new product's target customers is the linchpin of validating a new product concept. In this article, I offer 10 tips for improving this process, often called participant recruiting.