The discipline of "keeping your baby in the bag" until step 7 is an intervention so many founders desperately need.
I always zoom in on step 6: consequence. That’s where the story goes from a "nice idea" to an "urgent need." The temptation is to invent a pain point, but the real art is just listening in customer interviews until you hear something that sounds like 'this is actively costing us money' or 'this is getting people fired.'
When you can quote that verbatim in a pitch, the deal closes itself. 🔥
Thanks for mapping this out so clearly. Sharp stuff.
I miss this comfort zone. Now I’m the exception and marketing is reduced to a calculator to translate the value of low value proportion.
Excellent take.. Let's hope tons of founders read this.
The discipline of "keeping your baby in the bag" until step 7 is an intervention so many founders desperately need.
I always zoom in on step 6: consequence. That’s where the story goes from a "nice idea" to an "urgent need." The temptation is to invent a pain point, but the real art is just listening in customer interviews until you hear something that sounds like 'this is actively costing us money' or 'this is getting people fired.'
When you can quote that verbatim in a pitch, the deal closes itself. 🔥
Thanks for mapping this out so clearly. Sharp stuff.