At the start, some startups get obsessed with pleasing a certain customer group. The issue is that it’s tough to identify the customer group before we realize what we want to do. It’s unclear how broad it should be, and that we’re talking to the same audience throughout our validation stage.
When we talk to 10 b2b salesmen and get various results, it’s unclear if we should group them by experience, salary, number of calls they have each week, or something else.
Other startups stick to the product. They ship the prototype and then start pushing it to potential customers. I usually lasted for 4-8 weeks before I dropped my products using this methodology.
I shipped something I’d partly use myself, and something I thought people would use. As a result, no one did. 90% of products die after founders ship them into nowhere and don’t find any customers within a few months.
I always prefer to stick to the problem: “difficulty in finding b2b leads”. There are thousands of profitable products solving this issue for dozens of customer groups.
When we focus on solving 1 problem, it’s a higher chance we’re going to find the proper solution after a few iterations. It’s best when the founder experienced the problem too. In this case, we’ll need less time to validate that it really exists.
We shouldn’t jump from one problem to another every 6 weeks. Instead, we’ll focus on a single issue we’re confident about and will pass half of this milestone before even building anything, by doing presales.