Most founders worry their problem might not be real. The more dangerous possibility is that it is real and nobody cares enough to do anything about it.A real problem and a painful problem are not the... Read More
Ask a founder to describe the problem they are solving, and most of them describe their product instead.They do not notice they are doing it. The description sounds like a problem. It has a customer ... Read More
Most founders treat frequency as a single number. The problem happens monthly, or weekly, or twice a year, and that number goes in the deck.The number hides the thing that matters. A problem you meas... Read More
Most founders ask whether their problem is real. Far fewer ask what shape it is.Shape is the combination of two things: how often the problem happens, and how much it costs when it does. Frequency an... Read More
Most founders describe their problem from the inside out.They know what they want to build. They work backward to the problem it solves. What comes out sounds like a product brief. Clean, confident, ... Read More