Product Pricing Doesn’t Matter Pre Product/Market Fit

Recently I was talking with an entrepreneur about product pricing and positioning ideas. Only, this startup was pre product/market fit and didn’t have 10 passionate customers. My advice: product pricing doesn’t matter when searching for product/market fit. What matters is getting the product in the hands of as many potential customers as possible and iterating based on feedback.…

Quiet Mode Before Launching

For years we’ve heard the saying that stealth mode is bad and entrepreneurs should talk about their concept. The idea is that no matter how much an entrepreneur thinks they know what the market wants, they have to get out of the building and talk to customers. Instead of stealth mode, I recommend “quiet mode” for entrepreneurs…

Must-Have vs Nice-to-Have SaaS Products

One of the biggest considerations in the early days of a new Software-as-a-Service (SaaS) product is the must-have vs nice-to-have question. A must-have product fundamentally alters the way work gets done — either changing existing processes to be 10x better or unlocking new value that wasn’t previously achievable — and once used, companies will never go…

Inherent Scale to a Business

Last week I was talking to an entrepreneur and the idea of empire builders vs. lifestyle builders came up. After some discussion, she brought up a key question most entrepreneurs don’t think through: what’s the inherent scale to the business? Too often, entrepreneurs come up with a good idea, build a viable business, and only then realize that even…

Build a Three Year Vision Plan

While the Simplified One Page Strategic Plan is my favorite planning document for startups, it’s a worksheet for the core elements of the business and certain near-term projects and metrics. After revisiting it at least quarterly to align everyone in the company, there still exists a need to do long-term planning. That’s where a three year vision…