Startup Systems

Product-market fit progresses in levels . It’s not a binary state where you have it and you’re golden, or you don’t and you’re not on the path. But it’s also not a vague spectrum or fuzzy sliding scale, where you can’t be sure where you’re at.

the way that you execute ends up really mattering. That was the second learning. The third is just focus.

Eight marketing maxims

• Trust is worth more than attention.


• Helping people get to where they seek to go is more effective than hustling people to persuade them to go where you’re going.


• Choose your customers, choose your future.


• Tell ten people. If they don’t tell the others, make a better product.


• Creating the conditions for the word to spread is the

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A difference in emphasis: raising the floor versus raising the ceiling

Matt Clifford has written about how building a world-changing technology company has never been easier than it is today. But for all of the technical, commercial, and industry-specific knowledge that founders can readily access, psychological knowledge still lags behind. (In... See more

I tell founders to think about the problem they’re solving, specifically my LUV framework:

1. Large: Is the problem you’re aiming to solve large enough—customers, users, spend, etc.?


2. Urgent: Is the problem urgent to your users/customers—will they be interested in a new offering, change their way of solving this problem today?


3. Valuable: Are people

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First-principles thinking, or thinking from first principles, sounds a lot more complicated than it is. It’s simply a technique for approaching problems with a beginner’s mind. Instead of working within assumptions and what people around you “know” to be true, you do the hard work of figuring out what’s actually true and, thus, what’s truly... See more