Dominate One Segment, Then Expand
Chasing multiple customer segments feels like the safe bet. It's usually the reason deals stall. Geoffrey Moore's advice from Crossing the Chasm still works - here's why, and how to apply it.
guideEveryone Says It's Exciting, But Nothing's Happening
The disconnect between early excitement and actual sales is painful for deep tech founders. Here's why it happens — three critical disconnects — and how to bridge the gap between enthusiastic nods and signed contracts.
frameworkUnderstanding Customer Progress Drives Product Adoption
Most deep tech founders lead with technology instead of customer progress. The Jobs to Be Done framework — and its Four Forces of Progress — helps you position your product around what customers actually hire you to do.
frameworkHow to Identify Your Customers' Burning Needs
Successful products satisfy burning needs, not interesting ones. A practical method for discovering, validating, and communicating customer needs — using JTBD interviews, needs surveys, and a framework that aligns your whole team.