Sam Hysell is a Partner at Known Unknowns, a company that helps organizations successfully innovate through customer understanding and principles of the lean startup model. He’s led workshops for hundreds of new product teams all of over the world, from startups to innovation teams at corporations like Capital One.
90% of solving the problem is realizing that it exists.
This is one of the wisest pieces of advice, handed down from my grandfather, to my father, to me. What’s funny is, as I’ve gotten neck-deep in the startup game, this advice rings true, now more than ever.
Way too many startups create technology in search of a problem. In other words, they come up with what they believe to be an awesome idea, and then reaffirm that it’s a great idea after investing countless hours into manifesting it. Once there’s finally something they feel that’s ready to be shown to customers, their prospect doesn’t light up the same way they do. In a sales meeting, the team spends their time trying to convince leads that they need this product.
This is all wrong.