Speaker

Jaspreet Singh (Druva)

Traction

• Define customer
  • Marry the problem, not the solution just yet.
• Negative validation
  • You must have a unique view of the customer’s pain point
  • Have a list of hypothesis on what to build and use customers’ views on what not to build
• Clear value prop
  • Lack of messaging stems from lack of strategy
  • Define your messaging very clearly
  • Have patience, the buyers will come

Product-Market Fit

• Scientific mindset
  • Know clear hypothesis that you are trying to validate
  • What would you do
  • What would market do
  • What would customer do
  • Build a feedback mechanism to continuously test PMF
• Define market
  • PMF is different for different geographies, industries
  • Stick to your market, don't get distracted - focus on your core
• Define route to market
  • How do I reach my buyer in the most effective way?

Team and Culture

• Shared belief
  • Early stage founders should look for people, investors, advisors who share the same vision.
  • Get those early set of believers is fundamental.
• Let chaos happen
  • Don't hire unless the need arises
  • Then you will have a good problem statement as a job description
  • Define your problem statement,
• Prepare to be misunderstood
  • Fox vs Hedgehog: you have to be both (read more here)
  • Be prepared to fight short term obstacles while holding your long term belief