Massive markets and grand visions are great things for a company to have, but the problem with focusing too much on things like market size, macro data, trends, etc. is that they’re not able to pay for stuff Customers pay for stuff.
Tackling a massive market or capitalizing on a new frontier starts with getting the first customers. If your product isn’t solving a problem or delivering value to a given customer base, TODAY, you’re not going to get very far in the short-term. If you can’t find 10 people to use your product, you can’t find 100, and certainly not 100 million.
When listening to a pitch, one of the first questions I ask is “how many customers do you have and how much have they paid you?” Then I start thinking about the size of the opportunity.
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