[louischatriot]

Very interesting read. What I would add to this framework is the often overlooked "solving one big problem" vs "solving lots of small problems". Most startups try to solve lots of problems, which can be seen by the number of features being developped. This is understandable: in the early days, you keep thinking that "if we had feature X, we would close customer A" and keep on adding more and more features.

In general this doesn't work, because small problems are something we can live with. It's way better to solve one big problem, the one the customer is losing sleep over.

At Local Motion, we noticed that the big customers we closed fast were always companies with one very big problem we could solve (e.g. "my cars are getting stolen") vs lots of small problems (e.g. "software tool for maintenance" + "data reports" + "graphs" + xxx)