> And yet frame.io seems to be doing very well, it is popping up more and more places.
The key is knowing who your target customer is and solve for them [0]. Then, you are in a good place where you either fire ones who aren't [1] or change your solution (rather, start with a burning, hair-on-fire problem your target customer has, not solutions) [2].
Typically in a b2b setting, one starts out by addressing all needs (must-have) of their target customer as opposed to their wants (good-to-have). That is, other customers whose wants are NOT your target customers needs, you do not address them in the early stages of the product development [3]; and price / position [4] the product accordingly [5].
When changing the solution, figure out if there's another much bigger adjacent problem, that you weren't paying attention to [6], staring you down [7].
The key is knowing who your target customer is and solve for them [0]. Then, you are in a good place where you either fire ones who aren't [1] or change your solution (rather, start with a burning, hair-on-fire problem your target customer has, not solutions) [2].
Typically in a b2b setting, one starts out by addressing all needs (must-have) of their target customer as opposed to their wants (good-to-have). That is, other customers whose wants are NOT your target customers needs, you do not address them in the early stages of the product development [3]; and price / position [4] the product accordingly [5].
When changing the solution, figure out if there's another much bigger adjacent problem, that you weren't paying attention to [6], staring you down [7].
[0] https://hbr.org/2016/09/know-your-customers-jobs-to-be-done
[1] https://www.michaelseibel.com/blog/users-you-don-t-want
[2] https://www.ycombinator.com/library/8g-how-to-get-startup-id...
[3] https://apenwarr.ca/log/20211024
[4] https://hackernoon.com/obviously-awesome-a-product-positioni...
[5] https://en.wikipedia.org/wiki/Marketing_mix#Lauterborn's_4_C...
[6] http://paulgraham.com/schlep.html
[7] https://tomblomfield.com/post/33506878578/making-something-p...