First-time founders are obsessed with product Second-time founders are obsessed with distribution An important reminder from Rory Sutherland

Credit to @justinkan for coining this phrase.

Here's my full conversation with @rorysutherland

@rorysutherland In an era of presumed execution, every business distills down to a marketing problem

@rorysutherland Distribution & Marketing - the promise Magical Product - the follow through Whether your first time or second time, need to be obsessed with both.

@rorysutherland Agree 100%. Probably the best advice I got from an advisor at my first startup: “Stop working on the product, it’s already good. Solve for distribution”

@rorysutherland Third time founders are obsessed with scale

Rory is a legend & a good story teller. Steve Blank says it really well, if solving a technology problem (ex: cancer cure) focus should be on product aka discovery whereas if solving for market problem focus should be on distribution. For anything post PMF, it’s all about distribution.

@rorysutherland Very nice editing style.

@rorysutherland Interesting! Thanks.

@rorysutherland Very true. It's a gut punch when you make a great product that (a) doesn't get enough customers and/or (b) is really hard to get in front of target consumers.