So the input goals help you fall in love with the process which should get you closer to realizing your vision. All you have is a process to get the data & information. You don’t know who your customers are or could be, you have no product. But BHAGs (Big Hairy Audacious Goals) don’t make sense as they are random and you literally do not know anything. Of course, you should have a vision of where you are going and what you want to build. Most scale up or big companies use Output goals because in theory, the business model, sales process & product is fully baked and working already. So for example, you may discover that for every 100 sales calls you make, you close 1 customer.
#KEEP IT SIMPLE STUPID MICHAEL SCOTT DRIVERS#
This is where you discover what the key drivers are of your business. You will get to a point where you will have both input and output goals. You then develop the Output goal over time with more data, feedback and information. In early stage startups, in most cases, you are better off with input goals. An output goal is Revenue or user numbers (ie. Input goals are things like the number of sales calls, customer interviews or product pushes. To do this, it is better to focus on Input goals prior to PMF not Output Goals. Then you might be ready to grow.Īs the excellent & underrated startup book title states: “Nail It, Then Scale It.” Once you figure the basics like customer segmentation, the AARRR (Acquisition, Activation, Retention, Revenue & Referral) user funnel, Core atomic units of valuel & Unit Economics, A working product with good UX. All this is the foundation for growing and getting to Product Market Fit. You literally have to do hundreds of customer interviews, you will spend hours going through quantitative data and user funnels. Customer development to get to the critical Product-Market-Fit is hard. This requires incredible focus and discipline. I’ve said it before in a previous post, you earn the right to grow your startup (). But the acme of business & communications is about simplifying. Also a problem with very smart people, you want to make things complicated because that is what you think you are supposed to do. Or worse, some Venture Capitalist’s random idea of the moment. It’s also very easy to get Shiny Object Syndrome in the startup world, hearing about what some other in the present spotlight founder is talking about. But founders, like most smart people in the world, tend to put Cart Before Horse. I argue for early stage startups, it’s about doing boring basics really well. This is the foundation for the more complicated and advanced things. “Slow is Smooth, Smooth is fast.” It’s about doing these right and well, to be seared into muscle memory. Single shot, Double taps, Box Drills: 2 Double taps & 2 head shots. What we ended up practicing was a lot of basic shooting drills.
I incorrectly expected to be doing the whiz bang John Wick style of shooting.
It reminds me of when I went to take shooting classes with ex-Special forces folks. Nothing wrong with this but it is weird to discuss this when they don’t even know who their ideal customers are or even have a working product. One of the most common occurrences is we talk about scaling their business. I obviously speak to many startup founders on a regular basis.
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