The main reason products fail is because they don’t meet customer needs in a way that is better than other alternatives.

Dan Olsen - The Lean Product Playbook

FOCUS

People think focus means saying yes to the thing you’ve got to focus on. But that’s not what it means at all. It means saying no to the hundred other good ideas that there are. You have to pick carefully. I’m actually as proud of the things we haven’t done as the things I have done. Innovation is saying no to 1000 things.

Steve Jobs

You need to pick up the phone and call the top five accounts on your sales pipeline. Ask them this question: if you give them your product today for free, are they prepared to install and use it across their department and company? If the answer is no, you have absolutely no customers on your forecast who will be prepared to buy from you in the next six months.

Steve Blank - The Four Steps to the Epiphany