Cool Technology vs. Solving a Real Problem

Telling the difference between someone who is excited about your product because it’s cool and new vs. someone who actually needs it to solve a real problem can be difficult.

Ask specific questions to understand if they have the problem, how big of a pain it is for them, and how valuable your solution is. Marty Cagan suggests the three questions.

  • Is [insert the problem it solves] an issue for you?
  • How are you dealing with this problem today?
  • How much time are you spending on solving it?
  • How much would you pay for our solution?