Drive Broad Conversations. Zoom on Strong Signals

Entrepreneurs often miss important learnings by spending time on trivial details when they interview customers.

Understand the big picture before prematurely digging into the details. Interviewees will answer your questions even if the problem is not important to them.

Bad conversation

Me: Is building secure applications a priority?

Developer: Yes. I want to write secure code and deploy secure containers.

Me: How do you securely deploy your containers

Developer: I do …..

We wasted in that conversation an opportunity to understand their motivations and prematurely got into the implementation details.

Good conversation

Me: Is building secure applications a priority?

Developer: Yes. I want to write secure code and deploy secure containers.

Me: Why do you care about building secure applications?

Developer: We have a KPI tracking discovered vulnerabilities

We kept asking general questions until we got a strong signal about their KPIs tracking the application's security. We can now dig into the details of their KPIs.