Full post on Rob's Substack: LINK (Post: "Force against the status quo")
Info on working with Rob: LINK
Rob has sharpened his theory on what exactly is demand for startups. Rob and RC dive into this, exploring how Demand behaves like a "Force against the status quo" - which has both magnitude (how much the customer wants change) and direction (what shape they want).
This theory builds on Rob's Demand, Supply and PULL frameworks - and is helpful especially for founders struggling with lukewarm demand, difficulty closing deals, mixed messages from customers, demos, outbound, etc.
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Rob's website: https://www.robsnyder.org
Rob's Substack: LINK
