The Physics of Startups with Rob Snyder Nobody "wants" AI (and other lessons from Henry Ford)
Dec 12, 2025
The discussion dives deep into the relationship between supply and demand in AI startups, countering the hype around instant growth. It tackles the misconception that buyers want AI itself; instead, they seek outcomes that AI can provide. Historical insights from Henry Ford challenge entrepreneurs to focus on real customer needs. Key case studies highlight how AI meets existing demands, such as easing tedious workflows. Practical advice centers on understanding customer signals through calendars, ensuring solutions align with genuine buyer problems.
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Demand Is Not Demand For Technology
- Demand is supply-agnostic: buyers want to accomplish tasks, not specific technologies.
- Confusing supply (AI) with demand causes founders to misread why products take off.
Start With Customers' To-Do Lists
- Observe customers doing tasks to infer their real to-do lists rather than asking them if they want your new category.
- Design supply that fits unmet tasks better than existing options and buyers will adopt it.
AI Is A Means, Not The End
- AI is a supply technology, not an end customers want.
- Its value lies in enabling better or previously impossible ways to satisfy existing demand.