The Physics of Startups Bend the world to fit demand
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Oct 3, 2025 In this enlightening discussion, Rob and RC delve into the nuances of supply and demand in the startup landscape. They explore the pitfalls of building products driven solely by vision, emphasizing the necessity of adapting supply to meet fixed buyer needs. Through engaging examples, like Pampers' innovative design, they illustrate how understanding customer pull can reshape product requirements. The conversation also highlights common startup mistakes and shares practical advice on recognizing genuine demand. Founders are encouraged to connect directly with users to better align their solutions.
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Demand Is The Fixed North Star
- Demand is fixed because people are already trying to accomplish things and hitting walls in their lives.
- Supply is variable and must be shaped to fit the specific, existing demands buyers exert.
Pivot From Workforce Tool To Re‑engagement
- Rob built a workforce management platform for two years and discovered customers actually needed help recruiting hourly workers.
- He pivoted to texting and emailing past applicants, a simple solution that customers preferred to his original product.
Do Weekly Customer Work To Find Pull
- Talk to five to ten potential customers a week or work alongside them to find where they get stuck.
- Use those repeated observations to identify unavoidable projects with bad options before building product.