The Physics of Startups with Rob Snyder Startups that Find Demand vs. 'Conjure' Demand
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Sep 12, 2025 Explore the critical distinction between Finding Demand and Conjuring Demand in startups. Dive into Rob's insights on why real market demand is essential for success, contrasting the tactics of companies like Clay and Drift. Learn how genuine customer interest should guide product development, rather than forcing a vision onto the market. Discover what investors should look for to identify authentic demand and the pitfalls of revenue metrics alone. Engage with practical advice for founders on how to align their strategies with real customer needs.
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Finding Versus Conjuring Demand
- Founders either “find” demand (customers pull product) or “conjure” demand (founder pushes vision onto market).
- The same supply tactics can hide whether demand is organic or manufactured, so sequence matters.
Check Sequence Before Copying Tactics
- Ask which came first: organic demand or crafted supply before copying tactics from successful startups.
- Prioritize talking to customers and proving a groundswell rather than mimicking flashy supply tactics.
Groundswells Start With One Person
- Demand aggregates from individual users doing a specific project into a groundswell across roles and companies.
- Tactics only scale sustainably when they match that aggregated, observable demand.
