Lenny Rachitsky: evaluation

Transcript context

…She's awesome. Amazing. And her last book, it actually has the opposite advice, but I think I know why, which is she focuses on later stage companies and her advice is the buyer. She has this really interesting insight that it's harder to buy software now than to sell it, because there's so much to consider and your job is on the line if you make a mistake. It's easier just to be like, forget it, I'm just going to go with what we have today. I don't want to put my ass on the line for buying this new thing that someone's trying. And so her advice is you actually have to educate the buyer on the market and here's what's happening. Here's where things are going, and here's why I think this is the future. But I think again, I think that's focusing on later stage stuff. A hundred percent. And you raised such a good point, Lenny, which is late stage sales and early stage sales are very, very different. And I think that's where a lot of early stage founders get tripped up as they're taking late stage sales advice, usually coming from an investor. Or they've maybe hired a salesperson that's focused on more mature sales. But I think she's spot on. Buying is just as hard, if not harder, than selling right now. Because who wants to make a mistake and also who wants to go through switching costs? Oh, it's so painful.…

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