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5 questions to ask when your product stops growing | Jason Cohen (2x unicorn founder)

25 Jan 2026 22 published claims 2 attributable people
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Speakers in the public record

Jason CohenLenny Rachitsky

Claim mix

belief 8evaluation 4uncertainty 3prediction 3preference 2recommendation 1observation 1

Evidence policy

Every row below preserves an exact excerpt. Identified speakers are linked; unresolved voices are labeled and excluded from people counts.

Claim ledger

The useful parts, with receipts.

22 published records

01 / recommendation

Recommends On Writing Well. Recommends Crossing the Chasm.

“For writing, On Writing Well by William Zinsser. I know I'm not the only one, but that's the point. On my best day, I write like that. And then for product, I actually like Crossing the Chasm, which of course everyone's heard of, but what I find is no one's read it, so that you know the little picture, and you think you know what the chasm is, what I find is very quickly I realize, "Oh, you haven't read the book. You saw a blog post." And there's so much good stuff in there, how to define a market and really what to do with this model. It's fantastic. So I highly recommend reading the book.”
Speaker
Jason Cohen
Publisher
Lenny's Podcast

04 / belief

I would say, "Oh look, it's tied into pricing because their behavior," but the main thing is you want it to where the customer themselves would agree when they pay more, that they are getting more value.

“I would say, "Oh look, it's tied into pricing because their behavior," but the main thing is you want it to where the customer themselves would agree when they pay more, that they are getting more value.”
Speaker
Jason Cohen
Publisher
Lenny's Podcast

06 / belief

None of this proves you should change your market, but when you say there's nothing we can do about it, you are closing the door on these things that might be the right thing. And very often, as I think probably a lot of people here on this listening to this know, the market segment you pick has a lot to do with your retention rate because everyone acts differently.

“None of this proves you should change your market, but when you say there's nothing we can do about it, you are closing the door on these things that might be the right thing. And very often, as I think probably a lot of people here on this listening to this know, the market segment you pick has a lot to do with your retention rate because everyone acts differently.”
Speaker
Jason Cohen
Publisher
Lenny's Podcast

08 / observation

The reason is that pricing selects the market. So if you only think of the market as people with very limited budgets, barely can do anything, not getting much value out of it, then it is true that if you raise prices, you'll get fewer of them, because they were never getting that much value out of it anyway.

“The reason is that pricing selects the market. So if you only think of the market as people with very limited budgets, barely can do anything, not getting much value out of it, then it is true that if you raise prices, you'll get fewer of them, because they were never getting that much value out of it anyway.”
Speaker
Jason Cohen
Publisher
Lenny's Podcast

09 / belief

I think if you tried to find a common thread throughout all this stuff about growth, it comes back to the customer getting value. And I know we already talked about that, but I think if there could be one thing where it would help solve kind of all of it, it would be that they really are getting value.

“I think if you tried to find a common thread throughout all this stuff about growth, it comes back to the customer getting value. And I know we already talked about that, but I think if there could be one thing where it would help solve kind of all of it, it would be that they really are getting value.”
Speaker
Jason Cohen
Publisher
Lenny's Podcast

11 / belief

I think what's also interesting is some of your advice is the value, you may be picking the wrong customer, the wrong market, you may be positioning it wrong.

“I think what's also interesting is some of your advice is the value, you may be picking the wrong customer, the wrong market, you may be positioning it wrong.”
Speaker
Lenny Rachitsky
Publisher
Lenny's Podcast

13 / prediction

In other words, if I shifted 10% at the front, which maybe I could do, I can't be dramatic but maybe a little, then in the output, I might be able to increase it by 20, 30%. So that's a huge change, and so the SaaS equivalent is, as we all know, if they leave early, not only is it bad but it's super unprofitable, because you spend all this money to acquire them and then they never stayed around long enough to pay it back, much less to be profitable.

“In other words, if I shifted 10% at the front, which maybe I could do, I can't be dramatic but maybe a little, then in the output, I might be able to increase it by 20, 30%. So that's a huge change, and so the SaaS equivalent is, as we all know, if they leave early, not only is it bad but it's super unprofitable, because you spend all this money to acquire them and then they never stayed around long enough to pay it back, much less to be profitable.”
Speaker
Jason Cohen
Publisher
Lenny's Podcast

14 / prediction

You pick the best one, and then you go on, and you find another one, and pick the best one. And then a year later you look back and you should be like 50 or a hundred percent better because you've stacked these things, and you look back, and like nothing's different.

“You pick the best one, and then you go on, and you find another one, and pick the best one. And then a year later you look back and you should be like 50 or a hundred percent better because you've stacked these things, and you look back, and like nothing's different.”
Speaker
Jason Cohen
Publisher
Lenny's Podcast

17 / evaluation

" So I guess I would just say briefly, probability is not going to work for these decisions. So that doesn't say what is right, but it's not that, which is nice, because you could put those tools down.

“" So I guess I would just say briefly, probability is not going to work for these decisions. So that doesn't say what is right, but it's not that, which is nice, because you could put those tools down.”
Speaker
Jason Cohen
Publisher
Lenny's Podcast

18 / preference

I always used to tell people the key to being successful writing stuff online and just content in general is quality and consistency, but I've just more and more realized quality is actually the only thing that matters and the consistency doesn't matter.

“I always used to tell people the key to being successful writing stuff online and just content in general is quality and consistency, but I've just more and more realized quality is actually the only thing that matters and the consistency doesn't matter.”
Speaker
Lenny Rachitsky
Publisher
Lenny's Podcast

19 / preference

" So it's always been true that you should be regular. And I never was because my attitude was always, I will only put out stuff if it's the best that I can do.

“" So it's always been true that you should be regular. And I never was because my attitude was always, I will only put out stuff if it's the best that I can do.”
Speaker
Jason Cohen
Publisher
Lenny's Podcast

21 / evaluation

I've been saying number of customers just to keep it simple because I think when you look at it and say, "Wow, we will never have more than 2,000 customers.

“I've been saying number of customers just to keep it simple because I think when you look at it and say, "Wow, we will never have more than 2,000 customers.”
Speaker
Jason Cohen
Publisher
Lenny's Podcast

22 / prediction

In that case, it was true, if they're not growing, they're dying, literally. So again, I don't mean to overstate this, and I certainly don't mean to claim that there's some answer that's right for everybody, of course, but surely this is the right kind of question.

“In that case, it was true, if they're not growing, they're dying, literally. So again, I don't mean to overstate this, and I certainly don't mean to claim that there's some answer that's right for everybody, of course, but surely this is the right kind of question.”
Speaker
Jason Cohen
Publisher
Lenny's Podcast
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