Lenny's Podcast / episode intelligence
Speakers in the public record
Claim mix
Evidence policy
Every row below preserves an exact excerpt. Identified speakers are linked; unresolved voices are labeled and excluded from people counts.
Claim ledger
23 published records
01 / uncertainty
“I don't know if you're going to grow, I don't know if you're going to become a venture return, but I'm going to take you going out of business off the table.”
02 / belief
“After the chasm, they say, "I'm not sure about that, but we need what you have." So transitioning from, "We believe what you believe," which is how you sell to visionaries to, "We need what you have," which is how you sell to pragmatists.”
03 / belief
“I think in our world right now with digital transformation, most entrepreneurs are doing some software led play, which means you can work with a small team.”
04 / commitment
“Nobody is going to handle this problem with this kind of technology the way we will, and that's our claim of fame.”
05 / belief
“I think what I realized over time increasingly was this is a model that's really optimized for B2B markets, because it implies federated decision making around high risk buying decisions.”
06 / belief
“I thought it'd be fun to start with this question of just what frustrates you most about what people still don't get about the things that you teach, particularly Crossing the Chasm. You wrote that, I think, 33 years ago at this point.”
07 / commitment
“I think Uber and Airbnb is the best example of this in action where I would not ride in a random car, especially I think women were most like, "I will never get into a car, into an Uber.”
08 / belief
“I think that's such an important point that I think people don't quite always get that that reference, marques customer needs to be a pragmatist.”
09 / observation
“You're still the leader, because the ecosystem organized around you. But when you're little, the only way you can get an ecosystem to organize around you is to go after a segment where you're a big fish in that pond.”
10 / uncertainty
“Are there any examples of these compelling reasons to buy that come to mind that give people a sense of here's a really good compelling reason to buy? I don't know if it's a pitch.”
11 / belief
“First of all, you have this awesome bonfire analogy that I think might be useful to share.”
12 / belief
“You had this very public exchange with Martin Casado, he's a partner at Andreessen Horowitz. And just to summarize briefly, essentially he was arguing that I think some people believe once you've crossed the chasm, life's good.”
13 / belief
“Typically, my experience is you probably have worked with at least one company in the industry at some point along the line.”
14 / evaluation
“The tendency when you're in the chasm is, "I just need more customers. I should take any customer I could find," because we need revenue.”
15 / recommendation
“AuthKit's design is stunning out of the box, and you can also fully customize it to fit your app's brand. It's an effortless experience from your first user all the way to your largest enterprise customer.”
16 / evaluation
“The benefits of not raising and how most VC funded companies do not work out, and even though they do, you often don't make as much as you could if you tried it to bootstrap it.”
17 / prediction
“I'm glad you went there, because that's essentially the root of this Crossing the Chasm idea that people after the chasm, the pragmatists, wait for references and social proof, and they're waiting for someone to tell them, "This is worth using," versus visionaries right before the chasm.”
18 / recommendation
“The other case, you use your partners, because the partners who built the one use case will say, "Well, we got another segment that we work with.”
19 / evaluation
“Because they have a customer base that's loyal and they have a ecosystem of partners that bring them into new deals and they have established their CAC and LTV, and they've kind of figured out their operating model.”
20 / recommendation
“I think you need to talk to the economic buyer as opposed to the end user, because the end user will be saying, "Oh, yeah, you're right.”
21 / evaluation
“I don't know why everybody doesn't speak English, but apparently they don't. So they have to be same geography, same industry, because dentists do not talk to software designers, who don't talk to advertising people and in the same profession.”
22 / evaluation
“There's also often advice of don't work with big companies because they'll push you around, they'll take a long time, they'll force you to build a thing just for them and it won't apply to other people.”
23 / prediction
“" I don't know what it would be, but the point is Gen AI I think can be absorbed by the marketplace at multiple places.”