Build an army of superfans by diligently serving one client at a time
Suitable if: the client knows what he needs, is not actively looking for a solution, and requires a comprehensive, detailed solution for a unique case.
Substack - Hamish (co-founder) knew that Bill Bishop (famous writer and blogger) wanted to subscribe to his publications, and the Substack team worked closely with him to create their product.
Vanta - Christina (co-founder) found out that the Segment team is not being given an SOC-2 audit (cybersecurity certification). She sent them the solution on her own initiative.
Check - the idea came to the team from the first client, Homebase, who wanted to create a payroll, but could not due to the complexity and cost of the process. Together they created the first version of the product.