7 beliefs I've tested and still hold
These aren't theories. They're patterns that showed up across four companies, multiple pivots, and one product that never launched.
1. AI products fail on adoption, not accuracyMost AI products die because they're solving the wrong problem beautifully. Teams don't care if your model is 95% accurate. They care if it saves them time right now.Expand
Test
FastDoc. Early versions tried to generate perfect docs. They flopped. The version that worked was 80% accurate but 10x faster.
Principle
Optimize for time-to-value, not algorithmic perfection.
2. Strategy is just validated bettingGood strategy isn't about being right. It's about making bets you can test quickly and changing course when the data tells you to.Expand
Test
Protexxa pivot. We bet on enterprise over B2C because the unit economics were 10x better. First deal validated the bet in 8 weeks.
Principle
Make falsifiable bets. If you can't prove yourself wrong fast, you're not being strategic. You're being stubborn.
3. Pivots aren't about features, they're about business modelsAdding enterprise features to a B2C product doesn't make it enterprise. Changing your sales motion, pricing, and product philosophy does.Expand
Test
Protexxa. We didn't just build RBAC. We changed from self-serve to sales-led, per-seat to org-based pricing, and consumer simplicity to IT-grade control.
Principle
If you're pivoting, change the business, not just the product.
4. Onboarding is a retention lever, not just an activation metricTeams that complete good onboarding have 2x better retention at 90 days. Most companies treat onboarding as a checklist, not a retention strategy.Expand
Test
Tempo. We cut onboarding steps by 40% and added contextual guidance. Trial-to-paid conversion jumped 18%.
Principle
The first 10 minutes shape the next 10 months. Invest accordingly.
5. Mature products need evolution, not revolutionWhen you have product-market fit, don't chase shiny new things. Double down on removing friction from what's already working.Expand
Test
Tempo's ML-driven time tracking. We layered intelligence on top of existing workflows instead of rebuilding from scratch. NPS went from 38 to 52.
Principle
Innovation in mature products means reducing friction, not adding features.
6. The boring stuff is where enterprises payRBAC, audit trails, forecasting models, compliance exports. These aren't sexy, but they're what makes products sellable to large organizations.Expand
Test
Protexxa. The features that closed enterprise deals weren't the AI insights. They were the audit trails and SSO integration.
Principle
Consumer products sell on delight. Enterprise products sell on control and auditability.
7. If everyone agrees, you're not thinking hard enoughConsensus-driven product development leads to mediocrity. The best decisions feel risky because they require trade-offs.Expand
Test
FastDoc. We said no to complex AI features that would've impressed engineers but confused users. Shipped simpler, faster.
Principle
Good product strategy requires saying no loudly enough that people believe you mean it.
Ready to apply these principles with me?
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