This One Formula Will Help You Achieve Product/Market Fit

Adi Shmorak
2 min read3 days ago

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The formula ๐—œ๐—–๐—ฃ + ๐—ฉ๐—ฃ + ๐—–๐—ง๐—” = ๐—˜๐—ซ๐—ฃ.๐—ฉ1 outlines your startupโ€™s first steps toward achieving Product/Market Fit, which isโ€ฆ

โ€œthe only thing that matters.โ€
- Marc Andreessen

Once you understand it (hopefully by the end of this article), youโ€™ll have the most critical tool for building your P/MF strategy.

Iโ€™d love to hear your thoughts in the comments (or feel free to DM me).

Letโ€™s break ๐—œ๐—–๐—ฃ + ๐—ฉ๐—ฃ + ๐—–๐—ง๐—” = ๐—˜๐—ซ๐—ฃ.๐—ฉ1 down:

๐—œ๐—–๐—ฃ = ๐—œ๐—ฑ๐—ฒ๐—ฎ๐—น ๐—–๐˜‚๐˜€๐˜๐—ผ๐—บ๐—ฒ๐—ฟ ๐—ฃ๐—ฟ๐—ผ๐—ณ๐—ถ๐—น๐—ฒ

This is your ideal customer profile, essentially the customer youโ€™ll find easiest to acquire. Why is this important? You can only truly discover this with hypotheses, experiments, and conclusions.

๐—ฉ๐—ฃ = ๐—ฉ๐—ฎ๐—น๐˜‚๐—ฒ ๐—ฃ๐—ฟ๐—ผ๐—ฝ๐—ผ๐˜€๐—ถ๐˜๐—ถ๐—ผ๐—ป

In other words, the value proposition. What can you offer this ideal customer that they canโ€™t refuse or at least have to listen to?

Hint:
Itโ€™s not about you;
itโ€™s about the customer,
their problem,
and their sought-after, desirable future.

If your proposition discusses how great you are or how amazing your tech is, prepare for low conversions.
If it shows the impact on your ideal customerโ€™s life, thatโ€™s an exciting experiment!

๐—–๐—ง๐—” = ๐—–๐—ฎ๐—น๐—น ๐˜๐—ผ ๐—”๐—ฐ๐˜๐—ถ๐—ผ๐—ป

A call to action is how you can say if your proposition truly interests the ideal customer. It can be anything, like:

  • signing up for a newsletter
  • attending a webinar
  • joining a waiting list
  • scheduling a sales call
  • VIP onboarding
  • Anything else that brings the customer closer to you.

๐—˜๐—ซ๐—ฃ.๐—ฉ1 = ๐—˜๐˜…๐—ฝ๐—ฒ๐—ฟ๐—ถ๐—บ๐—ฒ๐—ป๐˜ ๐—ฉ๐—ฒ๐—ฟ๐˜€๐—ถ๐—ผ๐—ป 1

I made this part up so the formula looks good, but it has a meaning.
Experiment Version 1 is the first experiment you conduct with the market. It simultaneously tests both your ICP and value proposition hypotheses.

Thatโ€™s it!
Things get easier once you understand (and validate) who your ideal customer is and why they should care about you. Youโ€™ll figure out

  • The scope of your MVP
  • Your Go-To-Markert Strategy
  • Your CAC baseline
  • Your sales pitch and playbook
  • scheduling a sales call
  • Youโ€™ll even get leads and maybe even early customers.

Now, this might seem very tactical, and yes, experiments are very tactical, but as Sun Tzu said in โ€œThe Art of War,โ€ โ€œStrategy without tactics is the slowest route to victory.โ€

He continued, โ€œTactics without strategy is the noise before defeat.โ€

So, whats your P/MF Strategy? Need a hand?

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Adi Shmorak

I'm A Product/Market Fit Detective. Like Sherlock Holmes, I employ Backward Thinking to solve P/MF. Get my guide at Https://adidacta.gumroad.com/l/4steps2pmf/