How might we... build better by testing assumptions with customers
Field notes from How This Works co. on customer discovery, bullseye customers, and product-market fit
sales
+9
Sep 23, 2026
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3 min read
Your discovery calls have a revenue problem
Over 30 founders asked me two different questions over the last month, underneath both was the same one, How do I find paying customers?
startups
+8
Jun 19, 2026
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3 min read
Where do customer conversations come from?
The most consequential decision in the whole process of building a startup — and the one most founders treat like an ops problem
startups
+6
Jun 1, 2026
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3 min read
The questions that inform the Bullseye Customer one-liner
Filling in the blanks is the easy part
facilitation
+10
May 21, 2026
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3 min read
How to build a Bullseye Customer one-liner
The difference between a customer you describe generally and one you can actually find, breaking down the one-liner itself
