Alle afleveringen
68 afleveringen, van nieuw naar oud
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Customer Success (the "bullet train to retention")
31 oktober 2025 · 54 min
Rob and RC focus on the "post-sell" part of PMF in this convo - customer success and retention. They discuss Rob's thinking on how to define success, what to focus on, and why so many founders are focused on the wrong metrics or doing customer success wrong ("Throwing the product over the wall"). Lees meer
They also discuss goblin mode, and practical steps for founders who want to improve customer success and retention.
Post: Retention is the hard part
Links
Rob's Substack: The Physics of Startups
AI Rob waitlist: https://robsnyder.org/ai-rob
Work with Rob 1:1: https://www.robsnyder.org
Get The Power of PULL: Amazon (https://amzn.to/48KC1yv), Barnes & Noble: (https://bit.ly/4dyMTSv)
Connect with Rob on LinkedIn: https://www.linkedin.com/in/rsnyder1/
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The Divine Lever (What pulls you? A new concept)
24 oktober 2025 · 51 min
Rob and RC explore one of Rob's newest ideas - "The Divine Lever" - with its dual elements of "a causal lever" and "divine / objectively good." They discuss how these elements interact, why they interact in a way that creates valuable businesses, and how to think about each in the context of your startup. Lees meer
Post: The divine lever
Links
Rob's Substack: The Physics of Startups
AI Rob waitlist: https://robsnyder.org/ai-rob
Work with Rob 1:1: https://www.robsnyder.org
Get The Power of PULL: Amazon (https://amzn.to/48KC1yv), Barnes & Noble: (https://bit.ly/4dyMTSv)
Connect with Rob on LinkedIn: https://www.linkedin.com/in/rsnyder1/
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The Demand Audit
17 oktober 2025 · 54 min
Rob and RC dig into what you should do when you have lukewarm demand or something isn't working quite like it should and you aren't sure why. Includes pragmatic discussion of how to do a Demand Audit, and the difference between several "Demand problems" and "Execution problems" (the tl;dr - your problem might not be that you don't have Demand). Lees meer
Post: Do you have a demand problem?
Links
Rob's Substack: The Physics of Startups
AI Rob waitlist: https://robsnyder.org/ai-rob
Work with Rob 1:1: https://www.robsnyder.org
Get The Power of PULL: Amazon (https://amzn.to/48KC1yv), Barnes & Noble: (https://bit.ly/4dyMTSv)
Connect with Rob on LinkedIn: https://www.linkedin.com/in/rsnyder1/
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Demand: Force against the status quo
10 oktober 2025 · 49 min
Rob has sharpened his theory on what exactly is demand for startups. Rob and RC dive into this, exploring how Demand behaves like a "Force against the status quo" - which has both magnitude (how much the customer wants change) and direction (what shape they want). Lees meer
This theory builds on Rob's Demand, Supply and PULL frameworks - and is helpful especially for founders struggling with lukewarm demand, difficulty closing deals, mixed messages from customers, demos, outbound, etc.
Post: Force against the status quo
Links
Rob's Substack: The Physics of Startups
AI Rob waitlist: https://robsnyder.org/ai-rob
Work with Rob 1:1: https://www.robsnyder.org
Get The Power of PULL: Amazon (https://amzn.to/48KC1yv), Barnes & Noble: (https://bit.ly/4dyMTSv)
Connect with Rob on LinkedIn: https://www.linkedin.com/in/rsnyder1/
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Bend the world to fit demand
3 oktober 2025 · 44 min
*Kind of hilarious retraction*: Rob's wife let him know they use Huggies, not Pampers. Lees meer
Rob and RC dive into the concept of Supply today (mostly "product" focused), specifically taking the approach of where does supply originate? The conversation goes into how supply should take shape, how to understand demand before developing supply, what to do if you already have supply that you're trying to sell, and, of course, Pampers diapers.
Post: Bend the world to fit demand
Links
Rob's Substack: The Physics of Startups
AI Rob waitlist: https://robsnyder.org/ai-rob
Work with Rob 1:1: https://www.robsnyder.org
Get The Power of PULL: Amazon (https://amzn.to/48KC1yv), Barnes & Noble: (https://bit.ly/4dyMTSv)
Connect with Rob on LinkedIn: https://www.linkedin.com/in/rsnyder1/
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What's your founder operating philosophy?
26 september 2025 · 47 min
Rob and RC jump into the concept of the "Founder Operating Philosophy" - discussing different types of operating philosophies, what different operating philosophies lead to, and ways to diagnose what your operating philosophy. Also discuss how to develop a "Demand-oriented" operating philosophy. Lees meer
The second part of the convo is about Rob's "Unifying Theory of Startups" - Rob's developing thesis of what a startup is and how it works. He's open-sourced this theory, and recommend visitng the newsletter and Miro to check it out.
Post: What is your operating philosophy?
Rob's "Unifying Theory of Startups" Miro board: LINK
Links
Rob's Substack: The Physics of Startups
AI Rob waitlist: https://robsnyder.org/ai-rob
Work with Rob 1:1: https://www.robsnyder.org
Get The Power of PULL: Amazon (https://amzn.to/48KC1yv), Barnes & Noble: (https://bit.ly/4dyMTSv)
Connect with Rob on LinkedIn: https://www.linkedin.com/in/rsnyder1/
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Pipeline: Getting to 5-10 calls / week
19 september 2025 · 51 min
Rob and RC dive into one of Rob's least favorite, but most in-demand topics: pipeline. Conversation covers how to get to 5-10 calls per week even before you have a product, how to craft outbound that people don't hate, and when to convert to a 'toll-booth' approach. Lees meer
Post: Pipeline mega-post
Links
Rob's Substack: The Physics of Startups
AI Rob waitlist: https://robsnyder.org/ai-rob
Work with Rob 1:1: https://www.robsnyder.org
Get The Power of PULL: Amazon (https://amzn.to/48KC1yv), Barnes & Noble: (https://bit.ly/4dyMTSv)
Connect with Rob on LinkedIn: https://www.linkedin.com/in/rsnyder1/
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Startups that Find Demand vs. 'Conjure' Demand
12 september 2025 · 42 min
Rob digs into the difference between Conjuring demand (where a founder has an idea of how the world should work) vs. Finding demand (where buyers are trying to accomplish something and pull products that help them solve that). Lees meer
He touches his perspective on startups like Clay and Drift, and how he takes a "Demand"-based perspective to think about startups from outside-in (or in pitch decks).
Post: Finding vs. Conjuring demand
Links
Rob's Substack: The Physics of Startups
AI Rob waitlist: https://robsnyder.org/ai-rob
Work with Rob 1:1: https://www.robsnyder.org
Get The Power of PULL: Amazon (https://amzn.to/48KC1yv), Barnes & Noble: (https://bit.ly/4dyMTSv)
Connect with Rob on LinkedIn: https://www.linkedin.com/in/rsnyder1/
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How to build the 'right' product
5 september 2025 · 45 min
Basecamp video (highly recommend) - LINK Lees meer
Rob and RC dig into feature requests to better understand the distinction between Supply and Demand, including how supply masquerades as demand in customer feature requests, using a fantastic video from Basecamp leaders Ryan and Chris. This discussion covers topics including:
- How to know if a customer is talking about Supply and Demand
- How to get the right insights from customers to develop the right supply for their demand
- Building organizations that incorporate Supply and Demand thinking
- Applying this thinking in other parts of the startup journey (including sales)
Post: How to build the "right" product
Links
Rob's Substack: The Physics of Startups
AI Rob waitlist: https://robsnyder.org/ai-rob
Work with Rob 1:1: https://www.robsnyder.org
Get The Power of PULL: Amazon (https://amzn.to/48KC1yv), Barnes & Noble: (https://bit.ly/4dyMTSv)
Connect with Rob on LinkedIn: https://www.linkedin.com/in/rsnyder1/
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The step-by-step sales process for founders
29 augustus 2025 · 38 min
This week, RC and Rob continue last week's conversation about sales and the difference between a BUYER-PULL and SELLER-PUSH approach, including breaking down each step of the sales process and what the ideal "Buyer-Pull" approach looks like at: Lees meer
Pipeline --> Call 1 --> Call 2 to close --> Customer onboarding and success.
Post: The physics of sales, pt 2
Previous post: The Physics of Sales
Links
Rob's Substack: The Physics of Startups
AI Rob waitlist: https://robsnyder.org/ai-rob
Work with Rob 1:1: https://www.robsnyder.org
Get The Power of PULL: Amazon (https://amzn.to/48KC1yv), Barnes & Noble: (https://bit.ly/4dyMTSv)
Connect with Rob on LinkedIn: https://www.linkedin.com/in/rsnyder1/
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The physics of startup sales
22 augustus 2025 · 44 min
Rob and RC explore the fundamental differences between the "seller-push" approach to sales and the "buyer-pull" approach. They discuss the common misconceptions surrounding sales strategies, and debunk the nonsense that exists out there with sales hacks and approaches that pretend to be able to "create" demand where there is none. Lees meer
The dialogue highlights practical advice for founders on how to align their products with actual customer demand, improve sales conversations, and navigate competitive environments effectively. The conversation includes steps that founders can take today to move toward a "buyer-pull" mentality in sales.
Post: The Physics of Sales
Links
Rob's Substack: The Physics of Startups
AI Rob waitlist: https://robsnyder.org/ai-rob
Work with Rob 1:1: https://www.robsnyder.org
Get The Power of PULL: Amazon (https://amzn.to/48KC1yv), Barnes & Noble: (https://bit.ly/4dyMTSv)
Connect with Rob on LinkedIn: https://www.linkedin.com/in/rsnyder1/
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'Weird if it didn't work'
15 augustus 2025 · 35 min
Link to blog post "Could work vs. Weird if it didn't work": LINK Lees meer
Rob and RC dive into the difference between a 'could work' mindset and a 'would be weird if it didn't work' approach. We touch practical applications of this concept in new product development, approach to sales, approach to outbound, hiring and communicating with investors.
Post: "Could work" vs. "Weird if it didn't work"
Links
Rob's Substack: The Physics of Startups
AI Rob waitlist: https://robsnyder.org/ai-rob
Work with Rob 1:1: https://www.robsnyder.org
Get The Power of PULL: Amazon (https://amzn.to/48KC1yv), Barnes & Noble: (https://bit.ly/4dyMTSv)
Connect with Rob on LinkedIn: https://www.linkedin.com/in/rsnyder1/
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How to figure out 0-1 sales
8 augustus 2025 · 46 min
Link to blog post: https://bit.ly/3Hn3rPZ Lees meer
Rob Snyder discusses the 4 parts to a "Sales Sprint", including how to execute each element (PULL hypothesis, schedule 5 sales calls, execute 5 sales calls, and analyze and refine hypothesis).
Convo includes examples of how this works "in real life" and what the goals of each step are and tactics you can apply.If you'd like to do a sales sprint supported by Rob, visit www.robsnyder.org for more info and to book 15 min to discuss w/ Rob.
Post: How to figure out 0-1 sales
Links
Rob's Substack: The Physics of Startups
AI Rob waitlist: https://robsnyder.org/ai-rob
Work with Rob 1:1: https://www.robsnyder.org
Get The Power of PULL: Amazon (https://amzn.to/48KC1yv), Barnes & Noble: (https://bit.ly/4dyMTSv)
Connect with Rob on LinkedIn: https://www.linkedin.com/in/rsnyder1/
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The art of finding startup ideas that work
1 augustus 2025 · 54 min
Rob dives into the complexities of startup fundamentals, exploring how founders can effectively identify demand, navigate the startup landscape, and utilize frameworks like the pull framework to ensure their products meet real customer needs. Lees meer
They discuss the importance of understanding where ideas come from, the role of design partners, and practical steps for founders to validate their hypotheses and achieve customer retention. The dialogue emphasizes the need for founders to engage directly with their target market to uncover genuine demand and avoid common pitfalls in the startup journey.
Post: Where to find ideas
Links
Rob's Substack: The Physics of Startups
AI Rob waitlist: https://robsnyder.org/ai-rob
Work with Rob 1:1: https://www.robsnyder.org
Get The Power of PULL: Amazon (https://amzn.to/48KC1yv), Barnes & Noble: (https://bit.ly/4dyMTSv)
Connect with Rob on LinkedIn: https://www.linkedin.com/in/rsnyder1/
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The Hard Thing about Simple Things
25 juli 2025 · 33 min
Getting to PMF is hard, but it doesn't have to be complex. Rob and RC discuss the 3 simple steps that founders should be taking to find PMF, and why most founders go to extraordinary lengths to avoid doing these things and, as a result, waste valuable time and resources. Lees meer
Starting Strength weightlifting clilp: https://www.youtube.com/watch?v=aI6qDCYvleM
Post: The hard thing about simple things
Links
Rob's Substack: The Physics of Startups
AI Rob waitlist: https://robsnyder.org/ai-rob
Work with Rob 1:1: https://www.robsnyder.org
Get The Power of PULL: Amazon (https://amzn.to/48KC1yv), Barnes & Noble: (https://bit.ly/4dyMTSv)
Connect with Rob on LinkedIn: https://www.linkedin.com/in/rsnyder1/
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Fix your GTM with Toll Booths (and Samurai Swords)
24 juli 2025 · 38 min
Blog post - "The toll booth" - https://bit.ly/44xHBCn Lees meer
In this conversation, Rob Snyder and RC delve into the concept of 'toll booths' in the context of go-to-market strategies for startups. They discuss how to effectively generate demand and engage potential customers by understanding their needs and timing. The discussion includes practical examples, such as the samurai sword approach to capturing attention and the success of Datadog's conference strategy.
Post: The toll booth
Links
Rob's Substack: The Physics of Startups
AI Rob waitlist: https://robsnyder.org/ai-rob
Work with Rob 1:1: https://www.robsnyder.org
Get The Power of PULL: Amazon (https://amzn.to/48KC1yv), Barnes & Noble: (https://bit.ly/4dyMTSv)
Connect with Rob on LinkedIn: https://www.linkedin.com/in/rsnyder1/
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The path to PMF demystified (finally)
24 juli 2025 · 55 min
Rob's Substack Lees meer
Rob Snyder discusses how startups find product-market fit (PMF) , including the *case study* and the *factory*, which are essential for identifying customer demand and navigating the sales and delivery process. The discussion covers the complexities of the startup journey, the significance of demand, and the need for founders to focus on solving bottlenecks in their sales and delivery processes.
- PMF has historically been poorly defined, but it's possible to demystify.
- Founders need to focus on sales earlier in their journey.
- Identifying bottlenecks in the sales process is crucial for success.
- Demand is a key indicator of product viability.
- Achieving PMF is really freaking hard. "Nothing works until everything works."
- Founders should be prepared to iterate on their strategies.
Post: Deep Dive: The path to PMF
Links
Rob's Substack: The Physics of Startups
AI Rob waitlist: https://robsnyder.org/ai-rob
Work with Rob 1:1: https://www.robsnyder.org
Get The Power of PULL: Amazon (https://amzn.to/48KC1yv), Barnes & Noble: (https://bit.ly/4dyMTSv)
Connect with Rob on LinkedIn: https://www.linkedin.com/in/rsnyder1/
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The Startup Landscape: Waves, Dams, and Rivers
24 juli 2025 · 30 min
Rob and RC explore how individual demand scales into market momentum ("demand aggregation"), and introduce a startup market framework: waves, rivers, and dams. Lees meer
Waves reflect emerging, shared priorities, projects suddenly on everyone’s to-do list.
Dams represent pent-up demand blocked by bad solutions, until the right one breaks through.
Rivers are ongoing markets, available for marginal improvements and niche plays, but essentially steady demand.
Rob and RC also dig into how cultural shifts, regulations, and timing shape these dynamics, and why great founders succeed by recognizing where they are (wave/river/dam), and positioning their sales and product accordingly.
Post: Waves, dams and rivers
Links
Rob's Substack: The Physics of Startups
AI Rob waitlist: https://robsnyder.org/ai-rob
Work with Rob 1:1: https://www.robsnyder.org
Get The Power of PULL: Amazon (https://amzn.to/48KC1yv), Barnes & Noble: (https://bit.ly/4dyMTSv)
Connect with Rob on LinkedIn: https://www.linkedin.com/in/rsnyder1/