Financial Audit
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Business
The Physics of Startups
by Rob Snyder
Today: #94 in Business, South Africa on our combined chart.
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Ranking history · Canada
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Latest episodes
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Latent Demand: Do customers always "know" what they'll buy?
October 9, 2026 · 34 minThere's a frequent question that Rob gets from founders who are developing new technologies - it takes forms like: What if I'm creating a new category? What if the customer doesn't know they need our product? Today, we're digging into the…
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Choosing your ideal customer: Is buying optional?
October 2, 2026 · 32 minThere's a bug in a founder's brain (or at least mine) that likes to fantasize about all the benefits for customer (alleviating pain points, delivering value, helping differentiate, ...), while ignoring the more important question: "Could…
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How to run customer discovery (aka: surfacing PULL fast)
September 25, 2026 · 41 minCustomer discovery can be very intimidating. What do I ask? How do I build a connection? How do I improvise? We're digging into how Rob thinks about discovery, common mistakes, and ways that Rob uses to uncover real customer PULL that…
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The Product-Market Fit Map (where should you focus?)
September 18, 2026 · 32 minEvery founder has a million different things they could be doing, but where should they focus? What will actually move the needle and unlock their business to take off? In this episode, we get an inside view on how Rob works with a new…
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When to make your first sales hire?
September 11, 2026 · 32 minThere's a lot going on with a first sales hire - When? Who? What to hire them for? It's a question that Rob sees from a few angles, often taking the form of: "I can't sell my product but I think someone with sales experience can" or "My…
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No more PULL Hypotheses! (introducing the PULL Anecdote)
September 4, 2026 · 29 minSorry, folks. The PULL Hypothesis is out. Rob observed that founders and teams were holding too tightly onto the PULL Hypothesis and too tempted by abstractions, which prevented them from understanding and serving customer demand. BUT…
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What CAUSES startups to take off? (Because / Despite / Irrelevant)
August 28, 2026 · 34 minWhy does a startup with a great product, a strong team, and glowing pilot feedback still fail to sell? But others with rudimentary products, ugly sales materials, and first-time teams take off? Rob gives a way of understanding startup…
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Cold Outbound (from Rob's a16z talk)
August 21, 2026 · 35 minEveryone's favorite topic - outbound! Think about your LInkedIn or email inbox - what makes most cold outbound so bad? Rob breaks down what actually causes someone to take a meeting from a cold message, and what you are probably doing…
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Why your product makes it hard to see demand ("The Demand Lens")
August 14, 2026 · 27 minWhy is it so hard for founders to see real demand, even when it's all around? Rob breaks down "the demand lens," the practice of removing your product from the picture entirely so you can see where people are actually stuck, versus the…
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The 'No-Speculation' Rule (for the overthinking founder)
August 7, 2026 · 29 minWhy do founders waste so much energy thinking about things they can't actually know? Rob breaks down his "no speculation rule," the topics he treats as off limits because they waste time without ever being answerable. The three traps…
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The Physics of Enterprise Sales
July 31, 2026 · 30 minDoes selling to a Fortune 100 company need a different playbook than selling to a small business? Rob's take: enterprise sales runs on the same physics as other deals - you're still looking for one person with PULL. We discuss why…
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The $1M ARR founder calendar
July 24, 2026 · 26 minWhat should a founder's calendar actually look like? (and if someone looked at your calendar, would they believe finding product market fit or growing your business is your #1 priority?) Rob introduces the Calendar Standard: a simple…
About the show
Most 0-to-1 and product-market fit advice is a pile of things that worked for someone, once. This show is built on causal relationships, not tactics.
Rob Snyder has helped 50+ startups go from $0 to $1M ARR. He's the creator of the PULL framework and author of "The Power of PULL" which explains why customers buy and why some startups scale and others stall.
For VC-backed and bootstrapping founders who are tired of advice that sounds smart but doesn't work.
More about Rob: https://www.robsnyder.org