The more companies we meet, the more we realise the world is divided in 2.
One group obsess over the problem they are solving through the lens of their customer. They think, talk and listen deeply to the pain they solve. This pain is central to everything they do – from who they sell to, how they price and what is on their product roadmap. They talk in their customer’s words. They have a ‘say-do’ factor which means they follow through in doing whatever it takes to solve this pain.
The others are impressed by what they have built. They talk about platforms and unwieldy use-cases. The focus is on features and functionality. In this world, the more the better. The more clever the more successful. The excitement and accomplishment of building a tech platform and the endless things which can be done with this eclipses the problem for the customer.
Every true leader I have met is obsessed with the outcome of the customer. I am betting on the first group.