10 Ideal Customers are More Important than 30 Random Customers

An excellent point on the importance of first customers being ideal target customers

David Cummings on Startups

Earlier this week I was talking to founders of a local startup about finding product / market fit (stage 1). They had a minimum viable product that was rapidly approaching minimum respectable product but didn’t have any active users yet. We were talking through goals for the next six months and it was emphasized to me that they were going to do everything in their power to sign up 30 paying customers.

After hearing the customer goal, I emphasized that signing 10 customers that fit their ideal customer profile was more important than signing a large number of random customers in the near-term. Here are a few reasons why quality is more important than quantity at the earliest of stages:

  • Customers will always ask for product enhancements, so it’s key that requests align with the entrepreneur’s vision of the future
  • Signing non-ideal customers is fine as long as…

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