Do Not Scale Before Pull
Diagnose whether a startup marketing problem is awareness, offer clarity, or product-market fit pull.
Marketing can amplify demand, but it cannot manufacture product-market fit by force. Pull looks different from attention Product-market fit is the moment a product satisfies a strong market need. Early marketing should look for pull: users return without being chased, prospects describe the pain in their own words, referrals happen before a formal program, and price resistance is about timing or budget rather than disbelief. Attention alone can mislead. Match the marketing move to the fit signal Before fit, marketing is research with distribution attached. The job is to learn which segment has acute pain, which promise gets qualified buyers…
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