Podcast
The Physics of Startups
Hosted by Rob Snyder · EN
Most founders are stuck in the pain cave - and no one can tell them why.
Rob Snyder - 3x founder, Harvard Innovation Lab fellow, has helped 40+ startups go from 0-$1M ARR - is on a mission to understand why some startups take off and other's don't.
The startup education that should have been invented decades ago.
Practical insights to help founders escape the pain cave and build profitable businesses.
PMF newsletter: https://thephysicsofstartups.substack.com/
Work with Rob: https://www.robsnyder.org
Contact: rob@reframeb2b.com
24episodes
Episodes
Newest firstAll episodes
The first two things that matter in a startup ("Aero mode")
6d ago00:28:30Tap to summarizeAccess to Rob's Claude skill + AMAs: LINK (just upload a screen grab of your pre-order)Rob's book: Amazon, B&NWhen founder is getting started, they might be juggling multiple different ICPs and value props. Rob in this episode discusses why the goal is to eliminate all the "might work" and get to "weird if it didn't work" --> then translate that into a "weird not to meet" when a customer is in that situation.Full blog on Rob's substack (post "Aero Mode"): https://thephysicsofstartups.substack.com/---- Work with Rob: https://www.robsnyder.org Connect w/ Rob on LinkedIn: https://www.linkedin.com/in/rsnyder1/ Weekly founder insights: https://thephysicsofstartups.substack.com/Preorder Rob's book - "The Power of PULL" - https://amzn.to/48KC1yv
Transcribe →What happens after PMF?
2w ago00:23:13Tap to summarizeRob's buddy found PMF a few months ago and went from ~bankrupt to more than $1M ARR in less than three months. What happens in that case?Rob and RC discuss what changed to find PMF, and what the experience is post-PMF. Also, what do you do as a founder - where do you focus? And how does your approach pre-PMF affect your post-PMF life? (tl;dr: a lot)Preorder Rob's book - "The Power of PULL" - and take a screenshot of your receipt! (we'll tell you what to do with it soon) https://amzn.to/48KC1yv---- Workwith Rob: https://www.robsnyder.org Connect w/ Rob on LinkedIn: https://www.linkedin.com/in/rsnyder1/ Weekly founder insights: https://thephysicsofstartups.substack.com/Preorder Rob's book - "The Power of PULL" - https://amzn.to/48KC1yv
Transcribe →The PULL Quickstart Guide (a PMF hierarchy)
3w ago00:27:23Tap to summarizeRob has distilled PULL into its most important elements - arranged in hierarchical order so that a founder knows where to focus first. This conversation includes the common error of getting the order wrong, Rob's commentary on the three most important parts of PULL, and examples of how these show up with founders.Highly recommend reading the full substack post, "The PULL Quickstart Guide", available on Rob's substack: https://thephysicsofstartups.substack.com/---- Work with Rob: https://www.robsnyder.org Connect w/ Rob on LinkedIn: https://www.linkedin.com/in/rsnyder1/ Weekly founder insights: https://thephysicsofstartups.substack.com/Preorder Rob's book - "The Power of PULL" - https://amzn.to/48KC1yv #PMF #B2BSales #VC #Startup #VentureCapital #Founderledsales
Transcribe →Investor PULL (what VCs actually want)
4w ago00:28:37Tap to summarizeThis is about VCs but also isn't about VCs. PULL can be found all over a startup - obviously with customers, but also, investors have PULL and they're trying to accomplish something specific. Rob works with founders to shape pitch decks and has fundraised - there's a hard-won lesson about what VCs are trying to accomplish, and the HUGE trap that smart, thoughtful founders building solid businesses fall into. This is an example of a broader lesson - things that look the same "when you're squinting" - are often fundamentally different, and that drives how you sell, how you build, and more. Check out Rob's full lecture: "Notes on the physics of startups": LINK Preorder Rob's book: LINK----Rob's website: www.robsnyder.orgConnect w/ Rob on LinkedIn: https://www.linkedin.com/in/rsnyder1/ Rob's (free) Substack: https://thephysicsofstartups.substack.com/
Transcribe →Buying is weird and rare (a reality check)
May 100:26:17Tap to summarizeFounders are inherent optimists - that's why (despite all the warnings of battle-scared entrepreneurs) we continue to start businesses. It is the cheerful burden we carry as we march into the abyss. But GIVEN THAT'S THE CASE - how can we avoid that optimism crippling our chances at finding product-market fit? In this convo, Rob discusses the cold, harsh reality of launching a startup, the risks that optimistic founders run, and how to avoid them. Also, Rob deadlifted 400lbs. Check out Rob's full lecture: "Notes on the physics of startups": LINK Preorder Rob's book: LINK----Rob's website: www.robsnyder.orgConnect w/ Rob on LinkedIn: https://www.linkedin.com/in/rsnyder1/ Rob's (free) Substack: https://thephysicsofstartups.substack.com/
Transcribe →How Rocksalt.ai went from Push to Pull
Apr 2400:47:00Tap to summarizeThe Lightspeed-funded startup Rocksalt had some traction, but it wasn't clear they had really found Pull. They had sales, but there was friction in the sales calls. They were trying to decide between three different ICPs. And retention and consistent use wasn't as consistent as they wanted.In this conversation, cofounders Arjun Moorthy and Anita Moorthy join Rob to discuss how they used the PULL way of thinking to change their approach to identifying their ICP, outbound, their sales process, their sales deck, and how their product evolves.Learn more and get in touch with Arjun and Anita:Website: https://www.rocksalt.ai/Arjun LinkedIn: https://www.linkedin.com/in/arjunmoorthy Anita LinkedIn: https://www.linkedin.com/in/amoorthy/Email: arjun@rocksalt.ai , anita@rocksalt.aiX/Twitter: https://x.com/anitamoorthy , https://x.com/juicemoorthy---Work with Rob: https://www.robsnyder.org Connect w/ Rob on LinkedIn: https://www.linkedin.com/in/rsnyder1/ Rob's substack: https://howtogrow.substack.com/ Preorder Rob's book - "The Power of PULL" - https://amzn.to/48KC1yv
Transcribe →
DECK DROP - Rob's latest
Apr 1700:09:02Tap to summarizeWhatever you're doing, make time to read through Rob's latest deck: "Notes on the Physics of Startups"Access here (free): LINKWork with Rob: robsnyder.org
Transcribe →Cause vs. Benefit | The Quickbooks lesson
Apr 1000:19:32Tap to summarizeWhen someone buys something, they get a bunch of benefits and they may use a variety of different features, all of which provide an array of different benefits. After they buy, they explain what they like about our product based on these post-hoc benefits they received after they purchased it.But the benefits do not *predict* why someone buys. In this conversation Rob gets into the difference between cause vs. benefits of a purchase, and a surprising lesson from Quickbooks and Bobby Moesta.Rob's Substack post here: LINKPMF Camp / Work with Rob: LINKPre-order Rob's book ("The Power of PULL") - AmazonConnect with Rob on LinkedIn: LINK
Transcribe →The fusion engine for progress (PULL applied to capitalism)
Apr 300:36:34Tap to summarizeRob is zooming out this week to look at what PULL means in the context of capitalism, and in particular, why it is the only system that can possibly serve people. It's taking a micro-understanding of how demand and PULL work, and thinking about its broader implications - and what this means for social entrepreneurship and alternative economic organizations.Rob's Substack post here: LINKPMF Camp / Work with Rob: LINKPre-order Rob's book ("The Power of PULL") - AmazonConnect with Rob on LinkedIn: LINK
Transcribe →Translating customer language 101
Mar 2700:48:06Tap to summarizeOne of the most challenging things about identifying PULL in customers is understanding what they are telling you. In this conversation, Rob discusses the “hairball” that customers often spit out - a mix of demand, supply, history, random red herrings - and how to translate that into Demand. Rob's Substack post here: LINKPMF Camp / Work with Rob: LINKPre-order Rob's book ("The Power of PULL") - AmazonConnect with Rob on LinkedIn: LINK
Transcribe →