{"@attributes":{"version":"2.0"},"channel":{"title":"A Smart Bear","link":"https:\/\/longform.asmartbear.com\/","description":"Articles from A Smart Bear","generator":"Hugo -- gohugo.io","language":"en-us","copyright":"(c) 2007-2026 Jason Cohen","lastBuildDate":"Sun, 22 Mar 2026 00:00:00 +0000","image":{"url":"https:\/\/longform.asmartbear.com\/images\/bear-green-512-sq.png","title":"A Smart Bear","link":"https:\/\/longform.asmartbear.com\/"},"item":[{"title":"Maybe not so much with the \"optimization\"","link":"https:\/\/longform.asmartbear.com\/creativity-over-optimization\/","pubDate":"Sun, 22 Mar 2026 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/creativity-over-optimization\/","description":"In the quest for optimization, A\/B tests, metrics, and funnels, we're in danger of losing the fun and value of creative work.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/creativity-over-optimization\/thumbnail-1200w.jpg","length":"91229","type":"image\/jpeg"}}},{"title":"Strategic choices: When both options are good","link":"https:\/\/longform.asmartbear.com\/strategic-choices\/","pubDate":"Sun, 22 Feb 2026 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/strategic-choices\/","description":"Real strategy means choosing between two good options and accepting all the consequences--even the painful ones you don't like.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/strategic-choices\/thumbnail-1200w.jpg","length":"68428","type":"image\/jpeg"}}},{"title":"A compass is not a map","link":"https:\/\/longform.asmartbear.com\/compass\/","pubDate":"Sun, 25 Jan 2026 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/compass\/","description":"A compass tells you which way is north, not whether you should be heading north. So what is the map to startup success?","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/compass\/thumbnail-1200w.jpg","length":"57079","type":"image\/jpeg"}}},{"title":"Creating space","link":"https:\/\/longform.asmartbear.com\/focus\/","pubDate":"Sun, 04 Jan 2026 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/focus\/","description":"Do less, to create the space to be great.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/focus\/thumbnail-1200w.jpg","length":"71664","type":"image\/jpeg"}}},{"title":"Scaling by \"delegation\" isn't good enough","link":"https:\/\/longform.asmartbear.com\/delegation\/","pubDate":"Sun, 07 Dec 2025 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/delegation\/","description":"Delegation doesn't scale your business. What does: Creating a team that is better than the current team. Including you.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/delegation\/thumbnail-1200w.jpg","length":"92249","type":"image\/jpeg"}}},{"title":"Mission, Vision, poTAYto, poTAHto","link":"https:\/\/longform.asmartbear.com\/mission-vision\/","pubDate":"Sun, 09 Nov 2025 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/mission-vision\/","description":"Mission, vision, purpose, BHAG. Are they useful north stars, or academic nonsense?","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/mission-vision\/thumbnail-1200w.jpg","length":"43313","type":"image\/jpeg"}}},{"title":"When being an \"expert\" is harmful","link":"https:\/\/longform.asmartbear.com\/expert-harmful\/","pubDate":"Sun, 28 Sep 2025 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/expert-harmful\/","description":"Expertise hinders learning. Learn from these examples, so that you leverage your expertise, but aren't blinded by it. Insights come from curiosity, not certainty.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/expert-harmful\/thumbnail-1200w.jpg","length":"44014","type":"image\/jpeg"}}},{"title":"Your target market isn't demographic","link":"https:\/\/longform.asmartbear.com\/target-market\/","pubDate":"Sun, 07 Sep 2025 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/target-market\/","description":"How to define your actual target market, which probably isn't traditional demographics and firmographics.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/target-market\/thumbnail-1200w.jpg","length":"61296","type":"image\/jpeg"}}},{"title":"Yes, but who said they'd actually BUY the damn thing?","link":"https:\/\/longform.asmartbear.com\/customer-validation\/","pubDate":"Sun, 17 Aug 2025 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/customer-validation\/","description":"Have a great idea? Prove it by finding ten customers ready to hand over cash. Everything else is avoiding the truth.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/customer-validation\/thumbnail-1200w.jpg","length":"47319","type":"image\/jpeg"}}},{"title":"Max MRR: Your growth ceiling","link":"https:\/\/longform.asmartbear.com\/max-mrr\/","pubDate":"Sun, 27 Jul 2025 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/max-mrr\/","description":"Your company will stop growing sooner than you think. The \"Max MRR\" metric predicts revenue plateaus based on churn and new revenue.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/max-mrr\/thumbnail-1200w.jpg","length":"48864","type":"image\/jpeg"}}},{"title":"Specificity: A weapon of mass effectiveness","link":"https:\/\/longform.asmartbear.com\/specificity\/","pubDate":"Sun, 13 Jul 2025 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/specificity\/","description":"Want to write better? Swap generic words for specifics to make your text clear, powerful, engaging, and even funny.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/specificity\/thumbnail-1200w.jpg","length":"70523","type":"image\/jpeg"}}},{"title":"Ruthless prioritization while the dog pees on the floor","link":"https:\/\/longform.asmartbear.com\/prioritization\/","pubDate":"Sun, 22 Jun 2025 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/prioritization\/","description":"Because time is zero-sum, prioritization is mandatory. This is an index of purpose-built prioritization frameworks, and an overarching one to optimize your life.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/prioritization\/thumbnail-1200w.jpg","length":"67002","type":"image\/jpeg"}}},{"title":"Bootstrapped CPC rule of thumb: ARPU\/25","link":"https:\/\/longform.asmartbear.com\/bootstrapped-cpc\/","pubDate":"Sun, 08 Jun 2025 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/bootstrapped-cpc\/","description":"Bootstrapped and unsure about CPC? Use the rule of ARPU\/25.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/bootstrapped-cpc\/thumbnail-1200w.jpg","length":"66507","type":"image\/jpeg"}}},{"title":"More or less","link":"https:\/\/longform.asmartbear.com\/more-or-less\/","pubDate":"Sun, 01 Jun 2025 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/more-or-less\/","description":"You must select between three pricing strategies, and fully commit to their implications.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/more-or-less\/thumbnail-1200w.jpg","length":"103616","type":"image\/jpeg"}}},{"title":"Rude Q&A: The constructive devil's advocate","link":"https:\/\/longform.asmartbear.com\/devils-advocate\/","pubDate":"Sun, 25 May 2025 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/devils-advocate\/","description":"Nothing clarifies things quite like a hyperactive, all-knowing, all-seeing, real asshole of a devil's advocate beating the living crap out of you.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/devils-advocate\/thumbnail-1200w.jpg","length":"57725","type":"image\/jpeg"}}},{"title":"When customers buy your competitor's product\u2026 and then buy yours","link":"https:\/\/longform.asmartbear.com\/buy-both\/","pubDate":"Sun, 18 May 2025 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/buy-both\/","description":"Little, unknown companies with silly names can sell to enterprises who have already spent millions.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/buy-both\/thumbnail-1200w.jpg","length":"75702","type":"image\/jpeg"}}},{"title":"Invention is Drudgery","link":"https:\/\/longform.asmartbear.com\/drudgery\/","pubDate":"Sun, 11 May 2025 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/drudgery\/","description":"Having skipped to the last page of other people's books, we forget the rest of the journey. And, that we have to take that journey, too.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/drudgery\/thumbnail-1200w.jpg","length":"80081","type":"image\/jpeg"}}},{"title":"Product Purgatory: When they love it but still don't buy","link":"https:\/\/longform.asmartbear.com\/purgatory\/","pubDate":"Sun, 04 May 2025 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/purgatory\/","description":"When even \"free\" is too expensive.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/purgatory\/thumbnail-1200w.jpg","length":"68665","type":"image\/jpeg"}}},{"title":"How to get customers who love you even when you screw up","link":"https:\/\/longform.asmartbear.com\/customer-love\/","pubDate":"Sun, 27 Apr 2025 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/customer-love\/","description":"Customers love you when you're honest, even about your foibles. We forgive honest mistakes from earnest people, not stolid, cold, inhuman corporations.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/customer-love\/thumbnail-1200w.jpg","length":"50463","type":"image\/jpeg"}}},{"title":"SSEBITDA\u2060--A steady-state profit metric for SaaS companies","link":"https:\/\/longform.asmartbear.com\/ssebitda\/","pubDate":"Sun, 20 Apr 2025 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/ssebitda\/","description":"How can a business that is \"spending to grow\" determine whether it's truly profitable underneath all that \"revenue acceleration?\" Here's a way.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/ssebitda\/thumbnail-1200w.jpg","length":"57437","type":"image\/jpeg"}}},{"title":"Startup Exercise: What can't be solved with money?","link":"https:\/\/longform.asmartbear.com\/startup-money\/","pubDate":"Sun, 13 Apr 2025 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/startup-money\/","description":"What can't be solved with money, are the most valuable things.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/startup-money\/thumbnail-1200w.jpg","length":"61245","type":"image\/jpeg"}}},{"title":"Sometimes never compete on price","link":"https:\/\/longform.asmartbear.com\/never-compete-on-price\/","pubDate":"Sun, 06 Apr 2025 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/never-compete-on-price\/","description":"The difference between \"low prices\" as a race to the bottom or as a success story (like Amazon, Costco, IKEA, Vanguard) is in leveraging intentional weaknesses.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/never-compete-on-price\/thumbnail-1200w.jpg","length":"55384","type":"image\/jpeg"}}},{"title":"How to simplify complex decisions by cleaving the facts","link":"https:\/\/longform.asmartbear.com\/complex-decisions\/","pubDate":"Sun, 30 Mar 2025 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/complex-decisions\/","description":"Simplify complex decisions by separating upsides from downsides, investing in upsides, vetoing with downsides, and using an appropriate decision framework.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/complex-decisions\/thumbnail-1200w.jpg","length":"50538","type":"image\/jpeg"}}},{"title":"All pretty models are wrong, but some ugly models are useful","link":"https:\/\/longform.asmartbear.com\/models\/","pubDate":"Sun, 23 Mar 2025 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/models\/","description":"Identifying useful frameworks for companies, strategy, markets, and organizations, instead of those that just look pretty in PowerPoint.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/models\/thumbnail-1200w.jpg","length":"67896","type":"image\/jpeg"}}},{"title":"Reframing \"Freemium\" by charging the marketing department","link":"https:\/\/longform.asmartbear.com\/freemium\/","pubDate":"Sun, 16 Mar 2025 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/freemium\/","description":"Freemium means high costs, low conversion, and customer feedback dominated by the non-ideal customer. Treat it as a marketing expense to ensure ROI.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/freemium\/thumbnail-1200w.jpg","length":"63952","type":"image\/jpeg"}}},{"title":"The wrongness of relativism","link":"https:\/\/longform.asmartbear.com\/relativism\/","pubDate":"Sun, 09 Mar 2025 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/relativism\/","description":"Comparing yourself to other startups? Focus on yourself instead.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/relativism\/thumbnail-1200w.jpg","length":"68638","type":"image\/jpeg"}}},{"title":"\"I scratched my own itch\" isn't good enough","link":"https:\/\/longform.asmartbear.com\/scratched-my-own-itch\/","pubDate":"Sun, 02 Mar 2025 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/scratched-my-own-itch\/","description":"This isn't the humble-brag you think it is; The most common origin story is also common to startups that fail. But it's a start.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/scratched-my-own-itch\/thumbnail-1200w.jpg","length":"54689","type":"image\/jpeg"}}},{"title":"Why it's nice to compete against a large, profitable company","link":"https:\/\/longform.asmartbear.com\/compete-on-profit\/","pubDate":"Sun, 23 Feb 2025 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/compete-on-profit\/","description":"Competing against big firms? Their revenue streams are their Achilles heel. Learn how smaller startups have a shot.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/compete-on-profit\/thumbnail-1200w.jpg","length":"51627","type":"image\/jpeg"}}},{"title":"How to select your first marketing channel","link":"https:\/\/longform.asmartbear.com\/first-marketing-channel\/","pubDate":"Sun, 16 Feb 2025 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/first-marketing-channel\/","description":"When you're brand new, how do you select your first marketing channel?","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/first-marketing-channel\/thumbnail-1200w.jpg","length":"322462","type":"image\/jpeg"}}},{"title":"Our unhealthy fixation with emulating #1","link":"https:\/\/longform.asmartbear.com\/copy-number-one\/","pubDate":"Sun, 09 Feb 2025 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/copy-number-one\/","description":"Being \"undefeated\" or \"number 1\" might be more luck than you know.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/copy-number-one\/thumbnail-1200w.jpg","length":"99364","type":"image\/jpeg"}}},{"title":"The Startup Drake Equation","link":"https:\/\/longform.asmartbear.com\/startup-drake-equation\/","pubDate":"Sun, 02 Feb 2025 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/startup-drake-equation\/","description":"Why do smart, driven founders fail, despite having great ideas and execution? This model offers an answer, and a path to increase the chance of success.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/startup-drake-equation\/thumbnail-1200w.jpg","length":"96911","type":"image\/jpeg"}}},{"title":"On the (un?)importance of design","link":"https:\/\/longform.asmartbear.com\/design\/","pubDate":"Sun, 26 Jan 2025 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/design\/","description":"You redesign your entire website, customers and employees say it's better, but none of the metrics change\u2026 Does design even matter?","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/design\/thumbnail-1200w.jpg","length":"112756","type":"image\/jpeg"}}},{"title":"\"Stealth mode\" and other f'ing brilliant strategies","link":"https:\/\/longform.asmartbear.com\/stealth-mode\/","pubDate":"Sun, 19 Jan 2025 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/stealth-mode\/","description":"Oh you secretive devil! The last thing you need is anyone finding out about your startup. Like competitors. Or customers.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/stealth-mode\/thumbnail-1200w.jpg","length":"77519","type":"image\/jpeg"}}},{"title":"The Important Thing\u2060--powerful enough to override all your deficiencies","link":"https:\/\/longform.asmartbear.com\/the-important-thing\/","pubDate":"Sun, 12 Jan 2025 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/the-important-thing\/","description":"This is the reason that startups succeed despite their many weaknesses. And it's a reason to build a startup in the first place.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/the-important-thing\/thumbnail-1200w.jpg","length":"83208","type":"image\/jpeg"}}},{"title":"Explore vs Execute","link":"https:\/\/longform.asmartbear.com\/explore-execute\/","pubDate":"Sun, 05 Jan 2025 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/explore-execute\/","description":"The two main business modalities are more different than you expect. When you hit PMF, it's a culture-shift to switch from one to the other.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/explore-execute\/thumbnail-1200w.jpg","length":"93380","type":"image\/jpeg"}}},{"title":"A butterfly flaps its wings and you make a sale","link":"https:\/\/longform.asmartbear.com\/butterfly-effect\/","pubDate":"Sun, 29 Dec 2024 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/butterfly-effect\/","description":"It is true that small changes can have enormous effects? Or is this just what optimization consultants want us to believe?","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/butterfly-effect\/thumbnail-1200w.jpg","length":"72634","type":"image\/jpeg"}}},{"title":"When you have nothing: How to find potential customers to interview","link":"https:\/\/longform.asmartbear.com\/find-customers-to-interview\/","pubDate":"Sun, 22 Dec 2024 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/find-customers-to-interview\/","description":"How to find potential customers to interview before you have a product, a website, or even a name.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/find-customers-to-interview\/thumbnail-1200w.jpg","length":"101526","type":"image\/jpeg"}}},{"title":"Solving the Low-Budget Online Marketing Dilemma","link":"https:\/\/longform.asmartbear.com\/low-budget-marketing\/","pubDate":"Sun, 15 Dec 2024 08:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/low-budget-marketing\/","description":"Low on cash but need marketing results? Here are four specific things you can do to grow on a budget.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/low-budget-marketing\/thumbnail-1200w.png","length":"355892","type":"image\/png"}},"category":"marketing"},{"title":"Brittle Points: How to make companies robust","link":"https:\/\/longform.asmartbear.com\/brittle-points\/","pubDate":"Sun, 08 Dec 2024 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/brittle-points\/","description":"Brittleness is when the company fails because just one component breaks. Learn some strategies for fixing Brittle Points.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/brittle-points\/thumbnail-1200w.jpg","length":"79154","type":"image\/jpeg"}}},{"title":"Scars","link":"https:\/\/longform.asmartbear.com\/scars\/","pubDate":"Sun, 01 Dec 2024 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/scars\/","description":"Our emotional baggage and experience make us unique, but also serve as blinders.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/scars\/thumbnail-1200w.jpg","length":"57079","type":"image\/jpeg"}}},{"title":"Intense Asymmetry and Self-Flagellation","link":"https:\/\/longform.asmartbear.com\/feelings-of-inadequacy\/","pubDate":"Sun, 24 Nov 2024 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/feelings-of-inadequacy\/","description":"Erica Douglass sold her company for $1M, yet still struggles with self-worth; why driven people can't escape Impostor Syndrome.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/feelings-of-inadequacy\/thumbnail-1200w.jpg","length":"68244","type":"image\/jpeg"}}},{"title":"p-Hacking your A\/B tests","link":"https:\/\/longform.asmartbear.com\/p-hacking\/","pubDate":"Sun, 17 Nov 2024 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/p-hacking\/","description":"Half of your \"successful\" A\/B tests are false-positives. This is why, and how to fix it.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/p-hacking\/thumbnail-1200w.jpg","length":"60570","type":"image\/jpeg"}}},{"title":"A life-changing challenge guided by Pascal's Wager","link":"https:\/\/longform.asmartbear.com\/pascals-wager\/","pubDate":"Sun, 10 Nov 2024 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/pascals-wager\/","description":"Applying Pascal's Wager: Humility wins, arrogance loses.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/pascals-wager\/thumbnail-1200w.jpg","length":"71332","type":"image\/jpeg"}}},{"title":"No wait, of course THAT is the single most important SaaS metric","link":"https:\/\/longform.asmartbear.com\/saas-metric\/","pubDate":"Sun, 03 Nov 2024 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/saas-metric\/","description":"Is it LTV? Retention? NRR? Magic Number? Rule of 40? Or: Do you need to un-ask the question.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/saas-metric\/thumbnail-1200w.jpg","length":"46736","type":"image\/jpeg"}}},{"title":"Tech Support is sales","link":"https:\/\/longform.asmartbear.com\/tech-support-is-sales\/","pubDate":"Sun, 27 Oct 2024 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/tech-support-is-sales\/","description":"Tech support isn't just troubleshooting; it's the face of your company. Which means it's your brand, your positioning, and when it's excellent, it is sales.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/tech-support-is-sales\/thumbnail-1200w.jpg","length":"63541","type":"image\/jpeg"}}},{"title":"The Serengeti Plain: Fallacies that aren't fallacies","link":"https:\/\/longform.asmartbear.com\/fallacies\/","pubDate":"Sun, 20 Oct 2024 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/fallacies\/","description":"A contrarian look at logical \"fallacies\" that maybe aren't so illogical after all.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/fallacies\/thumbnail-1200w.jpg","length":"71452","type":"image\/jpeg"}}},{"title":"You're a little company, now act like one","link":"https:\/\/longform.asmartbear.com\/little-company\/","pubDate":"Sun, 13 Oct 2024 08:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/little-company\/","description":"You're afraid that looking like being a small company means you'll lose sales. It's actually the opposite -- you're alienating your best customers.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/little-company\/thumbnail-1200w.png","length":"622284","type":"image\/png"}},"category":["execution","psychology"]},{"title":"Why startup biz dev deals almost never get done","link":"https:\/\/longform.asmartbear.com\/startup-biz-dev\/","pubDate":"Sun, 06 Oct 2024 08:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/startup-biz-dev\/","description":"Startups fail at biz dev because their proposals don't make sense to bigger companies. Here's how to adjust your approach.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/startup-biz-dev\/thumbnail-1200w.png","length":"403420","type":"image\/png"}}},{"title":"Pivot Points","link":"https:\/\/longform.asmartbear.com\/pivot-points\/","pubDate":"Sun, 29 Sep 2024 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/pivot-points\/","description":"Not \"enabling constraints\", not \"weaknesses\", not even \"strengths\". The concept of a \"Pivot Point\" grapples with the same reality, but more constructive and useful.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/pivot-points\/thumbnail-1200w.jpg","length":"74090","type":"image\/jpeg"}}},{"title":"The Code is your Enemy","link":"https:\/\/longform.asmartbear.com\/code-is-your-enemy\/","pubDate":"Sun, 22 Sep 2024 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/code-is-your-enemy\/","description":"A short pep talk I delivered to kick off a Three-Day Startup challenge event. And overwhelming confirmation that the lesson is correct.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/code-is-your-enemy\/thumbnail-1200w.jpg","length":"72037","type":"image\/jpeg"}}},{"title":"Ignoring the Wisdom of Crowds","link":"https:\/\/longform.asmartbear.com\/wisdom-of-crowds\/","pubDate":"Sun, 15 Sep 2024 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/wisdom-of-crowds\/","description":"Discover how to leverage the wisdom of the crowds, but also when to avoid it, as it can easily lead you astray.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/wisdom-of-crowds\/thumbnail-1200w.jpg","length":"54770","type":"image\/jpeg"}}},{"title":"Legacy","link":"https:\/\/longform.asmartbear.com\/legacy\/","pubDate":"Sun, 08 Sep 2024 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/legacy\/","description":"Humans have always tried to live forever. Maybe you can, but not in the way you imagine.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/legacy\/thumbnail-1200w.jpg","length":"64459","type":"image\/jpeg"}}},{"title":"Human + Fallible = Love; Corporate + Sterile = Refund","link":"https:\/\/longform.asmartbear.com\/authentic\/","pubDate":"Sun, 01 Sep 2024 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/authentic\/","description":"People love and forgive humans, not corporations. Expose your humanity to earn loyal, happy customers, even when you mess up.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/authentic\/thumbnail-1200w.jpg","length":"73977","type":"image\/jpeg"}}},{"title":"Profitable on day one!","link":"https:\/\/longform.asmartbear.com\/ramen-profitable\/","pubDate":"Sun, 25 Aug 2024 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/ramen-profitable\/","description":"You're not profitable if you couldn't afford someone else to do your job. $1000\/mo isn't profitable. Fix your definition of \"profitable,\" and build a truly profitable business.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/ramen-profitable\/thumbnail-1200w.jpg","length":"75500","type":"image\/jpeg"}}},{"title":"The mid-market briar patch","link":"https:\/\/longform.asmartbear.com\/mid-market\/","pubDate":"Sun, 18 Aug 2024 08:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/mid-market\/","description":"Mid-sized companies: Small enough to have small budgets, big enough for bureaucratic nightmares.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/mid-market\/thumbnail-1200w.png","length":"293008","type":"image\/png"}}},{"title":"Individual efficiency vs administrative efficiency","link":"https:\/\/longform.asmartbear.com\/tension-autonomy-admin\/","pubDate":"Sun, 11 Aug 2024 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/tension-autonomy-admin\/","description":"When to prioritize individual autonomy, and when to standardize for global optimization.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/tension-autonomy-admin\/thumbnail-1200w.jpg","length":"63568","type":"image\/jpeg"}}},{"title":"Double your productivity without more work or stress","link":"https:\/\/longform.asmartbear.com\/double-your-productivity\/","pubDate":"Sun, 04 Aug 2024 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/double-your-productivity\/","description":"People love to say that getting \"1% better per day\" makes you 37x better after a year, but this obviously makes no sense. But 2x better is possible.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/double-your-productivity\/thumbnail-1200w.jpg","length":"39553","type":"image\/jpeg"}}},{"title":"\"Authentic\" is dead. And so is \"is dead.\"","link":"https:\/\/longform.asmartbear.com\/authentic-is-dead\/","pubDate":"Sun, 28 Jul 2024 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/authentic-is-dead\/","description":"It's lazy writing. It's boring and undifferentiated. Say something meaningful, specific, evocative, so your website wins, and you can be proud of it.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/authentic-is-dead\/thumbnail-1200w.jpg","length":"48113","type":"image\/jpeg"}}},{"title":"How much of success is luck?","link":"https:\/\/longform.asmartbear.com\/lucky\/","pubDate":"Sun, 21 Jul 2024 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/lucky\/","description":"\"You're so lucky.\" That's true. There's also decades of sacrifice, emotional turmoil, long hours, perseverance. So\u2026 is it lucky?","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/lucky\/thumbnail-1200w.jpg","length":"72993","type":"image\/jpeg"}}},{"title":"How annual pre-pay creates an infinite marketing budget","link":"https:\/\/longform.asmartbear.com\/annual-prepay\/","pubDate":"Sun, 14 Jul 2024 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/annual-prepay\/","description":"Dozens of founders have used this technique to transform the cash-flow of their businesses. Now it's your turn.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/annual-prepay\/thumbnail-1200w.jpg","length":"63694","type":"image\/jpeg"}}},{"title":"Procrastinate for Success!","link":"https:\/\/longform.asmartbear.com\/procrastinate\/","pubDate":"Sun, 07 Jul 2024 08:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/procrastinate\/","description":"Procrastination can be a useful tool. You can't do everything. So don't.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/procrastinate\/thumbnail-1200w.png","length":"336737","type":"image\/png"}},"category":"execution"},{"title":"Not disruptive, and proud of it","link":"https:\/\/longform.asmartbear.com\/disruptive\/","pubDate":"Sun, 30 Jun 2024 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/disruptive\/","description":"I remember \"disruptive\" when it was called a \"paradigm shift.\" You should be worrying more about making something people want to buy, and less about disrupting everything.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/disruptive\/thumbnail-1200w.jpg","length":"53787","type":"image\/jpeg"}}},{"title":"\"It's a Balance\" isn't always the answer","link":"https:\/\/longform.asmartbear.com\/conflicting-choices\/","pubDate":"Sun, 23 Jun 2024 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/conflicting-choices\/","description":"Resolve decision-making conflicts by selecting the right approach: Make a bold choice, synthesize a new solution, or find the balance.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/conflicting-choices\/thumbnail-1200w.jpg","length":"56869","type":"image\/jpeg"}}},{"title":"Being who you are, while becoming better","link":"https:\/\/longform.asmartbear.com\/be-yourself\/","pubDate":"Sun, 16 Jun 2024 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/be-yourself\/","description":"We're told \"be yourself\" to seek happiness and success. But what if \"being yourself\" also means striving to become better? What is \"yourself?\"","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/be-yourself\/thumbnail-1200w.jpg","length":"68509","type":"image\/jpeg"}}},{"title":"The Lindy Effect on startup potential","link":"https:\/\/longform.asmartbear.com\/lindy-effect\/","pubDate":"Sun, 09 Jun 2024 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/lindy-effect\/","description":"On average, you're halfway to your final destination. How, then, do we not only double from here, but 10x?","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/lindy-effect\/thumbnail-1200w.jpg","length":"67197","type":"image\/jpeg"}}},{"title":"When being \"first\" is not a competitive advantage","link":"https:\/\/longform.asmartbear.com\/first-competitive-advantage\/","pubDate":"Sun, 02 Jun 2024 08:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/first-competitive-advantage\/","description":"Is it good to be \"first?\" It seems so -- what's the point of being a copycat? While \"first\" sounds impressive, in reality it's often not an advantage.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/first-competitive-advantage\/thumbnail-1200w.png","length":"384514","type":"image\/png"}},"category":"product"},{"title":"Disentangling the three languages: Customers, Product, Business","link":"https:\/\/longform.asmartbear.com\/three-languages\/","pubDate":"Sun, 26 May 2024 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/three-languages\/","description":"Stop talking past each other. Translate between the three \"languages\" of customer desires, product features, and business goals.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/three-languages\/thumbnail-1200w.jpg","length":"103046","type":"image\/jpeg"}}},{"title":"Rare things become common at scale","link":"https:\/\/longform.asmartbear.com\/scale-rare\/","pubDate":"Sun, 19 May 2024 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/scale-rare\/","description":"Software doesn't scale through architecture and automation alone. New, more difficult problems appear that didn't exist before, causing new downstream consequences.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/scale-rare\/thumbnail-1200w.jpg","length":"66603","type":"image\/jpeg"}}},{"title":"Hello, I'm 1074018628","link":"https:\/\/longform.asmartbear.com\/hello-support\/","pubDate":"Sun, 12 May 2024 08:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/hello-support\/","description":"Is \"customer service\" a genuine service? Or is it a shield so that most people at your company never have to speak to one of those pesky customers?","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/hello-support\/thumbnail-1200w.png","length":"383738","type":"image\/png"}},"category":"execution"},{"title":"Adjacency Matrix: How to expand after PMF","link":"https:\/\/longform.asmartbear.com\/adjacency\/","pubDate":"Sun, 05 May 2024 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/adjacency\/","description":"A simple workshop that evaluates new business ideas relative to your existing strengths -- the key to expanding without overreaching.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/adjacency\/thumbnail-1200w.jpg","length":"71549","type":"image\/jpeg"}}},{"title":"Capturing luck with \"or\" instead of \"and\"","link":"https:\/\/longform.asmartbear.com\/capturing-luck\/","pubDate":"Sun, 28 Apr 2024 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/capturing-luck\/","description":"Luck always plays a role in startups, but there are ways to better capture upside and mitigate downside.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/capturing-luck\/thumbnail-1200w.jpg","length":"45509","type":"image\/jpeg"}}},{"title":"It's a torturous chaos until it isn't","link":"https:\/\/longform.asmartbear.com\/chaos-at-start\/","pubDate":"Sun, 21 Apr 2024 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/chaos-at-start\/","description":"Even at wildly successful startups, the first few years are gut-wrenching, uncertain, on the brink of collapse, where pessimism is realism, and yet optimism is required.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/chaos-at-start\/thumbnail-1200w.jpg","length":"48508","type":"image\/jpeg"}}},{"title":"Learn by Copy","link":"https:\/\/longform.asmartbear.com\/learn-by-copy\/","pubDate":"Sun, 14 Apr 2024 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/learn-by-copy\/","description":"In America we're trained that all copying is bad; of course plagiarism is, but perhaps we're throwing the baby out with the bathwater.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/learn-by-copy\/thumbnail-1200w.jpg","length":"36056","type":"image\/jpeg"}}},{"title":"The \"Convergent\" theory of finding truth in darkness","link":"https:\/\/longform.asmartbear.com\/good-startup-ideas\/","pubDate":"Sun, 07 Apr 2024 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/good-startup-ideas\/","description":"How to tell the difference between a truly great startup idea, and people saying \"Sure, sounds good\" when they really mean \"No, I'm not buying.\"","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/good-startup-ideas\/thumbnail-1200w.jpg","length":"118557","type":"image\/jpeg"}}},{"title":"Avoid blundering: 80% of a winning strategy","link":"https:\/\/longform.asmartbear.com\/avoid-blundering\/","pubDate":"Sun, 31 Mar 2024 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/avoid-blundering\/","description":"Why do startups typically fail? It turns out that \"avoiding those things\" is already a plan for success.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/avoid-blundering\/thumbnail-1200w.jpg","length":"50422","type":"image\/jpeg"}}},{"title":"Color Wheels are wrong? How color vision actually works","link":"https:\/\/longform.asmartbear.com\/color-wheels\/","pubDate":"Sun, 24 Mar 2024 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/color-wheels\/","description":"Artists say all colors are a mixture of red, yellow, and blue. But physics and TV screens and printers disagree. How does color really work?","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/color-wheels\/thumbnail-1200w.jpg","length":"69533","type":"image\/jpeg"}}},{"title":"Stubborn Visionaries & Pigheaded Fools","link":"https:\/\/longform.asmartbear.com\/perseverance\/","pubDate":"Sun, 17 Mar 2024 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/perseverance\/","description":"How do you know when to stop, versus when to push through? You don't, not even in hindsight. But these guiding questions can help.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/perseverance\/thumbnail-1200w.jpg","length":"71695","type":"image\/jpeg"}}},{"title":"The Pattern-Seeking Fallacy","link":"https:\/\/longform.asmartbear.com\/pattern-seeking-fallacy\/","pubDate":"Sun, 10 Mar 2024 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/pattern-seeking-fallacy\/","description":"We humans are terrible at discerning patterns from randomness, and in marketing data we unwittingly find \"insights\" that are actually noise. Here's how to fix that.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/pattern-seeking-fallacy\/thumbnail-1200w.jpg","length":"120684","type":"image\/jpeg"}}},{"title":"AI startups require new strategies: This time it's actually different","link":"https:\/\/longform.asmartbear.com\/ai-startups\/","pubDate":"Sun, 03 Mar 2024 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/ai-startups\/","description":"The typical dynamics between startups and incumbents do not apply in AI as they did in previous technology revolutions like mobile and the internet. Ignore this at your peril.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/ai-startups\/thumbnail-1200w.jpg","length":"76009","type":"image\/jpeg"}}},{"title":"How startups beat incumbents","link":"https:\/\/longform.asmartbear.com\/startup-beats-incumbent\/","pubDate":"Sun, 25 Feb 2024 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/startup-beats-incumbent\/","description":"A startup can beat a large, successful incumbent, if it does things the incumbent can not or will not do. Here are those things.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/startup-beats-incumbent\/thumbnail-1200w.jpg","length":"92970","type":"image\/jpeg"}}},{"title":"Easy statistics for A\/B testing and hamsters","link":"https:\/\/longform.asmartbear.com\/ab-testing-statistics\/","pubDate":"Sun, 18 Feb 2024 08:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/ab-testing-statistics\/","description":"A\/B testing tools often lie about whether something is \"statistically significant.\" Here's an extremely simple, mathematically sound formula to compute it for yourself.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/ab-testing-statistics\/thumbnail-1200w.png","length":"394277","type":"image\/png"}},"category":"analysis"},{"title":"Easy to criticize, hard to create","link":"https:\/\/longform.asmartbear.com\/criticize-create\/","pubDate":"Sun, 11 Feb 2024 08:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/criticize-create\/","description":"It's easy to explain why any given business will fail. So what? But neither is it wise to totally ignore the critics.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/criticize-create\/thumbnail-1200w.png","length":"195451","type":"image\/png"}},"category":"psychology"},{"title":"Deciding whether an investment is worthwhile","link":"https:\/\/longform.asmartbear.com\/investment\/","pubDate":"Sun, 04 Feb 2024 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/investment\/","description":"Why \"expected value\" doesn't work; here's a better framework for making long-term investments in your career, startup, and life.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/investment\/thumbnail-1200w.jpg","length":"88273","type":"image\/jpeg"}}},{"title":"Pick one and own it","link":"https:\/\/longform.asmartbear.com\/one-benefit\/","pubDate":"Sun, 28 Jan 2024 08:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/one-benefit\/","description":"What if your company could have only one single advantage over the competition? This exercise will make your positioning and strategy stronger.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/one-benefit\/thumbnail-1200w.png","length":"396003","type":"image\/png"}},"category":["strategy","decisions","marketing"]},{"title":"The \"errors\" that mean you're doing it right","link":"https:\/\/longform.asmartbear.com\/good-problems-to-have\/","pubDate":"Sun, 21 Jan 2024 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/good-problems-to-have\/","description":"Some things appear to be mistakes, but in fact should be celebrated as the expected outcomes of great decisions.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/good-problems-to-have\/thumbnail-1200w.jpg","length":"64138","type":"image\/jpeg"}}},{"title":"How to measure the accuracy of forecasts","link":"https:\/\/longform.asmartbear.com\/forecast\/","pubDate":"Sun, 14 Jan 2024 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/forecast\/","description":"How do you assess forecasts, when the forecast is only a probability? It's not just about accuracy. Let's dive into the math.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/forecast\/thumbnail-1200w.jpg","length":"96144","type":"image\/jpeg"}}},{"title":"Selling to Carol: Why targeting an ICP brings 10x more customers than you expected","link":"https:\/\/longform.asmartbear.com\/icp-ideal-customer-persona\/","pubDate":"Sun, 07 Jan 2024 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/icp-ideal-customer-persona\/","description":"Targeting your \"Ideal Customer Profile\" (ICP) is the best way to differentiate and win sales, but does it limit your target market?","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/icp-ideal-customer-persona\/thumbnail-1200w.jpg","length":"58030","type":"image\/jpeg"}}},{"title":"\"ROI\" is the wrong way to sell your product","link":"https:\/\/longform.asmartbear.com\/roi-selling\/","pubDate":"Sun, 31 Dec 2023 08:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/roi-selling\/","description":"Customers ask for ROI calculations to justify purchasing your software, but it still doesn't convince them. Here's what to do instead.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/roi-selling\/thumbnail-1200w.png","length":"398084","type":"image\/png"}},"category":["pricing","product"]},{"title":"The roadmap to Product\/Market Fit (PMF)\u2026 maybe","link":"https:\/\/longform.asmartbear.com\/product-market-fit-formula\/","pubDate":"Sun, 24 Dec 2023 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/product-market-fit-formula\/","description":"This eight-step process brought WP Engine from an idea to a Unicorn. While there are other roads to Product\/Market Fit, consider copying some of these ideas.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/product-market-fit-formula\/thumbnail-1200w.jpg","length":"46184","type":"image\/jpeg"}}},{"title":"The unfortunate math behind consulting companies","link":"https:\/\/longform.asmartbear.com\/consulting-company-accounting\/","pubDate":"Sun, 17 Dec 2023 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/consulting-company-accounting\/","description":"Hiring even one person creates a lot less profit than you'd think, and launching a product rarely works out. Here are some tips for consulting companies.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/consulting-company-accounting\/thumbnail-1200w.jpg","length":"68934","type":"image\/jpeg"}}},{"title":"How many things should there be? (Hint: Not 10)","link":"https:\/\/longform.asmartbear.com\/top-10\/","pubDate":"Sun, 10 Dec 2023 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/top-10\/","description":"If we happened to evolve with nine fingers, we would have \"Top 9\" lists. So, a \"Top 10\" list probably doesn't have the correct number of things.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/top-10\/thumbnail-1200w.jpg","length":"75941","type":"image\/jpeg"}}},{"title":"Change: Damned if you do, damned more if you don't","link":"https:\/\/longform.asmartbear.com\/change\/","pubDate":"Sun, 03 Dec 2023 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/change\/","description":"Everyone wants change, but doesn't want to change. Though inevitable, change is uncomfortable and exhausting. Manage it with kindness.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/change\/thumbnail-1200w.jpg","length":"46907","type":"image\/jpeg"}}},{"title":"Quarterly strategic planning using the fairytale structure","link":"https:\/\/longform.asmartbear.com\/strategic-planning\/","pubDate":"Sun, 26 Nov 2023 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/strategic-planning\/","description":"Traditional fairytale structure fits naturally in our brains, and thus can guide strategic problem-analysis, and a plan that everyone understands.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/strategic-planning\/thumbnail-1200w.jpg","length":"111890","type":"image\/jpeg"}}},{"title":"Reputation isn't as powerful as you imagine","link":"https:\/\/longform.asmartbear.com\/reputation\/","pubDate":"Sun, 19 Nov 2023 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/reputation\/","description":"Blogger with tens of thousands of subscribers launches a new venture\u2026 and gets only 2 signups. Not the advantage you thought it was.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/reputation\/thumbnail-1200w.jpg","length":"69187","type":"image\/jpeg"}}},{"title":"You're a real company when\u2026","link":"https:\/\/longform.asmartbear.com\/real-company\/","pubDate":"Sun, 12 Nov 2023 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/real-company\/","description":"What marks the moment when you become a \"real\" company?","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/real-company\/thumbnail-1200w.jpg","length":"52730","type":"image\/jpeg"}}},{"title":"Product\/Market Fit (PMF): Experience & Data","link":"https:\/\/longform.asmartbear.com\/product-market-fit\/","pubDate":"Sun, 05 Nov 2023 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/product-market-fit\/","description":"Companies that achieve Product\/Market Fit -- both self-funded and VC-funded -- exhibit the same prototypical metrics curves and subjective experiences.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/product-market-fit\/thumbnail-1200w.jpg","length":"51990","type":"image\/jpeg"}}},{"title":"Rich vs. King in the Real World: Why I sold my company","link":"https:\/\/longform.asmartbear.com\/rich-vs-king-sold-company\/","pubDate":"Sun, 29 Oct 2023 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/rich-vs-king-sold-company\/","description":"Reflecting on selling Smart Bear in 2007, offering insights for entrepreneurs facing similar decisions.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/rich-vs-king-sold-company\/thumbnail-1200w.jpg","length":"71985","type":"image\/jpeg"}}},{"title":"Metrics that cannot even be measured in retrospect","link":"https:\/\/longform.asmartbear.com\/unmeasurable-metrics\/","pubDate":"Sun, 22 Oct 2023 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/unmeasurable-metrics\/","description":"Some of the most enticing, important metrics are impossible to measure, even after the fact. Here's how to identify and avoid this trap.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/unmeasurable-metrics\/thumbnail-1200w.jpg","length":"94838","type":"image\/jpeg"}}},{"title":"Building in public forces true competitive advantage","link":"https:\/\/longform.asmartbear.com\/building-in-public\/","pubDate":"Sun, 15 Oct 2023 08:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/building-in-public\/","description":"\"Building in public\" is popular: How fun when strangers cheer you on! But isn't competitive advantage ruined when competitors know your growth rate and steal your source code?","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/building-in-public\/thumbnail-1200w.png","length":"377217","type":"image\/png"}},"category":["execution","product"]},{"title":"Your non-linear problem of 90% utilization","link":"https:\/\/longform.asmartbear.com\/utilization\/","pubDate":"Sun, 08 Oct 2023 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/utilization\/","description":"Is everyone working very hard, all the time, and yet accomplishing 1\/10th of what it seems they should? Maybe this is why.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/utilization\/thumbnail-1200w.jpg","length":"64506","type":"image\/jpeg"}}},{"title":"Never say \"no,\" but rarely say \"yes.\"","link":"https:\/\/longform.asmartbear.com\/say-yes\/","pubDate":"Sun, 01 Oct 2023 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/say-yes\/","description":"\"Focus\" requires saying \"no\" to most things, but there's a way to do it that allows you to say \"yes\" exactly when it matters most.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/say-yes\/thumbnail-1200w.jpg","length":"66502","type":"image\/jpeg"}}},{"title":"The fundamental forces of scale","link":"https:\/\/longform.asmartbear.com\/scale\/","pubDate":"Sun, 24 Sep 2023 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/scale\/","description":"These forces make larger companies slower and more difficult to execute, but also more effective when harnessed and leveraged.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/scale\/thumbnail-1200w.jpg","length":"73767","type":"image\/jpeg"}}},{"title":"The only way to guarantee startup success","link":"https:\/\/longform.asmartbear.com\/success-guaranteed\/","pubDate":"Sun, 17 Sep 2023 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/success-guaranteed\/","description":"What is it like to reach the pinnacle of success? Is that where you attain happiness and fulfillment? Or are those found right here, right now.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/success-guaranteed\/thumbnail-1200w.jpg","length":"72776","type":"image\/jpeg"}}},{"title":"Stop saying \"fail\"","link":"https:\/\/longform.asmartbear.com\/fail\/","pubDate":"Sun, 10 Sep 2023 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/fail\/","description":"Language shapes our perception of setbacks. Use words other than \"failure\" to describe situations and to suggest the next step.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/fail\/thumbnail-1200w.jpg","length":"70363","type":"image\/jpeg"}}},{"title":"Your customers hate MVPs. Make a SLC instead.","link":"https:\/\/longform.asmartbear.com\/slc\/","pubDate":"Sun, 03 Sep 2023 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/slc\/","description":"\"MVP\" implies a selfish process, abusing customers so you can \"learn\". Instead, make the first version SLC: Simple, Lovable, and Complete\".","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/slc\/thumbnail-1200w.jpg","length":"44349","type":"image\/jpeg"}}},{"title":"Worse, but unique","link":"https:\/\/longform.asmartbear.com\/worse-but-unique\/","pubDate":"Sun, 27 Aug 2023 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/worse-but-unique\/","description":"An objectively \"worse\" strategy can win, if it leverages something unique or unexpected. Startups can use this concept to beat incumbents.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/worse-but-unique\/thumbnail-1200w.jpg","length":"91581","type":"image\/jpeg"}}},{"title":"Impostor Syndrome: Why I felt like a fraud, and how I overcame it","link":"https:\/\/longform.asmartbear.com\/impostor-syndrome\/","pubDate":"Sun, 20 Aug 2023 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/impostor-syndrome\/","description":"Most high-performing people experience Impostor Syndrome. I did too. When you understand the cause, you can defeat it.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/impostor-syndrome\/thumbnail-1200w.jpg","length":"35580","type":"image\/jpeg"}}},{"title":"What makes a strategy great","link":"https:\/\/longform.asmartbear.com\/great-strategy\/","pubDate":"Sun, 13 Aug 2023 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/great-strategy\/","description":"Most so-called \"strategies\" are vague, wishful thinking, written once and never seen again. Don't do that. These are the characteristics of great strategy.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/great-strategy\/thumbnail-1200w.jpg","length":"88334","type":"image\/jpeg"}}},{"title":"Startup identity & the sadness of a successful exit","link":"https:\/\/longform.asmartbear.com\/identity-selling-sadness\/","pubDate":"Sun, 06 Aug 2023 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/identity-selling-sadness\/","description":"Many founders experience a profound and prolonged sadness after selling their company. But \"not selling\" might be worse. Maybe my story will help you.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/identity-selling-sadness\/thumbnail-1200w.jpg","length":"52487","type":"image\/jpeg"}}},{"title":"In command","link":"https:\/\/longform.asmartbear.com\/in-command\/","pubDate":"Sun, 30 Jul 2023 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/in-command\/","description":"Being \"in control\" is impossible, perhaps not even desirable. Being \"in command\" is ideal: honest, introspective, agile, aware, and proactive.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/in-command\/thumbnail-1200w.jpg","length":"43183","type":"image\/jpeg"}}},{"title":"Distinguishing constructive criticism from bad business advice","link":"https:\/\/longform.asmartbear.com\/bad-advice\/","pubDate":"Mon, 24 Jul 2023 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/bad-advice\/","description":"Beware of advice that tries to change who you are. True wisdom guides you to a better version of yourself.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/bad-advice\/thumbnail-1200w.jpg","length":"44842","type":"image\/jpeg"}}},{"title":"Selecting the right product metrics (KPIs)","link":"https:\/\/longform.asmartbear.com\/product-metrics\/","pubDate":"Sun, 16 Jul 2023 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/product-metrics\/","description":"A novel system for selecting and presenting product KPIs, satisfying not only the product team, but also stakeholders, executives, and customers.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/product-metrics\/thumbnail-1200w.jpg","length":"78042","type":"image\/jpeg"}}},{"title":"Business Advice Plagued by Survivor Bias","link":"https:\/\/longform.asmartbear.com\/survivor-bias\/","pubDate":"Sun, 09 Jul 2023 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/survivor-bias\/","description":"Advice from \"successful entrepreneurs\" might be unreliable due to Survivor Bias. What's real, and what's random?","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/survivor-bias\/thumbnail-1200w.jpg","length":"68302","type":"image\/jpeg"}}},{"title":"For probabilities, use Fermi numbers, not words","link":"https:\/\/longform.asmartbear.com\/probability-words\/","pubDate":"Sun, 02 Jul 2023 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/probability-words\/","description":"Don't use phrases like \"unlikely\" or \"almost certainly.\" Here's real-world data showing why not, and what to do instead.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/probability-words\/thumbnail-1200w.jpg","length":"64724","type":"image\/jpeg"}}},{"title":"Discount gambit","link":"https:\/\/longform.asmartbear.com\/discount-gambit\/","pubDate":"Sun, 25 Jun 2023 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/discount-gambit\/","description":"Discounting is the typical sales technique, but refusing to discount can lead to a much better business, even in the Enterprise.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/discount-gambit\/thumbnail-1200w.jpg","length":"57085","type":"image\/jpeg"}}},{"title":"The three kinds of leverage that anchor effective strategies","link":"https:\/\/longform.asmartbear.com\/leverage\/","pubDate":"Sun, 18 Jun 2023 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/leverage\/","description":"Leveraging strengths -- not \"fixing weaknesses\" -- is how to win. Better when differentiated. Best when durable. Here's how to create leverage.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/leverage\/thumbnail-1200w.jpg","length":"94403","type":"image\/jpeg"}}},{"title":"Satisficing vs Maximizing","link":"https:\/\/longform.asmartbear.com\/maximizing\/","pubDate":"Sun, 11 Jun 2023 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/maximizing\/","description":"Fast, or Best? Choose your decision-making goal wisely, especially if you're a natural perfectionist.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/maximizing\/thumbnail-1200w.jpg","length":"79892","type":"image\/jpeg"}}},{"title":"Using the Needs Stack for competitive strategy","link":"https:\/\/longform.asmartbear.com\/needs-stack\/","pubDate":"Sun, 04 Jun 2023 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/needs-stack\/","description":"This simple method positions your product to be more valuable, especially against competitors who aim to disrupt you, or you them.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/needs-stack\/thumbnail-1200w.jpg","length":"78964","type":"image\/jpeg"}}},{"title":"In its emptiness, there is the function of a startup","link":"https:\/\/longform.asmartbear.com\/emptiness\/","pubDate":"Sun, 28 May 2023 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/emptiness\/","description":"Everything about a startup changes over time. The few things that don't, are its essence. The voyage is meaningless, unless you decide what those things are.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/emptiness\/thumbnail-1200w.jpg","length":"65464","type":"image\/jpeg"}}},{"title":"Willingness-to-pay: Creating permanent competitive advantage for the right reasons","link":"https:\/\/longform.asmartbear.com\/willingness-to-pay\/","pubDate":"Sun, 21 May 2023 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/willingness-to-pay\/","description":"This fresh take on \"Willingness-to-Pay\" analyzes three types of customer motivation, leading to superior strategies for growth that also better the world.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/willingness-to-pay\/thumbnail-1200w.jpg","length":"57790","type":"image\/jpeg"}}},{"title":"You can have two Big Things, but not three","link":"https:\/\/longform.asmartbear.com\/two-big-things\/","pubDate":"Sun, 14 May 2023 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/two-big-things\/","description":"No you can't \"have it all.\" You can have two things, but not three.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/two-big-things\/thumbnail-1200w.jpg","length":"79534","type":"image\/jpeg"}}},{"title":"More money if you do, more money if you don't","link":"https:\/\/longform.asmartbear.com\/more-money\/","pubDate":"Sun, 14 May 2023 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/more-money\/","description":"A business always takes more money than you expect, even when you take this fact into account. Here's why.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/more-money\/thumbnail-1200w.jpg","length":"66956","type":"image\/jpeg"}}},{"title":"What a startup does to you. Or: A celebration of new life","link":"https:\/\/longform.asmartbear.com\/startup-life\/","pubDate":"Sun, 07 May 2023 08:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/startup-life\/","description":"A startup is a crucible -- a fiery place that tests your limits, not by probing them but by violently exceeding them, all of the time. It's worth it.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/startup-life\/thumbnail-1200w.png","length":"266401","type":"image\/png"}},"category":"psychology"},{"title":"How repositioning a product allows you to 8x its price","link":"https:\/\/longform.asmartbear.com\/more-value-not-save-money\/","pubDate":"Sun, 30 Apr 2023 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/more-value-not-save-money\/","description":"You can charge much more than you think, if you reposition your value-proposition. Here's how.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/more-value-not-save-money\/thumbnail-1200w.jpg","length":"34388","type":"image\/jpeg"}}},{"title":"When you want to quit because it's just not worth it","link":"https:\/\/longform.asmartbear.com\/startups-emotionally-draining\/","pubDate":"Sun, 23 Apr 2023 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/startups-emotionally-draining\/","description":"Are you crying in the shower because you can't handle it anymore? Beyond Impostor Syndrome: Complete melt-down? Well, at least you're in good company.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/startups-emotionally-draining\/thumbnail-1200w.jpg","length":"65340","type":"image\/jpeg"}}},{"title":"Excuse me, is there a problem?","link":"https:\/\/longform.asmartbear.com\/problem\/","pubDate":"Sun, 16 Apr 2023 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/problem\/","description":"Many startups fail despite identifying a real problem and building a product that solves that problem. This explains why, so you can avoid their fate.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/problem\/thumbnail-1200w.jpg","length":"69527","type":"image\/jpeg"}}},{"title":"When should a decision be fast, or slow?","link":"https:\/\/longform.asmartbear.com\/decisions-fast-slow\/","pubDate":"Sun, 09 Apr 2023 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/decisions-fast-slow\/","description":"Decisions should usually be made quickly, to accelerate action and learning. But sometimes it really is smarter to take your time. Here's how to decide.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/decisions-fast-slow\/thumbnail-1200w.jpg","length":"61355","type":"image\/jpeg"}}},{"title":"Pricing determines your business model","link":"https:\/\/longform.asmartbear.com\/pricing-determines-your-business-model\/","pubDate":"Sun, 02 Apr 2023 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/pricing-determines-your-business-model\/","description":"Pricing is inextricably linked to brand, product, and purchasing decisions. It cannot be \"figured out later,\" because it determines your business model today.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/pricing-determines-your-business-model\/thumbnail-1200w.jpg","length":"75750","type":"image\/jpeg"}}},{"title":"Navigating the unpredictability of everything","link":"https:\/\/longform.asmartbear.com\/predict-the-future\/","pubDate":"Sun, 19 Mar 2023 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/predict-the-future\/","description":"We dramatically, repeatedly fail to predict the future. Does that mean \"strategy\" is senseless? No, it means you need these techniques to navigate a volatile world.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/predict-the-future\/thumbnail-1200w.jpg","length":"69183","type":"image\/jpeg"}}},{"title":"Finding Fulfillment","link":"https:\/\/longform.asmartbear.com\/fulfillment\/","pubDate":"Sun, 25 Dec 2022 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/fulfillment\/","description":"What creates a fulfilling existence? Exploration leads to a framework I've used for years for myself and the people around me. I hope it helps you too.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/fulfillment\/thumbnail-1200w.jpg","length":"32445","type":"image\/jpeg"}}},{"title":"The Iterative-Hypothesis customer development method","link":"https:\/\/longform.asmartbear.com\/customer-development\/","pubDate":"Sat, 17 Sep 2022 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/customer-development\/","description":"A simple but effective system, used to vet what is now a Unicorn, for generating insights about how your potential customers think, what they need, and what they'll buy.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/customer-development\/thumbnail-1200w.jpg","length":"63682","type":"image\/jpeg"}}},{"title":"JIT selection from independent streams: An alternative to the \"big backlog\" of work","link":"https:\/\/longform.asmartbear.com\/jit-backlogs\/","pubDate":"Tue, 23 Aug 2022 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/jit-backlogs\/","description":"The vaunted \"single-threaded, ordered list\" confuses \"prioritization\" with \"work-planning,\" and forces comparisons of the un-comparable. Here's the solution.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/jit-backlogs\/thumbnail-1200w.jpg","length":"70043","type":"image\/jpeg"}}},{"title":"Rocks, Pebbles, Sand: How to implement in practice","link":"https:\/\/longform.asmartbear.com\/rocks-pebbles-sand\/","pubDate":"Sun, 17 Jul 2022 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/rocks-pebbles-sand\/","description":"This complete work-prioritization framework builds on the simplistic \"Rocks, Pebbles, Sand\" analogy, adding the details you need in the real world.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/rocks-pebbles-sand\/thumbnail-1200w.jpg","length":"54559","type":"image\/jpeg"}}},{"title":"Binstack: Making a maximal multi-dimensional decision","link":"https:\/\/longform.asmartbear.com\/maximized-decision\/","pubDate":"Sat, 02 Jul 2022 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/maximized-decision\/","description":"Binstack is a technique for selecting the \"single most impactful\" solution when there are multiple, incomparable dimensions to evaluate.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/maximized-decision\/thumbnail-1200w.jpg","length":"29261","type":"image\/jpeg"}}},{"title":"Fermi ROI: Fixing the ROI rubric","link":"https:\/\/longform.asmartbear.com\/roi-rubric\/","pubDate":"Mon, 20 Jun 2022 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/roi-rubric\/","description":"Traditional rubrics fail to reveal the best answers, or how to explain those answers to others. After explaining why, the following system solves both failures.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/roi-rubric\/thumbnail-1200w.jpg","length":"65723","type":"image\/jpeg"}}},{"title":"The \"Talk vs Walk\" workshop","link":"https:\/\/longform.asmartbear.com\/talk-vs-walk\/","pubDate":"Wed, 08 Jun 2022 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/talk-vs-walk\/","description":"We invented this strategic exercise at WP Engine -- engaging both Marketing and Product, generating actions for both sides that make products more desirable and competitive.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/talk-vs-walk\/thumbnail-1200w.jpg","length":"62595","type":"image\/jpeg"}}},{"title":"Productive meeting activities: Leverage the team, empower the individual","link":"https:\/\/longform.asmartbear.com\/productive-meeting-activities\/","pubDate":"Tue, 24 May 2022 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/productive-meeting-activities\/","description":"Meetings are most productive when we create something that none of us could have created alone. Here are several ways to use meeting time wisely.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/productive-meeting-activities\/thumbnail-1200w.jpg","length":"66441","type":"image\/jpeg"}}},{"title":"Moats: Durable competitive advantage","link":"https:\/\/longform.asmartbear.com\/moats\/","pubDate":"Sat, 07 May 2022 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/moats\/","description":"Industries commoditize over time, delivering similar products at similar prices resulting in low profit. Moats are the antidote; your strategy must create some.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/moats\/thumbnail-1200w.jpg","length":"75298","type":"image\/jpeg"}}},{"title":"The \"Great\" Product Manager, a.k.a. the Impossible Product Manager","link":"https:\/\/longform.asmartbear.com\/great-product-manager\/","pubDate":"Sat, 23 Apr 2022 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/great-product-manager\/","description":"According to the internet, being a Product Manager is impossible. Can you ever measure up? No. But don't worry, there's a better answer.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/great-product-manager\/thumbnail-1200w.jpg","length":"56734","type":"image\/jpeg"}}},{"title":"Failure to face the truth","link":"https:\/\/longform.asmartbear.com\/failure-to-face-the-truth\/","pubDate":"Sat, 09 Apr 2022 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/failure-to-face-the-truth\/","description":"This admonition recurs in myriad books, frameworks, and topics, across decades of time. When something is so consistent, it must be wisdom.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/failure-to-face-the-truth\/thumbnail-1200w.jpg","length":"97185","type":"image\/jpeg"}}},{"title":"Extreme brainstorming questions to trigger new, better ideas","link":"https:\/\/longform.asmartbear.com\/extreme-questions\/","pubDate":"Sat, 26 Mar 2022 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/extreme-questions\/","description":"We know, \"no idea is a bad idea,\" but brainstorming is often unsuccessful. These prompts actually work. They could even lead to a unique business model.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/extreme-questions\/thumbnail-1200w.jpg","length":"75470","type":"image\/jpeg"}}},{"title":"The Elephant in the room: The myth of exponential hypergrowth","link":"https:\/\/longform.asmartbear.com\/exponential-growth\/","pubDate":"Sat, 05 Mar 2022 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/exponential-growth\/","description":"Even Facebook and Slack did not grow \"exponentially,\" as frequently described. Here is the correct model that you can use to understand and affect growth.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/exponential-growth\/thumbnail-1200w.jpg","length":"54492","type":"image\/jpeg"}}},{"title":"Who's lying?","link":"https:\/\/longform.asmartbear.com\/whos-lying\/","pubDate":"Sat, 26 Feb 2022 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/whos-lying\/","description":"A lesson all pilots know: How you must use multiple dials, employing different sources of energy, to report identical data, because some of it is always lying.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/whos-lying\/thumbnail-1200w.jpg","length":"43115","type":"image\/jpeg"}}},{"title":"Distributed Logical Time","link":"https:\/\/longform.asmartbear.com\/distributed-logical-time\/","pubDate":"Sat, 23 Feb 2019 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/distributed-logical-time\/","description":"A simple, decentralized, scalable, constant-memory mechanism for independent replicas to record events in time, preserving the \"happened-before\" relation in almost all cases.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/distributed-logical-time\/thumbnail-1200w.jpg","length":"40415","type":"image\/jpeg"}}},{"title":"What if there isn't another 10x?","link":"https:\/\/longform.asmartbear.com\/another-10x\/","pubDate":"Tue, 18 Oct 2016 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/another-10x\/","description":"What if your tech company has peaked? Is relentless growth the only path, or is it time to redefine your true impact on the world?","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/another-10x\/thumbnail-1200w.jpg","length":"50810","type":"image\/jpeg"}}},{"title":"Refutation: An acquisition is always a failure","link":"https:\/\/longform.asmartbear.com\/acquisition-failure\/","pubDate":"Tue, 29 Sep 2015 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/acquisition-failure\/","description":"Independent or acquired, companies always evolve, and not always for the better. Smart exits can create opportunities for everyone involved.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/acquisition-failure\/thumbnail-1200w.jpg","length":"48442","type":"image\/jpeg"}}},{"title":"Ho Rudolph","link":"https:\/\/longform.asmartbear.com\/ho-rudolph\/","pubDate":"Tue, 24 Dec 2013 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/ho-rudolph\/","description":"Rudolph claps back.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/ho-rudolph\/thumbnail-1200w.jpg","length":"70317","type":"image\/jpeg"}}},{"title":"Why I don't like the LTV metric (LifeTime Value)","link":"https:\/\/longform.asmartbear.com\/ltv\/","pubDate":"Mon, 07 Oct 2013 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/ltv\/","description":"The LTV metric overcomplicates and misleads. Learn why you should use other SaaS metrics instead.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/ltv\/thumbnail-1200w.jpg","length":"61701","type":"image\/jpeg"}}},{"title":"COC: A new metric for measuring cancellations in SaaS business models","link":"https:\/\/longform.asmartbear.com\/coc\/","pubDate":"Tue, 06 Aug 2013 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/coc\/","description":"Introducing COC: The true cost of cancellations in a scaling SaaS business.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/coc\/thumbnail-1200w.jpg","length":"68145","type":"image\/jpeg"}}},{"title":"Which is better: Many customers at low price-point or few at high price?","link":"https:\/\/longform.asmartbear.com\/price-vs-quantity\/","pubDate":"Tue, 01 May 2012 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/price-vs-quantity\/","description":"Which is better: Two companies have the same revenue, one from a few large customers and the other from many little customers","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/price-vs-quantity\/thumbnail-1200w.jpg","length":"71586","type":"image\/jpeg"}}},{"title":"Hiring Employee #1","link":"https:\/\/longform.asmartbear.com\/startup-hiring-advice\/","pubDate":"Mon, 12 Dec 2011 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/startup-hiring-advice\/","description":"If you want another pair of hands to screw things up, how do you acquire resumes, pair them down, and identify someone who is going to work well in your company?","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/startup-hiring-advice\/thumbnail-1200w.jpg","length":"75915","type":"image\/jpeg"}}},{"title":"Ballad of The Lean Startup","link":"https:\/\/longform.asmartbear.com\/lean-startup-ballad\/","pubDate":"Mon, 26 Sep 2011 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/lean-startup-ballad\/","description":"An ode to validated learning.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/lean-startup-ballad\/thumbnail-1200w.jpg","length":"30889","type":"image\/jpeg"}}},{"title":"If you build it, they won't come, unless\u2026","link":"https:\/\/longform.asmartbear.com\/startup-marketing-ideas\/","pubDate":"Mon, 11 Oct 2010 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/startup-marketing-ideas\/","description":"A\/B tests and accumulating Twitter followers is not a marketing strategy, just as \"we'll use salt and cheese\" isn't a recipe.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/startup-marketing-ideas\/thumbnail-1200w.jpg","length":"95537","type":"image\/jpeg"}}},{"title":"Real Unfair Advantages","link":"https:\/\/longform.asmartbear.com\/unfair-advantages\/","pubDate":"Mon, 19 Jul 2010 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/unfair-advantages\/","description":"It's not a question of if someone copies your business idea, it's when.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/unfair-advantages\/thumbnail-1200w.jpg","length":"61737","type":"image\/jpeg"}}},{"title":"Telling the 800-lb Gorilla to Shove it up his Ass","link":"https:\/\/longform.asmartbear.com\/competing-big-companies\/","pubDate":"Mon, 31 May 2010 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/competing-big-companies\/","description":"You worry about competition from the big, brand-name, deep-pocketed company. But there are better things to worry about and ways to avoid running into gorillas in the first place.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/competing-big-companies\/thumbnail-1200w.jpg","length":"57980","type":"image\/jpeg"}}},{"title":"Enough with the \"expert\" guilt","link":"https:\/\/longform.asmartbear.com\/expert-distraction\/","pubDate":"Mon, 22 Feb 2010 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/expert-distraction\/","description":"Tired of being told you need \"10,000 hours\" before you can call yourself an \"expert,\" and maybe become a \"success?\" Maybe you don't.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/expert-distraction\/thumbnail-1200w.jpg","length":"91061","type":"image\/jpeg"}}},{"title":"Put down the compiler until you learn why they're not buying","link":"https:\/\/longform.asmartbear.com\/put-down-the-compiler\/","pubDate":"Mon, 21 Sep 2009 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/put-down-the-compiler\/","description":"Technical founders, step away from the code. Gather insights from non-buyers, rather than just adding more features.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/put-down-the-compiler\/thumbnail-1200w.jpg","length":"55102","type":"image\/jpeg"}}},{"title":"Letters to Joel Spolsky","link":"https:\/\/longform.asmartbear.com\/letters-to-joel-spolsky\/","pubDate":"Tue, 16 Jun 2009 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/letters-to-joel-spolsky\/","description":"I regret to inform you\u2026","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/letters-to-joel-spolsky\/thumbnail-1200w.jpg","length":"31153","type":"image\/jpeg"}}},{"title":"Your idea sucks, now go do it anyway","link":"https:\/\/longform.asmartbear.com\/your-idea-sucks-do-it-anyway\/","pubDate":"Mon, 22 Dec 2008 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/your-idea-sucks-do-it-anyway\/","description":"Your idea probably sucks, and it doesn't matter because your business will probably turn out to be something completely different.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/your-idea-sucks-do-it-anyway\/thumbnail-1200w.jpg","length":"58214","type":"image\/jpeg"}}},{"title":"Breaking the Rules","link":"https:\/\/longform.asmartbear.com\/breaking-the-rules\/","pubDate":"Wed, 17 Dec 2008 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/breaking-the-rules\/","description":"When you know the rules, then you can break the rules.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/breaking-the-rules\/thumbnail-1200w.jpg","length":"86775","type":"image\/jpeg"}}},{"title":"Limiting Options","link":"https:\/\/longform.asmartbear.com\/limiting-options\/","pubDate":"Mon, 21 Apr 2008 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/limiting-options\/","description":"The winning strategy in Othello is to minimize your opponent's options, rather than maximizing your own. The same principle applies to competitive strategy.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/limiting-options\/thumbnail-1200w.jpg","length":"81587","type":"image\/jpeg"}}},{"title":"The \"Opposite Test\"","link":"https:\/\/longform.asmartbear.com\/opposite-test\/","pubDate":"Sun, 06 Apr 2008 00:00:00 +0000","author":"Jason Cohen","guid":"https:\/\/longform.asmartbear.com\/opposite-test\/","description":"Elevate your product marketing: Use the Opposite Test to avoid generic bullet points and craft compelling, unique features.","enclosure":{"@attributes":{"url":"https:\/\/longform.asmartbear.com\/opposite-test\/thumbnail-1200w.jpg","length":"75365","type":"image\/jpeg"}}}]}}