Framework
The B2G Pivot Framework
When you have users but no anchor, it's not a product problem. It's a customer depth problem. Go vertical, raise the price, and let the credit card prove the market.
How it works
- 1Product-led growth at low price points produces thousands of users with no shared profile.
- 2Low price signals low commitment — customers churn without meaningful feedback.
- 3Feature creep accelerates when you have no anchor on what actually matters.
- 4A forced pivot into a new vertical with a completely different pricing philosophy resets everything.
- 5The decision to move to defense contracting came from domain expertise, not market research.
- 6The customer who pays $70K/year tells you what to build. The customer at $79/month tells you nothing.
Hear it on the podcast
The B2G Playbook Nobody Talks About (And It's Printing Money)Listen to the episodeMore from this episode
The RFPs Suck GTM StrategyThe cleanest example of founder-led, zero-product sales: find the pain at the conference, pitch with a slide deck, charge for a pilot, and build the product from proof.The B2G Intelligence FrameworkDefense contractors who win don't wait for an RFP. They shape the requirement before it's written. Market intelligence is what makes that possible.
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