Eddie Hartman

and I think we all know these archetypes.

We have the people who are like, they're born salesmen and they're out there.

They're on stage at tech crunch disrupt.

And they're saying, I am going to just burst through walls.

Like the, the, the jello mascot, right?

I'm just going to crash through.

And I am going to the Kool-Aid, the Kool-Aid.

And I'm going to grab as much land as I can.

And then you have other people who say, no, I'm going to build a devoted following of people who love me.

And they're going to,

You know, it's going to be more like a religion than a product, right?

People are going to be crazy about what I have.

And then other people say, well, I'm going to create a premium product and I'm going to charge for it because it's going to be amazing, better than anything in the market, right?

The problem is, again, if you have that crazy fanatical self-belief and if you also tend to lean into the thing that you do well, the next thing you know, your whole company is built around that single engine.

You are only thinking about sales and how can I acquire new people, acquire, acquire, acquire, acquire, acquire.

And the next thing you know, you stalled out.

It's more expensive because we have that diminishing returns.

You have all the early adopters and now you're trying to reach the next tranche and it's more expensive and you didn't expect that.

And it's harder.

And what did you not do?