Girish

Are you competing with an intern maybe for the problem that you're solving?

And you start from there and then you sort of drill it down to, you know, knowing what are the key attributes of your product that will help them meet and fix those problems.

Then you come down to the values that you want to talk about and so on and so forth.

I'm not going to spend a lot of time talking about this.

April does a much better job of talking about this.

There's a whole book on this.

I highly, highly recommend it.

But this process, this rigor of going through these steps will really, really help you nail down what exactly you are selling and to whom you're selling them to.

I highly recommend that.

Having done that, when you know the rough section of the market that you're selling to, roughly what is it that you're going to do, I would recommend going through this thing called the value proposition canvas.

Again, there's a ton of literature on this already online.

You can Google this, get a lot of information about this.

The point that I'd like to emphasize over here is that this is a long, exhaustive exercise.

It's about sitting down and writing all the features, all the pain points, all the

pain relievers, all the gain creators that you have for your customers, and this becomes like a long spreadsheet that typically you do inside of your company.

Again, exhausting, academic-looking exercise, but very, very crucial that you do this.

I think the most important point that I want to say here is that everything that I talked about, nailing your ICP, talking to your customers, getting down to your value prop canvas, this seems like a lot of work, and it almost looks academic, but this is not the stuff that you outsource to your

VP sales or your product manager.

This is stuff that you as a founder need to nail down.

This is stuff that you need to figure out yourself.