The Physics of Startups

Investors Have PULL Too

The post explains the PULL framework, which isolates buyers who are compelled to act on a specific project because they cannot wait, delay, or use alternatives. It argues that most fast‑growing startups miss this by targeting customers who could choose elsewhere, leading to low conversion. Applying the same lens to venture capital reveals that VCs are driven more by a fear of missing the next big thing than by solid traction, requiring founders to reshape their pitches. Misreading either investors' or customers' true projects can derail product strategy and growth.