From Zero to $100 Million: Growth Lessons from Brian Balfour. | OpenView Labs

A useful framework for scaling up a company that avoids the dangers of being product-centric.

Balfour's framework takes you through four stages of fit:

  1. Market-Product Fit
  2. Product-Channel Fit
  3. Channel-Model Fit
  4. Model-Market Fit
The biggest mistake that most entrepreneurs make is they think they can build an amazing product in isolation, and once they have a few customers loving it, they can Frankenstein channels onto it afterwards. But it’s actually the exact opposite — you have to build your product to fit the channels. You control what your product is, but you don’t control the rules of the channel.


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