Hey friends 👋
This week we’re breaking down why the common “you need to be 10x better than the competition” advice is dangerously misleading.
Everyone says you need to be 10x better than the competition to overcome switching costs. But they’re missing a key factor: it’s not about being 10x better at something.
It’s about the ratio between the value you create and the friction of switching.
We dig into three real scenarios where founders chase this mythical 10x:
A construction scheduling tool that’s literally 10x faster, but customers still won’t pay.
An e-commerce support platform stuck at small customers who can’t crack mid-market.
A freelancer financial app with great reviews but terrible conversion rates.
The common pattern is they’re all solving for the wrong equation. You need to either make switching 10x easier OR deliver 10x more value on the things that actually matter to your economic buyer.
We walk through the hidden switching costs most founders miss (and it’s not integrations), why “we’re happy with [incumbent]” is always code for something else, and how to figure out if you’re targeting the right person in the organization.
Plus: the etymology of “chip on your shoulder” and why Slow Horses is the best spy show you can watch right now.
—Cameron and JDM
