- Discovery reframe: Ask “what work would you offload?” instead of “what’s your pain point?” — yields better signal with well-resourced buyers.
- Dual GTM: Simultaneously targeted mid-market and enterprise by building a platform-first product combining AI workflow builders with ITSM.
- 10x requirement: Competing in existing categories demands undeniable superiority — incremental improvements don’t justify switching costs.
- Platform first: Build the hardest, most differentiated component first, then layer complementary products as they mature.
Entities: Jake Stauch, Serval, First Round Capital