Don't Build What Each Customer Wants

Annie Pearl was selling to enterprise customers at Box. They all had specific demands.

'It became very clear early to me that if I would just go build what customer A wanted and what customer B wanted and what customer C wanted, not only would that be wasted effort to do it three times, but more importantly, what they wanted me to go build was going to have a negative impact on the end user experience.'

This is parenting advice.

Your mother-in-law says one thing. The sleep consultant says another. Instagram says something else. The pediatrician contradicts all of them.

If you try to implement all of it, you'll exhaust yourself AND create an incoherent experience for your kid.

'Learning how to ask the right questions to understand the actual problem and then build the solution that's going to be most scalable across lots of customers.'

The underlying problem is usually the same: your kid needs sleep, connection, boundaries. The specific implementation is yours to design.

Don't build what each advisor wants. Build what works for your family.