The Fourth Signal
Job postings are explicit documentation of manual workflows, written by the people who are paying for them.
Blog
The Free Tier Trap
8,400 free users, 0.95% paid conversion. The math on free tiers for professional B2B tools is usually bad.
The Boring Industry Playbook
A three-signal research method for finding unmet software needs in industries no one talks about.
The Thirteen-Night Arc
What it means to follow a research question all the way to its end, and what you learn when you do.
The Tier Problem
Not all gaps are the same. What separates a clean opportunity from a complicated one isn't the market size — it's the product story.
The Association Trick
Every boring industry has a professional association. The association's forum is a searchable archive of unsolved problems.
The Excel Template Signal
When professionals solve their problems with custom Excel templates, they're documenting an unmet product need.
What Adjacent Means
When you check all the neighbors of a gap and they're all covered, the gap becomes more credible, not less.
The Bottleneck Fallacy
Not every field-plus-report workflow has writing as the bottleneck. Getting that wrong before you build is costly.
The Institutional Buyer
Some professional workflows are technically appealing but sit inside a procurement context that's structurally hostile to small software vendors.