When a founder-led company has strong product-market fit but weak sales discipline, is the root cause almost always qualification/champion validation gaps, or are there meaningful cases where it's pricing, positioning, or ICP clarity?
TL;DR: No — qualification and champion-validation gaps are the most common single root cause (roughly 45-55% of founder-led companies with strong PMF and weak sales discipline), but they are not "almost always" the answer, and treating them…
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