An 86-minute guide to finding PMF | Rob Snyder (Author, The Power of Pull)

Lenny's Podcast: Product | Career | Growth

An 86-minute guide to finding PMF | Rob Snyder (Author, The Power of Pull)

120

5

1

×

Preview

0:00

Current time

:

0:00

/

Total time

:

-1:25:46

-1:25:46

Audio playback is not supported on your browser. Please upgrade.

An 86-minute guide to finding PMF | Rob Snyder (Author, The Power of Pull)

The founder who helped over 50 startups hit $1M ARR shares his PULL framework for finding real product-market fit

Lenny Rachitsky

Oct 25, 2026

∙

Paid

120

5

Share

Transcript

Rob Snyder

is the author of

The Power of Pull

and writes the newsletter

The Physics of Startups

. He has advised more than 50 startups on growing from zero to $1 million in ARR, drawing on his own experience as a founder who spent two years pushing a product the market didn’t want before accidentally stumbling onto what actually works. In this episode, we walk step by step through his framework for finding product-market fit, from coming up with an idea to closing your first handful of deals.

Listen on

YouTube

,

Spotify

, or

Apple Podcasts

We discuss:

The PULL framework: Project, Unavoidable, List of options, Limitations

Where the best startup ideas come from

Tactics for cold outreach and running your first sales call

Why Rob advises against design partners

Goblin mode: what to do when nothing is working

How to apply the PULL framework inside larger companies

Brought to you by:

WorkOS

—Make your app enterprise-ready, with SSO, SCIM, RBAC, and more

DX

—Engineering intelligence for the AI era

Where to find Rob Snyder:

• LinkedIn:

https://www.linkedin.com/in/rsnyder1

• Newsletter:

https://thephysicsofstartups.substack.com

• Podcast:

https://open.spotify.com/show/4Cic56E1UEbU25P3v14Vkq

• Website:

https://robsnyder.org

Referenced:

• The PULL framework:

https://thephysicsofstartups.substack.com/p/the-pull-framework

• The ultimate guide to JTBD | Bob Moesta (co-creator of the framework):

https://www.lennysnewsletter.com/p/the-ultimate-guide-to-jtbd-bob-moesta

• How to find work you love | Bob Moesta (Jobs-to-be-Done co-creator, author of “Job Moves”):

https://www.lennysnewsletter.com/p/how-to-find-work-you-love-bob-moesta

• Jump:

https://jump.ai

• Linear’s secret to building beloved B2B products | Nan Yu (Head of Product):

https://www.lennysnewsletter.com/p/linears-secret-to-building-beloved-b2b-products-nan-yu

• Josh Woodward on LinkedIn:

https://www.linkedin.com/in/joshwoodward/

• Clearly AI:

https://clearly-ai.com

• Emily Choi-Greene on LinkedIn:

https://www.linkedin.com/in/emilycg

• Spanx:

https://spanx.com

• Floodgate:

https://www.floodgate.com

• Snoop Dogg on X:

https://x.com/SnoopDogg

• Jira:

https://www.atlassian.com/software/jira

• Linear:

https://linear.app

• “Sell the alpha, not the feature”: The enterprise sales playbook for $1M to $10M ARR | Jen Abel:

https://www.lennysnewsletter.com/p/the-enterprise-sales-playbook-1m-to-10m-arr

• How to close $100K+ enterprise deals, step by step | Jen Abel:

https://www.lennysnewsletter.com/p/how-to-close-100k-1m-deals-step-by

• Teero:

https://www.teero.com

• A guide for finding product-market fit in B2B:

https://www.lennysnewsletter.com/p/finding-product-market-fit

• Retention is the hard part:

https://thephysicsofstartups.substack.com/p/retention-is-the-hard-part

• Mark Roberge on LinkedIn:

https://www.linkedin.com/in/markroberge/

• Ali Ghodsi on LinkedIn:

https://www.linkedin.com/in/alighodsi/

•

Pride and Prejudice

:

https://www.imdb.com/title/tt0414387

•

Penguins of Madagascar

:

https://www.imdb.com/title/tt1911658

• Muse:

https://muse.ai

• Lessons from 1,000+ YC startups: Resilience, tar pit ideas, pivoting, more | Dalton Caldwell (Y Combinator, Managing Director):

https://www.lennysnewsletter.com/p/lessons-from-1000-yc-startups

• Lemlist:

https://www.lemlist.com

Recommended books:

•

The Power of Pull: What You Need to Know About Customer Demand to Build a Successful Startup (and Why Most Founders Get It Wrong)

:

https://www.amazon.com/Power-Pull-Customer-Successful-Founders/dp/1541705955

•

The Nature of Order, Book One: The Phenomenon of Life: An Essay on the Art of Building and the Nature of the Universe

:

https://www.amazon.com/dp/B0BHLGZHHD

•

The Nature of Order, Book Two: The Process of Creating Life: An Essay on the Art of Building and the Nature of the Universe

:

https://www.amazon.com/Nature-Order-Book-Two-Creating-ebook/dp/B0F2SMKQT8

•

The Nature of Order, Book Three: A Vision of a Living World: An Essay on the Art of Building and the Nature of the Universe

:

https://www.amazon.com/dp/B0F2SS62LG

•

The Nature of Order, Book Four: The Luminous Ground

:

https://www.amazon.com/Luminous-Ground-Building-Alexander-Christopher/dp/B00CB5JTI6

Production and marketing by

https://penname.co/

. For inquiries about sponsoring the podcast, email

[email protected]

.

Lenny may be an investor in the companies discussed.

My biggest takeaways from this conversation:

This post is for paid subscribers

Subscribe

Already a paid subscriber?

Sign in

Lenny's Podcast: Product | Career | Growth

Interviews with world-class product leaders and growth experts to uncover concrete, actionable, and tactical advice to help you build, launch, and grow your own product.

Interviews with world-class product leaders and growth experts to uncover concrete, actionable, and tactical advice to help you build, launch, and grow your own product.

Listen on

Substack App

Apple Podcasts

Spotify

YouTube

Pocket Casts

RSS Feed

Appears in episode

Lenny Rachitsky

Recent Episodes

How a 19-year-old intern built the growth engine behind this $2B AI company | Hector Serrano

Nov 1

•

Lenny Rachitsky

Inside the black box of AI: How AI models actually think | Emmanuel Ameisen (Anthropic)

Oct 18

•

Lenny Rachitsky

Why every company now needs to think and operate like a lab team | Josh Woodward (Google Labs, Gemini, AI Studio)

Oct 11

•

Lenny Rachitsky

OpenAI’s Head of ChatGPT: We’re entering a new era of AI (again) | Tibo Sottiaux

Oct 4

•

Lenny Rachitsky

The grief, loneliness, and burnout sweeping through the tech industry right now | Molly Graham

Sep 27

•

Lenny Rachitsky

90 minutes of unfiltered product advice from Snap and Discord’s product chief | Peter Sellis

Sep 20

•

Lenny Rachitsky

How we built Grok Bot in a month | Roman Ugarte (SpaceXAI)

Sep 8

•

Lenny Rachitsky