Is your customer BLOCKED or COPING?

2026-02-13

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There are two types of PULL out there. If a customer has either of them - and if your Supply fits - they will rip a product out of your hands. Here is how Rob defines them:COPING PULL: A buyer who is prioritizing a project right now, but their current approach is sufficiently bad that they are COPING - struggling against their current approach.BLOCKED PULL: A buyer who would prioritize a project right now if they could - but their existing options are unworkable, so they are...

There are two types of PULL out there. If a customer has either of them - and if your Supply fits - they will rip a product out of your hands. Here is how Rob defines them:

COPING PULL: A buyer who is prioritizing a project right now, but their current approach is sufficiently bad that they are COPING - struggling against their current approach.
BLOCKED PULL: A buyer who would prioritize a project right now if they could - but their existing options are unworkable, so they are BLOCKED.

In this episode, Rob dives into the difference between the two, case studies of each, how to find them, and common pitfalls that founders run into.

Substack post: “Blocked or Coping?”

Rob's Substack post here: ⁠LINK⁠

PMF Camp / Work with Rob: ⁠LINK⁠

Pre-order Rob's book ("The Power of PULL"): ⁠Amazon⁠

Connect with Rob on LinkedIn: ⁠LINK⁠

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