The Physics of Startups - Rob Snyder ![rw-book-cover|200x400](https://substackcdn.com/image/fetch/w_256,c_limit,f_auto,q_auto:good,fl_progressive:steep/https%3A%2F%2Fsubstack-post-media.s3.amazonaws.com%2Fpublic%2Fimages%2F3d7eba34-6107-4731-92c6-606b761210d7_1280x1280.png) ## Metadata - Author: **Rob Snyder** - Full Title: The Physics of Startups - Category: #articles - URL: https://howtogrow.substack.com/p/the-physics-of-startups ## Highlights - **Demand is what** ***causes*** **buyers to buy things.** As Bob Moesta says, *purchases are always caused - they are not random!* ([View Highlight](https://read.readwise.io/read/01k1a4f023em1zk53x45kamdat)) - [PULL](https://howtogrow.substack.com/p/the-pull-framework) - a specific permutation of demand - causes a buyer to buy OUR thing. ([View Highlight](https://read.readwise.io/read/01k1a4fxtyrqnmctdfgdpfj2z1)) - **Our business simply** ***serves*** **demand.** Everything we do only works if it fits buyers’ demand; demand *causes* the activities we do to work, or not. ([View Highlight](https://read.readwise.io/read/01k1a4h4k6vhbwmjw53t07w67a)) - **Fast-growing startups can only grow fast BECAUSE many buyers have PULL.** Hustle, branding, hype, etc. only work *if* there’s a lot of PULL out there. ([View Highlight](https://read.readwise.io/read/01k1a4hjp64jf4j8n9tqgewnhj)) - **The goal is to figure out the** ***specific physics*** ***of our business*****.** Based on what we know about our customers’ demand and options, what exactly is the right “shape” of our business (product, pricing, etc.) that buyers *pull,* and what is the set of activities we should do (GTM, support model, etc.) to channel and serve that *pull*? ([View Highlight](https://read.readwise.io/read/01k1a4hv0bdhvpvk8x1thfpxtb)) - **Physics** ***helps us focus confidently*** ([View Highlight](https://read.readwise.io/read/01k1a4jb1yxmdf3n0gpf1kkzjx))