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The Sharp Startup: When PayPal Found Product-Market Fit

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Twenty years ago this month, PayPal found product-market fit. I remember the moment vividly because it’s a dramatic example of a strategy that still works today. I call it “going Sharp.” Whereas the average startup launches a bunch of features for a bunch of use cases to appeal to many possible users, the Sharp Startup focuses on a few killer features for the most desperate customer segment. In short, it finds a wedge into the market. The Sharp Startup focuses on the most desperate customer segment. It finds a wedge into the market. While it’s important to have a larger vision, the Sharp Startup remains opportunistic and agile enough that when it spots this kind of opening in the market, it drops everything else and drives all of its troops through it. I recall the moment that happened at PayPal. I was sharing an office with Luke Nosek at the legendary 165 University Avenue in Palo Alto. Luke ran marketing while I was in charge of product. It was a contrast in styles as Luke was terrif

The Sharp Startup: When PayPal Found Product-Market Fit Reflections on the 20th anniversary of a $100+ billion product David Sacks Nov 11, 2019 45 3 6 Share Twenty years ago this month, PayPal found product-market fit. I remember the moment vividly because it’s a dramatic example of a strategy that still works today. I call it “going Sharp.” Whereas the average startup launches a bunch of features for a bunch of use cases to appeal to many possible users, the Sharp Startup focuses on a few killer features for the most desperate customer segment. In short, it finds a wedge into the market. The

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