What Is the Pull Framework?

Rob Snyder says the pull framework describes a person who will pull a product out of a founder's hands, someone who would be weird not to buy. Startups that take off have that feeling. Most founders sit in the opposite spot, pushing to convince people to care and to buy, and the effort only kind of works.

As a founder he went out and found hair on fire pain points, big problems, and a differentiated solution that provided real value. Design partners used the product every single day, so he checked every box and expected the company to go to the moon. Selling smashed into a wall for two years of aimless pivots, with no clue why. A random pivot then took off. People can agree a product solves pain points and offers a ton of value and still refuse to drop their priorities to buy it.

Pull comes from a certain kind of priority. Somebody has a project on the to-do list, is trying to do it right now, and cannot do it with existing tools, methods, or options. The buyer is a coiled spring, stuck. An offer that gets the priority done is what they rip out of a founder's hands. The pull framework is an acronym for that case.