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Sequoia's Jim Goetz: Solve a Specific Problem for a Specific Person

By Doug Leone · Marketing · 1 min read

Goetz backed WhatsApp and Zoom. Both solved one specific problem for one specific person. That is the formula.

Key Points

The best pitches solve one problem for one person
Broad solutions for broad audiences fail. Specific solutions for specific people win.
WhatsApp solved messaging for people with expensive SMS. Zoom solved video for people tired of bad calls.

Solve a specific problem for a specific person. Do not try to boil the ocean.

One Problem, One Person

Goetz does not invest in platforms. He invests in solutions.

WhatsApp: cheap messaging for people in countries with expensive SMS.

Zoom: reliable video for people who were tired of bad conference calls.

Specificity Wins

The narrower your target, the better your product.

Build for one person. Make it perfect for them. Then expand.

Products built for everyone delight nobody.

Solve a specific problem for a specific person.

Then Expand

WhatsApp started with international messaging. Now it is the world's most used app.

Zoom started with business calls. Now it is everywhere.

Both started specific. Both became universal. In that order.