What actually happened
Graham describes Stripe's founders setting up people on the spot after they agreed to try the product. YC called it the Collison installation.
Source: Paul Graham — Do Things That Don't Scale ↗What you can learn
Interest is not the same as use. When a customer says yes, help them reach the first useful outcome before the conversation ends.
Try it this week
- Define one small result a new customer should reach.
- Offer a setup call to someone who has agreed to try your product.
- Watch where they get stuck, without explaining away the difficulty.
Check your understanding
A customer says they will try it next week. What is a better next step?
Our exercises and interpretations are editorial guidance, not YC's own application answers.