I have launched four products that went nowhere. Total revenue across all of them: three hundred dollars. The fifth is working. The difference is embarrassing in its simplicity. Products one through four started with an idea I liked. Product five started with forty people telling me they already paid badly for the problem. I did not ask would you use this. I asked what do you do today when this happens, and I listened for workarounds. Workarounds are product-market fit in disguise. If people hack together spreadsheets and WhatsApp for a problem, they will pay for something better. Stop validating ideas. Start collecting workarounds.