The best founders don't just understand what their products do. They understand what their customers hope those products will make possible.
I LOVE this story.
James McGoff, founder of Ohm, told me about a conversation he'd had with one of his customers and it reminded me that people aren’t always buying what we think we are selling.
Ohm has created a beautifully designed glass lamp designed to help people relax through guided breathing. That’s literally what they are selling. You pick up the Ohm Stone, which senses your body's response, and the lamp guides your breathing through light and gentle vibrations. As your body relaxes, the lamp changes color, giving you real-time feedback.
But this customer wasn't just looking for a way to relax.
He told James, “The world needs more good dads. I want to be one of those, which means it has to start with me.”
And that's why he bought the lamp.
I had a fascinating conversation with James and Ohm's marketing lead, Tiffani Davidson, about creating something people have never seen before, the challenge of changing behavior, and why making something easier can be more powerful than asking people to try harder.
I'm a little obsessed with this product. But I'm even more impressed by how thoughtfully they're building the business.
I think you'll love this conversation.