From 'Works on My Machine' to 'Sells in Their Business': A Developer's Journey

The Reality Check: A Story from Plausible Analytics

When Uku Täht started Plausible Analytics, he was like many developers - focused on building features he thought users wanted. His first version was technically impressive but wasn't gaining traction. The turning point came when he shifted from asking "What cool features can I add?" to "What problems are my users actually trying to solve?"

This shift led him to discover that potential customers weren't just looking for another analytics tool - they wanted a privacy-focused, GDPR-compliant alternative to Google Analytics that wouldn't slow down their websites. By letting customer problems guide his roadmap, Plausible grew from $400 to $50,000+ in monthly recurring revenue.

Breaking Free from the Technical Bubble

As developers, we often fall into the trap of building what's technically interesting rather than what's commercially valuable. Here's how to change that mindset:

1. Start with Real Problems, Not Solutions

Before writing any code, talk to potential customers. Don't pitch your solution - ask about their challenges. What tasks take too much time? What causes them frustration? What are they already paying for?

2. Validate Through Manual Processes

Instead of building a full product, start by solving customer problems manually. Use spreadsheets, email, and existing tools. This approach helps you:

• Understand exactly what customers need before investing in development
• Generate revenue while learning what to build
• Build relationships with early customers who will guide your product development

3. Focus on Business Outcomes

Your code might be elegant, but customers care about results. Document case studies showing how your solution helps customers:

• Save time or money
• Increase revenue
• Reduce errors or risks
• Improve their own customer satisfaction

The Path Forward

Here's a practical framework for transitioning from technical-first to customer-first development:

Week 1-2: Customer Discovery

Spend time interviewing potential customers. Don't mention your planned solution - focus on understanding their workflow, challenges, and current solutions.

Week 3-4: Manual MVP

Create a minimal solution using existing tools. This could be as simple as a combination of:

• Google Sheets for data management
• Zapier for automation
• Email for notifications
• Manual processing where needed

Week 5-8: Iterative Development

As you serve customers manually, identify patterns and automation opportunities. Build features based on:

• Repetitive tasks you're doing manually
• Common customer requests
• Areas where manual processes cause delays

Measuring Success

Instead of tracking code metrics, focus on business metrics:

• Customer satisfaction scores
• Time saved for customers
• Revenue generated
• Customer retention rates

Common Pitfalls to Avoid

Watch out for these developer tendencies:

• Building features without customer validation
• Optimizing code before validating business value
• Choosing technology based on personal interest rather than customer needs
• Avoiding customer interaction in favor of coding

Extra Tip: The "One Customer" Rule

Before adding any new feature, get at least one customer to commit to using it. This ensures you're building what people will actually pay for, not just what seems technically interesting.

Remember: Your technical skills are valuable, but they're most powerful when applied to real customer problems. Focus on demand-driven development, and you'll build something people actually want to buy.