Article excerpt
Technical possibility creates commercial temptation
A deep-tech product may solve problems across several industries, use cases or buyer groups. Technically, that flexibility is a strength.
Commercially, it can make focus difficult because every promising conversation looks like a possible market.
An ICP is not a statement about everything the technology can do
It is a decision about where the strongest combination of pain, urgency, access and buying ability exists right now.
Choosing an ICP does not mean permanently abandoning other markets. It means deciding where to concentrate scarce founder attention while you build evidence.
Use evidence, not imagination
Look at who is progressing fastest, who understands the value without excessive education, where pilots convert, where budget exists and what type of buyer repeatedly acts.
A narrow starting point gives a broad technology the best chance of becoming a business.
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