In this episode of, Sudeep and Sharan tackle the often misunderstood concept of Product-Market Fit (PMF). Drawing from their extensive experience in B2C and B2B sectors, they break down what PMF really means and why it’s essential for businesses of all kinds. This is a must-listen for any entrepreneur, marketer, or business leader aiming to scale a brand successfully. EPISODE HIGHLIGHTS: What is PMF? Sharan defines PMF as the point where your product satisfies a market need profitably, with the ability to acquire customers, scale predictably, and make money. He discusses three critical elements of PMF: repeatability, predictability, and profitability. PMF in Practice: The conversation moves beyond theory as Sharan explains how businesses can ensure they have achieved PMF by aligning product performance with customer expectations and being able to grow efficiently. Common Misconceptions: Sharan and Sudeep debunk the idea that rapid growth equals PMF. Sharan shares how growth-at-all-costs can often mislead founders into thinking they have achieved PMF, when profitability still lags. The Iterative Nature of PMF: They emphasize that PMF is not a one-time milestone. It’s an ongoing process that needs to be re-evaluated as businesses expand to new markets or segments. Challenges in Scaling After PMF: Sharan outlines the typical challenges businesses face when scaling after PMF—like maintaining operational efficiency, keeping product quality consistent, and ensuring profitability across different distribution channels. B2B vs. B2C PMF: Sharan asks Sudeep to share insights on the differences in achieving PMF between B2B and B2C businesses. While the fundamental principles remain the same, B2B tends to have longer sales cycles, more stakeholders, and more personalized PMF iterations. In contrast, B2C is often faster to achieve PMF, but scaling can be more challenging due to diverse consumer behaviours and higher operational complexity. KEY TAKEAWAYS: 1. PMF is Ongoing: It’s not a one-and-done. As you grow, you’ll need to revalidate your product’s fit in different markets and with different customer segments. 2. Profitability Matters: Achieving PMF isn’t just about having a popular product—it’s about making money consistently while scaling. 3. B2B is More Complex: In B2B, PMF involves deeper customer empathy and often requires multiple iterations to align solutions with client needs. 4. Scaling Brings New Challenges: After PMF, maintaining quality, aligning your team, and planning unit economics for new channels are critical hurdles. QUOTES: “PMF is when your product satisfies a market need profitably—repeatably, predictably, and cost-efficiently.” “Don’t confuse growth with PMF. If you’re not making money, you haven’t nailed it yet.” “B2B is more intimate—you hyper-customize the PMF because you can empathize deeply with your client.” As always, we’d love to hear your feedback. Please email us at [email protected] with your thoughts or any questions for our hosts. Please tell us what topics you'd like to have discussed on the CoBB, by filling in this ⁠CONTENT SUGGESTION FORM⁠⁠ It only takes a few minutes, and it will help us provide you with the content most relevant to you. SHOW WEBSITE CONNECT WITH OUR HOSTS Sudeep Chawla on ⁠Linkedin⁠ Sharavana Raghavan on ⁠Linkedin⁠ FOLLOW US CoBB - ⁠LinkedIn CoBB - Instagram⁠ CREDITS - Album Art & Design by ting.in - Voiceovers by Anjale Stephanos - Music from Zapsplat.com