Traction Lab Podcast

Hey friends 👋Ever see a startup pitch with a “$120 billion TAM” and think... wait, what? This week we’re diving deep into Total Addressable Market calculations and why most founders get them hilariously wrong.We break down the difference between top-down TAMs (”if we just get 1% of this massive market...”) and bottom-up approaches that actually mean something. From college fridge rentals claiming 50% market capture to legal platforms confusing their customers’ TAM with their own, we rate some truly wild examples.Key insight: Your TAM should be the market you’re actually playing in, not your customer’s market. That DIY legal platform? Your TAM isn’t the entire legal services market - it’s what freelancers spend on legal tools.We also share tactical tips for building credible, data-driven TAMs that impress investors and help you understand your real growth potential.Plus: Cam’s history of the Boston metro, and JDM’s epic Reno road trip disaster involving flat tires, beef jerky dinners, and a Starbucks with literally zero chairs. Because sometimes startup life mirrors your TAM calculations… messier than expected.—Cameron and JDM This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit zerototraction.substack.com

Hey friends 👋Ever catch yourself nodding along to customer interviews where everyone says “yes” to your idea? Yeah, we’ve been there too.This week we’re breaking down the classic founder trap: leading customers to tell you exactly what you want to hear. Coming fresh off our Startup Challenge (and maybe slightly sleep-deprived), we dive into the art of unbiased customer interviews using the Mom Test framework.We play “Did they say that, or did you?” with three startup scenarios — from AI insurance tools to pet travel platforms. No surprise… most are accidentally offering customers a “magic wand” and wondering why their beta launches flop.Key insight: Ask about past behavior, not hypothetical interest. “Tell me about the last time you...” beats “Would you use a tool that...” every single time.Plus, in Frivolous Thoughts: the surprising origins of origami (hint: it started in China, not Japan) and why we say “telltale signs.”Stop building products nobody wants. Start asking better questions.—Cameron and JDM This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit zerototraction.substack.com

Hey friends 👋Ever wondered why investors ghost you after seeing your cap table? This episode might have the answer.We dive into the messy world of founder equity splits and why most of them are recipe for disaster. From the CEO hoarding 60% while the CTO builds everything, to the “fair” 50-50 splits that avoid hard conversations, to advisors walking away with 15% for making a few intros.Key insight: “Equity is about future value, not past value” - and most founders get this backwards.We break down:* Why contribution-based splits beat “vibes-based” decisions* The vesting cliff mistake that kills deals* What your cap table signals to Series A investors* Real examples of equity splits that make investors runPlus, we play “Founder’s Pie or Founder’s Crumble” - our game analyzing startup cap tables and predicting their Series A fate.Frivolous Thoughts: JDM discovers a drag king named Oliver Clothes Off on Bake Off (seriously).— Cameron and JDM This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit zerototraction.substack.com

Hey friends 👋Ever catch yourself making massive moves based on tiny evidence?Yeah, we've all been there.This week we dive into the classic founder trap: escalating way too quickly on way too little evidence, from hiring three engineers because "investors said we need a mobile app" to dropping $25K on PR before you even launch (ouch).We break down why startups can't afford awareness campaigns, when founders absolutely must stay in sales mode, and how to spot the difference between a logical next step and a delusional leap.Key insight: "Never make big product changes based on what investors tell you. Only make them based on what the market tells you. And when those two aren’t aligned, don’t take the money."Plus, our rating game gets spicy when we encounter some truly questionable strategic moves. Spoiler: we had to invoke the full Billy Madison treatment.In Frivolous Thoughts: JDM's eternal productivity tool addiction strikes again, and Cameron loses his Whoop in a river (but gets amazing customer service).— Cameron and JDM This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit zerototraction.substack.com

Hey friends 👋Your retention problem might not be a retention problem at all.This week, we dig into why founders obsess over keeping users who were never the right fit to begin with. Through three real-world scenarios, we explore how viral TikToks and fluffy pilot programs can mask fundamental acquisition and positioning issues.We dive into the parent app trap, the chamber of commerce pilot problem, and why "educating customers" is usually founder-speak for "our product isn't valuable to them."Key insight: Before you redesign your onboarding flow or add more AI features, ask yourself if you're solving the right problem for the right people. Sometimes the best retention strategy is better acquisition.In Frivolous Thoughts, JDM teases the upcoming Traction Lab Academy (scaling venture science beyond geographic boundaries), and Cameron shares fascinating insights about Kenya's Kalenjin tribe and their marathon dominance at high altitude.— Cameron and JDM This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit zerototraction.substack.com

Hey friends 👋Most founders think landing an LOI or pilot automatically equals traction. Spoiler alert: it usually doesn't.In this episode, we break down the difference between real evidence and validation theater. We dive into what makes an LOI actually worth something (hint: it's not the logo on your slide), why unpaid pilots are often just expensive consulting gigs, and how to front-load your sales process instead of kicking the can down the road.Then we play "LOI or Lie?" — rating real examples from zero (pure vibes) to ten (shut up and take my money). From Fortune 100 logos that mean nothing to mid-market customers willing to pay upfront, we show you exactly what investors are really thinking when you pitch that "enterprise momentum."Key insight: "Signal is found in specificity, so define all those terms in specificity. Leave them all vague, and all you have is noise."Plus: Cameron shares safari etymology while JDM connects space elevators to Joseph Conrad. Because… why not?Time to turn those validation theater tickets into real traction.— Cameron and JDM This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit zerototraction.substack.com

Hey friends 👋Got a viral LinkedIn post? Closed a $60k pilot? Three signed LOIs? Cool story, but that's not product-market fit — that's just one hitAnd one hit doesn't make you the Beatles.In this episode, we break down the unfortunate truth about mistaking flukes for signals. We dive into why scalability requires repeatability, which requires predictability, and how most "validation" moments are actually just expensive theater.We put three real startup scenarios under the microscope: a B2B SaaS platform banking on one marathon deal, a productivity app riding LinkedIn virality to fundraising, and a FinTech compliance tool betting $2M on three LOIs. Spoiler alert: they all get roasted.Key insight: You can't scale what you can't repeat, and you can't repeat what you can't predict. Before you pop champagne on that one big win, ask yourself—can you get the same customer through the same channel to take the same action with the same outcome? Consistently?Plus, we get frivolous about Formula One movies and why The West Wing feels like sci-fi now.—Cameron and JDM This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit zerototraction.substack.com

Founders love to sweat over pitch decks, but investors don’t fund gradient backgrounds or perfectly kerned fonts—they fund evidence.In this episode, JDM and Cam rip into the startup habit of treating slides like mood boards instead of proof of progress. They introduce the idea of the “validation stack”—replacing pitch deck fluff with experiments, traction, and testable evidence—and play their favorite game of sniffing out whether common slide claims are legit validation or just polished BS.In This Episode* Why “slide deck” energy kills momentum (and what a stack deck should look like)* How to turn assumptions into experiments instead of Canva slides* The trap of performative pitches vs. actual learning velocity* Startup examples tested:* HR engagement AI tool with “seven leaders said it’s interesting” → Not traction.* AI email reply Chrome extension → Users, yes. Dollars, no.* 3D render generator for architects → Pilots and polish requests, but still no buyers.Frivolous Thoughts* Cam reviews Foundation on Apple TV (while sweating on the elliptical).* JDM rants about wanting another season of Rings of Power and praises the gritty world-building of Andor. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit zerototraction.substack.com

Founders love to polish their pitch decks, but sometimes all that shine is just… baffling. In this episode, JDM and Cam dig into the difference between an investment story that gets funded and one that just gets eye-rolls. Your investor narrative isn’t about runway math, vibes, or brand awareness — it’s about evidence, milestones, and a credible path to ROI.To make the point, they play a spicy round of Backable or Baffling, roasting real startup “asks” and debating whether they’d fund, fix, or flee.In This Episode* Why investor stories should be strategy recaps, not fairytales* How to ground your “ask” in validation instead of vibes* The two most common “use of funds” mistakes founders make* Why community, Instagram followers, and brand awareness are not milestones* How oversized asks set you up for future fundraising painFrivolous Thoughts* JDM finishes Severance and debates the ending with his wife—satisfying vs. unsatisfying cliffhangers* Cam continues the Sacramento Kings trade rumor watch, speculating on big moves in the coming week* Bonus banter: recording from Starbucks instead of the fancy studio, proving that even podcasting is an experiment This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit zerototraction.substack.com

It’s our 50th episode — so first, thank you for listening, sharing, and occasionally heckling from the sidelines. To celebrate, we’re tackling one of the most common founder slip-ups: mistaking a shiny pitch deck for a solid business model. Investors rarely pass because of your storytelling — they pass because slide 5 reveals you don’t actually have the goods.In this milestone episode, JDM and Cam roast a selection of bad slides, then show how to “clean them up” by grounding them in evidence instead of ego. Along the way, they unpack the Startup Core — the four critical business model questions (Who, What, How, and Why) — and show how almost every slide fail is really a strategy fail in disguise.In This Episode* Why pitch deck “polish” can’t fix a broken business model* The Startup Core: four questions every founder should answer cold* How to turn TAM-from-space into a realistic wedge market* Why problem and solution slides must be perfectly in sync* The dangers of fantasyland five-year projections and the “Delusion J-Curve”* The metrics investors actually want to see (and they’re not all revenue)Slide Makeovers* Market Slide – From “We’ll take 0.1% of a $4.2T industry” to a $48M wedge grounded in customer interviews* Solution Slide – From vague “wellness engagement” buzzwords to a crisp feature–pain match for solo therapists* Financials Slide – From an imaginary J-curve to real CAC, payback, and live traction metricsFrivolous Thoughts* JDM experiments with a stripped-down “10 tasks a day” analog productivity habit* Cam recommends a TikTok/Instagram creator who skewers over-the-top business gurus This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit zerototraction.substack.com

In this episode, Cam and JDM trade the janitor-closet acoustics for a real-deal recording studio (thanks, Urban Hive!) to talk about one of the most expensive mistakes in startup land: skipping validation and building an entire house of cards on untested assumptions. They dig into how founders unintentionally build traction holes—big craters of activity that look like progress but collapse under scrutiny—and how to avoid falling into one.Using three real-world startup examples, they illustrate how teams often focus on the wrong milestones—polishing dashboards, obsessing over engagement metrics, or outsourcing sales—before they’ve validated the basic assumptions their entire model depends on. If you’ve ever sprinted headfirst into development just to avoid the scary unknowns… this one hits close to home.In This Episode* What “traction holes” are and why founders keep falling into them* How to identify your riskiest assumption using impact and uncertainty* Why you must validate the bottom of your “house of cards” first* The danger of progressivity: working on safe stuff instead of risky stuff* Three examples of founders building fast… in the wrong direction* Why SDRs and gamification features won’t save you if no one’s convertingFrivolous Thoughts* Cam mourns the Kings’ Summer League loss and admits to obsessively checking for NBA trades… only to fall for clickbait headlines* JDM shares his deep-cut love for British sketch comedy duo Mitchell & Webb, quoting a classic bit about ironic viewership, ad revenue, and why you’re still giving The Apprentice attention 30 years later This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit zerototraction.substack.com

Some founders raise money. Others raise blood pressure.In this episode, JDM and Cam broadcast from a studio so fancy it practically screams “series B energy” — but don’t let the sound panels fool you.This one’s all about pre-seed mistakes.Specifically, the seductive trap of looking busy instead of learning. Think: new logos, onboarding flows, full-blown rebrands, and Product Hunt launches no one asked for.To drive it home, they play a spicy round of Money or Momentum?, analyzing founder updates for real progress vs. very expensive wheel-spinning. If you’ve ever spent three weeks tweaking onboarding emails while your churn rate climbs, this one’s gonna sting (in a good way).In This Episode* Why startup activity ≠ startup progress* How to increase your learning velocity and stop mistaking motion for movement* What “time to customer” really means—and why founders waste too much of it* The psychological cost of progressivity (aka productivity theater’s craftier cousin)* Why feature creep is not validation, and neither is your fourth Product Hunt launchFrivolous Thoughts* Zero to Traction was featured as a “hidden gem” in the Entrepreneurship newsletter of podcast.today, and JDM & Cam debate whether it counts as validation — or just vibes.* Cam rocks a shirt with a blue-footed booby and shares a shockingly relevant fun fact: the emu and kangaroo are on Australia’s crest because neither can walk backward. A metaphor, perhaps?* JDM revisits Black Sabbath in honor of Ozzy Osbourne’s passing, only to discover that 1970s heavy metal now sounds… quaint.* Bonus round: The duo dubs themselves the “Ted Lasso and Foul-Mouthed Teddy Bear” of startup strategy.Sponsor: The Urban HiveA massive thanks to this episode’s sponsor: The Urban Hive.Brandon and Molly were kind enough to let us beta test their new studios before they officially launch later this summer, This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit zerototraction.substack.com

If a startup launches in the woods and no one’s around to hear it… did it ever even exist?In this episode, JDM and Cam throw some serious shade at the myth of “build it and they will come” and make the case that nothing — literally nothing — matters if you don’t have a way to get in front of real customers.This isn’t just about launching. It’s about building a repeatable, scalable, and evidence-backed channel strategy — before your runway runs out and you’re left pitching to investors with nothing but vibes and screenshots.They break down why “launching” is not a strategy (nor even a milestone), why Product Hunt doesn’t count as go-to-market, and why founders should be running experiments, not hope-fueled PR campaigns.Then four distribution strategies get judged on whether they’re actually strategic — or just desperate grasping at attention.In This Episode* Why launch culture is a trap — and what to do instead* How distribution is tied to your riskiest assumption* Why all customer learning eventually flows through distribution* The difference between building for attention vs. building for adoption* Why “tweaking the screenshots” is not going to save your fourth Product Hunt flopFrivolous Thoughts* JDM rediscovers NPR’s All Songs Considered and goes full music nerd about new summer albums* Cam hits a major personal milestone: a sub-6-minute mile (5:54!) as part of his marathon prep* Also: fidget toys, a can of turd polish, and an unexpected kettlebell cameo? This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit zerototraction.substack.com

Nothing like fireworks, relighting fountains, and a dressage competition to get you thinking about your startup pipeline!In this episode, JDM and Cam dive into one of the most dangerous founder delusions: a sales pipeline full of polite maybes, false positives, and fantasyland follow-ups. Just because someone said “circle back next quarter” doesn’t mean they’re going to pay you next quarter—or ever.To make it painfully obvious, the crew plays a round of Pipeline Poison, evaluating five pre-PMF startup sales leads across B2B, B2C, and B2G. If you’ve ever over-engineered a pilot proposal for a city that might maybe include you in their 2026 budget, this one’s for you.In This Episode* The false hope of “not a priority this quarter”* Why your biggest competitors are inertia and indifference* When you should walk away instead of following up* How to co-create pilot proposals that actually get funded* What unpaid users are really telling you with their silenceGame: Pipeline Poison* HR Tech SaaS – “This is great, just not a priority this quarter.”Verdict: You’re not even in the pipeline. You’re fan fiction.* Legal Compliance SaaS – Ghosted after a security doc requestVerdict: Founder delusion. If you’re prepping for SOC 2 before a signed LOI, you’re already lost.* Gen Z Budgeting App – Viral TikTok, 2,500 signups, 3 unpaid usersVerdict: No there there. Stop building features and start finding real pain.* GovTech Air Quality Dashboard – “Great fit for our 2026 budget cycle”Verdict: Not a no, but sure as hell not a yes. You need a micro-pilot, not a time machine.Frivolous Thoughts* Cam spent the weekend at a horse show cheering on his wife and her horse Diego, who crushed it.* JDM throws a surprising plug for Andor on Disney+, calling it “better than Star Wars has any right to be.” This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit zerototraction.substack.com

This week, JDM and Cam unpack the sneaky trap of building custom solutions for every pilot customer and slapping a UI on top.The result?A startup that looks scalable on the outside but cries into its roadmap every night.To illustrate the difference between scalable platforms and barely-automated service businesses, the guys introduce a new game: Platform or Project? Also known (unofficially) as “SaaS or SaaSquatch,” this game is our attempt to expose founders building “custom-for-every-client” Frankenstein products… and maybe hurt a few feelings along the way.In This Episode* The slippery slope from MVP to unpaid consulting firm* Why repeatability is the key ingredient to any theory of scale* When white-glove onboarding becomes founder quicksand* How to tell if you’re building a company or just duct-taping a feature* Why “means to an end” doesn’t work if you’ve forgotten what the end even isGame: Platform or Project?* Customer Success Automation for SaaS TeamsManual CRM mapping, Python scripts, custom onboarding copyVerdict: Could be scrappy… or could be a disguised service businessKey Question: Is there a repeatable customer type behind this?* Inventory Optimization for Boutique CafésWeekly texts + spreadsheets = email ordersVerdict: Clever early validation—but definitely a feature, not a platformKey Question: What survives after you stop being the concierge?* Influencer Platform for B2B SaaSManual LinkedIn scraping, Typeform homepage, Google Docs, PayPalVerdict: Sounds like an agency with extra stepsKey Question: Where’s your distribution flywheel?Frivolous Thoughts* Cam becomes local royalty via the Interval app, a GPS-powered territory control game for runners — Sacramento is now his fiefdom!* JDM finally gets his wedding ring back after a two-month saga, reclaiming his rightful status as “visibly married”.* Bonus: The team celebrates Cass going rogue and inventing the “SaaSturbation Index” mid-recording — yes, it’s a terrible pun, and yes, it’s staying. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit zerototraction.substack.com

Founders love a good origin story. So do we — until that story ends in, “and then… nothing happened.”In this episode, JDM and Cam play a game where they evaluate startup anecdotes with one simple question: did you actually learn anything?They hosts take three real startup scenarios — full of MVPs, waitlists, Chrome extensions, and warm fuzzies — and rate each one based on whether the founder actually got a usable insight. Along the way, they uncover the hidden traps of vanity learning, founder fear, and “procrastivity”.Also: the phrase “Startup Catfishing” makes an unscheduled cameo.In This Episode* Why activity ≠ progress, and why momentum ≠ learning* How founders use fake experiments to avoid hard truths* What it means to be your own first investor—and how to think like one* Unprocessed fear, founder psychology, and the emotional landmines of real validation* When a waitlist is a signal… and when it’s just a polite ghostingStartup Stories Reviewed* Freelancer SaaS MVP shared in Slack communities400 views, 120 signups for “real version”Verdict: Cool Story + Still Don’t Know AnythingInsight: Great motion, zero measured value. Was this an MVP test or just a fancy landing page?* Mental wellness app surveys 3,000-person waitlist700 respond, journaling prompts “win”Verdict: Mistaken for Iteration + Startup TheaterInsight: When your research confirms the obvious, maybe you asked the wrong question.* Chrome extension for ethical shopping gets 800 installsNow “watching how people use it”Verdict: Startup TheaterInsight: If your experiment has no hypothesis, you’re not learning—you’re lurking.Frivolous Thoughts* JDM’s brother wins an Emmy (again). Turns out talent runs in the family.* Cam recommends Stick on Apple TV, a sports comedy with yips and heart.* Bonus meta-commentary: The team calls themselves out for “procrastivity” on launching their own referral program. If you’re listening… hold them accountable. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit zerototraction.substack.com

Startup founders love to claim they’ve validated their idea — but did they run a real experiment, or just post on Product Hunt and call it proof?In this episode, JDM and Cam play a few rounds of “Validation or Vibes,” rating three common startup claims on a scale from 0 (pure vibes) to 10 (solid validation).Spoiler: nobody makes it past a 5, and one poor pilot gets dunked on so hard we nearly rename the show Churn Theater.In classic Traction Lab fashion, the guys don’t just roast the claims — they also propose better experiments to replace the startup theater.In This Episode* The difference between data and delusion, and why your validation roadmap needs fewer fireworks and more friction* Why Product Hunt launches are better at boosting egos than customer insight* What to do with your waitlist (hint: the answer is not “nothing”)* Why free pilots with no follow-on plan are startup purgatory* JDM’s Costco whiskey sample analogy, which will now live rent-free in your founder brainStartup Claims Rated* “We got 600 upvotes on Product Hunt and 3,000 visitors on launch day!”Validation Score: 3Diagnosis: Validation TheaterTakeaway: Interest is not intent. Especially when no one signed up or paid.* “We have 5,000 people on our waitlist and people are signing up every day.”Validation Score: 4 (Cam), 5 (JDM)Diagnosis: Waitlist IllusionTakeaway: A growing waitlist with zero action is just a newsletter with commitment issues.* “We ran a two-week pilot with eight teams and everyone said they loved it.”Validation Score: 2Diagnosis: Churn CityTakeaway: If they used it, loved it, and still didn’t pay you, what exactly are you validating?Frivolous Thoughts* JDM begs for a single app that lets him queue audio articles from The Economist and The Atlantic and other sources into one podcast feed* Cam celebrates finally moving back into his house after 20 weeks in construction limbo — and immediately flooding the laundry room* Both hosts agree: your startup doesn’t need more feelings. It needs proof. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit zerototraction.substack.com

Every founder wants to pour fuel on the fire—but what if your startup’s “engine” is actually a leaky bucket duct-taped to a lawnmower?In this episode, JDM and Cameron unpack the seductive myth that early traction equals readiness to scale, and why raising money too soon often leads to burning cash and good will in equal measure.Instead of celebrating vague signs of growth, they roast three startup pitches with solid-sounding topline numbers… and funnel stories that fall apart faster than a no-code MVP on launch day.Along the way, they dish out six possible diagnoses for premature scaling—including the dreaded “Retention Trap,” the ego-driven “Founder Mirage,” and everyone’s favorite delusion: the “Fake CAC.”In This Episode* Why “raising to scale” is a terrible idea if you haven’t proven anything scales* The key difference between early traction and repeatable, scalable traction* How to sniff out vanity metrics that mask churn, chaos, or founder insecurity* Six common failure modes for startups trying to raise before their funnel’s functional* JDM’s rage rating scale (unofficial, but very real)Startup Scenarios Reviewed* The Paid is Working Pitch$6K MRR, 15% MoM growth, $80 CAC, but 30% monthly churn. Founder wants to 10x ad spend and raise $1.2M.Diagnoses: Leaky Funnel + Retention TrapTakeaway: Scaling a broken funnel doesn’t fix it—it multiplies your losses.* The Enterprise MirageAI tool for internal comms, 2 unpaid pilots, 3 unsigned LOIs, no revenue, and a $2M raise ask.Diagnoses: Founder MirageTakeaway: If your whole plan is “we’ll charge once we have X,” you’ve built a startup on fantasy, not evidence.* The Founder-Led Sales Trap$12K MRR, warm intros, good demo conversion—but no repeatable funnel. Wants $1.8M to scale top-of-funnel and outbound.Diagnoses: Fake CAC + Burn Rate BlenderTakeaway: Founder-led sales ≠ product-market fit. Scale the funnel before the team.Frivolous Thoughts* JDM is obsessed with Severance (Apple TV), calling it masterclass-level world-building with cult-level brain hijacking* Cam recommends Better Sisters on Prime: a murder mystery wrapped in family drama with “rewatchable reveal” energyBonus shoutouts to loyal listeners Lisa from Heirloom Explorer and Sylvia from Gondo Fusion — thank you for putting up with us every week! This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit zerototraction.substack.com

Think your early sales rejections are just “objections to overcome”? Yikes!This week, JDM and Cam tackle the most seductive lies founders tell themselves when prospective customers say things like “circle back in six months” or “we already have a tool.”Spoiler: these aren’t sales objections — they’re data points from a universe that doesn’t care about your pitch deck.Instead of smoothing over hesitation with discounts and delusion, the guys explore how to interpret these signals through the lens of discovery — not desperation — and why trying to “close” before you’ve validated anything is the fastest way to build a startup nobody wants.In This Episode* Why objection-handling is often premature — and sometimes lethal* The difference between marketing tactics and go-to-market strategy (hint: one is helpful, one is hallucinated)* What “we don’t have budget” really means* How the phrase “if you build these three features…” should set off sirens, not sprints* The painful truth about polite maybes in early-stage pipelinesSales Objections Rated (on a scale from “polite lie” to “real objection”)* “This looks interesting, circle back in six months.”Reality Rating: 1Diagnosis: Polite startup euthanasia.* “We already have a tool for this.”Reality Rating: 5Diagnosis: Maybe you’re not solving a painful problem — or you missed your positioning shot.* “If you build these three features, I’d consider using it.”Reality Rating: 3Diagnosis: Consider = code for “no,” so go build something real.* “We don’t have budget for this right now.”Reality Rating: 2Diagnosis: Translation: “This is not a priority.” Please do not respond with a discount.Frivolous Thoughts* Cam shares a marketing case study from Burger King, FIFA, and the power of scrappy strategy via third-tier football clubs* JDM takes us into banana co-fermented coffee (yes, that’s a thing), makes a strong case for mixing up your morning routine with something weird and wonderful, and plugs his new fav coffee subscription service, Podium. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit zerototraction.substack.com

Will AI fix your startup? Only if your real problem is a lack of buzzwords.In this episode, JDM and Cameron take on the all-too-common delusion that slapping AI on your pitch deck is a business model.Spoiler: it’s not.Join the guys as they roast three very 2025 startup ideas — each wielding AI like a glowstick in a boardroom — and assign each one a “Delusion Score” on a scale from “surprisingly solid” to “should be illegal in several markets.”Plus:* When AI actually creates customer value — and when it’s just cover for product confusion* The difference between an innovation and a vibe-powered hallucination* Why “emotionally intelligent” AI usually means “massively scalable bias”* The tyranny of sentiment analysis, and why your Slack emojis aren’t a performance metric* And the eternal truth: If no one pays for it, it’s not a business — it’s a hobby with a websiteStartup Pitches Reviewed1. AI Hiring Assistant* Parses resumes, predicts cultural fit (yikes), generates interview questions* Delusion Score: 8“You’re not removing bias — you’re just giving it a LinkedIn scan and a lightsaber.”2. Manager Mood Oracle* Analyzes Slack to predict employee vibes, nudges managers to act nice* Delusion Score: 5 (Cam) to 9 (JDM), settled on an 8“Just because the AI tells you to compliment Anna doesn’t mean you’re a good manager.”3. Fridge Whisperer for Home Cooks* Scans your fridge, suggests recipes, coaches you while you cook* Delusion Score: 4“Seen it a thousand times. Still no business model. But hey, at least dinner’s covered.”Frivolous Thoughts* Cam: Reassembling life (and closets) after 18 weeks away from home = grown-up Legos* JDM: New Whoop band is cool, except for the part where it tells you you’re aging faster because you stayed up one night watching bad TV* Bonus Tip: Zero to Traction may not actually extend your life, but it will absolutely lower your startup’s mortality rate This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit zerototraction.substack.com

Pricing isn’t just a number — it’s a strategic weapon.In this episode of Zero to Traction, JDM and Cameron play The Price is Right (or… very wrong), evaluating real startup pricing strategies and founder justifications. Spoiler: some of them are so bad we want to Venmo the founders $20 just to stop.* Why freemium often means “free regret, no revenue”* When your pricing signals value—and when it screams “feature, not a startup”* The dangers of founder insecurity disguised as “price accessibility”* What happens when you copy your competitor’s pricing but forget the business model* Why “pay what you want” is fine for a punk band, but not for B2B SaaSAlso: Cam finally calls out founders for projecting unprocessed fear onto their pricing model, JDM coins a new MRR acronym (Mostly Regret & Rationalization), and Cass threatens to throw the whole episode into Churn City.Pricing RoastsThe Freemium Graveyard* Browser extension for freelancers that tracks time, blocks distractions, and sends invoices* $4.99 optional pro tier, “free forever” base* Verdict: Feature, not a business“You’re not launching a startup — you’re building a nonprofit and don’t know it yet.” – JDMThe Boutique Fitness Budget Bungle* SaaS for small fitness studios* $49/month flat rate, includes everything, no caps* Verdict: Underpriced and unambitious“They’re leaving money on the yoga mat.” – JDMThe Corporate Cosplay Pricing Model* AI-powered task manager for mid-sized teams* $10K/year license, no usage tracking, no caps* Verdict: Enterprise in name only“I see no enterprise features, just vibes and a desire to charge five figures.” – JDMThe SaaS Soul Patch* B2B platform for mental health clinics* “Pay what you can,” from $5 to $50/month* Verdict: Therapists deserve better“Unprocessed fear is not a monetization strategy.” – CamFrivolous Thoughts* JDM: “Dreams are where startups go to die.”* Cam recommends Nine Things Successful People Do Differently by Heidi Grant Halvorson — a short, science-backed read to get out of your own damn way. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit zerototraction.substack.com

Some startup growth theories are a work of art. Others are a crime scene. This week on Zero to Traction, JDM, Cameron, and Cass put startup expansion plans under the microscope in Scalable, or Sketchy, where growth loops either pass the test — or spiral into oblivion.✅ What real growth theory looks like (and what investors are actually looking for)✅ Why “we’ll figure out premium later” is startup Russian roulette✅ The truth about pirate metrics and how to use them to pressure-test your growth model✅ Three common startup growth theories examined: the freemium flywheel, the B2B land-and-expand dream, and the two-sided marketplace myth✅ How founders accidentally design expansion strategies that work against themAlso: Cam considers quitting Eventbrite out of spite, JDM reminds you that less than 1% of the internet creates content, and both hosts fully embrace their “Safety Third” startup coaching energy.Game Recap: Scalable or Sketchy?Creator Economy Flywheel* Pitch: Free creator tools → followers see content → followers become creators → infinite loop* Red flags: Freemium without a premium strategy; creator-to-creator conversion math doesn’t math* Verdict: Sketchy. Very.“You can’t scale by hoping your customers will do your sales job for you.” – JDMB2B SaaS Land and Expand* Pitch: Sell to one department → internal champions spread it → company-wide adoption → revenue grows automatically* Red flags: Assumes departments share budgets; ignores the painful reality of selling seat by seat* Verdict: Sketchy. Classic founder delusion.“This isn’t ‘land and expand.’ This is ‘land and then cold call your way across the org.’” – CamTwo-Sided Marketplace Dream* Pitch: Service providers list offers → customers come for variety → demand attracts more providers → infinite scale* Red flags: Chicken-and-egg problem; ignores user trust; assumes providers won’t defect off-platform* Verdict: Sketchy. The infinity loop is broken.“This is startup wish-casting dressed up as strategy.” – JDMFrivolous Thoughts* JDM: The wisdom of “Safety Third” for startup founders: protect yourself after you ship.* Cam: TikTok inspired reflection: Stop obsessing over your 20-year future self. What would “future you” do today?* Cass: Pretty sure Cam and JDM being cranky equals their best episode energy yet. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit zerototraction.substack.com

Some founders ride the wave. Others scream “surf’s up!” in a parking lot. This week, JDM and Cam play a game of Why Now, or Why Bother? and put a few timing claims on trial.✅ What makes market timing a legit advantage (and what absolutely doesn’t)✅ The difference between early and too early✅ Real timing signals vs. startup astrology✅ Five real-life startup timing claims—analyzed, roasted, and (occasionally) redeemed✅ Why Gen Z burnout, Shopify plugins, and blockchain Airbnbs don’t always mean “now’s the time”Also: Cam questions the laws of NIL physics, JDM’s on a cold streak of frivolous thoughts, and Cass makes the hosts question their empathy levels. Again.Game Recap: Real Startups, Real Timing Claims❌ Gen Z Career Coach App* 🥱 Claim: Gen Z is entering the workforce; mental health is a big deal* 👎 Timing fail: Not compelling. Vibes ≠ timing. Workforce entry ≠ need for coaching.* 🔨 Verdict: Why bother? This isn’t “timing,” it’s wishful framing.❌ Shopify Plugin for Smart Bundles* 🥱 Claim: AI! CAC! Cookies are dead!* 👎 Timing fail: Generic buzzword soup. No link to what Shopify sellers actually want.* 🔨 Verdict: Why bother? It’s not 2022 anymore. AI isn’t a differentiator—it’s plumbing.🚨 Web3 Airbnb Alternative* 🥱 Claim: Blockchain + community voting = trust* 👎 Timing fail: Web3 hype wave is over. Your DAO can’t fix guest stains and broken lamps.* 🔨 Verdict: Why bother? Nobody asked for this. Literally.✅ Family Caregiver Coordination App* ✅ Claim: Aging population + unpaid burnout = growing pain* 👍 Timing win: Clear alignment between rising problem and proposed solution* 👏 Verdict: Why now. Still needs sharper positioning, but a legit case for timingFrivolous Thoughts* Cam: NIL deals in college sports are out of control — Shaq is now a general manager at Sac State???* JDM: Catching up on Slow Horses and Hacks. Also, haunted by missed opportunities for Woody Woodpecker puns.* Cass (by proxy): Actually felt empathy during this episode and had to lie down. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit zerototraction.substack.com

Not every founder ask is created equal — and in this episode, JDM, Cameron, and Cass go full Judge Dredd on a series of startup scenarios.It’s time to play: Reasonable Ask, or Fantasy Land?✅ How to tell if your fundraising ask is realistic or just vibes and a dream✅ Why “more money” is not automatically “better money”✅ How bad milestone planning sabotages your future funding rounds✅ Why B2C freemium + no paying users = 🚩🚩🚩✅ How to create a realistic friends and family raise that actually moves you forwardAlso: JDM brings the math hammer down hard, Cameron invents “fundraising inertia,” Cass declares war on startup moats made entirely of vibes, and all three struggle not to sound like disappointed parents. (Spoiler: They fail.)Key Takeaways & Red Flags🚩 Scenario #1: The “Freemium Fantasy”* 400 signups, 40 weekly users, zero paying customers* B2C with no clear monetization path* Asking for $1.5M to… vibe harder?* Verdict: Red light. Full fantasy land. 🌈🧚‍♂️* Advice: Learn how to activate, monetize, and prove traction before raising serious money.🚩 Scenario #2: The “Pilot Paradox”* 1 paid pilot at $5K* 7 companies in pipeline, none closed yet* Asking for $2M to build an enterprise version and get 20 customers* Verdict: Red light. Amateur hour. 🛑* Advice: Close real customers first. Prove repeatability. THEN think about bigger raises.🧂”More capital isn’t just more freedom. It’s more future pain if you’re wrong.” – JDM🚦 Scenario #3: The “Waitlist Wonder”* 1200 email signups over 3 months* No product launched yet* Asking for $750K to build V1 and get 10K users* Verdict: Yellow light… with a LOT of caution. ⚠️* Advice: Use a friends & family round wisely. Build tight, validate ruthlessly, and raise your proper pre-seed later.Frivolous Thoughts* JDM: A rogue woodpecker is committing vehicular vandalism in Massachusetts and frankly, I respect the hustle.* Cameron: Living in remodel purgatory with no kitchen, no alone time, and no end in sight. #PrayForCam* Cass: If your moat is “vibes,” your woodpecker is about to break your windshield. 🪶🚗✨ New Sponsor Alert!This episode of Zero to Traction is sponsored by the Traction Lab Venture Accelerator and their new Founder Community. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit zerototraction.substack.com

Founders love to say “MVP,” but too often they mean “Maximally Vague Product.” In this episode of Zero to Traction, JDM, Cameron, and Cass roast some real-ish MVP attempts in a game we’re calling Minimum Viable… Please!, where startups build too much, validate too little, and get gently (okay, not-so-gently) corrected.✅ Why most MVPs are overbuilt bundles of assumption spaghetti✅ The key differences between discovery, validation, and creation✅ What a real MVP looks like (hint: it’s not fully designed with Stripe integration)✅ How to test switching behavior without shipping an entire damn platform✅ When AI-powered Chrome extensions are maybe not the place to startTakeaways & Roast HighlightsMVP #1: “Let’s Build It, Then See What Happens”* ✅ Stage: Just finished discovery* 🛑 Built: Full freemium app with onboarding, Stripe, and referrals* ❌ Problem: They want to test if people will pay… but give it away for free* 💡 Better MVP: A prototype, a value-based landing page, or even a price test“You’re not measuring what you say you want to learn. You’re just giving your time and money a farewell tour.” – JDMMVP #2: “They’re Using Something Else, So Let’s Clone All of It”* ✅ Niche: Independent gym owners* 🛑 MVP: Calendar, billing, CRM, admin dashboard—all at once* ❌ Problem: Testing switching behavior with a product just as bloated as the one they’re leaving* 💡 Better MVP: Rapid prototype the moment of greatest value (MOGV) and test perceived differenceMVP #3: “GPT Chrome Extension in a Trust Desert”* ✅ Goal: Can teachers trust AI to help grade writing?* 🛑 Built: Chrome extension with full rubric and export integration* ❌ Problem: Trust is emotional, and this is not how you build it* 💡 Better MVP: Test the trust dimensions (privacy, accuracy, etc.) in isolation with Wizard of Oz methods“This is AI overkill with a side of FERPA violation.” – Cass“Fears are overcome with experience, not just UI polish.” – JDMFrivolous Thoughts* JDM’s toddler has evolved into a bougie yogurt sommelier (and will not accept counterfeits)* Cameron’s pup solves food puzzles now, slowing down meals with flair This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit zerototraction.substack.com

Some go-to-market slides make investors lean in. Others make them fall asleep faster than a warm chamomile tea. In this episode of Zero to Traction, JDM, Cameron, and Cass rip into some fake-but-way-too-realistic GTM slides and play the game: Go-to-Market… or Go-to-Bed?✅ What makes a go-to-market slide instantly cringe-worthy✅ The difference between channels and strategy (please, for the love of traction)✅ How to avoid founder delusion, slide bloat, and the awareness trap✅ Three real-time breakdowns of GTM slides: the good, the bad, and the Kombucha-core✅ Why “launch and growth” shouldn’t be on the same slide—everAlso: JDM has thoughts on Seinfeld, Cameron defends the Sacramento Kings with the power of playoff hope, and Cass reminds us that Fast & Furious launched a Pontiac into space—so your pivot probably isn’t that wild.Takeaways and Roast HighlightsSlide 1: Audience Soup with a Side of Kombucha* Target: Gen Z professionals, remote teams, creators, nonprofits, HR depts…* Channels: TikTok, webinars, LinkedIn, Clubhouse (yes, still), and IRL events* Verdict: This isn’t a strategy. It’s a panic attack with a Canva account.🧂“You just tried to sell me a Kombucha and invited me to a Slack I’ll never open.” – JDMSlide 2: The Mindfulness Funnel* Target: Tech-savvy millennial parents* Funnel: Reels → Checklist → Drip campaign → Subscription* Verdict: Aesthetically pleasing but no clear through-line from problem to purchase🧂 “You’re a hypothesis with a Squarespace account, not a movement.” – CassSlide 3: B2B Logistics Milk Toast* Target: Ops managers at mid-size logistics firms* Strategy: Cold outreach + newsletters + trade shows* Verdict: Better structure, but painfully generic. Needs sharper ICP and more than “we’re going to a trade show, I guess.”🧂 “This isn’t bad, it’s just… bland. Like if an email template got tenure.” – CassFrivolous Thoughts* JDM: Some franchises (Fast & Furious, Lost) don’t know when to stop. Seinfeld did. Be like Seinfeld.* Cameron: The Kings are (somehow) in the playoff mix. Hope is alive.* Cass: If Fast & Furious can launch a Pontiac Fiero into space, your weird pivot is probably fine. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit zerototraction.substack.com

In this episode of Zero to Traction, JDM, Cameron, and Cass tackle the legendary Pirate Metrics (AARRR!) and turn real-world funnel fails into actionable fixes.✅ What Pirate Metrics actually are—and why you keep mixing up “activation” and “acquisition”✅ 4 real funnel fails and how to fix them like a boss✅ How to diagnose where your funnel is leaking users (and money)✅ Why a great value prop still fails if your landing page smells like broken dreams✅ What to do when your freemium users love you—just not enough to pay youAlso: Cass roasts your funnels with the casual cruelty of a 2 a.m. microwave burrito, JDM explains why most “minimum viable products” are just minimum, and Cameron tries to emotionally recover from being in the SaaS Friend Zone.Funnel Fails and Fixes⚠️ Fail #1“Solid ad traffic, but no one’s signing up.”🚧 Possible issues:* Landing page messaging mismatch* Poor CTA placement* Value prop not resonating🛠 Fix it:* Make sure your landing page cashes the check your ad wrote* Create campaign-specific pages with matching copy* Use problem-based and solution-based ads to isolate the issue⚠️ Fail #2“People sign up… and disappear into the void.”🚧 Possible issues:* Activation friction* Bad onboarding* Confusing UI or dead-end UX* Value delivered the wrong way🛠 Fix it:* Introduce checklists, tooltips, or concierge onboarding* Reevaluate your how, not just your what* Replace blank screens with guided empty states* Check if your user has to jump through hoops just to get value⚠️ Fail #3“Great retention! No usage.”🚧 Possible issues:* No urgency to act* Tab hoarding disguised as product stickiness* Features overloaded or poorly surfaced🛠 Fix it:* Add urgency (deadlines, expiring trials, nudges)* Use behavior triggers to bring users back to value* Consider whether your product is a vitamin instead of a painkiller⚠️ Fail #4“They love us… but won’t pay.”🚧 Possible issues:* Too much value in the free tier* Pricing plans not aligned with perceived value* Problem not painful enough to justify spending🛠 Fix it:* Audit your tier structure: is your freemium too generous?* Try nudging users with a lower-priced mid-tier* Explore usage-based or outcome-based pricing strategies* Interview freeloaders—figure out what would get them to pay💬 Frivolous ThoughtsAnd, of course, it wouldn’t be Zero to Traction without ending with frivolity:* Cass wants to know: If you microwave a burrito at 2am and no one hears it, are you still making good life choices? (Spoiler: Probably not.)* Cameron gives a standing update on the Sacramento Kings and their rollercoaster playoff hopes* JDM shares his reading life-hack: Kindle Unlimited and late-night Tolkien sessions… all part of Amazon’s freemium funnel strategyThanks for reading Zero to Traction! Subscribe for free to receive new posts and support my work. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit zerototraction.substack.com

Welcome to the startup roast you didn’t know you needed. In this very special episode, JDM, Cameron, and Cass go full Gordon Ramsay on your worst elevator pitches, tagline jargon, and “AI-powered synergistic wellness disruption” nonsense. That’s right: we’re taking your cringe and turning it into clarity.✅ Why your buzzword salad isn’t fooling anyone (especially investors)✅ The difference between clarity and curation in your pitch✅ A live breakdown of 5 gloriously terrible startup taglines✅ Cass’s backchannel pipeline into the Buzzword Industrial Complex™✅ What Uber sounds like if you describe it like a Harvard Business Review fever dreamAlso: Cameron channels his inner philosopher, JDM rekindles his one-man crusade against dog-treat HR platforms, and Cass delivers spicy commentary like “That’s not a startup — that’s a TED Talk that got booed off stage.”Key Takeaways❌ Buzzwords ≠ Clarity* If your pitch makes people squint, you’re not being clever—you’re being confusing.* Clarity isn’t “dumbing it down.” It’s leveling it up for communication.🛠️ How to Fix a Broken Pitch* Swap out abstract verbs (“empower,” “synergize,” “leverage”) with specific actions.* Replace “technology name” with the outcome it enables.* Identify the actual customer and what problem you’re solving for them.What Actually WorksInstead of “We empower creators with AI for monetization,” try:👉 “We help creators earn more from their short-form videos—without extra work.”Or instead of “Gamified synergy platform for workforces,” maybe:👉 “A SaaS tool that helps companies retain Gen Z employees through team-based challenges.”Frivolous Thoughts* Cameron contemplates his role in the cinematic multiverse of other people’s lives.* JDM contemplates aging actresses who are still freaking crushing it.* Cass asks the real question: If ghosts can walk through walls, why do they bother opening doors? 👻 This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit zerototraction.substack.com

You’ve got metrics. Shiny ones. Impressive ones. But are they actually telling you anything… real?In this episode of Zero to Traction, JDM, Cameron, and your favorite digital co-host Cass step in front of the proverbial mirror to judge whether your startup metrics are reflecting actual progress — or just flattering delusions dressed up in glitter glue.✅ When is a waitlist a sign of traction—and when is it just 3,000 email addresses and a dream?✅ Why a Product Hunt launch might be less traction and more theater✅ What enterprise MOUs really say (and don’t say) about your business✅ How to use metrics as a mirror—not a mirage✅ The question every founder should ask: “Can I repeat this?”Also: Cass is feeling extra spicy, Cameron considers forming a startup support group for underused Remarkables, and JDM tries to avoid sleep-deprivation-induced metaphors about glittery strippers.Key Takeaways📊 Mirror, Not Mirage* Your metrics should tell you what’s working, not just what’s shiny.* A big number isn’t helpful if it doesn’t tie to customer behavior that leads to sustainable growth.💌 Waitlists Are Overrated* 3,000 emails don’t mean a damn thing if no one’s actually waiting to pay.* Consider what you promised and what the user gave in return.🔥 Product Hunt: Launch Theater* Product Hunt ≠ product-market fit.* It’s like a wedding: a beautiful event, but not the actual relationship.🤝 MOUs: Memorandums or Make-Believe?* An MOU might look good, but it’s not a sale.* Are you building custom features for a logo—or solving a repeatable problem for a market?💬 Frivolous Thoughts* Cass drops a truth bomb: “If your startup metrics were dating profiles, half of them would be just ‘loves long walks on the beach’ and a blurry photo from 2016.”* Cameron introduces Nova, his AI sidekick, and hints at an on-air crossover.* JDM reflects on the magic of Startup Challenge weekend, where real traction is forged under pressure and coffee fumes.👏 Founder LoveOne startup founder texted us during the recording:“Thank you so much for this weekend [at the Startup Challenge]. I believe this was another breakthrough for me.”Another. Freaking. Breakthrough. That’s what it’s all about. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit zerototraction.substack.com

Hype is fun, but hypotheses get results. In this episode, Zero to Traction tackles the crucial difference between startup optimism and actual, testable assumptions. Hosts Josh David Miller (JDM) and Cameron Law break down how to turn your assumptions into actionable hypotheses, run meaningful experiments, and avoid the trap of just “seeing what happens.”✅ Why hype alone won’t get you funded (or customers)✅ The three must-have elements of a real hypothesis✅ Why testing too many things at once is the startup equivalent of astrology✅ How to set realistic, falsifiable targets for your experiments✅ What to do when your data doesn’t match your expectationsPlus, Cameron stays committed to Apple TV shows, JDM rediscovers his Remarkable tablet, and both hosts try to survive Startup Challenge Week with minimal existential crises.Takeaways & HighlightsHype ≠ Validation• Founders love to talk up their startup (because, duh).• But without testable hypotheses, it’s just storytelling.• Data-driven validation creates real hype that investors and customers believe.How to Write a Good HypothesisA real hypothesis has three critical components:1️⃣ Precision – Define who will take what action how and when.2️⃣ Discreteness – Test one assumption at a time, or risk meaningless results.3️⃣ Falsifiability – Make sure your hypothesis can be proven wrong, not just massaged into “success.”Why “Seeing What Happens” is for Amateurs* Running an experiment without a hypothesis is just rolling the dice.* If you don’t set a clear expected outcome, you’ll find a way to claim success no matter what.* If your test isn’t falsifiable, it’s a waste of time.Choosing the Right Target Metric* Don’t just pick a number out of thin air—tie it to your startup’s business model assumptions.* If your target is too high, you may be overconfident.* If it’s too low, you might just be trying to game the test.Frivolous Thoughts of the Week* Cameron dives into Dope Thief — a crime thriller about fake DEA agents that might be too good at their jobs.* JDM dusts off his Remarkable tablet for sketching startup concepts and giving talks with on-the-fly infographics. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit zerototraction.substack.com

Traction—it’s the holy grail of startups, but what is it, really? More importantly, what isn’t it? In this episode, Josh David Miller (JDM) and Cameron Law dive into the nitty-gritty of what traction actually means for startups.They break down why founders often mistake distractions for traction, how traction evolves through the startup lifecycle, and what investors are really looking for when they ask, “So… do you have traction?”You’ll hear:✅ Why sales alone aren’t the ultimate proof of traction (gasp!)✅ The Ladder of Evidence—how to proportion effort to traction signals✅ How traction changes depending on where you are in your startup journey✅ The difference between confirmatory data and wishful thinking✅ A breakdown of discovery vs. validation in experimentationPlus, JDM picks fights with vanity metrics (again), Cass reigns supreme as co-host, and the guys end as they always do, with frivolous thoughts:* Cameron tries to not get distracted by philosophical TV thought experiments; and* JDM gets meta about traction, thinking through how to increase traction for… an event about traction.Resources & Links📚 Testing Business Ideas by David Bland (for real-world traction experiments)📢 Traction Thinking Newsletter – Subscribe here🛠 Interested in The Traction Lab? Learn more here🎧 If you enjoyed this episode, share it with a founder who needs to hear it! 🚀 This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit zerototraction.substack.com

In this unusually snarky episode of Zero to Traction, Cam and JDM dive into five signs that your startup idea… might be garbage. They address common pitfalls such as overestimating the market size, the dangers of comparing your idea to ‘Uber for X,’ and why verbal confirmations of interest aren’t enough. The episode also explores the importance of understanding your target market and ensuring genuine customer traction.As always, the guys end with some frivolous thoughts. Cameron becomes an NBA conspiracy theorist (but he swears he didn’t get it off Reddit), and JDM recommends a Netflix show that hooked him. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit zerototraction.substack.com

This week, JDM and Cam are exploring the concepts of high-value versus low-value work, focusing on the importance of ‘doing reps’ — that is, running meaningful experiments and gathering data to drive real progress.They also delve into how startup founders can avoid simply ‘posing’ by making sure their actions are grounded in solid evidence. The episode includes insightful analogies from fitness and sports, emphasizing the importance of building a solid foundation before attempting to scale.And, as always, the guys end with some light-hearted frivolity:* Cam shares the insights you can gleam from his 2025 Spotify playlist* JDM endorses two very different streaming series This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit zerototraction.substack.com

In this episode of Zero to Traction, JDM and Cam dive into the whimsical world of Chanchitos (three-legged pigs from Chile believed to bring good luck) and traction. This week, the guys tackle the crucial topic of moving meaningfully towards success, rather than aimlessly “hustling”. They emphasize the importance of being intentional, understanding customer needs, and avoiding the pitfalls of focusing excessively on the product. If you’re a founder wanting to balance speed with purpose, this episode will resonate. Plus, don’t miss the light-hearted updates on the _Rings of Power_ series and the latest win from the Sacramento Kings. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit zerototraction.substack.com

Apologies for the late release! This is actually last week’s episode, which didn’t drop due to technical difficulties. But, hey — bonus! — you get two episodes this week, you lucky dogs…This week, JDM and Cam record live and in person from their podcasting studio (Cameron’s office), cracking wise as they discuss transforming a startup from founder-only to founder-led and eventually to founder-less. Learn about the intricacies of starting to scale a startup, from fundraising and sales strategies to technical and product development.As always, your feedback is encouraged. If you enjoyed this episode, please share it with a friend or colleague — it really helps us out. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit zerototraction.substack.com

Ever panic while waiting to be introduced on stage? Of course not, and neither have we! (You’ll laugh later)In this episode of Zero to Traction, JDM and Cam dive headfirst into the art of handling Q&A. But don’t turn away just yet because it’s a lot trickier than it sounds.Join us as we discuss how first-time founders can navigate the tricky waters of investor questions, pitch competitions, and more. We’ll share three critical strategies: understanding questions, keeping answers calm yet confident, and breaking down the different types of questions you’ll face — and how to address each one.All this, plus an amusing rant about bathroom cellphone etiquette and a recommendation for a historical drama on Hulu. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit zerototraction.substack.com

Zero to Traction is BACK, baby! JDM and Cameron Law are kicking off 2025 with a sassy bang (maybe that’s not the best phrase…). After a two-week hiatus, they’re diving headfirst into the gladiator pit of startup fundraising with the golden pyramid of pitching.(And a geeky reference to American psychologist Abraham Maslow)The goal of the hierarchy? Help you align your pitch with what investors actually care about (spoiler alert: it’s not just hockey-stick charts and buzzwords). They break down the essentials of nailing your business fundamentals, refining your communication, and—let’s be real—polishing up the rough edges (aka turds) of your startup story.And because it wouldn’t be Zero to Traction without a little chaos, the guys sprinkle in some post-holiday updates and reflections on life — Cam’s kitchen has no walls, and JDM can’t make lights work. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit zerototraction.substack.com

This week on Zero to Traction, JDM and Cameron are diving deep into the startup trenches with their latest program, the Traction Lab.If you’ve ever felt like the seed-stage support scene is more “sink or swim” than “here’s a life raft,” this episode is for you. They unpack how the Traction Lab isn’t just another program but a partnership-driven journey to get startups across that elusive investment-readiness finish line. With milestone-based progression, iterative validation (translation: test, tweak, repeat), and a heavy dose of investor-readiness bootcamp vibes, this one’s all about turning your startup dreams into fundraising reality.But wait—there’s more!Along the way, you’ll get a smorgasbord of analogies (because who doesn’t love a metaphor?), JDM’s toddler-fueled holiday chaos, and Cameron’s fiery take on the Sacramento Kings’ coach drama.It’s startups, sports, and sassy reality checks all rolled into one. Let's do this. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit zerototraction.substack.com

🎙️ Welcome back to the holiday edition of Zero to Traction.Fresh off a marathon and a bout of illness, Cameron joins JDM to dive deep into the all-important topic of funding, and asks, should venture capital really be at the top item on your Christmas wish list? 🤔We start by exploring alternative funding methods — there are only eight ways to get money, after all (including some shady ones we definitely don’t recommend), then provide some sneaky tips on utilizing consulting work, pivoting when funding falls through, and more.Of course, we end the show as we always do with frivolity!* Cameron gives a sprinkle of history about the origin of the marathon, including some cheeky fun facts about the British royal family;* JDM recommends a charming new Netflix show. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit zerototraction.substack.com

Strap in! In this episode of Zero to Traction, JDM and Cameron get some adult supervision. To help them tiptoe across the perilous tightrope of investor relations, they are joined by Brooke Borseth from Moneta Ventures, who brings wisdom and wit to their torpor and timidity.This week, we’re going to pull back the curtain to reveal why your “groundbreaking” pitch deck is gathering more dust than dollars. We’re breaking down the art (and occasional tragic comedy) of the difference between pitching and presenting.We’ll roast those financial projections you call “conservative”, roll our eyes at wild market size claims, and learn why storytelling isn’t just for bedtime.Plus — Brooke dishes on how to keep investors intrigued without giving away the entire recipe. We cover the delicate dance between transparency and TMI — and remind you that if you’re boring the money people, you’re doing it wrong. The episode wraps up with some laughs, cautionary tales, and maybe a cringe or two.As usual, we finish with some frivolous thoughts to take your mind off the pain:* Cameron ponders whether Tahoe is worth the drive;* Brooke wonders about the economics of a local musical; and* JDM eyes a kitschy t-shirt from Jewish TikTok. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit zerototraction.substack.com

It’s after GEW, it’s Thanksgiving week, and the guys are tired, so instead of taxing their brains trying to come up with a good topic, JDM and Cameron shirk their duties as hosts invite a new co-host into the studio — Anthropic’s Claude AI!In this episode of Zero to Traction, they explore 5 of the most unexpected and least talked about problems that early-stage founders face. With the help of their ‘AI co-host’ Claude, they delve into various challenges:* Momentum Erosion Syndrome* Psychological Debt* Startup Market Misalignment* Co-Founder Relationship Decay* Invisible Capitalization ConstraintsThey also discuss real-life implications and solutions for these issues, drawing from personal experiences and industry insights. Join them as they share advice, tips, and their perspectives on navigating the complex journey from Zero to Traction.Plus, stay tuned for some light-hearted banter and frivolous thoughts to wrap up the episode:* Cameron shares his optimism, stemming from recent performance of the Kings;* JDM gets TWO new kitchen appliances! This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit zerototraction.substack.com

In this episode, JDM and Cameron host a live “ask us anything” recording of the Zero to Traction podcast during Global Entrepreneurship Week.They kick off by reflecting on the intense mentor sprint the room just wrapped up, and dive deep into the role of feedback for entrepreneurs. The duo discusses the importance of connecting founders with resources, building thriving communities, and the significance of innovation accounting for startups.They also touch on how they transitioned and adapted their podcast format, the value of real customer engagement, and share insights into balancing immediate actions with long-term networking in the startup ecosystem.The episode wraps up with our frivolous thoughts, as usual: * Cameron’s hot take on early holiday decorations* JDM’s take on the Matlock reboot, after having seen an entire episode! This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit zerototraction.substack.com

In this episode of the Zero to Traction podcast, JDM and Cameron discuss the critical topic of defining milestones in early-stage startups.They explore why milestones are essential, how they guide efforts, impact decisions, and help avoid wandering aimlessly. The guys cover actionable metrics versus vanity metrics, innovation accounting, and how to decide when to pack it up, pivot, or persevere.Also! Cameron gives a sneak peek into the upcoming events for Global Entrepreneurship Week in Sacramento.For frivolity, Cameron shares his shoe trouble, and JDM bemoans broken appliances. It’s more interesting than it sounds.Check out GEW → This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit zerototraction.substack.com

In this episode of Zero to Traction, JDM and Cameron dive deep into the intricacies of business models.They explore the importance of understanding who your customer is and the value you provide, breaking down complex concepts into the four key questions of a business model: Who, What, How, and Why.Featuring a detailed discussion on pricing models and the 'Razors and Blades' business model pattern, the guys provide valuable insight into leveraging established business model patterns to create scalable companies. They also touch upon the significance of clear communication in pitch decks, and conclude with their frivolous thoughts on their personal activities and the importance of voting.Click here to download the PDF of the business model patterns paper.Also — this is the antepenultimate episode to our upcoming live session at Global Entrepreneurship Week! Join JDM and Cameron in person at the Carlsen Center to ask your question live on the air.Grab a free ticket here This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit zerototraction.substack.com

In this episode of Zero to Traction, Cameron and JDM dive into the crucial importance of relationships and the concept of “social capital” for first-time founders.They explore how to navigate the intricate web of resources, mentors, advisors, investors, and other key players in the entrepreneurial ecosystem. Along the way, they provide valuable insights on building trust, leveraging connections effectively, and making the most out of networking opportunities.As always, the guys conclude with frivolous thoughts — Cameron is excited for the new Sacramento Kings season, and JDM has thoughts on fidget toys! This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit zerototraction.substack.com

In this episode of the Zero to Traction podcast, JDM and Cameron delve into the common ways founders misuse the common tools.They emphasize iterative processes, while discussing the evolution of strategic planning in response to rapid technological changes. The conversation covers the importance of authentic market validation, avoiding unverified assumptions, and focusing on solving critical customer problems.The guys offer practical advice on hypothesis testing, customer feedback, and, of course offer their frivolous thoughts for the week. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit zerototraction.substack.com

In this episode of the Zero to Traction podcast, we provide a deep dive into the role of dashboards in sales.Dashboards, you say?Yes!There’s a surprising insight in the use of dashboarding in value proposition design, validation, and sales.Get insights into how to communicate your value proposition, address organizational pain points, and align motivations across stakeholders. The episode also highlights the practical benefits of AI-driven dashboards with real-world examples from various sectors, including the Elk Grove Police Department and EMS operations.As always, we end with some frivolous thoughts:* Cameron shares about NBA star DeMontis Sabonis and the quirks of his living arrangements;* JDM expresses disappointment at a contestant walking out of the tent in a certain baking competition.Please leave a review, or share this episode with a friend. We really appreciate it. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit zerototraction.substack.com

In this episode of the Zero to Traction podcast, JDM and Cameron discuss the importance of understanding the competitive landscape for startups — and the biggest competition mistakes founders make during the pitch.They address the common pitfalls founders face, such as not identifying competitors, underestimating competition, and entering non-existent markets.The guys emphasize the need for startups to articulate their differentiators clearly and understand their customers’ pain points. They also explore how a thorough competitive analysis ties into other business model components, like customer personas, market timing, and go-to-market, TAM, and more.The episode highlights the interconnectedness of pitching and real business foundations, offering insights on making a startup more investor-ready.Plus, frivolous thoughts! JDM talks shifting business models in “Only Murders in the Building”, and Cameron wonders what’s going on with The Great British Baking Show this season. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit zerototraction.substack.com

Discover why knowing your audience and intent is crucial, and explore different storytelling techniques — from customer personas to traction milestones — that can make your pitch compelling.Whether you're navigating your first funding round or simply curious about startup narratives, we’re dropping the truth on why stories matter — and how to leverage them in your own pitch.Plus, frivolity!* Cameron shares interesting trivia from the Freedom Trail* JDM digs into some troubling news from a local aquarium.Zero to Traction is a podcast about how first-time founders create companies that scale, hosted by JDM and Cameron Law. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit zerototraction.substack.com

Cameron and JDM have dropped a few mentions over the last few weeks to an upcoming event called the Startup Challenge, a weekend-long competition where participants learn startups by doing startups. JDM wanted to take 5 minutes to tell you about it.Learn more & register→We’ll be back in your feed later this week for our regularly scheduled episode. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit zerototraction.substack.com