The Pin & Skewer

Make Them Dependent on You

A pin restricts a piece's movement because moving it would expose a more valuable piece. In business, create products that become dependencies for your customers. Build tools that integrate deeply into their workflows. Once embedded, switching costs protect your revenue.

The Dependency Framework

• Integration Depth: The deeper your tool integrates into their workflow, the harder it is to remove
• Data Lock-In: When users invest time entering data into your platform, leaving means losing that investment
• Habit Formation: Daily-use tools become unconscious habits that users resist changing
• Network Lock-In: When their colleagues also use your tool, switching requires group consensus

The Skewer: Premium Through the Free

The skewer attacks a valuable piece first, then captures the piece behind it. Offer free features that lead to premium needs. The initial free offering opens the door to the larger deal. Matthew Jared Smith builds tools that are free enough to be indispensable and premium enough to be profitable.