One of my favorite questions during feedback calls is:
“Is your product a good to have or a must-have?”

The moment this question is asked, both the buyer and seller naturally lean toward the must-have side. However, the success of a product isn’t strictly tied to which category it falls into. Many must-have products are successful, but just as many companies solve good to have problems exceptionally well and build strong businesses on top of them.

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The Power of Solving Good to Have Problems

Companies like Slack and Spotify began by addressing good to have problems:

• Slack: Made team communication more convenient but wasn’t a must-have at the start.
• Spotify: Simplified music streaming, but people had alternatives before its arrival.

Despite starting as good to have, they grew into giants by solving these problems with exceptional execution.

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The Importance of Early Feedback

Asking early adopters whether your product is good to have or must-have provides crucial insights:

• Must-Have Products:

  • Clear signs of adoption.
  • Genuine customer love.
  • Tangible indicators like money on the table.

• Good to Have Products:

  • Strong adoption but a lack of urgency in payment conversations.
  • Long silences in discussions around ROI.

This distinction can help shape your product’s trajectory.

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Seeking the Truth

No matter the category your product currently fits into, it’s vital to seek the truth:

1. Be Honest: Recognize what’s working and what isn’t.
2. Iterate and Improve: Make deliberate attempts to move from good to have to must-have.

Starting with a must-have problem statement isn’t always possible at the beginning, but with time and focused effort, the shift is achievable.

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The Takeaway

Ultimately, the key is to solve the problem well—whether it’s good to have or must-have. What starts as a convenience can evolve into an indispensable tool with the right execution, commitment, and user feedback.