During a major technology shift like AI, the most valuable initial opportunities are often the simplest. Founders should resist solving complex problems immediately and instead focus on the "low-hanging fruit." Defensibility can be built later, after capitalizing on the obvious, easy wins.

Doppel initially sold to trust & safety and legal teams. However, they realized cybersecurity teams were the "power users" who derived the most value, evangelized the product, and were willing to spend more. This insight drove their successful pivot to the cybersecurity market.

Instead of pitching an idea upfront, the founders first conducted broad interviews, asking security leaders for their top 5 problems. Only after identifying a recurring pain that matched their thesis did they switch to phase two: presenting a specific solution to validate its acuity and demand.

Instead of chasing trends or pivoting every few weeks, founders should focus on a singular mission that stems from their unique expertise and conviction. This approach builds durable, meaningful companies rather than simply chasing valuations.

Despite reaching seven figures in revenue, Doppel's founders pivoted from serving NFT marketplaces. They recognized the market's trajectory was poor and their ambition to "serve the whole world" required a shift to a larger, more sustainable market like cybersecurity.

For deep tech startups aiming for commercialization, validating market pull isn't a downstream activity—it's a prerequisite. Spending years in a lab without first identifying a specific customer group and the critical goal they are blocked from achieving is an enormous, avoidable risk.

Don't overlook seemingly "boring" industries like cybersecurity or compliance. These sectors often have massive, non-negotiable budgets and fewer competitors than glamorous, consumer-facing markets. Solving complex, high-stakes problems for large companies is a direct path to significant revenue.

The rapid pace of AI innovation means today's cutting-edge research is irrelevant in three months. This creates a core challenge for founders: establishing a stable, long-term company vision when the underlying technology is in constant, rapid flux. The solution is to anchor on the macro trend, not the specific implementation.

Don't start with a broad market. Instead, find a niche group with a strong identity (e.g., collectors, churchgoers) that has a recurring, high-stakes problem needing an urgent solution. AI is particularly effective at solving these 'nerve' problems.