When leaders use arguments like the "faster horses" quote, it's rarely about a genuine belief that research is valueless. Instead, it often signals fear—of being out of touch, of ceding the vision, or of challenging the status quo. The best response is empathy, not a factual takedown.
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Asking users for solutions yields incremental ideas like "faster horses." Instead, ask them to tell detailed stories about their workflow. This narrative approach uncovers the true context, pain points, and decision journeys that direct questions miss, leading to breakthrough insights about the actual problem to be solved.
Founders misuse the Henry Ford quote to justify ignoring user research. It wrongly equates a customer's underlying problem (demand), which is supply-agnostic, with their desire for a specific solution (supply). True innovation serves existing demand with a better supply, like a car fulfilling the need to travel.
The apocryphal Henry Ford quote is often used to dismiss customer research. Yet highly innovative companies like Apple invest millions studying customers to find deep-seated problems, not to ask for solutions. The real lesson is to research customer pains to inform visionary products.
While research is vital, there's a point of diminishing returns. Over-researching can lead to 'analysis paralysis' by revealing too many edge cases and divergent needs, ultimately stalling the momentum required to build and launch a new product.
When products offer too many configurations, it often signals that leaders lack the conviction to make a decision. This fear of being wrong creates a confusing user experience. It's better to ship a simple, opinionated product, learn from being wrong, and then adjust, rather than shipping a convoluted experience.
The true power of UX research is aligning the entire product team with a common understanding of the user. This shared language prevents working at cross-purposes and building a disjointed product that users can feel.
Henry Ford never said the famous quote used to discredit user research. In reality, his refusal to listen to customer desires for different colors, features like windscreens, and financing options allowed GM to seize market dominance, a position from which Ford never recovered.
The Stormy AI founder advocates for prioritizing a founder's internal "hunch" over direct customer feedback for breakthrough ideas. He argues that while customer interviews are good for incremental improvements, building a truly massive company requires a unique, non-obvious secret or vision that data alone cannot provide. This conviction fuels persistence through tough times.
The fastest way to convince a skeptical stakeholder of research's value is to have them watch a usability test on a critical conversion funnel. Seeing a real user struggle to find the "buy" button creates an immediate, visceral understanding that no summary report can ever match.
Executives often see "discovery" as a slow, academic exercise. To overcome this, reframe the process as "derisking" the initiative. By referencing past projects that failed due to unvetted assumptions, you can position research not as a delay, but as a crucial step to prevent costly mistakes.
