“We had two customers. My only goal was to get a third. Once we got a third, my goal was to get a fourth, a fifth. So when you get to three customers you're like 'oh wow, I got a new customer.' You're not like 'damn this company has 20,000 customers, how will I ever get there?' It's not your job to get there right away.”

Set goals one customer at a time — going from 2 to 3 beats chasing 20,000

Sean reframed the gap between two customers and competitors' thousands as an n+1 problem. Each new customer was a discrete milestone whose learnings funded the next, which both protected morale and produced compounding insight instead of overwhelm.