Too many SaaS founders make the same mistake: they get excited about their *output* (the thing they build) instead of focusing on the *outcome* (what the customer actually cares about).

In this video, I break down the simple 3-part framework I use to think about any SaaS product:

**INPUT → OUTPUT → OUTCOME**

• INPUT: What you get from the customer
• OUTPUT: What your SaaS produces (the "how")
• OUTCOME: What the customer actually buys (the VALUE)

I walk through this using my legal billing SaaS as a real example, showing you exactly how inputs (emails, meeting notes) become outputs (automated billing reports) that enable the outcome customers actually pay for (recovered time, more revenue).

The key insight? Your marketing, your sales, your entire pitch should focus on OUTCOME, not output. Most founders do this backwards.

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