I think there's a property which is hard to describe. But i've seen the opposite property countless times at companies. People, and leaders who are building "

I think there's a property which is hard to describe. But i've seen the opposite property countless times at companies. People, and leaders who are building "cool demos". Things that tell a great story, but somehow never materialize into any material revenue for the company. I've seen these guys move up into higher and higher positions, and yet the projects they build are simply great stories. The higher up the org you go, you'll find leaders who have refined this expertise into a really compelling, really easy to follow along story. But it just never materializes into revenue, and half the time it doesn't even materialie into a real product. I think what founders know, but what managers do not, is the formula. They're missing one of the key components. The perspective of your customer (what their business is, and the understanding of what is and what isn't important to them), and an understanding of how to deliver it (what capabilities does your customer have, how do they like to do business), and finally a perspective on how to deliver that value (an expertise in product). Many people are experts at "delivering" or they're experts at understanding their customers PoV, or they're experts at understanding how to do business with those customers. VERY FEW "professionals" have all 3... but you can tell a great story to other non-experts using only 2 of the points, and making up a reasonable sounding point for #3. Or worse, they become experts on selling to YOU (the founder) how to do these things.