In a discussion at the Web Summit in Lisbon, Retool CEO David Hsu and Sequoia Capital partner Bryan Schreier explored the complexities of achieving product/market fit (PMF) for startups. David Hsu shared that PMF is often misunderstood as a binary state when, in reality, it is a nuanced and ongoing challenge, even as Retool surpassed $10 million in annual recurring revenue (ARR). He emphasized the importance of a sales-driven approach over relying solely on product-led growth (PLG), arguing that direct customer feedback through sales is crucial for refining product offerings and messaging. Hsu expressed skepticism about PLG, noting that it can lead startups to focus on the wrong metrics and delay revenue generation. The conversation highlighted the iterative nature of discovering PMF, the necessity of having strong, differentiated opinions about the market, and the value of maintaining a small team to drive new product initiatives. As Retool continues to expand its product lines, Hsu advocates for a lean approach that allows new products to be developed with minimal resources while continuously seeking PMF across different markets.