All In Startup: Launching a New Idea When Everything Is on the Line

Chapter 14It’s Never Too Late to Test Your Assumptions

It was past midnight. Tournament play had wrapped up for the day a few hours ago. The last piece of advice the dealer had imparted to their table before he took off for the night was to get a good night’s sleep. Yeah, right. Owen was staring at the hotel room TV, trying to decompress but not having much luck. He just couldn’t get to sleep.

He thought he should strategize for day three. That might do the trick—talking about poker instead of playing it always made him sleepy. There was definitely a lot to think about. The speed was quick, and the professionals were starting to pick on weaker players. So far, not Owen. How to keep that from happening—okay, first, think like a good poker player. How could he project strength? What would Sam do?

This wasn’t working. He wasn’t getting any sleepier. Antsy, yes. Not tired. Owen thought about turning off the reading lamp, but he knew it wouldn’t help. His brain was racing too quickly. Time to grab the shoes.

It took Owen some time to find a low-key bar where he could have a beer and set up his computer. Every bar at the hotel seemed like a themed pickup venue. He finally found a wine bar with an open table near the bar.

Owen sat down and opened his computer. He’d work on some nonleading questions. The kind he could use to really learn about his customers rather than trying to convince them of anything.

“Heyyyyy. My name is Marcus J, and I was wondering what flight you’d like to enjoy ...