Dropbox needed to test its leap-of-faith question: if we can provide a superior customer experience, will people give our product a try? They believed—rightly, as it turned out—that file synchronization was a problem that most people didn’t know they had. Once you experience the solution, you can’t imagine how you ever lived without it. This is not the kind of entrepreneurial question you can ask or expect an answer to in a focus group. Customers often don’t know what they want,
