Source
Lenny's Podcast: Product | Career | Growth — What happens after coding is solved? | Fiona Fung (Manager of the Claude Code and Cowork Teams) (June 21, 2026) ·
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When this applies
when a product's incidental use by an unexpected audience reveals an underserved need
The takeaway
Treat your own delight with a tool as a signal to test with an adjacent underserved audience, then let their actual usage (not your assumptions) define the resulting product.
Why it works
Fiona personally felt relief using Cowork for a disliked task (expensing), recognized the same pain was common among small business owner friends operating on thin margins, and onboarding them surfaced further unplanned use cases and bugs, which led to a dedicated bundle ('Claude for Small Business').
One level up
Latent demand is discovered by watching what people do with a product beyond its intended use, not by asking what they want.
Where it stops holding
This stops working when the adjacent audience's workflow is too different for the tool's core capability to transfer, or when personal anecdote isn't validated at scale before investing.
Detail
situation: Fiona disliked business expensing but found Cowork made it effortless; she knew small-business-owner friends struggled with the same low-margin administrative burden.
decision: She onboarded several small businesses directly, watching them use Cowork in unexpected ways (e.g., finding lost menus, market-rate pricing analysis).
outcome: This led to the launch of Claude for Small Business, bundling plugins that business owners previously had to search for individually.
lesson: Personal delight + awareness of an adjacent audience's pain point + direct observation of real usage can surface a new product line.
In their words
I thought, if Claude Cowork is so good at helping me do my little business travel expense, this would be huge for it.