Why CTOs should focus on customer value

Code creates software engineers. Customers create CTOs. That sums up everything. A CTO who doesn’t focus on delivering customer value will fail. And when they fail, their entire team fails with them. The CTO’s most important job is keeping the team locked on the customer. Because it’s easy for engineers to get lost in the code. Clean architecture. Elegant solutions. Clever optimizations. Those things matter—but they’re not the point. The point is the customer. A CTO who forgets that leads a team that builds the wrong things beautifully. A CTO who remembers it leads a team that knows why their work matters, not just how to ship it. Great code is table stakes. Customer focus is what creates impact. And it’s the CTO’s job to make that the standard for everyone. Read my book, Product Driven, to learn more about how to keep customers first in engineering.

Matt Watson The reminder that code alone doesn’t create impact is critical. Technical excellence without customer focus often leads to products that are admired internally but irrelevant externally. The CTO’s role is to set the standard that the customer is at the center. That discipline filters through design choices, resource allocation, and engineering trade-offs. Teams that know why they’re building move with greater conviction. It’s that conviction, not just code quality that drives real adoption and lasting outcomes. Customer alignment turns engineering into strategy, not just execution.

Love this framing! Matt Watson I’ve seen teams build technically brilliant features that never moved the needle because the customer wasn’t at the center. As a developer, I’ve learned that aligning engineering decisions with real customer pain creates momentum far faster than elegant code alone. 

Ultimately the customer pays the salary, so it just makes sense to be ultra focused on the customer. Sometimes I worry that many engineers lose sight of this basic equation.

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Actually, this applies increasingly more also to regular developers (especially with AI more of the low-level coding tasks).

A CTO’s real job? Leading the tech team to solve customer pain points without ever compromising on clean code or performance #CTO #TechLeadership #CleanCode #Performance #CustomerFirst

Nothing breaks a team faster than forgetting who they're really building for. Keeping the customer in focus is the real hard part, not the code.

Great code matters, but impact comes from solving the right problem at the right time.

Brilliantly put, code is just output, but customer value is the true outcome every CTO must drive.

I agree! True leadership isn’t about clever solutions—it’s about guiding the team to make work that actually matters.

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I'm reading your book Matt, great insights to focus even more on my customers, teams and culture.

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