Todd Jackson: belief

Transcript context

…And in your experience, do you find, essentially, pivoting is the answer if you're stuck? I think sometimes it's nice when it's the Ironclad thing, right? Yeah. It's nicest when it's the Looker thing of you don't have to change anything. It just starts working and basically, the whole thing works the whole time. That's not common. It's nice when it's the Ironclad thing when you just change one of them, or maybe two of them. Starting over with all four of these is hard at level two, but oftentimes, it's what's required. I was mentioning earlier, level two is the second most common level to get stuck. A big chunk of companies are going to get stuck at level one, and the second biggest is at level two. So sometimes it's hard. I think the trap is not doing enough to realize that you're actually not progressing to product-market fit in the way that you need to and just starting to burn money and not make progress. And you've seen many startups struggle with this. I think it's the hardest part of it. Yeah. Especially once they're a million, two million, three million ARR and they're like, "Look, we're making all this money." And they don't necessarily realize that they've been stuck at this stage for so long. So just to summarize flags that something is wrong and that you should probably think about changing your persona, your problem, your promise or your product, is it's been 12 to 18 months at this stage of product-market fit. You are churning about 20% of customers. And these are logo churn, I imagine, just like businesses stop using you.…

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