Julia Schottenstein: evaluation

Transcript context

…I'm so curious what that pricing process was like to figure out what to change. Is there anything you could share about just what that was for you or what are some just surprises that came out of that process or just like, "Wow, we didn't expect that in these conversations?" It's really like an all hands on deck conversation. Pricing is so cross-cutting because it's a finance discussion as well. You're modeling out things in spreadsheets and figuring out how that might impact the business. But you can't just solve these problems in spreadsheets. You have to go talk to customers, test the waters, understand where people's appetites are and sussing that out is really hard. And then of course there's a product piece to it too where you have to affect it and communicate it as well. So it was very cross-cutting. We learned a lot. We track our conversion rates really carefully. We track our turn rates very carefully and I think largely we were happy with the change that we made and we felt like one of the big things that we were trying to solve for was have our pricing catch up to how people valued the tool. How many people did you end up talking to, who was doing these conversations and is there anything really important you learned about how to ask these questions and these sorts of leanness to pay conversations?…

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