Public evidence record
Published podcast speaker
Claim ledger
16 transcript-backed records
01 / belief
“Before, he hadn't built anything really. And so that, I think, is an interesting example of he was stuck in the zone of people didn't love what he was doing.”
02 / commitment
“If you're listening, if you're a B2B founder in those early days of starting your company, or you know anyone who fits that description, and you have an appreciation for just how hard it is to find product-market fit and you don't want to go it alone, then please apply to this program or share the application. Like we promise, we will review every single application.”
03 / belief
“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.”
04 / belief
“I think the good thing about enterprise, and specifically sales-led B2B, is that there is more science to it.”
05 / belief
“I think if you know what the path looks like and you know what the levers are at your disposal and you know what you need to aim for, I think we can get more of these companies to level three and level four product-market fit, which is where you really want to be and where you have a very valuable company.”
06 / belief
“I think if you told many, many pre-seed founders that they'd be able to get to 100 million and not know whether they had product-market fit, they'd probably take that.”
07 / evaluation
“Getting new products to be successful is hard and it requires this mindset of like, "Yeah, we've got a little bit of advantage because people know who we are, and we have a customer set that hopefully we can layer on new products to.”
08 / recommendation
“I think the way this works, ideally, is you probably take 12 to 18 months to do level one, because that is the most important level, honestly, in my mind because that's where you're really choosing the right persona and the right problem to focus on.”
09 / recommendation
“You can invest a bunch in efficiency and automating a whole bunch of stuff, but that actually might harm the customer experience and you're reducing satisfaction. So that's an interesting thing, I think, is you're actually making trade-offs at each level and what you should optimize for at each level is different.”
10 / evaluation
“If you're the kind of product that is 20K, 30K annual contracts, that was Looker, right? But they were able to do the sales cycle very repeatedly because they closed so often.”
11 / evaluation
“Because if you find extreme product-market fit, the momentum just carries you, and the market pulls you along. And it's easy to know what to build because you're building the thing that your customers want and it's motivating as a team.”
12 / prediction
“" You start to get known for a thing. And so if you're having trouble opening those floodgates, and you're sitting there for, I don't know, 12 months, 18 months, that's a problem.”
13 / evaluation
“And so there's three key ideas in there: demand, satisfaction and efficiency. And I think efficiency is worth highlighting because that's what most people would leave out of their definition.”
14 / preference
“That was 2015 to 2018. So I have always loved product, and that's actually the reason now that I love being a seed stage VC because I love investing at the early stage founders who are pre-product-market fit and then helping them get there.”
15 / evaluation
“That was published on the First Round Review in 2018, and it was immediately popular and interesting to people. And I think the reason is because it was specific and because it was tactical and it brought a little bit of the science to something that people thought was just an art.”
16 / evaluation
“" Another way I think about it is if a customer has a problem, and I really think they have a problem, and they know they have the problem and they're looking for a solution for the problem.”