Cambly

“As we looked at the market, we quickly realized that the world wants to learn English.”

“What the two of us wanted wasn't necessarily. A professional teacher or a formal lesson. What we wanted was just a friendly person to practice with.”

“So our North Star metric from like the pretty early days was paid usage. So the number, the amount of minutes that students spend actually using the product and every minute there is a tutor teaching and a student learning. And so what I love about that metric…”

“There's about 7.58 billion people in the world. Six billion of them don't know English. And by the way of those 6000000001.5 billion are actively trying to learn it right now.”

“Just because we haven't touched the series A money and the series B money, it doesn't mean that we sort of behaved exactly the same, you know, had we not raised that money. Like, Having that cash cushion, I think allows us to be much, much more aggressive and …”

“So we've always been a demand constrained marketplace.”

“We ran a test, I think in the really early days where we like cut our prices in half. And I was like, let me try to measure like the price sensitivity of Cambly. And we were getting like, you know, a purchase a day or something. And it was like, you can't meas…”

“I think that the net effect, kind of the combo of those two factors meant that we just had to get, we just had to hit bigger milestones. Then sort of an equivalent company in order to get that fundraise done.”

“The reality is in the very early days of startups you don't really have much data. And so, you know, in theory, you might think, oh, let me just like AB test everything and AB test my way to success. And it doesn't really work because like you're tiny, there i…”