Loom

“They emailed us. I ignored. They emailed again and again, and then I couldn't do a call, so I just sent them like our sales platter, which is like a one-pager, and then they said, okay, send me something else, and I couldn't do a call again, so I just sent the…”

“I was kind of disappointed with loom. They were taking so much money and the product I dunno, I just didn't love it. And there's an open source alternative called cap, which is just really well crafted. You can see that the person was like really sweating the …”

“I would send them a loom over email. So that way, you know, it's got an async component since time is sometimes hard to find. They can watch it. And if you want to really pique their interest, mutual connections help. But like I said earlier, cold emails work …”

“A much more powerful version of this is let's work backwards from what I want to put on X. I'm going to make a very simple Loom video showing off a feat of strength, a thing that I really want to share that I know our team can do, and then working backwards fr…”

“When Loom sold and Andreessen invested at one And they got their one ex back in a year.”

“I have literally talked to Tela. Tela is this Loom-like video recorder, but they have raised two million before. And in the article it is mentioned that, okay, they were like with a Y Combinator and the first batch of customers were just like their peers. From…”

“If it's a simple enough app, and it's 2500 bucks, right you could go ahead and build the prototype, and then in the proposal, send it as a Loom link of you, like, demoing it for them, which I've done, and it worked for the first one I ever did.”

“It's really, really hard to have enough volume so far down the purchase funnel to actually run an experiment that gives you really precise results. And even if you do, it'll take you a really long time to get enough data on things like churn that actually will…”

“When you're rolling out a completely new product, worst cases, no one buys it, which is obviously really bad, but you're not actually detracting from your bottom line. Whereas if you're changing an existing package that You already have the majority of your cu…”

“We rarely are running experiments like on a quarterly basis on pricing. These are really reserved for our highest impact, biggest risk changes.”

“Being on the receiving end of pricing and packaging experiments can be really frustrating if you find out. And so we've had a philosophy of, hey, if someone finds out or if someone is really unhappy, how do we just give them the most generous version of our po…”

“There was a phase that I went through for more than a year where I recorded a Loom video, one Loom video every single day. And it was just at seven PM. I would record a Loom video. That was what I needed to do. And I would find the coolest product I could find…”

“For PMs who are. Really, really trying to develop product tastes on my team. It almost feels pedantic, but I literally say every time you work with your design partner, like give them at least five pieces of feedback.”

“And sometimes you also have to make that ROI and value they're getting really, really explicit because some people will kind of just go through the motions and Know that the product is helpful, but may not realize to what extent. And so, whether it is, like, s…”

“And so in that moment, we actually didn't have those limits. We had a Much higher limit that was actually never enforced. And so we really let people use our paid product kind of to no end.”

“Recognizing that, yes, we need to optimize for revenue, but also we probably have one percent market penetration of this behavior”

“Don't block people from recording or viewing, like always give them an out. And so even with driving new pricing and packaging limits at a 25 limit, we make sure that everyone had an out, which is one, you could invite people to get a higher limit, or you coul…”

“It's interesting because for the longest time, our North Star was video views and that core engagement metric, and in the last, call it one to two years, where we updated for the first time our North Star metric to be revenue growth, I think it's actually, amo…”

“I think the value of you posting a loom on your Twitter feed or any of your channels actually gives us way more in top of funnel awareness than the cost of, you know, Storing your 25 videos in, in our infrastructure, and so I think definitively yes”

“When we send out offers to folks, we have everyone on the hiring panel record a loom and we send them a doc that has 10 to 15 embedded looms in, in the doc.”

“Writing can be a very powerful tool to clarify your own thinking and thoughts. I think for me the process in and of itself is the forcing function to develop Really, really clear thought and do it at scale so that you don't need to be in every meeting to scale…”

“One is the speed at which we develop. It is just crazy how fast the future has come, and so things that we thought we'd be shipping in five years, we're shipping in six months or a year.”

“I think Loom, by the way, so underrated as like, just a great way to pitch people.”

“I actually made, like, a Loom video walking through my, like, weekend FigJam that our sales team later distributed to a bunch of companies to inspire them as to, like, hey, not only can you use FigJam for this, you can use FigJam for, like, X, Y, Z.”

“If you're not comfortable going to a networking event or conference because you're a big introvert, don't put yourself in your position. You're going to look awkward. Right? Whereas if you're very comfortable showing code that you built, do that. Record a loom…”

“In the early days, getting a Loom or equivalent recorded for your support or for your KB is way faster to do. Over time, it is essentially a type of debt, video debt, documentation debt, because we did that with Drip in the early days, right? Instead of writin…”

“That's a big part of why we bought Lib.”

“At the end of last year, I'm not in the room with Loom, but that last round valuation was at 1.5 billion dollars, right? That was led in 20, 21, and they sold for nine 99 or something, nine 50, right?”

“I think they sold it for a billion dollars to someone like, but it's like, you know, you just like click a button, one button, and instead of it being a live thing, it's a link with the video, but it's useful.”

“Loom, which just sold for a lot of money to Atlassian, started as a marketplace for companies to hire subject matter experts.”

“Money does not help that company grow that much, right? The things that are helping that product grow are its organic viral in content loops, right?”

“Very commonly with the product we were talking about, Loom, which is like a horizontal product the constraint is activation, and the reason the constraint is activation is that the biggest strength of horizontal products is also its biggest weakness, is that i…”

“Loom is the example where I would probably wait till post product market fit to start to carve out like a dedicated product growth team, dedicated marketers, right?”

“Having designers spend more time creating more visionary prototypes and then sharing those out in videos. It just has just huge impact on, on how exciting work is and how excited the team are. And so just providing that clarity is massive. And I think just aga…”

“This is what we think the value of the business would be and spending a lot more time on that almost product marketing moment earlier on. I think brings your cross-functional team with you much faster rather than making it a by the way and spending a vast majo…”

“So I'm a big believer in writing down like the three things that any organization, any function really needs to be absolutely crushing at for the next three months, because I think it's really clarifying.”

“When people are exhausting themselves, it's because there isn't cross-functional alignment.”

“I think when there's too much of an effort to parallelize, then you lose that sense of alignment and that sense of broader mission. And I think in both of those moments of time, there's only one play. You know, and that play may have three or four steps, but i…”

“The outputs generally look like you're shipping slower than you were. Another output would be a lot of people are asking Asking a lot of clarifying questions, right? I think another example is one function's moving really fast on a product launch and another f…”

“I think what I have learned is when launching a new initiative or when rolling out a three month plan, a six month plan, et cetera, you always want to preview it. You don't want anything to surprise anyone. You want to get lots of informal feedback ahead of ti…”

“The most telling questions are the top two. So the first is what's your energy? Red, yellow, green. And then how would you grade your execution? Red, yellow, green. Because I think both of those questions Especially in like a remote global team where you're no…”

“I think as someone is becoming more senior, you shouldn't be spending time there. That is just a core leadership capability to work cross-functionally. But I think where you end up spending time is actually sparring. On the choices and the decision making, lik…”

“I don't think it is charisma. I think you can actually have a lot of charisma And when the what and the why isn't clear, I don't think you're really getting true inspiration. I don't think it's internalized. I don't think it's linear enough to truly sustain fo…”

“If someone's joined a company, they're already bought in. They already want to win. That's like why we all come to work every day. That's why we choose to work at a startup. We want to be creating new value in the world. My assumption is that the motivation is…”

“Cause there's something about the word annoyance or disappoints that's emotional. Like you can't give a polished answer to it. Like no one has like a cute annoyance answer or like a phoenix rising from the ashes answer to that. It has to be wrong because I'm a…”

“Extraordinarily rarely is someone crushing, having like both the inputs and the outputs that they want to be seeing and have an energy on red. That is very rare unless there's something extraordinary going on in a person's life.”

“At a PLG business marketing, product design data are so interdependent. And so bringing them together creates a lot of efficiency and focus for the cross-functional team. Rather than everything being so functional.”

“We were truly a few weeks away, not just in terms of the 25,000 dollars that we had raised in angel money, but all of our personal savings as well.”

“This is still the core growth engine of Loom today, which is that people record videos, they send them to others, and they get so much value out of it that they talk to one another about how they end up using Loom, and that's the core engine of Loom's growth t…”

“We think that over the next decade that Async video will be as big as it is in the consumer landscape at work.”

“Looms tend to be about two to three minutes in length on average, so it's a long form message, it's not A five-second message that you're sending to others”

“Now you end up adding on channels over the course of time, but when you are an early stage founder and CEO, you truly only have time for one, right? And there should be one that's as directly aligned with your company as possible, and just go after that one as…”

“We had done about a hundred investor pitches, and again, only had gotten 25 K from two people, so that's a two percent hit rate. 98% were just straight-up no's, including from friends and family”

“We're working on cam and voice avatars that you'll be able to edit via the transcript, so if you want to delete a sentence and retype it, You don't have to re-record, which is the number one pain point that we hear from users, is that, damn, I nailed that five…”

“From our pre-seed investors, they wanted us to verticalize specifically with the sales persona, because they're like, you need to build this set of features, and then you do it over the course of the next couple of years, you get to this ARR, and you get acqui…”

“I think that we could have started going vertical sooner. I think we probably could have started doing that at year five or six versus year seven”

“So we went to go raise our Series A as a B to B SaaS company, and it's not like we were below the revenue standards that you typically hit. We had no revenue at that point. And the Series A fundraise actually took a long time. It took about four months, five m…”

“When you're a PLG self-serve business, you at some point need to actually have sales led, especially after you're going after enterprise organizations, be approximately fifty-fifty of your net new revenue that you're generating, and we are far from that ratio,…”

“We interestingly hired our first salesperson in January of 2020, because we were building our first loom for teams oriented offering with an enterprise skew that had your basic enterprise readiness like SSO and SCIM.”

“So the big change that we made starting in October of last year is that we reset to high velocity sales model, which is like standardized price card. Like this number of seats gets you this price per seat. It like removes the negotiation part.”