Scott Stevenson

“What we realized is even if you could automate the creation of these documents for people, they still had no idea what they say. They still need someone to trust. They still need someone to explain it to them”

“The other way we measure PMF was CAC payback period. So we were just kind of a little bit religious about like, what's our CAC payback period, you doing this motion. And if the CAC payback period Wasn't clearly well under 12 months. We're like, okay, we don't …”

“We roll Over a hundred landing pages with different value props, different, often there's a new feature, a little feature we built, you know, to angle the product in a certain way.”

“At our company, we say like, actually most things you launch, that's the pattern you see weeks, the wiggles of death. It's like, oh, the user's like, oh, it's a new feature. I'll play with it. And you see like a couple of little spikes of people using it and t…”

“We had very high conviction that like product market fit should feel having an almost physiological response from your customers where when they see the product, their pupils are dilating, you know, There's like a neurochemical reaction happening. And I rememb…”

“I think a small number of people can do a lot, sometimes more than a larger number of people. If you have, if you're doing a new experiment every two weeks, very hard to get a 50 person team aligned on that. People get burned out pretty quick, but small team c…”

“And that's like one pattern I had noticed in our successes is that they almost all arose from this sort of like evening and weekend hacking. They never arise from like the board meeting plan or like the quarterly plan. They always arise from like, oh, I'm goin…”

“The rigid templating approach to automating contracts just kind of sucked. And it should be too long to realize this from our customer feedback, but like every deal is unique. Manually massaging text and getting it right for your client really matters. Your cl…”

“All the KPIs were off the charts. You know, cap payback was like, you know, below one month. There was like immediate cap payback and usage was like we had never, ever seen before.”

“You get this feature cruft and your feature list growing is actually not a good thing. It actually overwhelms customers. It starts to feel like it's overlapping with other products they're using.”

“Rally, you know, we had around a hundred law firms. Now we're Close to 2000 law firms on blue around the world. Yeah. So yeah. And that's in, You know, a little over a year, you know, a year to year and a half, you know, we went to two, 2000 mall firms.”

“We see two, one and two million contracts a year right now go through our system.”

“Everything doesn't have to bolt on the same product when you're in the pre PMF stage. It's a totally different game. It has nothing to do with the post PMF stage. Almost you're trying a bunch of stuff. So launch different apps, launch different brands. Don't g…”