The Ledger, every show

“I've worked at dozens of teams at this stage, and the founders, they're the best marketers. They know the company. They know the client. They know the customer. They know how everything works. They know what messages land broadly. Maybe it's not totally dialed…”

“I cut one of these recurring commission things, just like I said, one month notice, that's it. Like, after this, it's just, No more commission on anything older than 12 months. We actually saw an increase in referrals after that because people were like, Flip,…”

“The reason that I think that you shouldn't think too much about your marketing team at this point is because you're gonna make the wrong hires. You're gonna lose touch with your customer. You're gonna slow yourself down. You're gonna burn a lot of money. Let's…”

“The goal is not to keep subscribers and build a subscriber base. The goal is to get more customers and sending more email allows you to do that.”

“Google is not going to, like, value that in the future in the same way that maybe they did in the past.”

“You'll go faster by adding a sales model and you'll go faster by closing more deals and putting things that you learn back into the marketing, back into that self-serve motion.”

“If you get to 1,000,010 million ARR, there is a huge amount, I would say 90% of the time, of waste in your life cycle. Basically, unmonetized usage.”

“The number of new sales actually drops over time, but the amount that you're paying out does not. In some cases, it even grows the amount that you're paying out, because if you've got expansion revenue working, you're still paying for the same percentage.”

“Going back to those people is going to be infinitely easier than trying to develop a new market and find a new kind of go to market that works for them.”

“I worked on a product once that had, you know, basically sending four emails a month kind of product announcements and things. I got the opportunity to basically look at that and go, here's what I think we should do. And I just said, let's send 12 emails a mon…”

“These pages are one of the best conversion points across All companies that I've ever worked on. They're almost always in the life cycle and the conversion path of a great customer.”

“I worked at the company once and basically they were at the upper end of this bracket up towards ten million. I purely worked on life cycle stuff with them. Basically sequences like annual upgrade sequences, you know, trial reactivation sequences, things like …”