The Ledger, every show

“You can over invest in acquisition. You can over invest in retention. You cannot over invest in onboarding. It's the most important motion in your business, especially if you're a product focused business, right?”

“Is your user the same as your buyer? They say, no. I say, well, then you don't have a PLG motion on the acquisition side.”

“They wanted to talk about engagement and all these unique things, and I said, guys, nobody gives a shit what you're talking about. That's not how marketers buy the product. People buy on clicks, they buy on CPC, they buy on CPM. Don't fight the tide.”

“So don't gate the thing, I know in your head you're like, well that creates a lot of value. Yeah, sure it does. But build value on top of the value that customers are going to get from you. Right? So don't gate the thing that's going to make you sticky, that's…”

“I can't tell you how many times I've been in conversations with companies where product doesn't have any go-to-market goals. There's no expectations of driving leads, driving activations, driving opportunities, converting, converting leads. Guys, everybody sho…”

“So your SDRs, if you have SDRs, which I don't recommend, but that's a different conversation, but if you have an SDR function you know, they should be working hand-in-hand with marketing, right?”

“If you're going to bet on something, bet on it, and put resources against it, but most importantly, if you have just one person, you're not going to know if it was a success or a failure without that, without having two, right?”

“Be really crisp in your mind About why you're hiring a person, or why you're putting somebody into a new seat, right? And what that person is going to do over the next six or 12 months, and be explicit about the goals. If you're thinking about what this person…”

“At Frame.io, we, when I got there, we were gating types of integrations that people could use to upload media assets to our platform. Worst thing you could do. We wanted to be the place where all your assets lived.”

“You go to market ops person or rev ops person is such a critical role. Do not skimp on that role. Hire that person early. I also think you should hire a head of people early, but hire go to market ops early and make sure that these are not just tacticians, but…”

“At no fraud, 80% of our leads are customer referrals.”

“Pricing and packaging just briefly as the connective tissue between your go-to-market strategy and your product, and it's Really important, and if you get it wrong, you're going to have a bad day.”