Insight
Vohra: PMF scores above 20% enable iteration; below 15% require pivoting
“22 or 20% plus, I would say, tweak your market, tweak your product. You can iterate your way there. It's when you're sort of in the 10 to 15% range That I start to think, well, you know, maybe you should just have an entirely different market or an entirely di…”
Insight
Vohra: Tweaking target market is faster than tweaking product for PMF
“Most founders, because we're builders, we obsess over the product itself. Well, you know, the product isn't resonating quite as much as it could or should, so let's keep tweaking the product. It turns out to be way faster to tweak the market, because you can l…”
Insight
Vohra: Only listen to feedback from users aligned with your core value
“Use the main benefit of the very disappointed users to segment the somewhat disappointed users. In our case, the main benefit is speed. So first of all, we have the somewhat disappointed users for whom speed was not the main benefit. I strongly advise that you…”
Insight
Vohra: Roadmaps must balance doubling down on core love and resolving objections
“If we only double down on what users love, and this is what vision-driven teams tend to do, we would not increase the product market fit score, because you're only addressing feedback from the people who already love you. If we only address the objections from…”
Opinion
Vohra: Marc Andreessen's PMF definition is a lagging indicator
“I think Marc's definition of And perhaps definition is the wrong word. It's sort of an observational awareness. You know it when you have it is great, but it is a lagging indicator.”
Insight
Vohra: A 40% 'very disappointed' user survey response signals product-market fit
“After benchmarking hundreds of startups, Sean found the companies that struggle to grow always get less than 40% very disappointed, and the companies that grow most easily almost always get more than 40%.”
Opinion
Vohra: The Sean Ellis metric predicts success far better than NPS
“It predicts success way better than net promoter score, and it's not only the best way to measure products market fit, like I said, we used it to develop our very own products market fit engine.”
Disclosure
Vohra: Superhuman's PMF engine automatically generates a score-boosting roadmap
“And with that engine, we now can systematically increase products market fit, and it even automatically generates our roadmap for us, and that roadmap is guaranteed to make the metric go up.”
Insight
Vohra: Never build features based on feedback from unengaged users
“Now first, and as painful as it is, we have to ignore the not disappointed segment. This might be difficult because they are very loud, but they are so far from loving the products that they are essentially a lost cause. And it's also very important because th…”
Insight
Vohra: Happy users describe themselves when asked who a product suits
“Take the users who would be very disappointed without your product, and analyze their answers to question number two. Who do you think this product is best for? Now this turns out to be a very powerful question, as happy users will almost always describe thems…”
Assertion Not checkable as stated
Vohra: Superhuman's PMF score grew from 33% to 58% in one year
“In the summer of 2017, after the resegmentation, our products market fit score was 33%. A quarter after that, It was 47%. A quarter after that, it was 56%. And a quarter after that, so a year later, it was 58%.”
Assertion Not checkable as stated
Vohra: Superhuman users reply to important emails 8 to 13 hours sooner
“Superhuman is the fastest email experience ever made. Our customers now get to their inbox about twice as fast as before. They're replying to their important emails eight to 13 hours sooner, and they say four hours or more every single week.”
Assertion Not publicly verifiable
Vohra: Superhuman PMF article is most shared on First Round Review
“And it's now become the most shared article on first round review and the standard way that entrepreneurs define and measure products market fit.”
Assertion Not checkable as stated
Vohra: Segmenting for high-expectation customers boosted Superhuman's PMF by 10%
“Just by segmenting, in our case, our products market fit score jumped by 10% from 10 to two percent To 32%.”
Assertion Not checkable as stated
Vohra: Superhuman spent 18 months building an offline-first architecture
“We actually spent 18 months building an offline-first architecture, which works not just when you're offline, but also when you're in low connectivity, so that you can always move really fast, no matter whether you're in an office, in the back of an Uber, in a…”
