Chris Brisson

Guys, where are we at and what can we quantify quarter over quarter and start to knock this down?

Hey, you know what?

Let's go a little bit deeper on calling.

What else can we do?

Well, we've got a whole list of ideas and product feature set that we can build.

And so there's this great quote, this is from one of the guys over at Facebook, and it says, pressure plus iteration is evolution.

And so we have sort of taken this approach.

My co-founder, Sergey, he sort of helped sort of evolve this and built our whole development team.

But MTP stands for Minimum Testable Product.

So the idea with this is you've got features, you've got a backlog, you've got stuff you want to build, but how do you move towards a fast, iterative, pressure-focused approach that over time you evolve and then you can start to move up market with that feature set?

So MTP is like, what's the bare minimum we can create to test?

Let's bring in some customers, let's test this bare minimum, and then let's start to evolve from that.

The next step, and this is all feature stuff, I'll show you guys what it looks like, is table stakes.

What features are necessary to win deals against the competition?

So somebody comes to you and says, hey, we're talking to so-and-so, do you do X?

No.

Do you do this?

No.

Do you do that?

Okay, well, but we're going to go over here.