Collin Stewart

And they were launching Uber everything is what they initially called it.

And when we... To cut a long story short, in the first month, we booked so many meetings that it broke everything.

A typical account strategist for us would handle like...

five to 10 customers and book like 60 meetings a month total across those like five to 10 customers.

And when Uber started, Uber booked 327 meetings in the first month.

And I was like, okay, did Krista magically get...

like 6x better 10x better or is there something special about uber and like krista's amazing she was definitely our best account strategist that's why she got the uber account but i like how do you who do you give the credit to it was very clearly uber it was very very clearly the all the stuff that they had done with the brand with the positioning with the offer everybody knew who they were and the offer was would you like to save money and could we make you some more money

like the best offer right you don't have to pay a delivery driver anymore and we're going to bring you customers it's the only offer i've seen that hits on like two of the three kind of core value drivers which would be like make money save costs reduce risk right they had two of the three and it's really hard to it's very rare to see a real two out of three uh value driver

But anyway, so who gets the credit?

Krista or Uber?

We came to the conclusion that Uber gets the credit.

And that was kind of the seed of the idea that product market fit has the strength and it's not zero or one.

It's like zero to one to Uber, which is like 150.

And like, okay, so there was that idea.

And then when you look at like Uber got from their investment, they got roughly the same service that everybody else was getting, but they got...

I don't know, 20X more results out of that same investment.

And so that's where the second idea came from, which was that the stronger your product market fit is, the easier your go-to-market is gonna be.

Yeah, every salesperson knows this, right?

If everybody needs the product, if everybody wants the product, it's gonna be easier to sell, right?

But it was not obvious to me at the time, especially in the CRM days where I was trying to sell this thing nobody wanted.