David Skok

Yeah.

I mean, certain products you have to log in to get the results, but it's a fake metric.

The real metric that you should be focused on is what business benefit are they getting?

And sometimes usage is a way you can get to that, but it'll be very specific usage.

So

Understanding, for example, is there a metric inside of your software like there was inside of HubSpot to be able to figure out how many new leads that they've generated as a result of writing a blog post or how much improvement there's been in the conversion rate as a result of doing some nurturing using email or something like that.

Those would be clear metrics that you could take that would really...

show that the products are what they're looking for.

And that's going to be sticky and give them what they're looking for.

So I think try to peel apart why people are buying your product and really focus in on what's the fastest way you can get them to that benefit.

Cut out everything else you need to do.

And where necessary, recognize that some of your users will just do this very well themselves.

And some of them won't.

Some of them are not going to be actually great at competencies of using the product itself.

And if that's the case and you really want to care about getting high retention rates, recognize that you're probably going to have to do some of that for them and with them and make sure that they actually get that benefit as a result of signing up.

Yeah, yeah, it's a great point.

And you really have you've done your work here.

You've you've studied the the the the.

So in HubSpot's case, we started with an idea that simplicity was going to be great.

And so we had one price point, which was 500 bucks a month, $6,000 a year for every single customer, regardless of what was going on.