Rahul Vohra

He was actually even better than I was.

I was like, huh, okay, good reality check.

Also, it's probably the process.

So that's when I had this light bulb moment.

This was just before A16Z invested back in late 2018, early 2019, where I was like,

What if we hired a team of people to do this round the clock, over Zoom, 40 calls a week?

Why has no one ever done this?

Like, why has no one run this play?

And I start Googling it.

The closest I could find is what Jason Lemkin on Sasta called, like,

Call to close, like these companies that have so much top of funnel volume that they just set up a round robin of people on a phone call to basically show you the product and take your credit card number.

This is a little bit harder than that because you have to watch the user in Gmail, figure out their workflow, replicate that in Superhuman, and then obviously fill the funnel.

So that was the idea.

I then had my brother hire two people to be the first test

onboarding specialists, we came up with the name of this role, onboarding specialist, to figure this out, to disambiguate whether or not it was him.

Like, could we, the next test was, could we hire a smart person off the street and have them do it?

And so we hired two.

You always want to do this in pairs so you don't have the failure mode of you just hired a bad person.

Also, it's nice if there's a bit of competition.

They did, and they did exceptionally well as well.