Richard White

I'm a big fan of kind of like attacking metrics in order of risk.

But then a lot of people like they launch and they're trying to monetize and get acquisition and prove retention.

And I'm a big fan of like, okay, let's take those five kind of metrics and take them one at a time.

And so we first focused on free user retention.

Once we feel like we had that, then we focused on onboarding activation.

Then we focused on...

Then we focused on referral.

And the last thing we're going to focus on monetization.

But I think to answer the superior question, you know, we spent probably the first year, me just hustling, trying to get people to use the product.

And I was like, going to make, you know, because it's something that's, there's so many different failure modes for this thing, right?

It's an undocumented API.

It's joining meetings.

It's building spots.

And so I remember I would kind of like every week get 30 people to like volunteer to try my product and

And, you know, I'd handhold them through the setup process and then see if they stuck with it.

And I think we went through about, you know, 800 people before we got to a cohort where I put 50 people in it and I got 30 people, you know, three weeks later.

Launch was almost exactly a year after the first line of code.

So it was August of 2021.

And we managed to Zoom launch a marketplace and we were one of their launch partners.

We were one of like 50 apps that launched on that marketplace.