Rob Walling

And that can happen. I did several of those with Hytale, which is a long tail SEO keyword tool. You remember, Derek, you worked on it. Oh, yes. And I reached out to rank trackers because we did not have rank tracking. And I sent like 10 emails and I got like eight responses of like, absolutely, let's do this. And what assets did I have? Well, we had however many, you know, a thousand customers.

And that can happen. I did several of those with Hytale, which is a long tail SEO keyword tool. You remember, Derek, you worked on it. Oh, yes. And I reached out to rank trackers because we did not have rank tracking. And I sent like 10 emails and I got like eight responses of like, absolutely, let's do this. And what assets did I have? Well, we had however many, you know, a thousand customers.

I'm trying I didn't remember what the numbers were, but it was like a thousand customers and a marketing list of like 10 or 15,000 maybe at the time. No, it was bigger than that actually because it was like 20,000. And so I would reach out and say, let's just do one for one emails. Just say, I want to use your rank tracker and then I want to recommend it.

I'm trying I didn't remember what the numbers were, but it was like a thousand customers and a marketing list of like 10 or 15,000 maybe at the time. No, it was bigger than that actually because it was like 20,000. And so I would reach out and say, let's just do one for one emails. Just say, I want to use your rank tracker and then I want to recommend it.

and use Hytale and recommend it, and that's it. And we did. Was it a massive flywheel that completely grew the business? No. But was it something that absolutely worked every time we did it? Yes. It would drive dozens of new customers. It would drive hundreds, if not a thousand or two thousand of MRR If the list was big enough, right?

and use Hytale and recommend it, and that's it. And we did. Was it a massive flywheel that completely grew the business? No. But was it something that absolutely worked every time we did it? Yes. It would drive dozens of new customers. It would drive hundreds, if not a thousand or two thousand of MRR If the list was big enough, right?

So that's a joint venture where you don't have to write any code. You're literally writing marketing copy. And then in integration, to your point, I see there's integrations that you do for your customers. You integrate with Stripe because everyone wants you to integrate with Stripe. Stripe's not going to promote you. PayPal's not going to promote you.

So that's a joint venture where you don't have to write any code. You're literally writing marketing copy. And then in integration, to your point, I see there's integrations that you do for your customers. You integrate with Stripe because everyone wants you to integrate with Stripe. Stripe's not going to promote you. PayPal's not going to promote you.

They may not even list you in their lab market, right? But you do it for your customers. Then there's integrations you do for integration marketing, which is, remember with Drip, we integrated with like SendOwl and... We had 35 integrations, so I can't remember them, but they were lesser known. Even Gumroad at the time, because we probably integrated with them in 2013 or 14.

They may not even list you in their lab market, right? But you do it for your customers. Then there's integrations you do for integration marketing, which is, remember with Drip, we integrated with like SendOwl and... We had 35 integrations, so I can't remember them, but they were lesser known. Even Gumroad at the time, because we probably integrated with them in 2013 or 14.

They were around, but they were not as known as they are today. We integrated with them, A, because our customers were asking. They were like, oh, I use Sendel, I use Gumroad. But also, I approached them and I said... I want to integrate with you. We're getting requests from customers. Here's a screenshot of an email. Here's things we can offer. We can publish a blog post.

They were around, but they were not as known as they are today. We integrated with them, A, because our customers were asking. They were like, oh, I use Sendel, I use Gumroad. But also, I approached them and I said... I want to integrate with you. We're getting requests from customers. Here's a screenshot of an email. Here's things we can offer. We can publish a blog post.

We can email our email list of, it's probably by that time, 20, 25,000. We can post a tweet. We can write a knowledge-based article. We can mention your company in an app. We can host a webinar if you want. And so I would offer all that up and say, what can you reciprocate with? And whatever they could, we would just one-for-one those things.

We can email our email list of, it's probably by that time, 20, 25,000. We can post a tweet. We can write a knowledge-based article. We can mention your company in an app. We can host a webinar if you want. And so I would offer all that up and say, what can you reciprocate with? And whatever they could, we would just one-for-one those things.

So if they could only do a blog post and a tweet, we did a blog post and a tweet. And if they said, you know what, this isn't a fit, we can't do it, we would seriously debate whether to do it, to do the integration, if I was doing it more for marketing purposes. By the way, the whole list I just read is from the SAS playbook, page 97, if you want to know all the things that we used to do.

So if they could only do a blog post and a tweet, we did a blog post and a tweet. And if they said, you know what, this isn't a fit, we can't do it, we would seriously debate whether to do it, to do the integration, if I was doing it more for marketing purposes. By the way, the whole list I just read is from the SAS playbook, page 97, if you want to know all the things that we used to do.

I'll tell you, the SAS playbook's a great reference for me, so that I remember these, you know what I mean? Because I don't remember that list off the top of my head, but... So that's how I think about it. I mean, you and I are definitely on the same page in terms of like, be cautious with just building things, thinking that it's going to be promoted.

I'll tell you, the SAS playbook's a great reference for me, so that I remember these, you know what I mean? Because I don't remember that list off the top of my head, but... So that's how I think about it. I mean, you and I are definitely on the same page in terms of like, be cautious with just building things, thinking that it's going to be promoted.

I would get a commitment, like a, I'll say a verbal commit. It was a, in an email, this is what we're going to do. What can you do? This is what we're going to do back. So I had something in writing in case, you know, a product manager or a marketing manager switched things up later. I think that's it. Oh, I guess Tiago asked, like, how do you reach out to them?

I would get a commitment, like a, I'll say a verbal commit. It was a, in an email, this is what we're going to do. What can you do? This is what we're going to do back. So I had something in writing in case, you know, a product manager or a marketing manager switched things up later. I think that's it. Oh, I guess Tiago asked, like, how do you reach out to them?