Latest / #WisdomOfWomen Show / Curious About Turning Your Startup Into a Unicorn? Learn From a Growth Expert, Viktoria Kharlamova

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Curious About Turning Your Startup Into a Unicorn? Learn From a Growth Expert, Viktoria Kharlamova · #WisdomOfWomen Show

0:00
Welcome
0:01
to
0:01
the
0:01
wisdom
0:01
of
0:02
Women
0:02
show.
0:03
Business
0:04
is
0:04
the
0:04
most
0:04
powerful,
0:05
innovative
0:06
force
0:06
in
0:06
the
0:07
world.
0:07
And
0:07
with
0:07
visionary
0:08
women
0:08
leaders
0:09
at
0:09
the
0:09
helm,
0:10
we
0:10
can
0:10
lead
0:11
in
0:11
both
0:12
impact
0:12
and
0:13
profit.
0:13
Today's
0:14
world
0:15
needs
0:16
the
0:16
wisdom
0:17
of
0:17
women
0:18
in
0:18
business.
0:20
This
0:20
is
0:20
why
0:21
we
0:21
are
0:21
here
0:22
to
0:22
help
0:23
women
0:23
grow.
0:25
Are
0:26
you
0:26
already
0:27
a
0:28
successful,
0:29
visionary
0:29
woman
0:30
founder
0:30
leading
0:31
a
0:31
high,
0:31
high
0:32
impact
0:33
company?
0:34
The
0:34
Wisdom
0:35
of
0:35
Women
0:35
show
0:36
is
0:36
designed
0:37
just
0:38
for
0:38
you.
0:39
We
0:39
are
0:39
a
0:40
community
0:41
of
0:41
women
0:41
founders,
0:42
investors
0:43
and
0:44
leaders
0:44
who
0:45
want
0:45
to
0:45
see
0:46
you
0:47
rise.
0:48
Join
0:49
us
0:49
as
0:50
we
0:50
unlock
0:50
opportunities
0:52
and
0:52
prosperity
0:53
for
0:54
women
0:54
led
0:55
enterprises.
0:56
The
0:56
future
0:57
of
0:57
business
0:58
is
0:59
women.
1:00
Are
1:00
you
1:00
ready?
1:06
Welcome
1:07
to
1:07
the
1:07
wisdom
1:07
of
1:08
women
1:08
show.
1:09
We
1:09
are
1:09
dedicated
1:10
to
1:11
amplifying
1:12
the
1:12
voice
1:13
and
1:13
wisdom
1:14
of
1:14
women
1:15
in
1:15
business.
1:16
A
1:17
new
1:17
model
1:17
of
1:18
leadership
1:18
is
1:18
emerging
1:19
and
1:19
we
1:20
are
1:20
here
1:20
today
1:20
to
1:21
amplify
1:21
the
1:21
voices
1:22
of
1:22
women
1:23
leading
1:23
the
1:23
way.
1:24
Thank
1:25
you
1:25
for
1:25
joining
1:26
us
1:26
today
1:26
as
1:26
we
1:26
illuminate
1:27
the
1:27
path
1:27
to
1:27
unlocking
1:28
opportunities
1:29
and
1:29
prosperity
1:30
for
1:30
women
1:30
led
1:31
enterprises
1:31
by
1:32
amplifying
1:33
the
1:33
voice
1:33
and
1:33
wisdom
1:33
of
1:34
women.
1:35
So
1:35
today
1:36
I
1:36
have
1:36
a
1:36
very
1:37
special
1:38
guest
1:38
for
1:38
you
1:39
that
1:39
I
1:40
curated.
1:40
I
1:41
looked
1:41
for
1:42
because
1:42
I
1:43
really
1:44
want
1:44
to
1:44
be
1:44
able
1:44
to
1:45
bring
1:45
to
1:45
this
1:45
conversation
1:47
what
1:47
Victoria
1:50
Karlamova
1:52
has
1:52
to
1:52
offer
1:53
us.
1:53
So
1:54
Victoria
1:55
is
1:55
a
1:55
powerhouse
1:56
growth
1:57
advisor
1:59
with
1:59
a
1:59
track
1:59
record
2:00
of
2:00
driving
2:01
impactful
2:02
product
2:03
led
2:03
growth.
2:04
Through
2:05
innovating,
2:06
onboarding,
2:07
monetization
2:08
and
2:08
retention
2:09
strategies
2:10
for
2:10
your
2:10
customers,
2:12
she
2:12
has
2:13
transformed
2:14
the
2:14
growth
2:14
trajectories
2:15
of
2:15
high
2:15
profile
2:16
tech
2:16
companies
2:17
including
2:18
RASC
2:18
AI,
2:19
Taskaid,
2:21
Panda,
2:22
Pandadoc
2:22
and
2:23
Grammarly.
2:24
At
2:24
Miro,
2:25
Victoria
2:26
was
2:26
a
2:26
founding
2:27
member
2:27
of
2:27
the
2:28
growth
2:28
team
2:28
where
2:29
she
2:29
spearheaded
2:30
key
2:30
innovation
2:31
initiatives
2:32
in
2:32
activation,
2:33
monetization
2:34
and
2:34
virality.
2:35
Don't
2:35
we
2:36
all
2:36
want
2:36
that
2:37
where
2:37
our
2:37
products
2:37
and
2:38
services
2:38
just
2:39
find
2:39
their
2:39
way
2:40
to
2:40
the
2:41
perfect
2:41
customer?
2:42
So
2:43
over
2:43
her
2:43
five
2:44
year
2:44
tenure,
2:44
she
2:45
led
2:45
over
2:46
200
2:47
growth
2:47
experiments.
2:48
Because
2:49
I
2:49
really
2:49
want
2:49
to
2:50
get
2:50
in
2:50
there,
2:51
Victoria,
2:51
and
2:51
learn
2:52
about
2:52
what
2:52
that
2:52
means.
2:53
To
2:53
have
2:53
a
2:53
growth
2:54
experiment,
2:55
she
2:55
doubled
2:56
virality
2:57
and
2:57
launched
2:58
major
2:58
features
2:59
that
2:59
significantly
3:00
boosted
3:02
user
3:02
engagement
3:03
and
3:04
revenue.
3:05
We
3:05
want
3:05
that.
3:06
A
3:06
sought
3:06
after
3:07
mentor,
3:08
Victoria
3:08
has
3:08
elevated
3:10
product
3:11
managers
3:11
from
3:12
industry
3:12
giants
3:13
like
3:13
Semrush,
3:14
Apple
3:14
and
3:14
toptal
3:15
help
3:16
helping
3:16
them
3:16
achieve
3:17
better
3:17
business
3:18
outcomes.
3:19
She's
3:19
also
3:19
a
3:20
maven
3:21
course
3:21
creator.
3:22
She
3:22
empowers
3:22
others
3:23
by
3:23
sharing
3:23
her
3:23
expertise
3:24
on
3:24
user
3:25
onboarding
3:25
and
3:25
activation.
3:27
And
3:27
outside
3:28
of
3:28
work,
3:28
Victoria
3:29
is
3:29
a
3:30
relentless
3:30
adventurer.
3:31
Was
3:31
just
3:32
catching
3:32
up
3:32
on
3:32
her
3:33
doing
3:33
her
3:34
major
3:34
travels
3:34
right
3:35
now.
3:35
Having
3:35
traveled
3:36
to
3:36
53
3:37
countries
3:38
and
3:38
scaled
3:39
peaks
3:39
like
3:39
Kilimanjaro,
3:41
she's
3:42
a
3:42
sports
3:43
enthusiast.
3:44
She
3:44
thrives
3:44
on
3:45
new
3:45
challenges
3:45
from
3:46
wake
3:46
surfing
3:47
to
3:47
snowboarding.
3:48
Holy
3:48
moly.
3:49
Welcome
3:50
Victoria
3:51
to
3:51
the
3:51
wisdom
3:51
of
3:51
women's
3:52
show.
3:54
Thank
3:54
you
3:54
Coco.
3:55
Happy
3:55
to
3:55
be
3:56
here
3:56
today
3:56
and
3:57
super
3:58
excited
3:58
to
3:58
share
3:59
my
3:59
knowledge
3:59
about
3:59
product
4:00
with
4:00
girls
4:00
and
4:01
other
4:01
stuff.
4:02
Wonderful.
4:03
So
4:04
as
4:04
I
4:04
always
4:05
like
4:05
to
4:05
ask
4:06
at
4:06
the
4:06
beginning,
4:07
because
4:07
we
4:07
need
4:08
more
4:08
women
4:08
to
4:08
show
4:09
up
4:09
at
4:09
the
4:09
top
4:10
of
4:10
the
4:11
business
4:12
channels,
4:12
and
4:12
maybe
4:13
you
4:13
don't
4:13
have
4:13
a
4:13
business
4:13
book
4:14
you're
4:14
going
4:14
to
4:14
recommend,
4:15
but
4:15
what
4:16
is
4:16
one
4:17
book
4:17
written
4:18
by
4:18
a
4:19
woman
4:19
that
4:19
has
4:19
significantly
4:20
influenced
4:21
your
4:21
life?
4:24
I
4:24
actually.
4:24
That's
4:25
a
4:25
great
4:25
question.
4:26
First
4:26
of
4:26
all,
4:27
I
4:27
would
4:27
say
4:28
that
4:28
I
4:28
was
4:28
thinking
4:29
about
4:29
that
4:30
one
4:30
week
4:30
when
4:31
I
4:31
got
4:31
that,
4:32
and
4:32
I
4:32
couldn't
4:33
choose
4:33
one.
4:33
So
4:34
I
4:34
really
4:34
wanted
4:35
to
4:35
share
4:35
two
4:36
books
4:36
that
4:36
really
4:37
influenced
4:37
my
4:37
life
4:38
a
4:38
lot.
4:39
The
4:39
first
4:39
book
4:40
is
4:40
defining
4:40
decade
4:41
from
4:41
20
4:42
to
4:42
30.
4:43
That
4:43
is
4:43
the
4:44
book
4:44
from
4:44
Meg
4:44
Jain.
4:45
And
4:46
that
4:46
was
4:46
a
4:46
great
4:46
book
4:47
that
4:47
I
4:47
read
4:47
when
4:47
I
4:47
was
4:48
21
4:48
or
4:49
something,
4:49
and
4:50
that
4:50
really
4:50
influenced
4:51
how
4:51
I
4:51
behave
4:52
in
4:52
this
4:52
time
4:53
period
4:53
of
4:53
my
4:54
life
4:54
and
4:54
how
4:54
I
4:55
invested
4:55
heavily
4:55
into
4:56
having
4:57
a
4:57
lot
4:57
of
4:57
experience
4:58
in
4:58
tech
4:58
and
4:59
product
4:59
growth
4:59
and
5:00
other.
5:01
And
5:02
there
5:02
is
5:02
another
5:03
book
5:03
which
5:03
is
5:04
not,
5:04
like,
5:04
business
5:05
focused.
5:06
It's
5:06
rather
5:07
the
5:08
book
5:08
that
5:08
I
5:09
read
5:09
when
5:09
I
5:09
was
5:09
about
5:10
15
5:10
years
5:11
old
5:11
that's
5:11
Gone
5:12
with
5:12
Wind
5:13
by
5:13
Margaret
5:14
Mitchell.
5:15
That
5:15
really
5:16
was
5:16
my
5:16
favorite
5:16
book
5:17
when
5:17
I
5:17
was
5:17
that
5:18
age,
5:18
and
5:18
now
5:19
it's
5:19
also
5:19
one
5:19
of
5:20
my
5:20
favorites.
5:21
And
5:21
Scarlett
5:22
was
5:22
a
5:22
real
5:22
inspiration
5:23
for
5:23
me.
5:24
She
5:24
was
5:24
just
5:24
unstoppable
5:25
into
5:26
getting
5:27
what
5:27
she
5:27
wanted,
5:28
and
5:28
that
5:29
was
5:29
a
5:29
real
5:29
inspiration
5:30
for
5:30
me.
5:30
So
5:31
that's
5:31
why
5:31
I
5:32
also
5:32
wanted
5:32
to
5:32
highlight
5:33
that
5:33
one.
5:34
I
5:35
love
5:35
it.
5:36
Victoria.
5:36
So
5:38
I
5:38
have
5:38
a
5:41
book
5:41
club,
5:41
the
5:41
wisdom
5:42
of
5:42
women
5:42
book
5:42
club,
5:42
and
5:43
I
5:43
always
5:43
like
5:43
to
5:43
take,
5:44
I
5:44
always
5:45
put
5:45
up
5:45
different
5:46
books.
5:46
Every
5:46
week
5:46
we
5:47
launch
5:47
a
5:47
new
5:47
book.
5:48
And
5:49
so
5:50
I
5:50
love
5:51
to
5:51
take
5:51
these
5:51
recommendations
5:52
from
5:53
these
5:54
interviews,
5:55
and
5:55
then
5:55
I
5:56
often
5:56
include
5:56
them
5:58
in
5:59
a
5:59
future
5:59
week.
6:00
And
6:00
I
6:00
have
6:01
to
6:01
tell
6:01
you,
6:02
I
6:02
had
6:02
another
6:02
founder
6:03
on
6:03
a
6:03
few
6:03
weeks
6:04
ago,
6:05
brand
6:06
Mayer,
6:06
who
6:06
was
6:07
the
6:07
founder
6:08
of
6:08
Baby
6:08
Quip
6:09
and
6:09
a
6:10
co
6:10
founder
6:10
of
6:10
Match.com.
6:11
and
6:12
her
6:12
book
6:13
was
6:13
Gone
6:13
with
6:14
the
6:14
Wind.
6:15
And
6:17
we
6:17
talked
6:17
about
6:18
Scarlett.
6:18
And
6:19
so
6:19
I
6:19
think
6:20
there's
6:20
something
6:20
to
6:20
be
6:20
said
6:21
for
6:21
that.
6:21
And
6:23
it's
6:23
a
6:23
book
6:24
I
6:24
might
6:24
have
6:24
to
6:24
pick
6:24
up
6:25
again,
6:25
I
6:26
don't
6:26
know,
6:26
defining
6:27
decade
6:27
from
6:28
20
6:28
to
6:28
30.
6:29
And
6:29
I'm
6:29
going
6:29
to
6:29
totally
6:30
check
6:30
that
6:30
out.
6:30
And
6:30
there's
6:31
some
6:31
young
6:31
women,
6:32
women
6:32
in
6:32
my
6:32
life
6:33
who
6:34
I
6:34
think
6:34
could
6:34
be
6:35
really,
6:35
really
6:36
turned
6:36
on
6:37
by
6:37
that
6:37
idea.
6:38
And
6:38
I
6:38
love
6:38
to
6:38
hear
6:39
that
6:39
it
6:39
was
6:39
a
6:39
profound
6:41
impact
6:42
for
6:42
you.
6:42
That's
6:43
wonderful.
6:44
So
6:44
thank
6:44
you
6:45
for
6:45
that.
6:46
Yeah.
6:46
Happy
6:47
to
6:47
hear
6:47
that
6:47
Gone
6:47
with
6:48
the
6:48
Wind
6:48
is,
6:49
was
6:49
mentioned
6:49
by
6:50
somebody
6:50
else
6:50
and
6:50
affected
6:51
somebody
6:51
else's
6:52
life.
6:52
Yeah.
6:52
Because
6:53
that's
6:53
great.
6:54
I
6:54
love
6:54
it.
6:55
Yeah.
6:56
Scarlett
6:56
is
6:57
an
6:58
avatar
6:58
for,
6:59
for
6:59
all
6:59
of
6:59
us,
7:00
I
7:00
think,
7:00
in
7:00
different
7:01
ways
7:01
because
7:02
she
7:02
was
7:02
really
7:02
ahead
7:03
of
7:03
her
7:03
time.
7:04
Right?
7:04
Yeah,
7:05
that's
7:05
true.
7:05
No
7:05
problem
7:06
for
7:06
power
7:07
and
7:08
being
7:09
bossy.
7:09
I
7:10
love
7:10
that.
7:10
Right.
7:12
So
7:13
tell
7:13
us,
7:13
Victoria,
7:14
you
7:14
have
7:15
such
7:16
a
7:16
specific
7:16
knowledge
7:17
that
7:18
I
7:18
think
7:19
is
7:21
hardly
7:22
missing
7:23
in
7:23
many,
7:24
many
7:24
companies,
7:25
especially
7:25
companies
7:26
where
7:26
growth
7:27
is
7:27
stalled.
7:29
And
7:30
I
7:30
have
7:31
a
7:31
saying.
7:31
I
7:32
like
7:32
to
7:32
say
7:32
that
7:33
growth
7:33
is
7:34
a
7:34
puzzle
7:34
you
7:34
can
7:34
solve,
7:36
but
7:36
you
7:37
have
7:37
to
7:37
have
7:38
clarity
7:38
about
7:38
what
7:38
those
7:39
puzzles
7:39
are
7:40
and
7:40
then
7:41
how
7:42
to
7:43
create
7:43
innovation
7:44
cycles
7:45
and
7:45
solve
7:46
them.
7:46
Right.
7:47
And
7:47
when
7:47
I
7:48
learned
7:48
about
7:49
you
7:49
and
7:49
what
7:49
you
7:50
do,
7:50
I
7:50
was
7:50
like,
7:51
oh,
7:51
this
7:51
girl,
7:52
she
7:52
knows
7:52
how
7:52
to
7:53
solve
7:53
the
7:53
puzzle
7:53
of
7:54
growth.
7:55
So
7:56
tell
7:56
us
7:56
about
7:57
you.
7:58
You
7:58
have
7:58
a
7:58
deep
7:59
background
8:00
in
8:00
product
8:01
led
8:01
growth,
8:02
and
8:03
just
8:03
tell
8:03
us
8:04
about
8:04
your
8:04
story
8:06
and
8:07
how
8:07
you
8:08
got
8:08
to
8:08
where
8:08
you
8:08
are
8:09
now
8:10
and
8:11
why
8:11
you
8:11
do
8:12
this
8:12
kind
8:12
of
8:12
work.
8:14
Yeah,
8:15
that's
8:15
great
8:16
question.
8:16
And
8:17
let
8:17
me
8:18
tell
8:18
my
8:18
story.
8:19
I
8:19
guess
8:20
that
8:20
I'm
8:20
in
8:20
the
8:21
product
8:21
growth
8:21
for
8:22
about
8:22
like
8:23
eight
8:23
years.
8:24
And
8:25
I
8:25
started
8:25
my
8:26
journey
8:26
at
8:26
the
8:26
cloud
8:27
startup.
8:28
That
8:28
was
8:28
not
8:28
big,
8:29
but
8:29
it
8:29
was
8:29
focused
8:30
on
8:30
B.
8:30
Two
8:30
B.
8:31
And
8:32
I
8:32
started
8:33
like
8:33
a
8:34
marketing
8:34
manager
8:35
as
8:35
well
8:35
as
8:36
partly
8:36
covering
8:36
some
8:37
growth
8:38
and
8:38
product
8:38
initiatives.
8:40
And
8:41
then
8:41
I
8:41
moved
8:42
to
8:42
Miro.
8:43
I
8:43
joined
8:43
Miro
8:43
when
8:43
it
8:44
was
8:44
a
8:44
small
8:44
startup,
8:45
so
8:45
about
8:45
like
8:46
50
8:46
people
8:46
or
8:47
something.
8:47
And
8:48
I
8:48
was
8:49
the
8:49
founding
8:49
member
8:50
of
8:50
the
8:50
growth
8:50
team.
8:51
So
8:51
the
8:51
first
8:51
growth
8:52
product
8:52
manager,
8:53
I
8:53
was
8:53
leading
8:54
the
8:54
whole
8:54
funnel
8:55
like
8:55
activation,
8:56
monetization,
8:57
retention,
8:58
virality,
8:59
everything.
9:00
And
9:01
by
9:01
that
9:01
time,
9:02
I
9:02
really
9:02
got
9:03
a
9:03
lot
9:03
of
9:04
experience
9:05
and
9:05
the
9:05
founding
9:06
experience
9:07
in
9:07
my
9:08
father
9:08
journey,
9:09
just
9:09
because
9:10
I
9:10
realized
9:10
that
9:10
growth
9:11
is
9:11
something
9:11
that
9:11
I'm
9:12
passionate
9:12
about,
9:13
growth
9:13
is
9:14
something
9:14
that
9:14
really
9:15
make
9:15
me
9:17
really
9:18
inspiring
9:18
in
9:19
terms
9:19
of,
9:19
like,
9:20
previously,
9:20
actually,
9:20
I
9:21
was
9:21
thinking
9:21
about
9:21
joining
9:22
McKinsey
9:22
and
9:23
I
9:23
even
9:23
got
9:23
the
9:24
offer
9:24
from
9:24
them,
9:24
but
9:25
I
9:25
decided
9:25
to
9:26
move
9:26
into
9:26
it
9:27
and
9:29
not
9:29
to
9:30
lose
9:30
the
9:30
opportunity
9:31
at
9:31
Miura.
9:32
And
9:33
when
9:33
I
9:33
got
9:33
this
9:34
extensive
9:34
experience
9:35
in
9:35
product
9:35
led
9:35
growth
9:36
from
9:36
a
9:36
startup
9:36
to
9:37
Unicorn,
9:38
I
9:38
decided
9:38
that
9:39
I
9:39
really
9:39
want
9:39
to
9:40
scale
9:40
it
9:41
and
9:41
try
9:41
to
9:42
help
9:42
other
9:42
companies
9:43
to
9:43
get
9:44
value
9:44
from
9:44
that,
9:45
to
9:45
grow
9:45
their
9:45
revenue,
9:46
to
9:46
grow
9:46
their
9:47
products,
9:47
and
9:48
to
9:48
provide
9:48
value
9:49
to
9:49
more
9:49
users.
9:50
And
9:51
when
9:51
I
9:51
was
9:52
still
9:52
working
9:52
at
9:52
Miraev,
9:54
one
9:54
of
9:54
the
9:54
product
9:54
managers
9:55
from
9:55
Pandadog
9:56
just
9:56
reached
9:57
out
9:57
to
9:57
me
9:57
and
9:57
asked
9:58
to
9:58
help
9:58
with
9:58
the
9:58
onboarding
9:59
experience.
10:00
It
10:00
was
10:00
about
10:00
like
10:01
two
10:01
years
10:01
when
10:02
I've
10:02
been
10:02
working
10:02
at
10:02
Mira
10:03
and
10:04
we
10:04
tried
10:05
to
10:05
had
10:05
several
10:06
sessions
10:06
that
10:07
worked
10:07
great
10:07
for
10:07
them.
10:08
And
10:09
I
10:09
realized
10:09
that
10:10
why
10:10
should
10:10
I
10:11
spend
10:11
all
10:12
my
10:12
time,
10:12
all
10:12
my
10:13
focus
10:13
just
10:13
on
10:13
growing
10:14
one
10:14
product,
10:15
if
10:15
I
10:16
could
10:16
help
10:17
different
10:17
products
10:18
grow?
10:19
And
10:20
that
10:20
was
10:20
the
10:20
time
10:21
when
10:21
my
10:21
advising
10:22
journey
10:23
started.
10:24
So,
10:24
focusing
10:25
on
10:26
mirror
10:26
growth,
10:27
I
10:27
was
10:27
also
10:27
helping
10:28
other
10:28
companies
10:29
to
10:29
grow
10:29
their
10:30
products
10:30
by
10:31
implementing
10:31
great
10:31
user
10:32
onboarding
10:32
experience,
10:33
by
10:34
implementing
10:34
effective
10:35
monetization,
10:35
driving
10:36
retention
10:36
and
10:36
virality,
10:38
and
10:38
also
10:39
helping
10:39
them
10:40
to
10:40
hire
10:40
great
10:40
product
10:41
leaders
10:41
to
10:41
their
10:42
companies.
10:43
And
10:44
two
10:44
years
10:45
and
10:45
two
10:45
months
10:45
ago,
10:47
I
10:47
left
10:47
Mira
10:48
and
10:49
I
10:50
had
10:50
a
10:50
really
10:50
complicated
10:51
question.
10:52
So
10:52
if
10:52
I
10:52
want
10:53
to
10:53
join
10:53
other
10:53
company
10:55
in
10:55
order
10:55
to
10:55
try
10:56
product
10:56
growth,
10:56
I
10:56
actually
10:57
had
10:57
several
10:58
offers
10:58
by
10:58
that
10:59
time
10:59
from
10:59
flow,
11:00
I
11:00
had
11:01
discussions
11:02
with
11:02
canva,
11:02
with
11:03
notions,
11:03
so
11:03
pretty
11:04
big
11:04
companies.
11:05
But
11:06
something
11:06
was
11:08
not
11:09
like
11:10
it
11:10
was
11:10
a
11:10
sign
11:11
for
11:11
me
11:11
that
11:11
I
11:12
don't
11:12
want
11:12
to
11:12
join
11:13
full
11:13
time
11:13
position.
11:14
Maybe
11:15
I
11:15
should
11:16
give
11:16
advising
11:17
a
11:17
chance
11:18
and
11:18
try
11:18
to
11:19
build
11:19
my
11:20
life
11:20
in
11:20
this
11:20
way.
11:21
By
11:21
that
11:21
time,
11:21
I
11:22
also
11:22
read
11:22
a
11:22
great
11:23
book,
11:23
designing
11:23
your
11:24
life.
11:24
And
11:25
I
11:25
just
11:25
realized
11:25
that
11:26
I
11:27
should
11:27
design
11:28
my
11:28
life
11:29
a
11:29
little
11:29
bit
11:29
differently
11:30
or
11:30
at
11:30
least
11:31
try
11:31
and
11:31
give
11:31
it
11:31
a
11:32
chance.
11:32
So
11:33
I
11:33
decided
11:34
to
11:35
try
11:35
advising
11:36
for
11:36
one
11:37
year
11:37
as
11:37
a
11:38
main
11:38
focus
11:40
plus
11:40
mentorship
11:41
of
11:41
the
11:41
product
11:41
leaders,
11:42
because
11:42
it's
11:43
also
11:43
something
11:44
that
11:44
I'm
11:44
passionate
11:44
about.
11:45
And
11:46
then
11:46
I
11:46
realized
11:46
that
11:47
it
11:47
worked
11:48
and
11:48
I
11:49
really
11:49
want
11:49
to
11:49
follow
11:50
this
11:50
path,
11:50
a
11:51
kind
11:51
of
11:51
like
11:51
passive
11:52
path
11:52
from
11:52
the
11:52
beginning,
11:53
because
11:53
there
11:53
are
11:53
not
11:53
a
11:53
lot
11:53
of
11:54
growth
11:54
advisors
11:55
who
11:55
are
11:55
working
11:56
on
11:56
with
11:56
different
11:57
products.
11:57
And
11:57
it
11:58
was
11:58
in
11:58
use
11:59
here.
11:59
I
11:59
kind
12:00
of.
12:01
But
12:02
after
12:02
like
12:02
two
12:03
years
12:03
and
12:03
two
12:04
months,
12:04
I
12:04
realized
12:05
that
12:05
that's
12:05
exactly
12:06
what
12:06
I
12:07
want
12:07
to
12:07
do
12:08
and
12:08
that's
12:08
exactly
12:09
how
12:09
I
12:09
want
12:09
to
12:09
work,
12:10
at
12:10
least
12:10
now,
12:11
helping
12:11
different
12:12
companies,
12:12
helping
12:13
different
12:13
product
12:14
leaders
12:14
around
12:14
the
12:15
world
12:15
to
12:16
drive
12:16
better
12:16
business
12:17
outcomes,
12:17
to
12:18
provide
12:18
more
12:18
value
12:19
to
12:19
the
12:19
users
12:20
of
12:20
the
12:20
products
12:20
they
12:21
work
12:21
on.
12:22
And
12:23
that's
12:24
how
12:25
my,
12:26
how
12:26
it
12:27
really
12:27
helps
12:27
me
12:28
to
12:29
drive
12:29
better
12:30
outcomes
12:31
from
12:31
my
12:31
time
12:32
and
12:32
from
12:33
my
12:33
life,
12:33
because
12:34
I
12:34
could
12:34
provide
12:35
results
12:35
in
12:35
different
12:36
companies
12:37
as
12:37
well
12:37
as
12:37
like,
12:38
it
12:38
fits
12:39
ideally
12:40
with
12:40
a
12:41
lot
12:41
of
12:41
travel,
12:41
which
12:42
I'm
12:42
passionate
12:42
about
12:42
as
12:43
well.
12:44
Oh,
12:44
I
12:44
just
12:44
love
12:45
that
12:45
your
12:45
story
12:46
weaves
12:47
in
12:48
how
12:48
you
12:48
are,
12:49
you
12:49
know,
12:50
how
12:50
you
12:50
want
12:50
to
12:50
live
12:51
and
12:51
what
12:51
your
12:51
mission
12:52
is
12:52
as
12:52
a
12:53
person
12:54
and
12:54
how
12:54
you
12:54
can
12:55
create
12:55
this
12:56
all
12:56
in
12:56
one.
12:58
It
12:58
all
12:58
comes
12:59
together.
12:59
We
12:59
don't
12:59
have
13:00
to
13:00
choose
13:00
between
13:01
one
13:01
or
13:01
the
13:01
other.
13:02
Sometimes
13:02
we
13:02
just
13:02
have
13:02
to
13:03
be
13:03
creative
13:04
and
13:04
innovative,
13:05
and
13:05
then
13:06
suddenly
13:07
we
13:08
can
13:08
do
13:08
what
13:08
we
13:09
imagined
13:10
we'd
13:10
want
13:11
but
13:11
didn't
13:11
know
13:11
how.
13:13
So
13:14
I
13:15
want
13:15
to
13:15
also
13:15
just
13:16
point
13:16
out
13:16
that
13:17
I
13:18
agree
13:18
there's
13:19
very
13:19
few
13:19
women
13:20
in
13:21
this
13:21
particular
13:21
field.
13:22
And
13:22
I
13:23
had
13:23
to
13:23
look
13:23
for
13:24
you.
13:24
I
13:24
searched
13:25
for
13:25
you
13:26
because
13:26
I
13:27
really
13:27
wanted
13:29
a
13:29
woman
13:30
to
13:30
be
13:30
this
13:30
voice,
13:31
of
13:31
course,
13:32
because
13:32
that's
13:32
what
13:32
I
13:32
do,
13:33
right.
13:34
And
13:35
it
13:35
reminded
13:36
me
13:36
of
13:36
how
13:36
important
13:36
it
13:37
is
13:37
that
13:37
we
13:37
look
13:38
for
13:39
talent
13:40
beyond
13:40
the
13:40
ones
13:41
that
13:41
just
13:41
come
13:41
up
13:41
first,
13:42
we
13:42
have
13:42
to
13:43
look
13:43
for
13:43
talent
13:45
that
13:46
is
13:46
a
13:46
different
13:46
voice
13:47
because
13:47
it
13:47
doesn't
13:48
mean
13:48
just
13:48
because
13:49
you're
13:49
not
13:49
at
13:49
the
13:49
top
13:49
of
13:49
the
13:50
list.
13:50
I
13:50
mean,
13:51
McDonald's
13:51
doesn't
13:52
make
13:52
the
13:52
best
13:52
burger
13:53
in
13:53
the
13:53
world,
13:54
even
13:54
though
13:54
it
13:55
sells
13:55
the
13:55
most,
13:55
right?
13:56
So
13:56
if
13:56
you
13:56
want
13:56
to
13:56
find
13:57
the
13:57
best
13:57
burger,
13:57
you
13:57
kind
13:57
of
13:58
have
13:58
to
13:58
look
13:58
for
13:58
it.
13:59
And
14:00
so
14:01
I
14:01
was
14:01
excited
14:02
when
14:02
I
14:02
found
14:03
you
14:03
and
14:04
I
14:04
could
14:04
tell
14:05
by
14:07
what
14:07
you
14:08
were
14:08
doing
14:08
in
14:08
the
14:08
world
14:09
and
14:09
that
14:10
you
14:10
have
14:10
some
14:11
real
14:11
chops.
14:12
So
14:13
tell
14:13
us.
14:13
At
14:14
Miro,
14:14
you
14:15
contributed
14:15
the
14:15
company's
14:16
unicorn
14:16
status.
14:17
So
14:17
going
14:17
from
14:18
a
14:19
smaller
14:19
company
14:20
to
14:20
unicorn
14:21
status
14:21
by
14:21
driving
14:22
virality
14:23
and
14:23
retention,
14:23
could
14:24
you
14:24
share
14:24
some
14:25
specific
14:25
tactics
14:27
that
14:27
founders
14:28
can
14:28
use
14:29
to
14:29
boost
14:30
their
14:31
virality
14:32
and
14:32
retain
14:33
their
14:34
users?
14:37
I
14:37
would
14:37
say
14:38
there
14:38
are.
14:38
I
14:38
would
14:39
also
14:39
add
14:39
that
14:40
at
14:40
Mira,
14:40
I
14:40
was
14:41
also
14:41
focused
14:42
a
14:42
lot
14:42
on
14:42
activation.
14:43
And
14:44
for
14:44
me,
14:44
like,
14:44
retention
14:45
is
14:45
just
14:45
impossible
14:46
without
14:46
proper
14:47
activation.
14:48
So,
14:48
coming
14:49
back,
14:49
so
14:50
tell
14:50
us
14:50
what
14:50
all
14:50
these
14:51
words
14:51
mean.
14:52
Like,
14:52
give
14:52
us
14:53
some
14:53
definitions,
14:54
right?
14:54
Like,
14:54
start
14:55
from
14:55
scratch.
14:55
So
14:55
that
14:56
somebody
14:56
who's
14:56
never
14:56
heard
14:57
activation,
14:57
onboarding,
14:58
you
14:58
know,
14:58
like
14:59
give
14:59
us
14:59
some,
14:59
like
15:00
the
15:00
101
15:01
of
15:01
your,
15:02
of
15:02
your
15:03
world,
15:03
of
15:03
your
15:03
empire.
15:05
Yeah,
15:05
sure.
15:06
Cool.
15:07
So
15:07
first
15:08
of
15:08
all,
15:08
like,
15:08
onboarding
15:09
is
15:09
the
15:10
experience
15:10
of
15:10
the
15:11
user.
15:11
When
15:12
onboarding
15:13
activation
15:14
journeys,
15:14
like
15:14
when
15:14
the
15:15
user
15:15
is
15:15
just
15:16
starting
15:17
getting
15:17
to
15:18
know
15:18
the
15:18
product,
15:19
getting
15:19
the
15:20
first
15:20
value.
15:21
And
15:22
activation
15:22
is
15:22
about
15:23
creating
15:23
a
15:24
habit
15:24
around
15:25
core
15:25
value
15:25
propositional
15:26
product.
15:27
So
15:27
let's
15:28
imagine
15:28
like
15:29
Spotify.
15:30
It's
15:30
about
15:30
like
15:31
listening
15:31
to
15:31
music.
15:32
And
15:33
in
15:33
case
15:34
we
15:34
talk
15:34
about
15:34
the
15:34
onboarding
15:35
experience,
15:36
it's
15:36
like
15:36
starting
15:37
on
15:37
the
15:38
app
15:39
store,
15:39
then
15:40
you're
15:40
downloading
15:41
the
15:41
app,
15:41
you're
15:42
registering
15:42
the
15:43
app,
15:43
you're
15:43
having
15:44
a
15:44
first
15:44
session,
15:44
you're
15:44
trying
15:45
to
15:45
find
15:45
the
15:45
music
15:46
you
15:46
want
15:46
to.
15:47
And
15:47
that's
15:47
where
15:48
first
15:48
session
15:48
onboarding
15:49
keeps
15:49
ended.
15:50
Because
15:50
you
15:50
found
15:50
the
15:50
music,
15:51
you'll
15:51
listen
15:52
to
15:52
that.
15:52
But
15:53
activation
15:54
journey
15:54
is
15:54
much
15:55
longer
15:55
because
15:56
it's
15:57
all
15:57
about
15:57
creating
15:58
a
15:58
habit
15:58
around
15:59
listening
16:00
this
16:00
music
16:00
on
16:00
the
16:01
app.
16:01
And
16:02
that's
16:02
where
16:03
activation
16:03
is
16:03
happening.
16:04
If
16:04
you're
16:05
coming
16:05
back
16:05
to
16:05
retention,
16:06
retention
16:06
is
16:07
like
16:07
when
16:07
the
16:07
user
16:08
is
16:08
returning
16:08
to
16:08
the
16:09
product
16:09
and
16:09
getting
16:09
this
16:10
value
16:11
virality.
16:12
It's
16:12
a
16:13
different
16:13
thing.
16:14
It
16:14
really
16:14
depends
16:14
on
16:15
what
16:15
kind
16:15
of
16:15
virality.
16:16
But
16:17
overall
16:17
it's
16:17
about
16:19
when
16:19
one
16:19
type
16:20
of
16:20
users,
16:20
who
16:21
are
16:21
already
16:21
your
16:21
users,
16:22
acquire
16:23
more
16:23
and
16:23
more
16:24
users
16:24
to
16:24
your
16:24
product
16:25
that
16:25
are
16:25
relevant
16:26
one.
16:27
So
16:27
I
16:27
would
16:28
say
16:28
that's
16:29
the
16:29
short
16:29
vocabulary
16:30
of
16:30
what
16:30
I'm
16:30
doing.
16:31
Wonderful.
16:32
And
16:32
so
16:33
walk
16:33
us
16:34
through
16:34
each
16:34
piece
16:35
and
16:36
share
16:36
with
16:36
us.
16:38
Like
16:39
when
16:39
you
16:40
meet
16:40
with
16:40
a
16:40
new
16:40
company,
16:41
what
16:42
are
16:42
the
16:42
questions?
16:42
You
16:43
ask,
16:43
what
16:43
are
16:43
the
16:44
things
16:44
you're
16:44
thinking
16:44
about?
16:46
How
16:46
do
16:46
you
16:47
analyze
16:49
each
16:49
of
16:49
the
16:50
steps
16:50
and
16:51
how
16:51
do
16:51
you
16:51
help
16:53
make
16:53
them
16:53
better?
16:55
Yeah,
16:55
great
16:56
question.
16:56
So
16:57
I
16:58
usually
16:58
start
16:58
with
16:59
metrics,
17:00
just
17:00
because
17:00
metrics
17:01
is
17:01
something
17:01
that
17:02
could
17:02
tell
17:02
you
17:02
what
17:03
is
17:03
happening
17:03
much
17:04
better
17:04
than
17:04
anyone
17:05
else.
17:06
So
17:06
usually
17:07
I
17:07
check
17:08
the
17:09
regular
17:09
funnel
17:10
of
17:10
the
17:10
metrics,
17:11
such
17:11
as
17:11
conversion
17:11
rate,
17:12
registration
17:13
funnel
17:14
of
17:14
activation
17:15
metrics,
17:16
retention
17:16
metrics,
17:17
conversion
17:18
rate
17:18
to
17:18
pay
17:18
churn,
17:19
and
17:20
usually
17:21
depending
17:21
on
17:21
the
17:21
difference
17:22
here,
17:22
depending
17:23
on
17:23
business
17:23
model,
17:24
depending
17:24
on
17:24
products,
17:25
I
17:26
could
17:26
say
17:26
if
17:26
this
17:27
metrics
17:27
are
17:27
fitting
17:27
the
17:28
benchmarks
17:29
or
17:29
where
17:29
does
17:30
the
17:30
product
17:30
have
17:31
gross
17:31
opportunities
17:32
and
17:32
growth
17:32
averages?
17:33
Because
17:34
usually
17:34
it's
17:34
pretty
17:35
obvious
17:35
where
17:36
you
17:36
should
17:36
focus
17:36
on.
17:37
And
17:38
I
17:38
could
17:38
say
17:39
that
17:40
in
17:40
the
17:40
majority
17:41
of
17:41
the
17:41
cases,
17:41
the
17:42
problem
17:42
is
17:43
in
17:43
the
17:43
onboarding
17:43
and
17:44
activation,
17:45
just
17:45
because
17:46
onboarding
17:46
and
17:47
activation
17:48
are
17:48
really
17:49
the
17:49
base
17:49
for
17:49
your
17:50
product
17:50
growth.
17:50
And
17:51
if
17:51
you're
17:51
implementing
17:52
product
17:52
led
17:52
growth,
17:53
you
17:54
really
17:54
should
17:54
start,
17:55
like,
17:55
you
17:56
should
17:56
start
17:56
from
17:56
product
17:57
culture
17:57
and
17:58
other
17:58
stuff,
17:58
but
17:59
user
17:59
onboarding
18:00
and
18:00
activation
18:01
are
18:01
the
18:01
base
18:02
for
18:02
your
18:02
growth
18:02
because
18:03
monetization,
18:03
reality,
18:04
retention,
18:04
nothing
18:05
is
18:05
possible
18:06
without
18:07
great
18:07
user
18:07
onboarding
18:08
and
18:08
activation.
18:09
So
18:10
usually
18:10
we
18:10
focus
18:11
on
18:11
that,
18:12
building
18:13
some
18:14
customer
18:14
journey
18:15
maps,
18:15
identifying,
18:16
like,
18:17
opportunities
18:17
and
18:17
metrics.
18:18
CGM
18:18
is
18:19
helping
18:19
us
18:19
understand
18:20
what
18:20
kind
18:21
of
18:21
problems
18:21
users
18:22
facing
18:22
and
18:23
explain.
18:23
So
18:24
numbers
18:24
could
18:24
tell
18:25
us,
18:25
like,
18:25
what
18:25
is
18:25
happening,
18:26
but
18:26
only
18:27
users
18:27
could
18:27
tell
18:28
us
18:28
why
18:28
this
18:28
is
18:29
happening.
18:29
That's
18:30
why
18:30
it's
18:30
really
18:30
important
18:31
to
18:31
enrich
18:32
our
18:32
data
18:33
with
18:33
user
18:33
problems
18:34
in
18:34
order
18:34
to
18:35
understand
18:35
what
18:35
exactly
18:36
we
18:36
should
18:36
do
18:37
in
18:37
the
18:37
products.
18:38
Makes
18:39
sense.
18:40
So
18:42
what
18:42
if
18:42
you
18:43
don't
18:43
have,
18:44
at
18:44
the
18:44
beginning
18:45
of
18:45
that,
18:45
you
18:46
talked
18:46
about
18:46
metrics.
18:47
So
18:48
how
18:48
important
18:48
metrics
18:49
are
18:49
from
18:49
the
18:49
very
18:50
beginning,
18:50
you
18:50
can't
18:51
really
18:51
diagnose
18:52
or
18:53
see
18:53
where
18:53
the
18:54
funnel
18:54
is
18:54
blocked.
18:55
Right?
18:55
If
18:55
you
18:55
don't
18:55
have
18:56
the
18:56
numbers.
18:57
So
18:58
what's
18:58
a
18:58
first
18:59
good
18:59
step
19:00
for
19:00
founders
19:01
to
19:01
help
19:01
them
19:03
get
19:03
their
19:03
numbers
19:04
in
19:04
order?
19:06
Do
19:06
you
19:06
experience
19:07
that?
19:07
Do
19:07
you
19:07
ever
19:08
experience
19:08
that?
19:08
Where
19:08
you
19:08
come
19:09
in
19:09
and
19:09
they're
19:09
like,
19:10
I
19:10
don't
19:11
know
19:11
my
19:11
numbers.
19:11
I
19:12
don't
19:12
have
19:12
all
19:12
this
19:13
data.
19:13
Where
19:13
do
19:13
I
19:13
get
19:14
this
19:14
data?
19:15
Does
19:15
that
19:15
happen?
19:16
You
19:16
know,
19:18
I
19:18
would
19:18
say
19:19
every
19:19
company
19:20
I've
19:20
worked
19:20
with
19:21
has
19:21
problems
19:22
with
19:22
data
19:22
every.
19:23
Because,
19:24
like,
19:25
it's
19:25
not
19:25
perfect
19:26
everywhere.
19:26
And
19:27
the
19:27
first
19:28
thing
19:28
that
19:28
every
19:29
founder
19:29
should
19:29
remember,
19:30
that's,
19:30
okay,
19:31
20%
19:32
of
19:32
the
19:32
data
19:32
is
19:32
usually
19:33
getting
19:33
you,
19:34
giving
19:34
you
19:34
like,
19:35
80%
19:35
of
19:36
information,
19:36
and
19:36
that's
19:37
enough.
19:37
Yeah,
19:38
you
19:38
don't
19:38
need
19:38
perfect
19:39
data
19:39
in
19:39
order
19:39
to
19:40
grow
19:40
your
19:40
product.
19:41
You
19:41
just,
19:41
it's
19:42
not
19:42
possible
19:42
to
19:43
have
19:43
it,
19:43
like,
19:44
perfect.
19:45
And
19:45
I
19:46
would
19:46
say
19:46
that
19:47
you
19:48
should
19:48
have
19:49
the
19:49
main
19:49
metrics
19:50
along
19:50
your
19:50
funnel
19:51
just
19:52
to
19:52
be
19:52
sure
19:52
that
19:53
everything
19:53
is
19:53
working
19:54
correctly
19:54
and
19:54
monitor
19:55
them.
19:55
Such
19:55
as
19:55
like
19:56
what
19:56
I
19:56
mentioned,
19:57
conversion
19:57
rate,
19:57
registration,
19:59
activation
20:00
funnel
20:01
dividing
20:01
into
20:01
three
20:02
main
20:02
setup
20:03
moment,
20:03
aha
20:04
moment
20:04
and
20:05
habit
20:05
moment.
20:06
Conversion
20:06
rate
20:06
to
20:07
pay
20:07
to
20:08
as
20:09
well
20:09
as
20:09
like
20:09
chore
20:10
metrics
20:10
and
20:10
retention
20:11
metrics.
20:12
That's
20:12
the
20:12
basic
20:12
that
20:13
you
20:13
should
20:13
have.
20:14
And
20:15
on
20:15
the
20:16
go
20:16
you
20:16
will
20:16
add
20:17
more
20:17
and
20:17
more
20:18
based
20:18
on
20:19
kind
20:19
of
20:19
questions
20:20
you
20:20
are
20:20
asking
20:20
on
20:21
a
20:21
regular
20:21
basis.
20:22
But
20:23
be
20:23
sure
20:23
to
20:23
have
20:24
these
20:24
ones
20:25
even
20:25
if
20:25
you
20:26
don't
20:26
have
20:26
it.
20:27
Sometimes
20:28
I
20:28
start
20:28
working
20:28
with
20:29
companies
20:29
and
20:30
they
20:30
don't
20:30
have
20:31
activation
20:31
metrics
20:31
and
20:32
that's
20:32
okay
20:33
just
20:33
because
20:34
sometimes
20:35
if
20:35
you
20:35
just
20:35
take
20:35
a
20:35
look
20:36
at
20:36
their
20:36
onboarding
20:36
flow
20:37
and
20:37
say
20:37
you
20:37
need
20:38
to
20:38
do
20:38
to
20:38
fix
20:38
this
20:39
and
20:39
this,
20:40
just
20:40
because
20:40
I
20:40
know
20:41
that
20:41
it's
20:42
working
20:42
not
20:42
effectively
20:43
and
20:43
I
20:44
don't
20:44
need
20:44
numbers
20:44
for
20:44
that,
20:45
it's
20:45
kind
20:45
of
20:45
like
20:46
experience.
20:47
Yeah,
20:48
experience
20:48
and
20:49
expert
20:49
assessment
20:50
from
20:50
my
20:50
perspective.
20:52
But
20:52
in
20:53
case
20:53
you
20:53
want
20:53
to
20:54
work
20:54
on
20:55
the
20:55
long
20:55
time
20:56
period
20:56
and
20:56
get
20:57
great
20:57
results
20:58
in
20:58
numbers,
20:59
we
20:59
really
20:59
need
21:00
to
21:00
understand
21:00
what
21:01
numbers
21:01
are
21:02
now
21:02
because
21:03
we
21:03
need
21:03
to
21:04
move
21:04
from
21:04
this
21:05
point
21:05
a
21:05
to
21:06
point
21:06
b.
21:06
But
21:07
in
21:07
order
21:07
to
21:07
move
21:07
to
21:08
point
21:08
b,
21:08
we
21:08
need
21:08
to
21:08
understand
21:09
what
21:09
is
21:09
point
21:10
a.
21:10
That's
21:11
why
21:11
numbers
21:12
matters
21:12
a
21:12
lot
21:12
here.
21:13
Sure.
21:14
And
21:15
what
21:15
do
21:15
you
21:15
see
21:15
in
21:16
the
21:16
onboarding
21:16
piece
21:17
are
21:17
the
21:17
tactics
21:18
that
21:19
often
21:19
need
21:20
improvement?
21:22
What
21:22
do
21:22
you
21:22
see
21:23
are
21:23
the
21:23
common
21:24
adjustments
21:25
that
21:25
you
21:26
advise
21:27
in
21:27
the
21:27
onboarding
21:28
piece?
21:31
Yeah,
21:31
great
21:32
question.
21:32
At
21:32
the
21:32
same
21:33
time,
21:33
it
21:33
really
21:33
depends
21:34
on
21:34
the
21:35
company's
21:36
size,
21:36
company
21:37
like
21:38
focus
21:38
area,
21:39
everything.
21:40
Let
21:40
me
21:40
share
21:41
something
21:41
generic
21:42
in
21:42
you
21:42
kids
21:42
and
21:43
then
21:43
we
21:43
could
21:43
specify
21:44
it
21:44
a
21:44
little
21:44
bit.
21:45
So
21:46
first
21:46
of
21:46
all,
21:47
every
21:48
person
21:49
who's
21:49
working
21:49
on
21:49
a
21:50
boarding
21:50
experience
21:51
should
21:51
remember
21:52
onboarding
21:52
is
21:53
not
21:53
the
21:53
first
21:53
session.
21:54
And
21:54
that's
21:54
the
21:54
main
21:55
mistake
21:55
that
21:55
I've
21:55
seen
21:56
everywhere.
21:56
So
21:57
first
21:57
session
21:57
onboarding,
21:58
some
21:58
tooltips
21:59
or
21:59
tutorials,
22:00
that's
22:00
just
22:01
a
22:01
tiny
22:01
piece
22:01
of
22:02
your
22:02
onboarding
22:02
experience.
22:03
It
22:03
starts
22:04
on
22:04
the
22:04
Google
22:05
search,
22:05
then
22:05
it's
22:06
website,
22:06
then
22:07
it's
22:07
registration.
22:08
First
22:08
session,
22:09
path
22:09
to
22:10
first
22:10
value
22:11
and
22:11
path
22:11
to
22:11
habit
22:12
creation.
22:13
And
22:14
user
22:14
onboarding
22:15
ended
22:16
when
22:16
the
22:16
user
22:16
became
22:17
paid.
22:17
And
22:17
there
22:17
is
22:18
customer
22:18
onboarding
22:19
and
22:19
it's
22:19
also
22:19
onboarding.
22:20
And
22:20
onboarding
22:21
to
22:21
the
22:21
new
22:21
features.
22:22
It's
22:22
also
22:22
onboarding.
22:23
So
22:23
you
22:24
should
22:24
remember
22:24
that
22:25
you
22:25
need
22:25
to
22:26
think
22:26
about
22:26
long
22:26
term
22:27
education
22:27
a
22:27
lot.
22:28
It's
22:28
not
22:28
about
22:29
just
22:29
tooltips
22:30
on
22:30
the
22:30
first
22:30
session.
22:31
And
22:31
you
22:31
need
22:31
to
22:32
look
22:32
at
22:32
this
22:33
experience
22:34
holistically
22:35
just
22:35
because
22:36
in
22:36
order
22:36
to
22:37
drive,
22:37
for
22:37
example,
22:38
habit
22:39
creation,
22:39
you
22:39
need
22:40
to
22:40
start
22:40
working
22:40
from
22:40
the
22:41
early
22:41
beginning,
22:41
from
22:42
the
22:42
Google
22:42
search,
22:42
from
22:43
the
22:43
website
22:43
and
22:44
everywhere
22:44
in
22:44
order
22:45
to
22:45
communicate
22:45
your
22:46
main
22:46
product
22:46
value
22:47
properly.
22:48
That's
22:48
wonderful.
22:49
It's
22:50
really,
22:52
it's
22:52
really
22:55
exciting
22:55
to
22:56
hear
22:56
you
22:56
talk
22:56
about
22:56
it
22:57
and
22:57
to
22:57
know
22:57
that
22:57
you
22:58
exist
22:58
in
22:58
the
22:58
world
22:59
and
22:59
can
22:59
help
23:00
us,
23:00
all
23:00
of
23:01
us,
23:01
with
23:01
this
23:01
kind
23:02
of
23:02
specific
23:03
journey.
23:03
So
23:05
if
23:05
you
23:05
are
23:05
a
23:06
company,
23:06
you're
23:06
a
23:06
founder,
23:07
and
23:08
you
23:09
need
23:10
help
23:10
with
23:10
this,
23:13
what
23:13
do
23:13
you.
23:13
So
23:14
you
23:14
have
23:14
your
23:15
onboarding
23:15
and
23:16
then
23:16
you.
23:17
So
23:17
talk
23:17
to
23:17
us
23:17
more
23:18
about
23:18
what
23:19
activation
23:19
looks
23:20
like
23:22
and
23:23
how
23:23
you
23:23
enrich
23:24
activation.
23:25
Like,
23:26
what
23:26
are
23:26
the
23:26
mechanics
23:27
of
23:27
that?
23:29
Yeah,
23:29
sure.
23:30
So,
23:30
first
23:30
of
23:31
all,
23:31
activation,
23:33
this
23:34
is
23:35
the
23:35
metric
23:35
that
23:35
could
23:36
be
23:36
pretty
23:36
complex
23:37
on
23:37
the
23:37
later
23:37
stages
23:38
of
23:38
the
23:38
company,
23:38
but
23:39
in
23:39
case
23:39
you're
23:40
on
23:40
an
23:40
early
23:40
stage,
23:41
I
23:41
would
23:41
recommend
23:42
to
23:42
highlight
23:43
it
23:43
as
23:43
an
23:43
aha
23:43
moment
23:45
and
23:45
use
23:45
just
23:46
this
23:46
metric.
23:47
And
23:47
this
23:47
is
23:47
the
23:47
metric
23:48
and
23:48
the
23:48
time
23:49
when
23:49
the
23:49
user
23:49
experiencing
23:50
the
23:50
core
23:51
value
23:51
of
23:51
the
23:51
product,
23:52
for
23:52
example,
23:53
like
23:53
coming
23:53
back
23:53
to
23:54
Spotify,
23:54
you
23:55
listen
23:55
for
23:55
the
23:55
first
23:56
time
23:56
for
23:56
the
23:56
seven
23:57
minutes,
23:57
some
23:58
kind
23:58
of
23:58
music,
23:59
and
23:59
that's
24:00
where
24:00
the
24:01
user
24:01
is
24:01
getting
24:01
this
24:02
value.
24:02
And
24:02
in
24:02
order
24:03
to
24:03
define
24:04
this
24:04
metric
24:05
for
24:05
the
24:05
first
24:06
time,
24:06
first
24:07
of
24:07
all,
24:07
you
24:07
need
24:07
to,
24:08
I
24:09
would
24:09
say
24:09
every
24:09
founder
24:10
and
24:10
every,
24:11
like,
24:11
company
24:12
member
24:12
should
24:12
know,
24:13
like,
24:13
what
24:13
is
24:14
the
24:14
value
24:14
of
24:14
the
24:14
product
24:14
when
24:15
they
24:15
just
24:15
start
24:16
creating
24:16
that.
24:17
So
24:17
it's
24:17
your
24:18
hypothesis,
24:18
it's
24:19
your
24:19
search
24:19
of
24:19
the
24:20
users,
24:20
because
24:20
you
24:21
need
24:21
to
24:21
ask
24:21
the
24:22
user
24:22
what
24:22
they
24:22
think
24:23
is
24:23
the
24:23
main
24:23
value
24:24
and
24:24
where
24:24
they're
24:24
getting
24:25
that.
24:25
And
24:26
in
24:26
case
24:26
you
24:26
have
24:26
data,
24:27
it
24:27
will
24:27
be
24:27
also
24:28
great,
24:29
just
24:29
because
24:30
in
24:30
case
24:30
the
24:31
users
24:32
reaching
24:32
this
24:32
aha
24:33
moment,
24:35
the
24:35
conversion
24:36
rate
24:36
to
24:36
pay
24:37
is
24:37
much
24:38
higher
24:38
for
24:38
these
24:38
users,
24:39
as
24:39
well
24:39
as
24:40
long
24:40
time
24:41
retention.
24:42
So
24:43
sharing
24:43
it,
24:44
in
24:44
a
24:44
simple
24:44
words,
24:45
in
24:45
case
24:45
I
24:45
experience
24:46
the
24:46
value,
24:47
in
24:47
case
24:47
I
24:47
listen
24:47
to
24:48
music
24:48
for
24:48
seven
24:48
minutes,
24:49
I
24:50
will
24:50
have
24:51
much
24:51
higher
24:52
probability
24:53
to
24:53
start
24:54
paying
24:54
for
24:54
this
24:55
company.
24:55
And
24:57
I
24:57
have
24:58
much
24:58
higher
24:58
conversion
24:59
to
24:59
returning
25:00
in
25:00
two
25:01
months,
25:01
in
25:01
three
25:01
months,
25:02
in
25:02
six
25:02
months,
25:03
and
25:03
further.
25:04
Wonderful.
25:06
And
25:06
it
25:06
sounds
25:07
like
25:08
you
25:09
would
25:09
make
25:10
a
25:10
hypothesis
25:12
about
25:12
what
25:12
you
25:13
think
25:13
your
25:13
value
25:14
is,
25:14
and
25:14
then
25:15
you
25:15
continue
25:15
to
25:16
iterate
25:16
and
25:16
experiment.
25:17
So
25:18
you
25:18
talk
25:19
about
25:19
you've
25:20
led
25:20
over
25:20
200
25:21
growth
25:21
experiments
25:22
in
25:22
your
25:23
career.
25:24
So
25:24
what
25:25
does
25:25
that
25:25
mean
25:26
for
25:26
companies
25:26
just
25:27
starting
25:27
with
25:27
experimentation?
25:29
What
25:29
are
25:29
the
25:29
most
25:29
critical
25:30
experiments
25:31
they
25:31
should
25:31
prioritize
25:32
to
25:33
get
25:33
going?
25:35
Yeah,
25:36
all
25:37
that
25:37
experiments,
25:38
I
25:38
would
25:38
say
25:38
it
25:38
could
25:39
even
25:39
more
25:39
than
25:40
300
25:40
at
25:40
mirror.
25:41
So
25:42
the
25:42
majority
25:42
of
25:42
these
25:43
experiments
25:43
were
25:44
a
25:44
b
25:44
test.
25:45
But
25:45
it
25:45
doesn't
25:45
matter
25:46
that
25:46
every
25:46
company
25:47
should
25:47
run
25:47
a
25:47
b
25:47
tests,
25:48
because
25:49
in
25:49
my
25:49
opinion,
25:50
experiment,
25:50
it's
25:51
just
25:51
a
25:52
b
25:52
test,
25:52
is
25:52
just
25:53
one
25:53
of
25:53
the
25:53
ways
25:54
you
25:54
could
25:54
experiment.
25:55
It
25:55
could
25:55
be
25:55
just
25:56
launching
25:56
the
25:56
feature,
25:56
it
25:57
could
25:57
be
25:57
a
25:57
better
25:57
test
25:58
group,
25:58
it
25:58
could
25:58
be
25:59
any
25:59
other
26:00
option
26:00
of
26:01
the
26:01
experimentation.
26:02
And
26:03
in
26:03
order
26:04
to
26:05
run
26:05
these
26:06
experiments,
26:07
right,
26:09
I
26:09
would
26:09
say
26:10
you
26:10
should
26:11
remember
26:11
that.
26:11
But
26:12
you
26:13
shouldn't
26:13
run
26:13
ebitdas,
26:14
just
26:14
running
26:14
ebitdas,
26:15
because
26:15
in
26:15
case
26:16
you
26:16
don't
26:16
have
26:16
enough
26:17
users,
26:17
that's
26:18
okay.
26:18
Use
26:18
other
26:19
options
26:20
first
26:20
thing.
26:21
Another,
26:23
you,
26:24
you're
26:25
not
26:25
here
26:25
to
26:26
run
26:26
experiments,
26:27
you're
26:27
here
26:28
to
26:28
drive
26:28
your
26:28
protocols.
26:29
So
26:30
don't
26:31
forget
26:31
about
26:32
the
26:32
main
26:32
thing
26:33
you're
26:33
here
26:33
to
26:34
do.
26:34
And
26:35
sometimes
26:36
you,
26:37
you
26:37
can
26:37
test
26:37
several
26:38
hypotheses
26:38
and
26:39
several
26:39
solutions
26:39
at
26:40
once,
26:40
especially
26:41
in
26:41
case
26:41
you're
26:41
an
26:41
early
26:42
startup
26:42
and
26:42
you
26:43
don't
26:43
have
26:43
some
26:43
time
26:43
to
26:44
get
26:44
these
26:44
results.
26:45
So
26:45
use
26:46
the
26:47
qualitative
26:47
methods,
26:48
just
26:48
because
26:49
they
26:49
could
26:49
give
26:49
you
26:49
a
26:50
lot
26:50
of
26:50
information.
26:51
So
26:51
be
26:51
sure.
26:52
Like
26:52
user
26:52
research,
26:53
I
26:53
would
26:53
say
26:54
that
26:55
in
26:55
case
26:55
they're
26:56
onboarding
26:57
and
26:57
the
26:58
activation
26:58
is
26:59
the
26:59
base
26:59
of
26:59
your
27:00
product
27:00
growth,
27:01
even
27:02
the
27:02
base
27:02
of
27:03
the
27:03
base
27:03
is
27:03
the
27:03
user
27:04
research.
27:05
And
27:05
just
27:06
because
27:06
in
27:07
order
27:07
to
27:07
grow
27:08
your
27:08
products
27:08
in
27:08
the
27:09
long
27:09
term
27:09
period,
27:10
you
27:10
really
27:10
need
27:10
to
27:11
know
27:11
exactly
27:12
who
27:13
are
27:13
your
27:13
users,
27:14
how
27:14
they
27:14
behave,
27:15
how
27:15
they
27:16
react
27:16
on
27:16
these
27:17
or
27:17
that
27:17
changes
27:18
in
27:18
the
27:18
product
27:18
and
27:18
why.
27:19
And
27:20
this
27:20
understanding
27:21
of
27:21
the
27:21
why
27:21
will
27:21
definitely
27:22
help
27:22
you
27:22
drive
27:23
your
27:23
product
27:23
growth.
27:24
As
27:25
for
27:25
coming
27:26
back
27:26
to
27:27
experimentation,
27:28
I
27:28
would
27:28
also
27:29
add
27:29
two
27:29
things.
27:30
So
27:30
in
27:31
case
27:31
you
27:32
need
27:32
to
27:32
prioritize
27:33
some
27:33
experiments,
27:34
prioritize
27:35
experiments
27:35
on
27:35
your
27:35
user
27:36
and
27:36
body
27:36
in
27:36
activation,
27:37
because
27:40
you
27:40
will
27:40
not
27:41
mistake
27:41
with
27:41
that,
27:42
because
27:42
you
27:43
will
27:43
always
27:43
have
27:44
something
27:45
to
27:45
work
27:45
on
27:46
here.
27:47
And
27:48
about
27:48
prioritization,
27:50
I
27:50
would
27:50
also
27:50
recommend
27:51
not
27:51
to
27:51
use
27:52
rice
27:52
framework.
27:55
I'm
27:55
sorry,
27:55
not
27:55
to
27:56
use
27:56
what?
27:57
Rise
27:57
framework.
27:58
Rise
27:58
framework
27:59
is
27:59
the
27:59
framework
27:59
for
28:00
prioritization,
28:00
so
28:01
reach
28:01
impact,
28:02
confidence
28:03
and
28:03
efforts.
28:04
I
28:04
don't
28:04
like
28:05
that
28:05
just
28:05
because
28:06
it's
28:06
so
28:07
subjective.
28:08
One
28:08
person
28:08
could
28:08
say
28:09
like,
28:10
I'm
28:10
confident
28:11
about
28:11
that
28:11
seven,
28:12
or
28:12
I'm
28:12
confident
28:13
about
28:13
that
28:13
three.
28:14
And
28:14
there
28:14
is
28:15
no
28:15
a
28:15
lot
28:16
of
28:16
reasoning
28:16
behind
28:17
that.
28:17
And
28:18
that's
28:19
why
28:19
I
28:19
could
28:19
actually
28:20
share
28:20
my
28:20
framework
28:21
for
28:21
prioritization.
28:22
And
28:22
maybe
28:23
you
28:23
could
28:23
also
28:23
add
28:23
it
28:24
somewhere
28:24
to
28:24
the
28:24
materials
28:25
just
28:25
because
28:26
I
28:26
believe
28:26
it's
28:27
working
28:27
great.
28:27
And
28:28
I
28:28
implemented
28:29
that
28:29
into
28:29
more
28:30
than
28:30
20
28:30
different
28:31
companies.
28:31
Just,
28:32
just
28:32
feel
28:33
free
28:33
to
28:33
copy
28:33
that
28:34
and
28:35
change
28:35
it
28:35
a
28:36
little
28:36
bit
28:36
by
28:36
yourself.
28:37
Because
28:38
confidence,
28:39
they
28:39
are
28:39
defined
28:40
by
28:40
different
28:40
sources
28:41
of
28:41
user
28:41
research.
28:42
And
28:42
different
28:43
companies
28:43
have
28:44
different
28:44
sources.
28:44
It's
28:45
okay
28:45
if
28:45
you
28:45
have
28:45
like
28:46
sales
28:46
team
28:46
and
28:46
they
28:46
provide
28:47
you
28:47
with
28:47
a
28:47
lot
28:47
of
28:47
different
28:49
insights,
28:49
customer
28:50
success
28:50
team,
28:51
support
28:51
team,
28:52
or
28:52
any
28:52
other
28:52
sources.
28:53
So
28:54
every
28:54
framework
28:55
I
28:56
really
28:56
believe
28:56
should
28:57
be
28:58
personalized
28:58
based
28:59
on
28:59
the
28:59
company
28:59
needs.
29:02
Happy
29:02
to
29:02
share
29:02
that
29:03
with
29:03
you
29:03
later.
29:04
We
29:04
would
29:05
love
29:05
that
29:05
because
29:06
I
29:06
think
29:07
so
29:07
much
29:07
of
29:07
the
29:07
time
29:09
we're
29:09
trying
29:10
to
29:10
figure
29:10
out
29:10
which
29:10
puzzle
29:11
to
29:11
solve
29:12
and
29:13
having
29:13
a
29:13
set
29:13
of
29:13
priorities
29:14
and
29:15
depending
29:15
on
29:16
how
29:16
big
29:16
your
29:16
company
29:16
is
29:17
and
29:18
how
29:18
much
29:18
resources
29:19
and
29:20
your
29:20
team,
29:20
because
29:21
a
29:21
lot
29:21
of
29:21
times
29:21
if
29:22
you
29:22
don't
29:22
have
29:23
one
29:23
of
29:23
the
29:23
recommendations
29:24
I
29:24
always
29:25
make
29:25
and
29:25
I
29:26
put
29:26
in
29:26
my
29:26
book
29:27
is
29:27
around,
29:28
you
29:28
need
29:29
a
29:29
data
29:29
file
29:30
on
29:30
your
29:31
team
29:32
at
29:32
the
29:32
beginning.
29:33
At
29:33
the
29:33
beginning,
29:34
like,
29:34
find
29:34
somebody
29:35
who
29:35
is
29:35
good
29:36
at
29:36
collecting
29:37
data,
29:37
because
29:38
you
29:39
need
29:39
to
29:39
have
29:40
the
29:40
data
29:40
and
29:41
it
29:41
needs
29:41
to
29:41
be
29:41
consistent
29:42
whether
29:42
you're
29:42
collecting
29:43
daily
29:43
or
29:43
weekly,
29:44
you
29:45
know,
29:45
you
29:45
need
29:45
to
29:45
be
29:45
looking
29:45
at
29:46
data
29:46
and
29:47
you
29:47
can't
29:47
unlock
29:48
those
29:48
puzzles
29:48
if
29:49
you
29:49
don't
29:49
have
29:49
the
29:49
data.
29:51
The
29:51
other
29:51
thing,
29:52
and
29:52
I'd
29:52
love
29:52
for
29:53
you
29:53
to
29:53
speak
29:53
to
29:53
this
29:53
a
29:53
little
29:54
bit,
29:54
is
29:54
like,
29:56
whenever
29:56
I
29:56
talk
29:57
to
29:57
founders
29:57
who
29:57
don't
29:58
collect
29:58
a
29:58
lot
29:58
of
29:58
data,
29:59
there's
29:59
a
30:00
lot
30:00
of
30:00
assumptions
30:02
around
30:02
what
30:03
is
30:03
working
30:03
and
30:04
what
30:04
they
30:04
should
30:04
do
30:05
and
30:05
where
30:05
they
30:06
should
30:06
spend
30:06
their
30:06
money,
30:07
right?
30:08
And
30:08
usually
30:08
it's
30:09
more
30:09
leads
30:09
at
30:10
the
30:10
top.
30:10
And
30:13
in
30:14
my
30:14
experience,
30:14
when
30:14
you
30:14
actually
30:15
have
30:15
the
30:15
data,
30:16
it
30:16
tells
30:17
a
30:17
very
30:17
different
30:17
story.
30:18
You
30:18
want
30:18
to
30:18
talk
30:19
to
30:19
your
30:19
experience.
30:19
There
30:20
are
30:20
some
30:20
examples
30:21
around,
30:21
around
30:22
that.
30:25
Yeah,
30:25
I
30:25
absolutely
30:26
agree
30:26
with
30:26
you.
30:27
At
30:27
the
30:27
same
30:27
time,
30:29
I
30:29
would
30:30
divide
30:30
data
30:31
into
30:31
two
30:31
buckets.
30:32
So
30:32
the
30:32
first
30:32
one
30:32
is
30:32
metrics
30:33
and
30:33
the
30:33
second
30:34
one
30:34
is
30:34
qualitative
30:34
data
30:35
with
30:35
users.
30:36
And
30:36
you
30:36
really
30:37
need
30:37
to
30:37
collect
30:37
both
30:38
in
30:38
order
30:38
to
30:38
try
30:38
your
30:39
protocols,
30:40
because,
30:40
like,
30:40
what
30:41
is
30:41
happening,
30:42
why
30:42
this
30:42
is
30:42
happening,
30:43
and
30:43
you're
30:43
understanding
30:44
what
30:44
you're
30:44
going
30:44
to
30:44
do
30:45
with
30:45
that.
30:46
That's
30:47
wonderful.
30:47
So,
30:47
like,
30:48
you
30:48
might
30:48
think
30:49
that
30:49
you
30:49
need.
30:51
So
30:52
there's
30:52
the
30:53
numbers
30:53
and
30:53
then
30:53
there's
30:54
quality,
30:54
right?
30:54
So
30:55
you
30:55
might
30:55
have
30:56
tons
30:56
of
30:56
new
30:56
subscribers,
30:57
but
30:57
if
30:58
they're
30:58
not
30:59
taking
30:59
the
30:59
next
31:00
step
31:00
and
31:00
understanding
31:01
and
31:01
taking
31:01
value
31:02
and
31:02
opting
31:02
into
31:03
whatever,
31:04
then
31:05
the
31:05
number
31:06
is
31:06
not
31:06
important,
31:07
right.
31:09
So
31:09
you
31:09
might
31:10
need
31:10
a
31:10
much
31:10
smaller
31:11
number
31:11
in
31:11
order
31:11
to
31:11
get
31:12
the
31:12
value.
31:13
And
31:13
so
31:14
what
31:14
I've
31:14
found,
31:15
and
31:15
I'll
31:15
explain,
31:16
like,
31:16
in
31:16
my
31:16
experience,
31:17
it's
31:17
different
31:17
than
31:18
a
31:18
product.
31:18
That's
31:20
your,
31:21
like
31:21
a
31:21
product
31:22
product.
31:22
It's
31:22
a
31:23
technology
31:23
product.
31:24
I
31:25
have
31:25
a
31:25
healthcare
31:25
company,
31:26
right?
31:26
And
31:27
one
31:27
of
31:27
the,
31:27
our
31:28
biggest
31:28
constraint
31:29
is
31:29
hiring
31:29
enough
31:30
nurses.
31:31
And
31:31
so
31:32
we
31:32
have
31:32
a
31:32
funnel
31:33
that
31:33
is
31:35
all
31:35
about
31:36
recruiting,
31:37
right?
31:38
And
31:38
so
31:39
everybody
31:40
who
31:40
doesn't
31:41
study
31:41
data
31:41
immediately
31:42
says,
31:42
well,
31:42
you
31:42
just
31:43
need
31:43
to
31:43
have
31:43
more
31:43
ads
31:44
for
31:44
the,
31:45
for
31:45
the,
31:45
for
31:45
the
31:46
jobs.
31:48
But
31:48
yet
31:48
when
31:48
you
31:49
look
31:49
at
31:49
the
31:49
data,
31:49
what
31:50
ends
31:50
up
31:50
happening
31:50
is
31:50
you
31:51
start
31:51
to
31:51
see,
31:51
well,
31:52
the
31:52
first
31:52
step
31:52
is
31:53
that
31:53
they
31:53
find
31:53
the
31:54
ad.
31:54
Do
31:55
they
31:55
click
31:56
on
31:56
it?
31:56
Is
31:57
the
31:57
job
31:57
posting
31:58
of
31:59
value
31:59
to
31:59
them,
32:00
or
32:00
do
32:00
they
32:00
leave?
32:01
Then,
32:03
gosh,
32:04
they
32:04
actually
32:04
apply,
32:05
then
32:08
do
32:08
they
32:08
actually.
32:09
How
32:09
quickly
32:10
do
32:10
we
32:10
interview
32:10
them?
32:11
And
32:11
what's
32:11
that
32:11
interview
32:12
experience?
32:12
And
32:12
what's
32:13
the
32:13
experience
32:14
of
32:14
them
32:14
signing
32:15
up
32:15
to
32:15
interview?
32:16
Right.
32:17
And
32:18
do
32:18
we,
32:18
do
32:18
we
32:19
get
32:19
tons
32:19
on
32:19
here
32:19
but
32:20
then
32:20
they
32:20
stop
32:20
because
32:21
the
32:21
interview
32:22
signup
32:22
experience
32:23
is
32:23
so
32:23
bad
32:24
that
32:24
like,
32:25
you
32:25
know,
32:25
keep
32:26
pouring
32:26
more
32:26
on
32:26
top,
32:27
it's
32:27
not
32:27
going
32:27
to
32:27
help.
32:28
Right.
32:28
You
32:28
got
32:28
to
32:29
fix
32:29
that
32:29
piece
32:30
to
32:30
make
32:30
it
32:30
easier
32:30
for
32:31
them
32:31
to
32:31
make
32:31
the
32:31
interview.
32:32
And
32:32
then.
32:33
Oh,
32:33
like
32:33
in
32:33
our
32:33
business,
32:34
what
32:34
we
32:34
found
32:34
is
32:35
that
32:35
we
32:35
got
32:36
really
32:36
good
32:36
performance
32:37
up
32:37
until
32:38
the
32:38
day
32:38
they
32:38
had
32:38
to
32:38
come
32:39
to
32:39
orientation.
32:40
And
32:41
then
32:41
it
32:41
was
32:41
like
32:42
this
32:42
huge
32:42
block
32:43
of
32:43
like
32:44
fall
32:44
off.
32:45
So
32:46
before
32:46
we
32:47
put
32:47
a
32:47
lot
32:47
of
32:47
money
32:47
into
32:48
the
32:48
top
32:48
of
32:48
the
32:48
funnel,
32:49
spending
32:49
more
32:50
on
32:50
ads
32:51
for
32:51
the
32:51
recruiting,
32:52
we
32:52
needed
32:53
to
32:53
fix
32:53
this
32:54
middle
32:55
where
32:55
they
32:55
were
32:55
dropping
32:56
off
32:56
because
32:57
they
32:57
weren't
32:57
coming
32:57
to
32:58
orientation
32:59
and
32:59
getting
32:59
out
33:00
into
33:00
the
33:00
field.
33:01
Right.
33:02
So
33:03
totally
33:03
different
33:03
business
33:04
model,
33:04
but
33:04
same.
33:05
Yeah,
33:06
I
33:06
think
33:06
the
33:06
problem
33:07
is
33:07
just
33:07
describing
33:08
the
33:08
same
33:08
way.
33:09
You
33:09
have
33:09
a
33:09
bottleneck
33:10
and
33:10
you
33:10
really
33:10
need
33:11
to
33:11
find
33:11
out
33:11
why
33:11
they
33:12
is
33:12
happening.
33:13
Yeah,
33:13
that
33:13
was,
33:14
I
33:14
think
33:15
it's
33:15
working
33:16
almost.
33:16
Some
33:16
things
33:17
are
33:17
the
33:17
same
33:18
in
33:18
different
33:18
products
33:19
because
33:20
I,
33:20
in
33:21
all
33:21
my
33:21
experience,
33:21
I've
33:22
been
33:22
working
33:23
with
33:23
more
33:23
than
33:23
40
33:24
different
33:25
kind
33:25
of
33:25
products
33:26
and
33:26
some
33:26
things
33:27
are
33:27
the
33:27
same
33:27
for
33:28
every.
33:28
And
33:28
some
33:29
things
33:29
are
33:29
really
33:29
different
33:30
based
33:30
on
33:30
the
33:31
type
33:31
of
33:31
the
33:31
product,
33:32
business
33:32
model,
33:32
industry
33:33
and
33:33
everything.
33:35
But
33:35
understanding
33:36
this,
33:36
why
33:37
in
33:37
order
33:37
to
33:37
grow,
33:38
understanding
33:39
where
33:39
is
33:39
the
33:40
bottleneck
33:40
is
33:41
the
33:41
approach
33:41
that
33:42
is
33:42
working
33:42
everywhere
33:43
for
33:43
sure.
33:44
I
33:44
love
33:44
that.
33:45
Because
33:45
then
33:45
once
33:45
you
33:46
solve
33:46
it,
33:46
then
33:47
you
33:47
can
33:48
start
33:48
to
33:48
decide
33:49
where
33:49
to
33:49
pour
33:50
money
33:50
in.
33:51
Right?
33:52
Yeah.
33:53
Right.
33:53
And
33:53
then.
33:54
And
33:54
then
33:54
you
33:54
can
33:54
see
33:54
the
33:55
results
33:55
start
33:55
to
33:56
happen.
33:57
Right.
33:57
And.
33:57
Yeah,
33:58
yeah.
33:58
That's
33:59
true.
33:59
I
34:00
would
34:00
also
34:00
add
34:00
here
34:01
that
34:02
the
34:03
biggest
34:03
thing
34:04
that
34:04
you
34:04
could
34:04
do
34:04
as
34:05
well
34:05
is
34:05
to
34:05
scale
34:06
this
34:06
knowledge
34:06
to
34:07
the
34:07
whole
34:07
funnel.
34:08
Let
34:08
me
34:09
explain
34:09
one
34:09
of
34:09
the
34:10
examples
34:10
that
34:10
I
34:10
had
34:11
at
34:11
Mira,
34:11
a
34:12
pretty
34:12
obvious
34:13
one.
34:13
So
34:14
when
34:14
we've
34:14
been
34:15
running
34:15
some
34:15
usability
34:16
tests
34:16
in
34:17
interview,
34:17
we
34:17
noticed
34:18
that
34:18
users
34:19
don't
34:20
see
34:20
the
34:21
tutorials
34:21
and
34:21
tips
34:22
that
34:22
we've
34:22
been
34:22
showing
34:23
the
34:23
first
34:23
session
34:23
on
34:23
boarding
34:24
just
34:24
because
34:25
the
34:25
content
34:25
on
34:26
the
34:26
board
34:26
was
34:26
really
34:27
colorful,
34:28
but
34:28
the
34:29
tips
34:29
were
34:30
white
34:30
and
34:31
nobody
34:31
seen
34:31
that.
34:32
And
34:33
that
34:34
was
34:34
happening
34:34
for
34:35
some
34:35
time
34:35
periods.
34:36
And
34:36
we
34:37
had
34:37
this
34:38
hypothesis
34:39
and
34:39
coming
34:40
back
34:40
to
34:40
the
34:40
growth,
34:40
I
34:41
really
34:41
want
34:41
to
34:41
focus
34:42
everybody
34:42
on
34:43
how
34:43
to
34:43
formulate
34:44
hypothesis
34:45
correctly.
34:46
So
34:46
everybody
34:47
is
34:47
usually
34:47
like
34:48
formulated
34:48
hypothesis.
34:49
Like
34:49
if
34:50
we
34:50
do
34:50
something,
34:51
we
34:51
will
34:51
get
34:52
this,
34:53
but
34:53
in
34:54
order
34:54
to
34:54
grow
34:54
your
34:54
product,
34:55
it's
34:55
better
34:56
to
34:56
focus
34:56
your
34:56
hypothesis
34:57
on
34:57
the
34:57
users
34:58
and
34:58
it's
34:58
better
34:58
to
34:59
formulate
34:59
hypothesis.
35:00
We
35:00
believe
35:00
that
35:01
users
35:01
do
35:01
something
35:02
because
35:02
of
35:02
the
35:02
reason.
35:03
And
35:03
this
35:04
reason
35:04
is
35:05
the
35:05
most
35:05
important
35:05
thing.
35:06
And
35:07
for
35:07
example,
35:08
coming
35:08
back
35:09
to
35:09
the
35:09
example
35:09
from
35:10
Mira,
35:10
we
35:10
formulated
35:11
the
35:11
hypothesis,
35:12
we
35:12
believe
35:12
that
35:12
users
35:13
do
35:13
not
35:14
notice
35:14
our
35:15
first
35:15
session
35:15
on
35:15
boarding
35:16
because
35:17
the
35:17
content
35:18
on
35:18
the
35:18
board
35:18
is
35:19
too
35:19
colorful
35:20
and
35:20
our
35:21
tutorials
35:22
are
35:22
white.
35:23
And
35:23
we
35:24
actually
35:24
created
35:25
several
35:25
solutions
35:26
to
35:26
this
35:26
hypothesis.
35:27
We
35:28
decided,
35:28
hey,
35:29
we
35:29
could
35:29
make
35:30
the
35:30
tutorials
35:31
and
35:31
tips
35:32
like
35:32
dark
35:33
blue,
35:34
we
35:34
could
35:35
make
35:35
some
35:35
hovers,
35:36
we
35:36
could
35:36
change
35:37
the
35:37
color
35:38
or
35:38
make
35:38
it
35:38
like
35:38
gray
35:39
or
35:39
any
35:39
other,
35:40
and
35:40
we
35:40
decided
35:41
to
35:41
make
35:41
it
35:41
dark
35:42
blue.
35:42
And
35:43
we
35:43
actually
35:44
not
35:44
just
35:45
made
35:45
it
35:46
dark
35:46
blue
35:46
on
35:47
the
35:47
first
35:47
session,
35:48
but
35:48
we
35:48
made
35:48
it
35:49
on
35:49
the
35:49
whole
35:49
product.
35:50
And
35:50
we've
35:51
noticed
35:51
that
35:51
the
35:52
impact
35:52
was
35:52
not
35:53
only
35:53
on
35:53
the
35:53
first
35:53
session
35:54
that
35:54
users
35:54
started
35:55
to
35:55
notice
35:55
more
35:56
tutorials
35:57
and
35:57
more
35:57
tips
35:57
and
35:58
engage
35:58
with
35:58
them
35:59
and
35:59
that
35:59
influence
35:59
activation.
36:01
But
36:01
this
36:02
knowledge
36:02
really
36:02
helped
36:02
us
36:03
to
36:03
scale
36:04
to
36:04
the
36:04
whole
36:05
funnel.
36:05
So
36:06
the
36:06
users
36:06
who
36:07
are
36:07
having
36:07
customer
36:08
onboarding,
36:08
they
36:08
also
36:09
seem
36:09
these
36:10
tips
36:10
better
36:11
as
36:11
well
36:11
as
36:11
like
36:11
any
36:12
other
36:12
onboarding
36:13
of
36:13
the
36:13
new
36:13
features.
36:14
So
36:15
in
36:15
order
36:15
to
36:16
grow
36:16
your
36:16
product,
36:16
it's
36:17
really
36:17
important
36:17
to
36:18
formulate
36:18
hypothesis
36:19
in
36:19
this
36:19
way
36:20
because
36:20
you
36:20
could
36:21
scale
36:21
the
36:21
knowledge,
36:22
not
36:22
only
36:23
impact
36:23
one
36:23
part
36:24
of
36:24
experience,
36:24
but
36:25
all
36:25
others.
36:27
Wonderful.
36:28
I
36:28
love
36:28
this.
36:29
So,
36:30
okay,
36:30
so
36:31
what
36:31
is
36:32
a
36:32
final
36:33
piece
36:34
or
36:34
nugget
36:34
that
36:35
you
36:35
would
36:35
like
36:35
to
36:36
offer,
36:37
you
36:37
know,
36:38
to
36:38
those
36:39
women
36:39
founders
36:40
listening
36:41
who
36:41
are
36:41
struggling
36:42
to
36:42
grow,
36:43
what
36:43
would
36:43
you
36:43
be
36:44
like
36:44
to
36:44
share
36:45
as
36:45
your
36:45
final
36:46
words
36:46
of
36:46
wisdom?
36:50
That's
36:50
a
36:50
great
36:51
question.
36:52
I
36:52
would
36:52
say
36:52
there
36:53
are
36:53
a
36:53
lot
36:53
of
36:53
things,
36:54
but
36:55
I
36:55
would
36:55
define
36:56
three
36:56
main
36:57
so
36:58
first
36:58
of
36:58
all,
36:59
when
36:59
you're
36:59
thinking
37:00
about
37:00
your
37:00
product
37:01
growth,
37:02
think
37:02
about
37:03
it
37:03
as
37:03
a
37:03
system.
37:04
And
37:04
every
37:05
part
37:05
of
37:05
the
37:05
system
37:06
is
37:06
working
37:07
and
37:07
depending
37:07
on
37:08
each
37:08
other
37:08
it
37:09
could
37:09
be
37:09
activation,
37:11
like
37:11
acquisition,
37:12
monetization,
37:13
retention,
37:13
reality,
37:14
everything
37:15
is
37:15
working
37:15
together.
37:16
And
37:17
when
37:17
you're
37:17
working
37:17
on
37:18
one
37:18
part,
37:18
think
37:19
how
37:19
it
37:19
could
37:20
affect
37:20
other
37:20
parts
37:21
of
37:21
because
37:23
it's
37:23
a
37:23
real
37:23
system
37:24
and
37:24
it's
37:24
a
37:24
real
37:25
complex
37:25
system.
37:27
Another
37:28
thing
37:28
is
37:29
we
37:29
didn't
37:30
touch
37:30
monetization.
37:31
So
37:31
I
37:32
would
37:32
also
37:32
add
37:32
a
37:33
couple
37:33
of
37:33
words
37:33
about
37:34
that.
37:34
Yes
37:34
please.
37:36
When
37:36
working
37:37
on
37:37
monetization,
37:38
remember
37:38
about
37:39
four
37:40
main
37:40
things.
37:41
So
37:41
first
37:41
of
37:42
all,
37:42
your
37:42
business
37:43
model
37:43
should
37:43
be
37:43
optimized
37:45
for
37:45
your
37:45
products.
37:46
Industry
37:47
use
37:47
case
37:48
and
37:48
users
37:49
provide
37:49
enough
37:50
value,
37:50
but
37:51
not
37:51
enough
37:51
to
37:52
make
37:52
users
37:52
start
37:53
paying
37:53
you.
37:54
You
37:55
need
37:55
to
37:56
design
37:56
your
37:56
plans.
37:57
When
37:57
monetizing
37:58
users
37:59
based
37:59
on
37:59
the
37:59
ideal
38:00
customer
38:00
Persona
38:01
and
38:01
provide
38:02
them
38:02
with
38:02
clear
38:03
differentiators,
38:05
be
38:05
sure
38:05
to
38:05
use
38:06
localization
38:07
in
38:07
your
38:07
monetization.
38:08
It's
38:09
like
38:11
sounds
38:11
strange,
38:12
but
38:12
at
38:12
the
38:13
same
38:13
time,
38:13
in
38:13
different
38:14
countries,
38:15
in
38:15
different
38:15
regions,
38:16
there
38:16
are
38:16
different
38:18
payment
38:18
systems,
38:19
the
38:19
different
38:20
behaviors
38:21
of
38:21
the
38:21
users.
38:22
So
38:22
be
38:22
sure
38:22
to
38:23
use
38:23
that
38:23
in
38:23
your
38:24
monetization
38:24
as
38:25
well.
38:26
And
38:28
the
38:29
third
38:29
thing
38:30
I
38:30
would
38:30
say
38:31
in
38:31
order
38:31
to
38:31
build
38:32
an
38:32
effective
38:33
product
38:33
led
38:33
cross
38:34
there
38:34
are
38:35
three
38:35
things
38:36
you
38:36
should
38:36
be
38:37
taking
38:38
care
38:38
product
38:39
culture
38:39
when
38:40
everybody
38:40
in
38:41
the
38:41
company
38:41
and
38:41
everything
38:42
is
38:42
built
38:43
around
38:43
the
38:43
products
38:44
and
38:45
the
38:45
product
38:46
is
38:46
the
38:46
main
38:46
value
38:47
that
38:47
you're
38:47
producing.
38:48
Not
38:48
sales,
38:49
not
38:49
like
38:50
support,
38:50
nothing
38:51
but
38:51
the
38:51
product.
38:52
Second
38:53
thing
38:53
like
38:54
user
38:54
research
38:55
is
38:56
your
38:57
daily
38:58
work,
38:58
especially
38:59
on
38:59
the
38:59
early
39:00
stage.
39:00
Be
39:01
sure
39:01
to
39:01
run
39:01
it
39:02
correctly,
39:02
be
39:03
sure
39:03
to
39:03
do
39:03
it
39:03
on
39:04
a
39:04
regular
39:04
basis
39:04
and
39:05
use
39:05
different
39:06
sources
39:06
of
39:07
user
39:07
research
39:07
like
39:08
usability
39:08
tests,
39:09
interviews,
39:10
session
39:10
recordings.
39:11
All
39:11
that
39:11
matters
39:12
a
39:12
lot
39:13
in
39:13
order
39:13
to
39:14
see
39:14
the
39:14
full
39:14
picture
39:15
because
39:16
all
39:16
of
39:16
them
39:17
could
39:17
provide
39:18
you
39:18
parts
39:18
of
39:19
the
39:19
picture,
39:19
but
39:19
only
39:20
all
39:20
of
39:20
them
39:20
together
39:21
could
39:21
make
39:22
you
39:22
understand
39:22
the
39:23
user
39:23
behavior
39:23
fully.
39:25
And
39:26
last
39:26
but
39:26
not
39:26
least,
39:29
I
39:29
would
39:29
say
39:30
that
39:33
take
39:33
care
39:34
about
39:34
your
39:35
use
39:35
cases
39:36
when
39:36
you're
39:36
working
39:37
on
39:37
the
39:37
product
39:37
and
39:37
there's
39:38
the
39:38
value
39:39
that
39:39
you
39:39
are
39:39
providing
39:40
to
39:40
the
39:40
users.
39:42
Check
39:43
it
39:43
before
39:44
building.
39:44
Mvp
39:45
that
39:45
the
39:45
use
39:46
case
39:46
you
39:46
have
39:47
is
39:47
have
39:47
a
39:48
real
39:50
frequency
39:51
is
39:51
pretty
39:52
good
39:52
just
39:52
because
39:53
based
39:53
on
39:53
that
39:54
you
39:55
could
39:55
build
39:55
a
39:55
product
39:55
that
39:56
is
39:56
subscription
39:57
based
39:57
that
39:57
could
39:57
be
39:58
growing
39:58
fast
39:59
and
40:00
easy
40:00
to
40:01
use
40:01
and
40:01
providing
40:02
a
40:02
lot
40:02
of
40:02
value
40:02
to
40:03
the
40:03
users.
40:04
Or
40:04
in
40:04
case
40:05
the
40:05
frequency
40:05
is
40:05
not
40:06
so
40:06
regular,
40:06
for
40:06
example
40:07
Airbnb,
40:08
it's
40:08
not
40:08
so
40:08
regular.
40:09
A
40:09
lot
40:09
of
40:09
other
40:10
examples
40:10
not
40:10
so
40:11
regular
40:12
that
40:13
will
40:13
need
40:14
more
40:14
effort
40:15
from
40:15
your
40:15
site.
40:16
And
40:17
in
40:17
this
40:17
case,
40:17
think
40:18
about
40:18
different
40:18
use
40:18
cases.
40:19
So
40:20
your
40:20
product
40:20
could
40:20
be
40:20
more
40:21
horizontal
40:21
and
40:22
cover
40:22
several
40:22
use
40:23
cases.
40:24
Yeah,
40:25
that's
40:25
the
40:25
three
40:25
thing
40:26
that
40:26
I
40:26
wanted
40:26
to
40:26
share.
40:27
I
40:27
love
40:27
it,
40:28
you
40:28
know,
40:28
and
40:28
so,
40:29
so
40:30
how
40:30
can
40:30
people
40:31
start
40:32
to
40:33
find
40:34
out
40:34
more
40:34
about
40:35
all
40:35
these
40:35
wonderful
40:37
topics
40:37
that
40:37
you've
40:38
brought
40:38
to
40:39
us?
40:40
I
40:40
know
40:40
you
40:41
have
40:41
a
40:41
free
40:41
report
40:42
on
40:42
your
40:42
website,
40:43
right?
40:44
And
40:45
it's
40:46
the
40:46
state
40:47
of
40:47
product
40:48
onboarding
40:48
and
40:48
we'll
40:49
put
40:49
this
40:49
in
40:49
the
40:49
show
40:50
notes.
40:50
Can
40:50
you
40:50
tell
40:51
us
40:51
what
40:51
that
40:51
is?
40:53
Yeah,
40:53
sure.
40:54
That's
40:54
the
40:54
research
40:55
that
40:55
I
40:55
ran
40:55
together
40:56
with
40:56
my
40:56
colleague
40:56
on
40:57
the
40:57
onboarding
40:58
and
41:00
we
41:00
researched
41:01
more
41:01
than
41:02
80
41:02
different
41:02
companies,
41:03
international
41:04
companies
41:04
around
41:04
the
41:04
world
41:05
in
41:05
order
41:05
to
41:06
find
41:06
best
41:06
practices,
41:07
in
41:07
order
41:07
to
41:07
find
41:08
what
41:08
worked,
41:08
what
41:09
didn't
41:09
work,
41:09
what
41:10
are
41:10
the
41:10
products
41:10
with
41:11
the
41:11
best
41:11
onboarding
41:11
experience,
41:12
what
41:12
are
41:12
the
41:13
insights
41:14
they
41:14
got,
41:15
how
41:16
usually
41:16
the
41:16
growth
41:17
teams
41:17
are
41:17
built,
41:17
and
41:18
everything
41:18
around
41:18
that.
41:19
So
41:21
it's
41:21
pretty
41:21
extensive
41:22
information
41:23
set
41:23
about
41:23
user
41:24
onboarding.
41:25
I
41:25
also
41:25
have
41:25
my
41:26
blog
41:26
on
41:26
the
41:26
substack.
41:27
Just
41:27
remember
41:28
about
41:28
that.
41:29
I
41:29
also
41:29
share
41:30
some
41:30
useful
41:31
information
41:31
there
41:32
and
41:32
soon
41:33
I'm
41:33
going
41:34
to
41:34
post
41:34
the
41:35
article
41:36
about
41:37
hypothesis.
41:38
So
41:38
that
41:38
could
41:39
be
41:39
also
41:39
useful
41:40
for
41:40
everybody
41:41
who's
41:41
working
41:42
on
41:42
product
41:42
growth.
41:43
Just
41:43
because
41:43
as
41:44
I
41:44
mentioned,
41:45
the
41:45
framework
41:46
that
41:46
you
41:46
use
41:46
for
41:46
the
41:47
hypothesis
41:47
formulation
41:48
really
41:48
defines
41:49
all
41:49
your
41:49
cycle
41:50
of
41:50
experimentation
41:51
and
41:51
all
41:51
your
41:51
product
41:52
growth.
41:53
Wonderful.
41:54
So
41:54
you
41:54
can
41:54
find
41:55
that
41:55
on
41:55
substack,
41:56
and
41:56
I'll
41:57
put
41:57
a
41:57
link
41:57
in
41:57
there
41:58
for.
41:58
In
41:58
the
41:58
show
41:58
notes
41:59
as
41:59
well.
42:00
And
42:01
you
42:01
have
42:01
a
42:02
website,
42:04
correct.
42:05
And
42:05
I'll
42:05
put
42:05
that
42:06
in
42:06
as
42:07
well.
42:08
And
42:08
you
42:09
have
42:09
a
42:09
course
42:10
on
42:10
Maven,
42:11
and
42:12
I'd
42:13
love
42:13
for
42:13
you
42:13
to
42:13
talk
42:14
a
42:14
little
42:14
bit
42:15
about
42:15
that
42:15
course
42:16
because
42:16
it
42:16
could
42:16
be
42:17
a
42:17
really
42:17
wonderful
42:18
entryway
42:19
for
42:20
a
42:20
lot
42:20
of
42:20
our,
42:21
of
42:21
our
42:21
listeners.
42:22
And
42:22
I
42:23
am
42:23
considering
42:24
this
42:24
course
42:25
for
42:25
one
42:25
of
42:26
my
42:26
employees.
42:28
Yeah,
42:29
that's
42:29
great.
42:29
Happy
42:29
to
42:30
hear
42:30
that.
42:31
So
42:31
this
42:31
is
42:31
the
42:32
course
42:32
that
42:33
I
42:33
created
42:33
together
42:34
with
42:34
my
42:34
colleague
42:34
Kate.
42:35
We've
42:35
been
42:36
working
42:36
together.
42:36
She
42:37
mostly
42:38
focused
42:38
on
42:38
design
42:39
and
42:39
was
42:39
focused
42:40
on
42:40
the
42:40
product,
42:40
but
42:41
together
42:41
we've
42:41
been
42:41
focused
42:42
on
42:42
growth
42:43
in
42:43
order
42:43
to
42:43
create
42:44
best
42:44
in
42:44
class
42:44
on
42:45
boarding
42:45
experience
42:45
for
42:46
Miraev.
42:47
And
42:47
then
42:48
we
42:48
decided
42:49
to
42:49
gather
42:50
all
42:50
our
42:51
knowledge
42:51
on
42:51
activation
42:52
and
42:52
onboarding
42:53
experience
42:54
and
42:54
share
42:55
it
42:55
with
42:55
others.
42:56
And
42:56
the
42:56
mission
42:56
of
42:57
this
42:57
course
42:57
is
42:57
to
42:58
help
42:58
others
42:59
to
42:59
create
42:59
great
43:00
user
43:00
onboarding
43:00
experience
43:01
and
43:01
activation
43:03
as
43:03
the
43:03
base
43:04
of
43:04
your
43:04
product
43:04
grows.
43:05
So
43:06
we
43:06
have
43:06
a
43:07
three
43:07
weeks
43:07
course
43:08
where
43:09
we
43:09
have
43:09
some
43:10
interactive
43:11
sessions
43:11
with
43:12
invited
43:12
guests
43:13
with
43:13
us,
43:13
where
43:13
we
43:14
share
43:14
a
43:14
lot
43:14
of
43:14
frameworks,
43:15
a
43:15
lot
43:16
of
43:16
cases
43:16
from
43:17
our
43:17
practice.
43:18
So
43:18
in
43:18
case
43:19
you
43:19
really
43:19
want
43:20
to
43:20
create
43:21
a
43:21
system
43:21
around
43:22
how
43:22
to
43:22
create
43:23
great
43:23
user
43:23
onboarding,
43:24
in
43:25
case
43:25
you
43:25
want
43:25
to
43:26
see
43:27
what
43:27
mistakes
43:27
we've
43:28
made
43:28
and
43:28
not
43:29
repeat
43:29
them,
43:30
you
43:30
can
43:30
join
43:31
this
43:31
course
43:31
for
43:31
sure.
43:32
Yeah,
43:32
no,
43:33
I
43:33
think
43:33
it
43:33
sounds
43:34
really,
43:34
really
43:35
valuable.
43:35
And
43:36
what
43:36
I
43:36
like
43:36
about
43:37
this
43:37
course
43:38
is
43:38
that
43:39
it's
43:40
pretty.
43:40
It's
43:41
a
43:41
short
43:41
period
43:42
of
43:42
time,
43:42
it's
43:43
three
43:43
weeks,
43:43
but
43:44
it's
43:44
very
43:45
concentrated
43:46
work.
43:46
So
43:46
it's
43:47
not
43:47
like
43:47
1
43:47
hour
43:48
a
43:48
week.
43:48
It's
43:49
a
43:49
bulk
43:49
of
43:49
work,
43:50
but
43:51
you
43:51
really
43:52
focus
43:52
your
43:52
energy
43:53
and
43:53
dive
43:53
in
43:54
deep
43:54
and
43:55
come
43:55
out
43:56
on
43:56
the
43:56
other
43:57
side
43:57
with
43:58
some
43:59
actionable
43:59
new
44:00
ways
44:00
of
44:01
improving
44:02
your
44:02
funnel,
44:02
your
44:03
onboarding
44:03
experience.
44:05
And
44:06
I
44:06
just
44:06
think
44:06
it's
44:06
a
44:06
great
44:07
way.
44:07
Like
44:07
I
44:08
said,
44:08
I'm
44:08
thinking
44:09
about
44:10
having
44:10
one
44:10
of
44:10
my
44:10
teammates
44:12
participate
44:13
in
44:13
this
44:13
so
44:13
that
44:14
they
44:14
can
44:15
learn
44:15
these
44:15
new
44:16
skills
44:16
that
44:17
can
44:17
then
44:17
amplify
44:18
the
44:18
growth
44:18
of
44:19
my
44:19
company.
44:20
Right.
44:22
Yeah,
44:22
that's
44:22
true.
44:23
Right.
44:23
And
44:23
so,
44:24
and
44:24
so
44:24
for
44:24
our
44:24
listeners,
44:25
that
44:25
could
44:25
be,
44:25
they
44:25
want
44:26
to
44:26
take
44:26
it.
44:26
You
44:27
want
44:27
to
44:27
get
44:27
in
44:27
there
44:27
and
44:28
try
44:28
it
44:28
out.
44:29
And
44:29
then
44:29
you
44:29
work
44:29
with
44:29
people,
44:30
right?
44:30
You
44:31
are
44:31
an
44:31
advisor,
44:31
so
44:32
what
44:32
does
44:32
that
44:32
look
44:32
like?
44:34
Yeah,
44:34
that's
44:34
true.
44:35
So
44:35
usually
44:36
the
44:36
companies
44:37
coming
44:37
to
44:38
me
44:38
in
44:38
order
44:38
to
44:39
help
44:39
with
44:40
onboarding,
44:40
with
44:41
monetization,
44:41
or
44:42
implementing
44:42
holistic
44:43
product
44:44
led
44:44
growth.
44:45
I
44:45
usually
44:46
worked
44:46
with
44:46
founders
44:47
or
44:47
product
44:48
leaders
44:49
and
44:49
help
44:50
them.
44:51
Together
44:51
we
44:51
are
44:52
defining
44:52
where
44:53
does
44:53
the
44:53
product
44:54
have
44:54
like
44:54
growth
44:55
opportunities,
44:55
what
44:56
exactly
44:56
you
44:56
need
44:56
to
44:57
build
44:57
to
44:57
create
44:57
the
44:58
system
44:58
of
44:58
growth?
45:00
What
45:01
are
45:01
the
45:01
processes
45:02
that
45:02
are
45:02
missing?
45:03
What
45:03
are
45:03
the
45:03
processes
45:04
that
45:04
are
45:05
incorrect.
45:06
So
45:06
we
45:06
are
45:06
launching
45:07
together
45:07
a
45:07
lot
45:07
of
45:08
experiments.
45:08
We
45:09
are
45:09
checking
45:09
the
45:09
results,
45:10
we
45:10
are
45:10
learning
45:10
more
45:11
about
45:11
the
45:11
users,
45:12
we
45:12
are
45:12
building
45:12
cross
45:13
models,
45:13
growth
45:14
strategies.
45:15
I
45:15
would
45:15
say
45:15
it
45:16
really
45:16
depends
45:16
on
45:17
the
45:17
kind
45:17
of
45:17
the
45:18
company,
45:18
product
45:19
industry,
45:20
everything.
45:20
So
45:21
usually
45:22
all
45:22
we
45:22
are
45:22
doing
45:22
is
45:23
pretty
45:23
customizable
45:25
just
45:25
because
45:26
every
45:26
product
45:27
is
45:27
unique
45:27
and
45:28
every
45:29
users
45:29
of
45:30
every
45:30
product
45:30
are
45:31
unique.
45:31
And
45:31
you
45:32
really
45:32
need
45:32
to
45:32
understand
45:33
both
45:34
in
45:34
order
45:34
to
45:34
understand
45:35
what
45:35
exactly
45:35
should
45:36
be
45:36
done.
45:36
And
45:37
the
45:37
approach
45:37
here
45:37
is
45:37
pretty
45:38
simple.
45:38
We
45:39
are
45:39
having
45:39
like
45:40
one
45:40
or
45:41
two
45:41
sessions
45:41
per
45:41
week
45:42
and
45:42
it's
45:42
retainer.
45:44
And
45:44
we
45:44
are
45:44
discussing
45:45
different
45:45
questions.
45:46
We
45:46
are
45:46
discussing
45:47
like
45:47
cross
45:48
models,
45:48
we
45:49
are
45:49
discussing
45:49
what
45:49
are
45:50
the
45:50
problems
45:50
with
45:50
onboarding.
45:51
And
45:52
during
45:53
this
45:53
time
45:53
period,
45:54
founders
45:55
or
45:55
product
45:55
leaders
45:56
implementing
45:57
everything
45:57
that
45:57
we
45:57
are
45:57
discussing.
45:58
And
45:59
we
45:59
are
45:59
keep
45:59
moving
46:00
to
46:00
the
46:01
better
46:01
outcomes
46:02
of
46:02
the
46:03
matrix
46:04
and
46:04
providing
46:05
better
46:05
value
46:05
to
46:05
the
46:06
users.
46:07
I
46:07
love
46:07
that.
46:07
Right?
46:08
So
46:08
it's
46:09
an
46:09
accessible
46:09
format
46:11
for
46:12
any
46:12
founder,
46:13
right?
46:13
Because
46:13
then
46:14
whether
46:15
you're
46:15
doing
46:15
a
46:15
bunch
46:15
of
46:16
the
46:16
work
46:16
where
46:16
somebody
46:17
on
46:17
their
46:17
team
46:17
is,
46:19
you
46:19
can
46:19
really
46:19
get
46:20
that
46:20
coaching
46:20
and
46:21
support
46:22
and
46:22
the
46:22
brilliance
46:23
of
46:23
you
46:23
and
46:23
your
46:24
partner
46:25
in
46:26
helping
46:26
really
46:26
do
46:27
this.
46:27
Is
46:28
there
46:28
a
46:28
particular
46:28
size
46:29
of
46:29
company
46:29
that
46:30
or
46:31
like,
46:31
what's
46:31
the
46:32
ideal
46:32
moment
46:36
for
46:37
a
46:37
founder
46:38
to
46:38
decide
46:39
to
46:39
work
46:39
with
46:39
you?
46:41
Yeah,
46:42
that's
46:42
a
46:43
really
46:43
good
46:44
approach
46:44
when
46:44
you're
46:45
hiring
46:45
a
46:45
person
46:46
and
46:46
a
46:46
specialist
46:47
who
46:47
already
46:47
went
46:48
through
46:48
the
46:48
stages
46:49
and
46:49
as
46:49
soon
46:49
as
46:49
you've
46:50
been
46:50
working
46:50
with,
46:52
it's
46:52
pretty
46:53
clear
46:53
for
46:53
me
46:53
what
46:53
kind
46:54
of
46:54
mistakes
46:54
we
46:54
could
46:55
not
46:55
make
46:56
and
46:56
what
46:57
we
46:57
should
46:57
do
46:58
in
46:58
order
46:58
to
46:58
be
46:58
faster
46:59
into
46:59
growth.
47:01
As
47:01
for
47:01
the
47:01
companies,
47:02
I
47:02
would
47:02
say
47:03
when
47:03
you
47:03
reach
47:04
the
47:04
product
47:04
market
47:05
fit,
47:05
it's
47:06
when
47:06
your
47:06
retention
47:07
just
47:07
got
47:07
to
47:08
plateau.
47:08
And
47:08
it's
47:09
pretty
47:09
obvious
47:10
that
47:10
the
47:10
value
47:10
that
47:10
you're
47:11
providing
47:11
to
47:11
users,
47:12
they
47:12
stick
47:13
to
47:13
the
47:13
product,
47:14
but
47:14
you
47:14
want
47:15
to
47:15
scale
47:16
it
47:16
and
47:16
you
47:16
want
47:17
to
47:17
have
47:17
more
47:18
users,
47:18
you
47:18
have
47:19
to
47:19
monetize
47:20
more
47:20
users,
47:20
you
47:20
have
47:21
to
47:21
onboard
47:21
them
47:21
better.
47:22
That's
47:23
the
47:23
time
47:24
after
47:25
like
47:25
getting
47:25
to
47:25
product
47:26
market
47:26
fit
47:27
when
47:27
you
47:27
should
47:28
focus
47:29
on
47:29
the
47:29
product
47:29
led
47:29
growth
47:30
strategy
47:31
in
47:31
case
47:31
your
47:31
product
47:31
is
47:32
relevant
47:32
for
47:32
that.
47:33
Sometimes
47:34
I
47:34
could
47:34
say
47:35
that
47:35
the
47:36
problem
47:36
could
47:36
be
47:36
earlier.
47:37
So
47:38
your
47:38
users
47:39
are
47:39
not
47:40
retaining
47:41
and
47:41
stick
47:41
to
47:41
the
47:41
product
47:42
because
47:42
you
47:42
have
47:43
not
47:43
great
47:43
user
47:44
onboarding
47:44
experience.
47:45
So
47:45
if
47:46
you
47:46
are
47:46
coming
47:46
to
47:46
user
47:47
onboarding
47:47
experience
47:48
and
47:48
like
47:48
forgetting
47:49
about
47:49
PLG,
47:50
user
47:50
onboarding
47:51
should
47:51
be
47:51
started
47:52
working
47:52
on
47:53
like
47:53
when
47:53
you're
47:54
just
47:54
launching
47:54
your
47:55
product
47:55
from
47:55
the
47:56
early
47:56
beginning,
47:56
because
47:57
that
47:57
could
47:57
define
47:58
if
47:58
you
47:58
are
47:59
getting
47:59
to
48:00
product
48:00
market
48:00
fit
48:01
or.
48:01
No,
48:02
I
48:03
love
48:03
it.
48:03
I
48:04
love
48:04
it.
48:04
I'm
48:04
so
48:05
excited
48:05
that
48:05
we
48:05
got
48:06
to
48:06
talk
48:06
today.
48:07
Victoria
48:08
and
48:09
I
48:10
hope
48:11
that
48:11
all
48:12
of
48:12
our
48:12
founders
48:13
listening
48:14
will
48:14
check
48:14
out
48:15
your
48:15
free
48:16
report,
48:16
go
48:16
visit
48:16
your
48:17
website,
48:18
go
48:18
to
48:18
substack.
48:19
All
48:19
these
48:20
things
48:20
are
48:20
in
48:20
the
48:20
show
48:20
notes.
48:21
And
48:22
this
48:23
maven
48:23
course,
48:24
I
48:24
feel
48:24
like
48:24
is
48:25
a
48:25
really
48:25
good
48:25
idea,
48:26
right.
48:27
To
48:27
help
48:27
us
48:28
really
48:29
break
48:29
down
48:30
what's
48:31
working
48:31
and
48:31
what
48:31
isn't
48:32
and
48:33
then
48:34
see
48:34
results.
48:35
Right?
48:36
See
48:36
growth,
48:36
have
48:37
breakthroughs.
48:38
I
48:38
think
48:39
that's
48:39
pretty
48:39
awesome.
48:39
That's
48:39
true.
48:40
Right?
48:40
We
48:41
want
48:41
to
48:41
see
48:41
more
48:41
women
48:42
founded
48:42
companies
48:43
become
48:43
the
48:43
unicorns
48:45
of
48:45
tomorrow,
48:46
hopefully.
48:47
Right.
48:47
And,
48:48
you
48:48
know,
48:49
my
48:49
vision
48:49
is
48:50
the,
48:50
you
48:50
know,
48:51
just
48:51
as
48:51
many
48:52
Microsofts
48:53
and,
48:54
you
48:54
know,
48:55
Teslas
48:56
and
48:56
Walmarts
48:57
are
48:57
founded
48:58
and
48:59
led
48:59
by
48:59
women,
49:00
and
49:01
the
49:02
Fortune
49:02
500
49:03
is
49:04
half
49:05
led
49:05
by
49:05
females
49:06
and
49:07
by
49:07
other
49:08
underestimated
49:09
founders.
49:11
That's
49:11
the
49:11
vision,
49:12
right?
49:13
Yeah,
49:13
that's
49:13
true.
49:14
I
49:14
would
49:14
also
49:15
want
49:15
to
49:15
see
49:15
more
49:16
founders
49:17
among
49:18
women
49:18
just
49:18
because
49:19
I
49:19
would
49:20
say
49:20
that
49:20
about
49:21
80%
49:22
of
49:22
the
49:22
founders
49:23
I'm
49:23
now
49:23
working
49:24
with
49:24
are
49:25
men.
49:25
Just
49:26
because
49:26
it's
49:26
not
49:27
about
49:27
me
49:27
choosing,
49:28
but
49:28
just
49:29
because
49:29
of
49:29
the
49:29
reality.
49:30
And
49:30
I'm
49:31
excited
49:31
and
49:32
super
49:32
happy
49:32
in
49:33
case
49:33
we
49:33
have
49:33
more
49:34
founders.
49:34
Women.
49:35
Yes,
49:36
I
49:36
agree.
49:37
We
49:38
only
49:38
have
49:38
3%
49:39
of
49:39
women
49:39
who
49:39
make
49:40
it
49:40
over
49:40
a
49:40
million
49:40
dollars
49:41
in
49:41
revenue.
49:42
And
49:43
there's
49:43
more,
49:44
almost
49:44
twice
49:45
the
49:45
number
49:45
of
49:45
women
49:46
starting
49:46
businesses.
49:48
So
49:48
there's
49:48
a
49:48
disconnect.
49:50
And
49:50
I
49:50
would
49:50
say
49:51
you
49:52
and
49:52
your
49:52
program
49:53
are
49:54
the
49:54
connection
49:55
point
49:56
to
49:56
help
49:57
overachieve
49:58
those
49:58
hurdles
49:59
because
49:59
we
49:59
get
49:59
stuck
50:00
and
50:01
we
50:01
don't
50:01
get
50:02
to
50:02
the
50:02
next
50:02
phase,
50:03
and
50:04
we
50:05
are
50:05
solving
50:05
the
50:06
problems
50:06
of
50:06
the
50:07
world.
50:07
Victoria.
50:09
Yeah,
50:10
it
50:10
sounds
50:10
great.
50:11
Yeah.
50:11
Happy
50:12
to
50:12
contribute
50:13
to
50:13
such
50:13
a
50:14
great
50:14
mission.
50:15
Yeah.
50:15
Thank
50:16
you.
50:16
So
50:17
thank
50:17
you
50:17
so
50:17
much,
50:18
Victoria,
50:18
for
50:18
joining
50:19
us
50:19
on
50:19
the
50:19
wisdom
50:20
of
50:20
women
50:20
show.
50:21
Thank
50:22
you
50:22
for
50:22
illuminating
50:23
the
50:23
path
50:24
of
50:25
growth
50:25
and
50:26
prosperity
50:27
for
50:27
women
50:27
led
50:27
enterprises.
50:29
We
50:29
value
50:30
your
50:30
experience
50:31
and
50:31
your
50:31
wisdom.
50:32
The
50:33
world
50:33
is
50:34
made
50:34
better
50:35
by
50:35
women
50:35
led
50:36
business.
50:36
So
50:37
let's
50:37
all
50:37
go
50:38
make
50:38
the
50:38
world
50:38
a
50:38
better
50:39
place.
50:40
Thank
50:40
you.
50:42
Thank
50:42
you.
50:43
Thank
50:44
you
50:44
for
50:44
having
50:44
me
50:44
here
50:45
today.
50:45
It
50:45
was
50:46
a
50:46
pleasure
50:46
to
50:46
share
50:47
my
50:47
experience.
50:49
Yay.
50:50
Is
50:51
your
50:51
business
50:52
ready
50:52
to
50:53
accelerate?
50:53
Take
50:54
the
50:54
business
50:54
acceleration
50:55
readiness
50:56
assessment
50:56
today
50:57
and
50:57
find
50:58
out
50:58
now
50:59
at
50:59
www.
51:01
Dot
51:02
aforceforgood
51:04
dot
51:04
Biz
51:06
quiz.
51:07
Take
51:08
the
51:08
five
51:08
minute
51:09
assessment
51:09
and
51:10
you
51:10
will
51:10
receive
51:10
an
51:11
instant
51:11
response
51:12
on
51:12
the
51:13
four
51:13
essential
51:14
areas
51:14
of
51:15
alignment
51:15
needed
51:16
for
51:16
business
51:16
growth.
51:17
You
51:18
will
51:18
also
51:18
receive
51:19
four
51:20
free
51:20
tools
51:21
specific
51:22
to
51:22
your
51:22
situation
51:23
to
51:24
help
51:24
you
51:24
and
51:25
your
51:25
team
51:25
accelerate
51:26
success.
51:27
Right
51:27
away.
51:29
Go
51:29
to
51:30
www.
51:32
Dot
51:33
aforceforgood
51:34
dot
51:35
biz
51:36
Quiz
51:38
and
51:38
find
51:39
out
51:39
what
51:39
you
51:39
can
51:40
do
51:40
to
51:41
accelerate
51:42
impact,
51:42
scale
51:43
and
51:44
profit
51:45
today.