An inside look at Figma's unique GTM motion

How do you get to them, and where can you go where they already are as opposed to making them come to you?

You're not going to do that unless you really believe in something. And so just using it isn't enough to get someone over that stage of going from just a user to a champion.

Dylan was like, 'Everybody drop everything. We have to fix this.' And after some looking at the servers and things, they were like, 'Nothing's wrong,' and then they realized it was a problem with Philippe's MacBook.

You can't optimize your way to product market fit. I don't care at the early stages if something's optimized by 5% from an email.

Designers don't want to hear from marketers. They don't want to be marketed to and they have an extremely high bullshit meter.

If I understood it, it was probably too basic, or if I could have written it myself, it was probably too basic.

They ended up calling it the Tom Factor because he was so powerful, and their deals were so much more likely to close if he joined the calls.

We initially had unlimited files but only collaborate with two or three people, and that was the starter team. We realized that wait a minute, that's hurting us. And so we switched it and now it's like you can have something like three files, but unlimited collaborators.

Consistent pressure over time as being more of my motto... You just have to keep working at it, and not giving up.

When you're a designer and you're in a tool eight hours a day, saving that one click is huge.

Consistent pressure over time as being more of my motto... You just have to keep working at it, and not giving up.

Even when it's really, really, really, really hard, you still have to just be transparent.