How to grow a subscription business

For every individual user, the utility that they derive from the product increases the more users there are on the platform... in the case of collaboration tools, it's not the more users in abstract terms. It's the more users within your team, the more users within your company.

Click based attribution or the digital attribution were all fawning over cookie based and click based... it never demonstrated a causal relationship between our media spend and business results. It was only good for correlative insights. And the only way to determine causality is through real controlled experiments.

A healthy website visit to a free user, a free account creation conversion rate... it's probably in that 20 to 35% range... What about a conversion if you're premium from a free user to a premium account? I think anything under 5% is not going to work long term.

"Local maximal" refers to a local maximum - the point where a company has optimized their current onboarding process but hasn't explored significantly different approaches.

Earlier stage companies where still haven't really approached the local maximal... you can two to four X activation rates easily through onboarding. Later stage companies... you can still probably get to 20 to 30% lift at activations.

Yuriy is advising early-stage companies ("them") to focus on their one working growth channel ("this") rather than diversifying too early.

I actually have to talk them out, focusing on diversification too early... Put all of your energy... Don't get distracted with diversification. We'll get there. Lean more into this, hit this growth rates, stand this up.

If you have really healthy LTVs and that usually means that you're attracting a proconsumer buyer, so they may be single player, but they're using it for work... if I'm seeing things like that and I'm seeing that you're converting five plus percent of your free users to a paid subscriber, then there is a big opportunity to play paid and lean into paid growth loops.

I like to say the only thing that's worse than a channel or a tactic that you tried not working is when you didn't give it the appropriate shot and you pretty much surely or erroneously concluded that it doesn't work.

Getting to know your customer always pays off. So it's user interviews and getting to know your market, your customers, and your prospects always pays off... The amount of clarity at momentum that it can create inside of a seed Series A up to Series B company when you first do some proper research push... is remarkable.

It's very hard to manufacture product network effects if they aren't there from the get go. So if you have inherent product network effects, that's when I think layering on referral loops and viral loops... then it's really powerful.

If you can time box it to three months, what can I do at the end of three months? Is this likely to work or not?