High-frequency use drives organic growth

If you have high frequency of use, you will end up with growth coming by itself, right, for word-of-mouth, and therefore you should do that at the beginning. If you don't have high frequency of use, you are sentenced to acquire users or customers all of your lifetime.

I think products almost follow these thermodynamic rules where if you add a little bit of value, your adoption goes slowly and if you add a lot of value, your adoption goes really quickly, right? I think ChatGPT is a great recent example of something that was just added a ton of new value to the world and got this explosive growth.

What the growth team really pioneered was being data-driven and product-driven, especially in an area that was historically more of a business function.

In order to get hypergrowth, you have to have organic, inbound, and viral word of mouth. You can't pay enough to grow at those rates and have a viable company.