@hnshah Research. Before you build anything, validate the problem. Do enough customer research to feel like you validated your idea, then do even more. Talk to as many people as you can to understand their problem. Do surveys if possible, and user tests. That includes building an MVP as part of that research. One of the best things we did early on for FYI was build a 5-day MVP to validate our idea and also understand how to best solve the problem. Our MVP was just a search box that connected to a few apps and let you search for documents across them. We then had 10 customers use the MVP and talk to us each week for over a month. We learned so much from that first month+, it still affects how we build features for FYI today, over a year later.

@mijustin Hey Justin! You just won my favorite question 😺I LOVE the new sober drink products + low alcohol products like Kin Euphorics and Haus. Another one that I have my eye on is Seedlip which funny enough my old company Diageo (largest spirits company in the world) had invested in in the past and just became a majority shareholder of. If that's not a sign, I don't know what is. Well, maybe people like @justinkan announcing that they've stopped drinking, then having 1000s of people join Telegram groups to also go sober. This category is small, but it will grow over time. There will be acquisitions, and there will be growth. Plus a lot of these companies will be more innovative and tech savvy than the giant slower-moving alcohol behemoths. Sober bars are popping up in cities (for real). I even got to enjoy a wonderful non-alcoholic Seedlip-based cocktail at Trick Dog in San Francisco recently. P.S. - I quit drinking about 2 years ago, hence my excitement. If there are any non-alcoholic products out there who need some advice, feel free to hit me up :) In terms of cannabis drinks like Cann I think this is a totally different category with a way different growth trajectory and set of challenges. One sign here is that tons of people I used to work with at Diageo - even very very senior people - have moved from the alcohol industry to the cannabis industry in the US and Canada. This industry is going nuts, and needs experts who are used to navigating highly regulated industries. There is a lot of uncertainty in the industry, issues with banking, lots of risk - but eventually it will be a behemoth of an industry. Constellation has invested in the category already (40% of Canopy Growth) and Diageo has said they are tracking it: "On cannabis we’re just tracking it, it’s at a very early stage. We’re looking at the sector, it’s nascent and we just want to understand the consumer behaviour.”

@brianmwang As a preface to my answer, Atomic Habits will be arriving on my doorstep any minute now via Amazon carrier. Let go of each and every fear. Let go of the ego. Move beyond attachments (material, mental, other people). Live from the heart. Live in the service of others. Trust completely (and exercise discernment). In the meantime, while I work up to that... one thing I want to do is create from my heart and be in the creative flow consistently. That goes for creative writing, product work, whatever I do. Beyond that, I don't have many "dos" that I crave to accomplish in this lifetime.

@marie_prokopets what a lovely reply. I appreciate how much you seem to value ways of doing rather than the "accomplishments" themselves.

@quan Hi Hong! What are you good at? What gets you excited? That should be the first consideration. For me and Hiten, we chose the blogging path because we have those capabilities already. I love to write, and we both know how to write really good content. If you have something unique to say that people will be interested in, I'd say write, and keep on sharing it. And of course you should do SEO keyword research and understand who is ranking for what and why. If you can get on podcasts and have something interesting to say, you should totally do that. You can also run some experiments and see what people love - before you create a podcast for example, see if people will listen to videos of you talking (on instagram, facebook, linkedin). Video is growing quite a bit too so you could experiment there. And of course, think about the channels you'll use to promote what you create. My personal bias is to blogging, though it is time consuming. And I'm seeing companies and people get a lot of traction from their blogs - one person who is having success with content right now is @anthilemoon https://nesslabs.com/best The second consideration is where are the people you are targeting? How are they consuming content? We recently did a survey asking product people where they go to look for product content. The highest % of people listened to podcasts, next was Twitter, followed by reading newsletters and email lists, and reading blogs and online articles. Is your competition question about content or about the competitors themselves?

Thanks @marie_prokopets! I've been blogging for a few years, but not sure if we're reaching the right people on Medium. As for podcasts, I've been on a few, didn't think about creating our own podcast. I love the idea of videos since our products are somewhat complicated to understand, but I hate being on camera. The competitor question was whether we mention other products in our content marketing. The reason would be to explain how our products are better.

@quan Putting your blog posts on Medium means you are losing 3 main things: 1) people being on your website and being able to sign up for your product or email newsletter right from the blog 2) the added brand equity you get from the posts being on your site and reminding people who you are, 3) the SEO value. Medium gets you reach, but with their audience. People may not even realize who your company is, and they are probably off to read another post on Medium about something else once they've read your content. You aren’t building your own audience or able to have a way to directly reach people like you can with a self-hosted blog or wordpress.com blog where you can have people who want to get your emails. That would be my top recommendation for you. Since you hate being on camera, maybe you should force yourself and see what comes of it :) I always recommend pushing yourself and getting over your aversions by just doing the thing you feel afraid of or repelled by. In terms of mentioning your competitors, there are certainly ways to do this really well. Like this: https://www.notion.so/evernote In regular blog posts I wouldn't recommend talking about your competitors unless there really is some strategic reason - for example, you are making a map of the market.

@harris_bryan Check out my answer to Vikas Jha. It was a set of synchronicities and was a very unexpected turn in my life.

@ryannegri Learn as much as you can. Treat the entire experience as a way to learn about whatever it is you are doing. And bring what you've learned from your time founding multiple startups to your new role - big companies are dying for entrepreneurial people who think differently. If your company already has innovation frameworks they are using, see what you can bring into the process that will fit. For example, can you bring in postmortems? Is there a framework you can bring in for coming up with product names? Complementing existing processes is great. And of course, be humble - otherwise it's really tough to learn.

@anandp29 We started out by taking the most basic feature and testing that - for us, it was searching for documents across multiple apps. So we built a really simple interface to let customers auth G Suite, Box, Dropbox, and OneDrive and then be able to search for documents with a search box. We built it in 5 days, first 3 days we had a working prototype for the team to play with and then we took 2 more days to iterate it before we shared with people. We tested it with 10 early access customers - we asked them to talk to us for 20 minutes each week for 4-6 weeks, either on a call or via email. And boy, did we learn a lot. We learned that search isn't enough, we learned we had to build an interface like what we have today if we wanted to solve the problem of finding documents across all the apps you use. That MVP was the best decision we made early on, and it keeps paying dividends.

@earthlingworks The biggest lesson I’ve learned about freemium is that you have to focus on a single thing at a time and have a lot of patience to do that. Initially, we tried to get a number of things right all at the same time. The single player interface, the value metric for upgrades, and also our onboarding. It turns out that there is a sequence of things you need to focus on before you can get to the free-to-paid upgrade rate. Freemium requires a ton of patience 🕑 and even more focus than if you are creating a non-freemium SaaS product.

@marie_prokopets Interesting! So, how would you figure out that sequence? Is it going after the #1 growth bottleneck? Or starting from onboarding and activation through to upgrade and retention?

@earthlingworks Freemium businesses are successful when the free part of the product solves a really painful problem that then opens up more problems that get solved for customers once they upgrade. Using that logic, the sequence for us should have been the core interface first, then onboarding and then pricing. If you can’t get the interface right then it doesn’t matter how great onboarding is. And if the interface and onboarding aren't on point, then you’ll end up wasting time trying to figure out pricing.

@earthlingworks Thanks for these awesome questions btw Ruben :)

@marie_prokopets thanks for the insightful answers!

@csallen Hi Courtland! I love this question. So I came into tech/startups in 2016 and hadn't ever heard of the fit frameworks, even though I had already spent a decade as a business person. I just did business, launched new products, did research. And then suddenly, once I got into startup land everyone was talking about all these types of fits. And it's intensified quite a bit recently. I love product/market fit as a survey methodology and a way of thinking about a milestone to hit and then keep hitting again and again as the market and customer expectations change. I wish I had known about it sooner! But beyond product/market fit surveys and the concept of attaining product/market fit, it feels as if there is an obsession with different kinds of fits. My hunch is that it helps people have a mental model about how to operate. But I don’t see people regularly thinking in terms of fit. For me, my response to Nathan’s question is how I think about businesses I'm running. Using honesty to guide you. You could call it self-honesty fit. (oh no, now I'm coming up with fit frameworks!)

@katetalbot2 50-50 chance that I was right :) I think we all have intuitive abilities and can tap into them if we try. So I'm tapping into my intuition which I've honed quite a bit in this lifetime.

@katetalbot2 Hi Kate 👋💅 This is a challenging question for me personally, because I've always tried to power through whatever it is that I'm working on and not pay attention to the gender aspect when it comes to myself. Back in my old jobs prior to being a founder, I learned the basic things women tend to not be as good as men at, and made sure I was amazing at them all (negotiating salary/roles, speaking up about my accomplishments, networking and getting to know everyone). And I always helped guide women on my teams to do the same. That said, I was in denial, as I've had my fair share of sexism thrown my way and have lots of stories from back then that I basically ignored, whether it's being asked by much older clients if they recognized me because we had dated in the past, asked if I was the secretary since I was the lone woman, or told that if I don't take a job that was offered to me I'll only be left with waitressing as an option. (all of these incidents were with either clients or acquiring companies, not my own). In tech, the challenges are much more visible and harder to ignore. For example, for the Product Habits newsletter, I've noticed that when we ask people to recommend their favorite resources, there are few (if any) women that get mentioned in responses. I also constantly see stories on Twitter where people are treated differently because of their gender (whether it's cat calls or people assuming women are not technical). So it's much more in your face. I think, however, new communities are sprouting up to help with this - and these are communities that I never even imagined would exist just 10 years ago. Like Girlboss, The Wing, and Elpha. They are helping us bridge the gap. These days I personally try to level the playing field by wielding my power through straightening my hair or doing my nails on video calls. Just kidding - except those things have happened and I may have really enjoyed doing it. Also thanks for the remote shout out ❤️

@katetalbot2 I feel like I have a lot to say on the subject now that you asked - so thank you :)

@figelwump Does Postmates count as a daily habit? 😹 One main daily habit of mine is actually abstinence from things. I quit coffee. I stopped eating meat (for a while I also didn't eat fish, dairy, or gluten - I still eat those sparingly). I stopped drinking. No drugs (not even CBD). And at times, no TV. I've found that giving these things up has had countless benefits. First of all, I freed up mental space - no thinking about if I should grab a drink after work, no craving coffee, no jonesing for a glass of wine to facilitate relaxation. I also stopped a lot of bad habits - for example, when I ate meat I couldn't help myself but eat lots of food that wasn't healthy (burgers, bbq ribs, bacon, you name it). I'm also more present and less unconscious. As far as daily habits, at my best (and I'll be honest that I'm not at my best all of the time), my daily habits look like this: - Meditation, the sweet spot for me is 30-45 minutes per day - Gratitude, I like to do this when I first wake up, to run through a mental list of things I'm grateful for, the small things and the big. Helps me be more present and happy - Walks or hikes, usually with my dog Ralph - Healthy meals, aka lots of veggies and fruits - Look up the content of my near-daily dreams in a dream dictionary (my favorite is Dream Moods) - Do journaling or write. Doing this in the morning and the evening is most nourishing. - Work on myself, either via squares (a technique that brings your desires and fears/cravings and aversions to light and helps you release them) or focusing (a technique where you focus on sensations in your body or energy field/chakras) - Work a bunch - Read - Getting out of the house to be around people so the remote work isolation doesn't set in At my worst, my daily habits look like this: - Wake up and reach for my phone right away. Snooze the 10 alarms over and over again. Then look at Twitter, Instagram, email, Slack while still in bed - Work non-stop (aka replying to AMA questions after midnight on a Sunday) with little time to do anything else - Forget to drink enough water - Watch TV, I consider excessive TV watching to be a way of numbing out and typically if this is happening it means something is off for me - Postmates instead of cooking - Not leaving the house in favor of working a ton - Thinking, not just doing. This goes for work and for personal. I think as a founder it's easy to fall into the bad habits trap. And thanks to your question I am going to read Atomic Habits stat :)

@marie_prokopets This is fantastic, thanks the detail and the honesty! I'm a big believer in habits, and at the same time I struggle with good habits as much as anyone else. I'm always curious to learn how others think about habits, what's working for them, what's most impactful, etc. Appreciate the thoughtful response, and awesome work on abstinence and establishing so many positive habits :)

@kunalslab I did standup comedy only once. I was terrible. My psychic life coach / dear friend had challenged me to do stand up at the time, and I was so terrified of doing it that I had to work a shaman to heal my fears and be able to get up on stage. And that's what my bit ended up being about. The main thing I learned was this: I was in the front room of the bar completely paralyzed. I couldn't move. How was I going to make my way to the back room where the open mic night was? I was a mess. Suddenly, I became aware of a voice in my head - you know, that voice you hear when you are thinking about how worried or scared you are of something. It was saying "You can't do this. You can't do this. You can't do this." In that moment I saw just how much I was stopping myself. Of course I COULD do it - there was no "can't." So I stopped listening to the fear-mongering voice, the one that was holding me back, and went and got up on stage and did my crappy bit. My psychic life coach was right - the stand up was important for me to do because it showed me my own internal shit talker. I have written a few feature length + TV comedy scripts & won a few awards for them. I always get all my material/inspiration from my life, the things I experience, observe, think about. Dating used to be a big source of comedic inspiration. And the alcohol industry too. Tech, however, hasn't really inspired me at all. Would love to get material from the industry / space though. Maybe I'm just not thinking hard enough...

@marie_prokopets wow! quite the turnaround with silencing the mental fears! I've done standup twice now. The first time was because I lost my fantasy football league (2 years in a row :( I had to retake the SATs the year before that!). I love longer format, storytelling-type comedy, so doing a 4-minute set was really hard. I got a couple of chuckles with a packed room. They were mainly from my friends who came :| The second time I did a set was a couple of weeks ago as part of my going-away events in Boston before moving to SF. I had a blast, even though my set was at 12:40am and there were only comedians left who were waiting to do their own sets. I've done a mix of dating, tech, dating-tech, and random observational humor. Would love to see some of your work soon! Perhaps we can do an open mic sometime in South Bay or SF together? Would love to write some new jokes :)

@kunalslab I love that you had to retake the SATs because you lost your fantasy football league, please tell me you've written about that - if not, you've got your chance! I could be convinced to do an open mic... I am terrified and feeling quite rusty... but I could be convinced :)

@marie_prokopets I had a short bit about it in my first set, but I'll have to re-write something for this time. If you do an open mic, you'll get to hear the new SAT bit – deal?! :)

@viableben That's a tough (and really good!) question. I would say wait as long as you can. Once you know the customer problem inside and out, you understand how to build product with your team, and you've got a solid process down, then you can think about hiring a PM. One question to ask yourself is: should I be learning these things directly from customers as one of the co-founders, or are we mature enough that I can get the learnings from our PM? If the answer is you still need to be learning on your own, then keep on waiting until you hire a PM.

@marie_prokopets thanks for sharing that! I've been the first PM at a couple startups and both times it felt like the timing was such that "there are now enough designers, engineers and stakeholders we need to get on the same page that this is probably a full-time job." It's the first real hire of a maturing product development org IMO.

@viableben Yes! Totally agree with you. First real hire and also a very good sign of growth and maturity.

@smgrieser Check out my answer to Vikas Jha on how Hiten and I met and decided to be co-founders. Earlier on, we used to collaborate a lot and own things together. Now, we've split up who owns what. One of us owns something and the other one jumps in as help or feedback is needed. Hiten owns sales/BD and growth, and I own product and content. I own leading certain types of marketing initiatives and he owns others.

@katebour In hindsight, there are 3 things I'd recommend. 1) ask yourself the right questions, 2) give yourself the best pep talk you've ever given yourself 3) get practical 1) Are you really ready to do this? Is this something you want to work on for years to come? Do you have a financial cushion to fall back on (i.e. did you save up some money)? What does your heart want? Is this an industry you are really into? Why am I doing this? 2) Have some real talk with yourself. Say something like: Alright self, I'm about to embark on a journey into the unknown. This is going to hurt. I'm going to think I'm amazing on some days, and a total dunce on others. I'm going to make mistakes. Sometimes I'll make the same mistakes over and over again. And I am going to learn so much, and evolve as a person in such a huge way, that all the ugly parts are worth it. Remember self, you rock - and don't forget that on days when you feel down. Always get up. Keep going. Keep learning. 3) Do all the research you can before you take the leap, if you can. Learn as much as you can about the industry you want to go into, start customer research if you can, plan out how you're going to validate your idea and hypothesis. This goes for making major career changes too - initially I quit my job to go be a comedy writer - so before I did that I made sure to write A TON, get to know a lot of people in the industry, and learn everything I could about the industry.

@helengriffinjr We discovered the problem through 52 interviews, 1000s of survey responses (feature/value, pricing, competitor analysis/NPS, early access surveys) and tons of user tests, and then even more customer interviews. Plus, we monitored usage of our MVP and the product as we iterated. This was not the normal way that most people do early research, we had a lot of data to work with and also we'd found a particularly painful problem to solve. We were also public about the research we were doing and shared what we learned along the way, which helped us get a lot more responses. We used the same process then as we do now to learn from the data. There's no real difference except that we've been able to refine how we analyze surveys/interviews/user tests to be even less biased by quantifying everything.

@kennygrant I recently wrote about them here: https://usefyi.com/remote-work-r...

@nbashaw My first essential mental model/framework is honesty. Is this honestly a big, painful problem for people? Are we honestly solving the problem, or just part of the way there? Is this honestly a category I'm interested in for years to come? Is this honestly a big, growing category? Did we honestly do enough customer research? (usually the answer is no because you can always do more 😺) Did we do an honest assessment of our successes and failures via a postmortem? If I'm honest with myself, where can I improve? Do our customers honestly love us? Did we get honest, unbiased feedback from customers that we analyzed in an honest way? Also a fan of the Regret Minimization Framework from Jeff Bezos, and of course Lean Startup and building MVPs.

@nbashaw @marie_prokopets Just curated these questions on Socrat - https://socrt.com/collection/158...