A fresh perspective on the stages of building a SaaS business

June 2, 2021

EP15: Customer interviews and another level of validation?

Nate discusses his customer interviews with his new idea. Josh challenges Nate with a set of additional idea validation questions to think about based on challenges Josh has seen in churn and onboarding
Searching For SaaS Podcast
Searching For SaaS Podcast
EP15: Customer interviews and another level of validation?


  • Arvid Kahl – The Embedded Entrepreneur (Amazon)


Nate: [00:00:30] Hey, Josh.
Josh: [00:00:31] Hey, Nate,
Nate: [00:00:33] How’s it going
Josh: [00:00:35] pretty good. I’m having a good, a good week. Good past couple of weeks, I think.
Nate: [00:00:40] yeah.
Yeah, Things are, things are going well.
Josh: [00:00:44] Yeah, we’ve been a pretty busy here. We had a couple of major changes to our internal teams. We’ve had a couple salespeople leave, so We’re actually taking this opportunity to work on our onboarding work on more of a product led approach and our sort of treating it like a forcing function for that it’s stuff you always kind of mean to do, but
To focus more on those. Cause we’re like, Hey, you know what? Like, let’s just, we
have a nice team involved. Now. I think I said, I have a we have a product manager now.
So like years and years past, I was the one that still had to do the UIs and all
of these things and running around like a chicken without a head trying to do all the jobs. But I know have a nice team involved we’ve in the past six months, we’ve added more dev resources. So
kind of have the right. Set up in place to really go after some of these things.
Nate: [00:01:39] Yeah. Well, that sounds like a great opportunity for you guys. I’m glad that’s working out.
Josh: [00:01:42] yeah. Yeah. It’ll go well with our inbound engine and now we’re kind of like,
Hey, we could convert them at a high rate before and now let’s, let’s kind of let the product lead approach kind of take course now and take a load off of us a bit. So.
Nate: [00:02:00] Yeah, that’s, that’s quite a shift though. Like to go from focusing more on the outbound sales side to inbound and product lead. That’s that’s quite a shift.
Josh: [00:02:10] well, it wasn’t outbound. So it was still inbound. It was
Nate: [00:02:13] Okay.
Josh: [00:02:14] inside salespeople that would take demo requests. So they never had to do any
outreach or outbound. It was kind of nice for a
sales person. Honestly, they just, essentially, we scheduled everything, you know, someone fills out a
form and. We use Calendly and a bunch of other tools to auto route, the right leads to the right person.
all of a sudden, as a sales person, you just show up more or less and show up to the scheduled day and then kind of run through your demos, do some discovery. So.
Nate: [00:02:44] Yeah. And they’re like customers who want to learn more about your product already then too. So that’s probably a nicer sales pitch.
Josh: [00:02:51] it is, it is. They don’t have to feel like they’re, they’re pushing themselves on name. Cause everyone is opt in. Everyone is at the only challenging part is that sometimes when the, the marketing copy gets a little too, like, Hey, we can help you grow or whatever, those types of things that are great for conversion, but then you get someone on the line that is interesting.
And they’re like, Hey Yeah. So how does this work again? What are you guys do? I just heard you could help me get more referrals. It’s like, okay. So this is a top of the funnel pitch. This is a longer sales cycle. This is first I’ve got to sell
you on or explain to you and, and basically kind of walk through those level of awareness.
Now, get you even understanding
what referral marketing is. So but letting the product do more of the work. Is Is, a good thing and we’ve always had a trial process, but now we’re actively navigating more people through the product versus a salesperson. So
Nate: [00:03:46] Yup. That’s cool. I, I look forward to hearing what you guys come up with along the path
Josh: [00:03:51] yep, yep. Yep. So,
I’m cool. How are you?
Nate: [00:03:57] I’m doing well. I had a really good customer interview this past week
on my ad idea. And so I’m, I’m pumped up about that.
And yeah, I just
had, I had some difficulty
kind of trying to. Trying to stay on the bandwagon of talking to people and not writing code.
I think at some point I kind of diluted myself into thinking that if I wrote some code that it would help me find more people to talk to.
So yeah, it has been a struggle there. It just, I had a bit of a hard time finding the right people to talk to. And So
just trying to, trying to push on Finding people to talk to has been really difficult,
Josh: [00:04:35] where did you find that? What, the one that you had, you said you had a really good one this week.
Nate: [00:04:40] So I had one, I had one really good one and that was a referral from a friend. And I think I’ve kind of tapped that pool. I don’t think many more are going to come from that pool.
Josh: [00:04:48] Okay.
Nate: [00:04:50] And so I kind of
fell back to the places where I G my initial research. I was looking around on Twitter, and then I was looking around on Reddit.
And one thing I’ve
found is that there’s a lot of new folks there with very little experience talking a lot and not so many of the more experienced people are hanging out in those forums.
And so that’s difficult because I want to talk to the more experienced people because they know the process a bit better.
They know the ins and outs and the pitfalls and such. So.
Josh: [00:05:22] so you’re specifically looking for dropshippers, right. And, and is it specific to any platform Shopify, Amazon, anything.
Nate: [00:05:33] I’m starting to stay away from?
Amazon. That’s kind of my only criteria at this point. But usually that ends up being Shopify. Yeah.
Josh: [00:05:40] Okay. Interesting.
Nate: [00:05:42] Yeah.
Josh: [00:05:43] essentially at this point, you’ve tapped your market, you know, you’ve tapped your friends And, family that have you reached out to like people, you know, Hey, do you know anyone that does drop shipping? And you’re pretty much at the, the end of that that reach.
Nate: [00:05:55] Yeah. And I think maybe it’s just a bit of, I have to
just dig in And push through it and get more. Cause my goal was my goal this week was to talk to one person per
day. And I’ve done three
this week. So we’re done three, I’ve done completed two, And I’ve done the, groundwork for the third one, but I have to wait to hear
back on that And I think I’d like to,
Josh: [00:06:15] quick question. Have you asked them for a referral? Did they know anyone else?
Nate: [00:06:20] No, I did it and I was kicking myself for not doing that on the one person that I did really well with. I suppose I could still go back to them.
Josh: [00:06:26] Yeah, you could still do that.
Nate: [00:06:29] Yeah. I, I think, I think really
it’s just a mind game where I just need to push through this and put myself out there more. Cause a bit of me is just like, I don’t feel comfortable
doing, doing
the searching for PR people to interview the interview process itself. I quite like, but it’s like putting yourself out there to ask people to talk to you kind of thing.
Josh: [00:06:51] Why that’s interesting. Why, why is that.
make you feel uncomfortable?
Nate: [00:06:56] well it’s like you gotta like. Find the person on the internet and then like, see what their backstory is to make sure that.
like you’re not wasting your time talking to them or getting the wrong signals from them. Like kind of figure out where they’re coming from. And that already
takes quite a bit of effort so far.
And then, you know, to come up with a nice message to them and you’re asking them to kind of go out of their way. And then some people are really busy and see it, the
followup with them kind of bug them a little bit. I, I don’t feel natural. I don’t feel right in that, that, that place there, like I can do it, but I certainly don’t feel I don’t have much experience with that.
Josh: [00:07:29] okay. It’s interesting as the Michelle’s new book doesn’t cover any of that.
just the covers, like the interview process itself, is that, is that accurate?
Nate: [00:07:38] yeah. As far as I know, I think there might be a small part about finding people. I know actually she does have one spot about finding people and that
was about like offering paid,
like, you know, here have a gift card. If you talk to me
kind of thing
Josh: [00:07:52] I could be wrong, but I think, do you know that guy Arvid that feedback Panda guy?
Nate: [00:07:59] I’ve heard of him, it sounds familiar.
Josh: [00:08:02] I, I believe he
just created, started a new book. Forgive my typing. I don’t know if you can hear it there. I think it’s called the embedded entrepreneur or something like that. I could be totally wrong.
Nate: [00:08:14] What’s the what’s the jest.
Josh: [00:08:16] aye. And this is where I’m going to probably be wrong. So w we can look it up later
just to, to
confirm, but I believe it
was, I think it, there was, a lot of part about
like getting into communities and getting into, like, it sounds like it’s kind of like part
of the, the, I remember seeing like the
headline of it so I could be totally wrong.
But I think it might, it might be something in that, in that general area. Like, I don’t honestly have a lot of expertise in that, in that where you’re, where you’re struggling right now. So it’s.
Nate: [00:08:46] Yeah, I have tried to join a number of communities as well. So I’ve joined two marketing communities that were quite large. They’re like around 30,000 people in those communities each. And then I joined a drop shipping specific Facebook community. Which has yeah, like thousands of people in it.
And I’ve tried to post like, Hey, I’d like to talk to people, you know, here’s my pitch kind of thing. And I’ve just got Like, zero response on it. And like I said, a lot of the people in those forums are people who don’t have a lot of they’re they’re usually starting out kind of people. So one thing I have been able to do.
To get the other two, other than the referral was to look for people who are answering questions in those forums and then personally message those people. And just to make sure that, I have like enough of a backstory on them as well to, to check that they’re, you know, a good, good fit for it. And also someone who’s receptive to that type of re
Josh: [00:09:39] okay.
Interesting. I was able to pull it up. So it’s called the embedded entrepreneur
Nate: [00:09:43] okay.
Josh: [00:09:45] that the tagline above it is how to build an audience driven business. And then there’s like four bullet five bullet points at the top says, find your audience, explore their
communities, discover their problem, fi build a following and build a business.
So. I’m wondering if there’s some interesting things in there. I actually even wonder I’ve
actually been thinking about
getting our first guest. I wonder if we’ll reach out to him, maybe he’ll come and give us the skinny in general. And then I’m sure he’ll like the opportunity to kind
of tell other people about his book other than us just guessing by reading three or four words about it.
Nate: [00:10:21] Yeah, there you go.
Josh: [00:10:23] Okay. So I’ll, I’ll reach out to him. I think I we follow each other on Twitter and, and maybe we’ll have him on, and maybe you can ask them some questions and stuff and see if that’ll
Nate: [00:10:32] That’d be sweet. That’d be sweet.
Josh: [00:10:34] But yeah, it’s interesting. We’re both at these points of a little discomfort of where, like I talked about how we’re shifting more heavily into product led and then how you’re still struggling with the, you know, Not just, just whipping out the IDE and coding and also just kind of struggling, just getting, getting traction and finding people to talk to.
Now that you have an idea, you do want to further validate,
Nate: [00:11:03] Yup. Yup.
Josh: [00:11:04] I did have a couple other validation questions. I don’t know this came up, but this was some notes I made over the weekend that I was thinking about. Like, what are the second order problems you start to think about during like, once you have the product?
So again, not coding yet, but it kind of parallels to my thinking about onboarding and you
hear about like aha moments and you hear about value metrics and you know, all the other things involved with there. And
oftentimes I think people struggle with like, okay, what is that? Aha moment. What is the time to value.
So it did make me think about that in your context, a little and almost even layering in a second level of validation questions we could
Nate: [00:11:50] Yeah.
Josh: [00:11:50] I, which I think is kind of interesting, like,
you know, we covered market product distribution at differentiation in our initial discovery and level one validation, but this other one kind of goes into like, what
is the value metric?
Like what is the innate thing where you’re. You know, maybe it’s, it does result in something being on the landing page. There’s like the benefit
Nate: [00:12:13] Yeah. Like, like, are you thinking like kind of like, what’s the, if you were to
tell someone a story about what you do, what would be the villain in the story? Is that kind of what you’re thinking? Like
Josh: [00:12:22] Not, not quite the story side. And that piece, just like, what is the value? Like I could say for referral
the value is getting more business. That’s
just the value Like what is the one
thing? so Like, what are you
selling? If someone just like, w w w what is, what is ad spy selling? What would you
call the value
for that?
Nate: [00:12:42] right. And it could be time. And it could also be knowledge like time as in, I don’t have to go and find all of this data myself or get a research assistant to do it, or it could be I get all this intelligence that I didn’t otherwise know. And so I can, so I can make better decisions so that I can win or, you know, get, make a better product or something like that
Josh: [00:13:08] right. Yeah. I think it’s a
combination of
those. I would, I would, I would probably say more of the, the latter one than the
former. So more in terms of just
like information on tap that intelligence, it’s almost like competitive intelligence, right? So like, know what your competitors are
doing so you can act.
We’re not act or it’s like, so you can take action. Maybe that’s like the line
Nate: [00:13:34] Yeah. Yeah, no, I think that’s, I think that sounds really good cause like your time, you know, there’s, there’s the value of like, you could just put a dollar dollar per hour on there and do that conversion, but I don’t think that’s very compelling in this case. I think the you’re right. The more compelling part is the intelligence.
Josh: [00:13:49] right. Cause some people may not even be, you know, we talked about stages of awareness a little bit as I was describing the referral rock buying process, but the, you know, how aware are they and the person that’s like, you know, there’s one set of customers you’re looking at that are. You know, possibly doing this manually or possibly doing this with existing tools and stitching things together, but what is that next proposition
of higher up in the funnel?
The person that doesn’t know this is what they need. And if you just tell them like, Hey Matt, you know, imagine I could just give you
competitive intelligence and tell you all of the products, like a product, change their price overnight. You know, that, that, you know, affects your. Bottom line or how many products you’re going to sell tomorrow or next week or next month?

Nate: [00:14:41] Yeah, I think you’re right.
Josh: [00:14:41] The, the other one I have in that is like, how much, how, how, what is the time to value? So how, how fast can you get to that? Like refer rocks. One is actually kind of. Challenging a little bit for us because he had to set up the program. You have to then you have to promote it to your audience. You know, it’s usually your customers to get them into, like, they might reveal your product or, you know, give a review and then it’s like, oh, would you also like to give a referral or someone makes a purchase.
And again, then you’re like, Hey, do you want to tell some friends about it, whatever those other things, but the time to value for referral rock. It also depends on what you consider the value, right? Like the end product of seeing your referral program in a widget is one value metric. Like, Ooh, it’s actually like, that’s tangible.
I built that. I see that it’s live on a website. That’s one, but the real value, the reason people stick around the people, reason people use the product is so they’re getting referrals that convert into customers, right? So our time to value scale is actually. Further out. There’s that little
bump that I said, it’s like, nice to see the visual
that you have the program, but then it’s like might be two weeks later because it, they, they, they promote it out with an email blast.
Some people are referring and then people still take time to buy and whatnot. So it could be a couple of weeks before they see value. How do you see for your ads by type of product? What is, what is the time to value? And there is.
Nate: [00:16:18] Yeah, I think I think it depends on what the person is
looking for. Because I think. We have to provide,
I think, to survive. I think we have to be
able to provide some value immediately to
the customer. Otherwise I think they’re probably
just going to walk. And that’s why I’ve been trying to figure out I’ve kind of
have like three different parts of this ads
by idea that are all kind of separate, but I, I feel like I need to have them together so that I can get that nice medley of, of things where it’s like you get the initial value when you sign up.
But then you get the long-term value as you use it for, for a longer and longer, because I think that the value is the intelligence, right. And it takes time for that intelligence to come into. Like if someone changes their product price, that that’s not going to happen every day. So until that happens, we haven’t demonstrated our value very well.
If that’s the one thing that we were checking. And so I think that’s a real challenge. And I think another thing that you kind of touched on earlier, which is also a challenge too, is that I think a lot of people in this market are going to be higher in the funnel. I think it’s going to be more trying to draw them in then people who already know about it and you know, they, they already know that they want some sort of intelligence and they’re like, well, it’s all going to pay, pick you.
Or I’m going to pick competitor a.
Josh: [00:17:35] right. So you actually are probably selling to the person that you go, oh, what you need is competitive intelligence on what your competitors are doing. You’re like, well, why, why would I need that? Well, you didn’t realize like if they change, if they load the lower their prices, You know, last week and then how that affects your like, oh, actually I never thought about that.
It’s like, oh, okay.
Nate: [00:17:57] Well, I th I think it’s, I think it’s a little bit more progressed
than that. I think that it’s more like they
don’t realize that they can have
information at their fingertips. like they, I
think some of the people I’ve talked to, they know that they could go and
check all their competitor’s prices.
And some people actually do
that. They have an assistant who goes out and like, manually does this every week but if you told them. Hey, you can get this really easily through a program that will manage it for you. Then they’re like mind blown. Like this actually exists. okay.
Where do I sign up?
Josh: [00:18:27] Hmm, that’s interesting. Actually, I had a quick idea. This might totally fall flat, but,
Have you looked in, like in areas let’s say like Upwork or whatever, like people that post jobs that for people that are just. It’s like, is there a job posting for that
Nate: [00:18:43] right. That’s a good idea. That is a good idea, huh? Yeah, that, that would work.
Josh: [00:18:50] And essentially it could be like, you don’t need an assistant, you need my software, or let me talk to you about that. I have, I’m looking on this idea that could help that we’re just looking for people that are, you know, and maybe the queries are more about like,
Someone that has a job posting. That’s looking for someone to, you know, that, Hey, they want, you want to learn more about drop shipping?
Like you’ll, you know, it’s, they’re, they’re, they’re, they’re the ones that are looking for help. So maybe that’s a way to like adjunct that conversation. I don’t know. Just a
Nate: [00:19:19] yeah. Yeah, that’s a, that’s a great idea.
Josh: [00:19:25] All right. So my last one on this list was from an ongoing perspective, like. What is the frequency of use eh, so that they’re going to get consistent, consistent value, right? Cause like how can you consistently, especially as a SAS deliver value week over week and again, from a referral rock standpoint, Sometimes that becomes challenging when you have when we have a smaller customer that just has, let’s say they have 500 customers existing and past customers, and then they just email blast them out and say, join the referral program.
And it’s great for the first like month or two, they get a few referrals. Life is good. They think this is like gangbusters. And then they go and realize like, okay, but their incoming intake is maybe only 10 new customers or 20 new customers a month. And like working the math down of how many people are going to refer.
And then how many of those people are actually going to come and buy the software or whatever they’re selling. Then all of a sudden, like three or four months later, they go, oh, like this doesn’t deliver
enough ongoing value.
Nate: [00:20:32] Yeah.
Josh: [00:20:34] so does that, does that come up
for you at all in terms
of frequency of use, do you think, like, for example, if the prices didn’t
change fast enough
or or very often it’s like, Hey, I’m getting all of this competitive intelligence, but nothing
is changing.
So there’s actually
not much to even report.
Nate: [00:20:54] Yeah, I think you’re right. Like that is a danger that I have to look out for. I think, I think there’s probably some creative ways to really get. Well, like to
get higher granularity on some of the, the ad information or to do some sort of inspiration type of section to it where we can push push more intelligence to people that like, maybe if there’s not a lot going on, maybe we talk more about what the market trends are doing and their larger demographic, as opposed to just they’re they’re really tight and vertical.
Good do things like that. There’s also the problem that some of these people have so many competitors that they can’t possibly deal with all the noise. And so for them, it’s more of a whittling down problem of how do we, how do we provide the right value to them? Right. Like it’s like a dilution problem.

Josh: [00:21:43] No noise problem. Right. There’s
Nate: [00:21:44] yeah.
Josh: [00:21:46] okay. Yeah. That’s interesting. Cause like, but th but they’re talking about, we’ve talked about in a spectrum of two totally different customers. One that is so small that they’re not going to get enough value because the products
don’t change very often, or there is
not. There’s not enough volume of competitive intelligence for you to provide to them.
Because it’s all based on
change. It’s not, it’s all dynamic, right?
That’s that’s the value you’re giving is that they don’t have to check this. It’s like if their competitors all just, just stayed flat or stayed in their lanes, then there is no new competitive intelligence.
Nate: [00:22:22] yeah, one thing that does kind of work in my favor though, and I think probably works in your favor too, with your referral stuff. is that the, the value that a small company gets by knowing when one of their competitors changes? Is that like, it’s so big for them that like, if, if they’re in a really tight market, like there’s like, you know, three competitors, they’re all
small and they hardly ever
If you find out about that change first, it gives you a lot of, a lot of advantage. And so I think that to them, that would seem very valuable.
Josh: [00:22:56] right. Like it’s, it’s, it’s a FOMO it’s like knowing I have, it’s like knowing I have a smoke alarm in my house and like, it it’s
value is assurance, right? It’s not actually the competitive intelligence per se. It’s the fact that I feel comfortable
that if there was a fire and there’s smoke, that it’s
actually going to beep and me and my kids will run outside.
I don’t know. I think our dog would actually do anything, which is
Nate: [00:23:25] There’s fire up. Might run out.
Josh: [00:23:26] Yeah. We have a treat maybe.
Nate: [00:23:29] Let it go. No, I think that’s a, that’s a struggle though, right? Like the, I think maybe it’s just a matter of trying to focus on the mid-market group. Like people who are don’t have too many competitors and people who don’t have too few competitors at least to start and to try and aim for that, that block of people.
And then work at the more special cases as We go.
Josh: [00:23:52] right. Yeah. I think it’s an interesting exercise, especially as you do these interviews to kind of. Thinking about where they classify this, thinking about how that person would continue to get value. And maybe you’re just starting to segment already a little bit in terms of the right fit customers. So you also know who you’re talking to, what they’re willing to pay, what the real estate value is to them.
Again, these are all in my mind, like I think like second order questions that once you have something and you’re already starting to get people now, you’re like, oh, I have a churn problem, right. Or I have a problem with onboarding, or I have these other problems that are harder to solve because you don’t really think about them until you’re at bat in that
thick of it.
Because at first you’re like, oh, I got a paid customer. Cool.
But he left like three months later. Well, why to leave? Oh, well, you know, frequency of use
was X and time to value
too long or whatever, all these things, but those
are not, like I said, these are, these are like second order. Problems that we can think out.
Now the danger in that like chess is if we could be thinking too many moves out and are
wasting our breath.
Nate: [00:25:01] Yeah, but I think what’s really helpful to mitigate some of that is like in the customer interviews to ask questions that. Kind of prompt some of those things, like, for example with the one person that I had a really good interview with I asked him, well, how many times
in the last three months have you done X problem,
which I believe that my software will solve
and, or
I’m showing him a screen and
saying, okay, what is the, what is the most valuable piece of information to you on this screen?
And by that, I actually learned a lot because I actually had it. I had it completely backwards as to where I thought the value was. And that was really insightful for me. At least from this one person, perhaps someone else has a different thought, but.
Josh: [00:25:42] Great. Cool. I had one more on my lesson that should probably wrap us for today, but sort of also in this maintenance and thinking like longevity of a person using your, your solution is lock-in and switching costs, like what is actually going to keep them. On your, using your
your, your platform per se.
I mean, I think I know some general answers, but I’ll let you answer what you would think of. Like, how do you keep them from switching and why, why do they stay with you? Versus, you know, hopping the next train to another ad spy.
Nate: [00:26:18] The way that we can kind of hold on to
them is to
give history. So Like, from the moment you start
the software we’re going to keep we’re going to keep archives of
all the activities that have happened and we’ll find a way to. Make that benefit
them so that if you were to leave, then you would lose, lose that, that archive
of information. I think that’s probably the biggest thing to keep people sticking around.
And then
Josh: [00:26:42] And they’re that, and they’re adding their products, right? They’re adding their products. Do you envision them adding all the competitors or is that something you were envisioning? Was that getting into coding? It’s getting into thinking of architecture. Oh,
Nate: [00:26:56] so that was the rabbit hole I fell down this week.
I started coding. Cause I was like, Hm, I wonder how I could do that. And then I was like, Hm, maybe I should code that. Then I started coding and yeah, I have some really cool code though.
Let me tell you.
Josh: [00:27:10] Right.
Nate: [00:27:13] right? But yeah.
I think the I think the history is kind of the way to keep them around and the
having their competitors in there and everything else set up for them. I think that’s, that’s kind of the switching costs there. I’m sure that people will, from time to time, just try out some of these other competitors who just offer like a search search feature, like, you know, search for whatever.
And it’ll give you all the ads for that search. They might try that out, but
Josh: [00:27:38] And some of them, they put those out as like a frayed product too. Or it’s
like a, you can do X amount of searches per day or things like that. Right.
Nate: [00:27:47] yeah, yeah. That kind of idea.
Josh: [00:27:50] I mean, that’s kind of nice because you could see value like right away as well. Like, because if they’re not sure if it’s going to deliver
Nate: [00:27:56] Yeah, I think, I think the hard thing with my product is that. I’m trying to get something that has a deeper
meaning to people than just that they can search for their search for a specific term and see all the ads for
it. I’m trying to get more nuanced than that. And. Some of the features that I want
to build require more
time like more time for them to work. Like, you know, you put in your information and then you need some time before it will give you the, the value. And so I’m kind of struggling to figure out how to, how to demonstrate that value to a, you know, a free trial type person.
Josh: [00:28:29] right now. That’s, that’s challenging. That’s definitely a challenging bit.
And also you’re running a risk of
like, You got to build a lot of stuff to figure out what that value is and what if you’re, like I said, what if their, their space doesn’t move very fast? And it’s like, okay, there’s really not much I can tell you here.
Nate: [00:28:51] Yeah.

Josh: [00:28:52] so interesting. But no, I think this is all good to fodder for your interview questions and things like that. Yeah, I thought it was an interesting exercises. I was working backwards for our own reasons. Like thinking about why people turn, when people get value, how long it takes, switching costs, all, all of those, those pieces.
It’d be interesting to also just like, look at general churn lists. Like people list out, like why people leave and probably almost like work backwards. And there could be some other questions that I didn’t think about today, but that could help formulate some questions that help. Not only frame where the value is, it also might help you eventually model out what areas of the product to build out.
What are the areas that, and
like how it could be structured. And even potentially later dare I say, like pricing and packaging. Cause we talked about different segments of users
and maybe there’s like, okay, you’re only one product, but you have to sign up for a year because
we’re really not, we can’t really give you much value at least for a year, but then at
least. You’re locked in, but a year two, it’s going to cost
more. It’s like it could
it could have different pricing structures involved, but who knows?
Nate: [00:30:04] yeah, pricing is a big discussion.
Josh: [00:30:06] Definitely, definitely. So cool. Any big plans for the weekend?
Nate: [00:30:10] I think I’m going to go hang out in the backyard tomorrow. Cut the grass, you know, that kind of thing. You
Josh: [00:30:16] Nice. I’m trying to think. Oh, I think my, my son has his last baseball game at the season,
so it was his first year and
coach pitch and it’s kind of fun. And I’ve been keeping track of his own stats. I think he’s batting like 900, but again, it’s coach pitch and they want you to hit
it. So I got to convince him
that that’s like, you know, him getting on base going five for five
is, is, would be a fantastic if that was like, you know,
Real, but he’s, he’s doing a good job.
He’s having a
ton of fun and just looks forward to it. So,
Nate: [00:30:51] Oh, that’s awesome.
Josh: [00:30:52] yup. So, anyway. All right, well, are you anything else you want to chat about today or about wraps us up?
Nate: [00:31:00] I think that’s that’s good for me.
Josh: [00:31:02] Cool. All right.
Talk to you next
week, Nate. Yep.
Nate: [00:31:05] See ya.