31 Quick Wins for Growing a Million Dollar Startup

I broke them up into I broke them up into categories as I'm apt to do so we're categories as I'm apt to do so we're categories as I'm apt to do so we're going to start with growth kind of going to start with growth kind of going to start with growth kind of growth or marketing uh we have seven in growth or marketing uh we have seven in growth or marketing uh we have seven in product five in productivity product five in productivity product five in productivity um which are kind of the fun ones and um which are kind of the fun ones and um which are kind of the fun ones and then eight in operations internal then eight in operations internal then eight in operations internal opposite of business what's funny I've opposite of business what's funny I've opposite of business what's funny I've never done a talk like this and I was never done a talk like this and I was never done a talk like this and I was joking with Xander this is my listicle joking with Xander this is my listicle joking with Xander this is my listicle talk right because it's like 31 things talk right because it's like 31 things talk right because it's like 31 things to change your business I had an idea to change your business I had an idea to change your business I had an idea for this for this for this um a couple years ago probably five or um a couple years ago probably five or um a couple years ago probably five or six years ago I sketched some things out six years ago I sketched some things out six years ago I sketched some things out and I came up with like 15 or 20 like and I came up with like 15 or 20 like and I came up with like 15 or 20 like things you could throw out and I was things you could throw out and I was things you could throw out and I was going to do it almost as like an going to do it almost as like an going to do it almost as like an attendee talk at some at microconf attendee talk at some at microconf attendee talk at some at microconf before I get started as I always do I before I get started as I always do I before I get started as I always do I enjoy I'm really glad that I am not the enjoy I'm really glad that I am not the enjoy I'm really glad that I am not the first speaker to bring on some pictures first speaker to bring on some pictures first speaker to bring on some pictures of my why of my family because every of my why of my family because every of my why of my family because every time a microcomp time a microcomp time a microcomp I do it and these are the peeps right I do it and these are the peeps right I do it and these are the peeps right this is Finn and Fisher many of you have this is Finn and Fisher many of you have this is Finn and Fisher many of you have seen since this guy would carry in into seen since this guy would carry in into seen since this guy would carry in into a microcomp like you know on a BabyBjorn a microcomp like you know on a BabyBjorn a microcomp like you know on a BabyBjorn or whatever the dog is the new addition or whatever the dog is the new addition or whatever the dog is the new addition but I appreciated but I appreciated but I appreciated um you know the from dawn earlier today um you know the from dawn earlier today um you know the from dawn earlier today because this is always because this is always because this is always I like to level set this like if you've I like to level set this like if you've I like to level set this like if you've heard me on startups for the rest of us heard me on startups for the rest of us heard me on startups for the rest of us I refer to Freedom purpose and I refer to Freedom purpose and I refer to Freedom purpose and relationships and the relationship part relationships and the relationship part relationships and the relationship part this is where it starts for me right and this is where it starts for me right and this is where it starts for me right and this is why I've done entrepreneurship this is why I've done entrepreneurship this is why I've done entrepreneurship this is why I've done what I've done so this is why I've done what I've done so this is why I've done what I've done so I just want to remind folks to be I just want to remind folks to be I just want to remind folks to be thinking about that for yourself and not thinking about that for yourself and not thinking about that for yourself and not sacrifice it sacrifice it sacrifice it okay so let's dive in so growth okay so let's dive in so growth okay so let's dive in so growth and I was going to say how many are in and I was going to say how many are in and I was going to say how many are in here but I don't remember 11 15. anyways here but I don't remember 11 15. anyways here but I don't remember 11 15. anyways we'll get in it so the first one

we'll get in it so the first one we'll get in it so the first one is to qualify and Route demos is to qualify and Route demos is to qualify and Route demos automatically qualifying route demo automatically qualifying route demo automatically qualifying route demo requests automatically so here's a home requests automatically so here's a home requests automatically so here's a home page and this is a Tiny Seed company page and this is a Tiny Seed company page and this is a Tiny Seed company that does re-commerce and they added the that does re-commerce and they added the that does re-commerce and they added the book a demo buttons right as a lot of us book a demo buttons right as a lot of us book a demo buttons right as a lot of us do the moment you add book a demo you do the moment you add book a demo you do the moment you add book a demo you start getting a bunch of demo requests start getting a bunch of demo requests start getting a bunch of demo requests hopefully the moment you get a bunch of hopefully the moment you get a bunch of hopefully the moment you get a bunch of demo requests you find out a bunch of demo requests you find out a bunch of demo requests you find out a bunch of those demo requests are people that those demo requests are people that those demo requests are people that really aren't qualified and the people really aren't qualified and the people really aren't qualified and the people that maybe are only going to pay you 20 that maybe are only going to pay you 20 that maybe are only going to pay you 20 a month or 30 a month so we ran into a month or 30 a month so we ran into a month or 30 a month so we ran into this at drip specifically this at drip specifically this at drip specifically we were we had so much inbound which is we were we had so much inbound which is we were we had so much inbound which is a good problem to have but it's still a a good problem to have but it's still a a good problem to have but it's still a problem when you're getting seven demos problem when you're getting seven demos problem when you're getting seven demos booked per day and you're the only booked per day and you're the only booked per day and you're the only person doing it so what we did was uh person doing it so what we did was uh person doing it so what we did was uh put a little snippet of JavaScript and put a little snippet of JavaScript and put a little snippet of JavaScript and this is the form they have today I'll be this is the form they have today I'll be this is the form they have today I'll be honest ours was much simpler I think honest ours was much simpler I think honest ours was much simpler I think ours was first name and email and ours was first name and email and ours was first name and email and subscriber count basically we have a subscriber count basically we have a subscriber count basically we have a value metric right it's more subscribers value metric right it's more subscribers value metric right it's more subscribers more money so you got to figure out what more money so you got to figure out what more money so you got to figure out what is your single maybe two qualifying is your single maybe two qualifying is your single maybe two qualifying questions if it seats how many seats are questions if it seats how many seats are questions if it seats how many seats are you going to use if it's contacts how you going to use if it's contacts how you going to use if it's contacts how many contacts do you have if it's many contacts do you have if it's many contacts do you have if it's subscribers how many do you have subscribers how many do you have subscribers how many do you have um and that's what you're really trying um and that's what you're really trying um and that's what you're really trying to do and there's a competitor of ours to do and there's a competitor of ours to do and there's a competitor of ours that has done a similar thing this is that has done a similar thing this is that has done a similar thing this is not an uncommon thing to do okay but the not an uncommon thing to do okay but the not an uncommon thing to do okay but the the cool part and the thing that we had the cool part and the thing that we had the cool part and the thing that we had never seen done when we implemented this never seen done when we implemented this never seen done when we implemented this is that is that is that then we decided so our base plan was 50 then we decided so our base plan was 50 then we decided so our base plan was 50 bucks a month and in the early days we bucks a month and in the early days we bucks a month and in the early days we wanted to demo everybody because we were wanted to demo everybody because we were wanted to demo everybody because we were learning it was customer development by learning it was customer development by learning it was customer development by the time you hit 10 20 30k

the time you hit 10 20 30k the time you hit 10 20 30k only we're demoing to 99 a month and up only we're demoing to 99 a month and up only we're demoing to 99 a month and up right so with a quick snippet of right so with a quick snippet of right so with a quick snippet of JavaScript we were able to say JavaScript we were able to say JavaScript we were able to say are they qualified our current are they qualified our current are they qualified our current definition of qualified is they'll pay definition of qualified is they'll pay definition of qualified is they'll pay us at least 49 or 99 a month but we can us at least 49 or 99 a month but we can us at least 49 or 99 a month but we can just change that with line of JavaScript just change that with line of JavaScript just change that with line of JavaScript at any time if they're qualified we at any time if they're qualified we at any time if they're qualified we would say great we'd send them straight would say great we'd send them straight would say great we'd send them straight to R then it was calendly and now it's a to R then it was calendly and now it's a to R then it was calendly and now it's a Savvy Cal link but we send them straight Savvy Cal link but we send them straight Savvy Cal link but we send them straight to our booking link right to our booking link right to our booking link right and if they were not qualified we sent and if they were not qualified we sent and if they were not qualified we sent them straight to a video demo of me they them straight to a video demo of me they them straight to a video demo of me they still got a demo and it started with hey still got a demo and it started with hey still got a demo and it started with hey everyone balling I'm the founder of drip everyone balling I'm the founder of drip everyone balling I'm the founder of drip co-founder of drip sorry Derek I'm the co-founder of drip sorry Derek I'm the co-founder of drip sorry Derek I'm the co-founder drip and um this is my quick co-founder drip and um this is my quick co-founder drip and um this is my quick you know as a quick demo I'm gonna walk you know as a quick demo I'm gonna walk you know as a quick demo I'm gonna walk through some features it was like 10 or through some features it was like 10 or through some features it was like 10 or 12 minutes so they still got a demo I 12 minutes so they still got a demo I 12 minutes so they still got a demo I didn't like oh you free trial like they didn't like oh you free trial like they didn't like oh you free trial like they didn't think that they got you know didn't think that they got you know didn't think that they got you know short shrifted so to speak short shrifted so to speak short shrifted so to speak um and then over time you know you hit um and then over time you know you hit um and then over time you know you hit 50k a month and it's like well we're 50k a month and it's like well we're 50k a month and it's like well we're only going to talk to 199 a month and up only going to talk to 199 a month and up only going to talk to 199 a month and up and then we hit and then we hired a new and then we hit and then we hired a new and then we hit and then we hired a new sales person it's like well we have a sales person it's like well we have a sales person it's like well we have a bunch of bandwidths so we'd back it off bunch of bandwidths so we'd back it off bunch of bandwidths so we'd back it off to 99 right and then it was like before to 99 right and then it was like before to 99 right and then it was like before long it was three four five hundred long it was three four five hundred long it was three four five hundred dollars a month in order to to do a demo dollars a month in order to to do a demo dollars a month in order to to do a demo so this is a nice thing to implement so this is a nice thing to implement so this is a nice thing to implement definitely can do it in under an hour definitely can do it in under an hour definitely can do it in under an hour and uh I hope that one's helpful and uh I hope that one's helpful and uh I hope that one's helpful number two monitor your sending IPS and number two monitor your sending IPS and number two monitor your sending IPS and domains domains domains I ran an ESP and so many things go wrong I ran an ESP and so many things go wrong I ran an ESP and so many things go wrong with email sending with email sending with email sending um so many that I vowed to never start a um so many that I vowed to never start a um so many that I vowed to never start a startup that ever sent email ever again startup that ever sent email ever again startup that ever sent email ever again and I joked that my password resets and I joked that my password resets and I joked that my password resets would from here on beat Via SMS because would from here on beat Via SMS because would from here on beat Via SMS because I so hated email but the the trouble is

I so hated email but the the trouble is I so hated email but the the trouble is blacklists happen for reasons that may blacklists happen for reasons that may blacklists happen for reasons that may or may not be your fault but the problem or may not be your fault but the problem or may not be your fault but the problem is is even if you use third party let's is is even if you use third party let's is is even if you use third party let's say you're using mail gun mandrel say you're using mail gun mandrel say you're using mail gun mandrel postmark send grid any of these you know postmark send grid any of these you know postmark send grid any of these you know API layers that you can send emails some API layers that you can send emails some API layers that you can send emails some of those we found didn't monitor their of those we found didn't monitor their of those we found didn't monitor their own IPS so we would be sending through own IPS so we would be sending through own IPS so we would be sending through them we had dedicated IPS and it would them we had dedicated IPS and it would them we had dedicated IPS and it would ping this is MX toolbox is a tool we ping this is MX toolbox is a tool we ping this is MX toolbox is a tool we used MX toolbox would ping us and say used MX toolbox would ping us and say used MX toolbox would ping us and say you're on Blacklist and we'd go ask this you're on Blacklist and we'd go ask this you're on Blacklist and we'd go ask this provider and they would say yeah it's provider and they would say yeah it's provider and they would say yeah it's not your fault it was someone else and not your fault it was someone else and not your fault it was someone else and it's like but why didn't you fix this it's like but why didn't you fix this it's like but why didn't you fix this like we notified them so like we notified them so like we notified them so um it's pretty easy for your IPS whether um it's pretty easy for your IPS whether um it's pretty easy for your IPS whether you're sending to yourself or through a you're sending to yourself or through a you're sending to yourself or through a third party API to get on a blacklist third party API to get on a blacklist third party API to get on a blacklist and once they do your deliverability and once they do your deliverability and once they do your deliverability goes to shed and your open rates go in goes to shed and your open rates go in goes to shed and your open rates go in the tank so MX toolbox is a tool we use the tank so MX toolbox is a tool we use the tank so MX toolbox is a tool we use there may be a better one now but I there may be a better one now but I there may be a better one now but I swear it was 10 20 bucks it was almost swear it was 10 20 bucks it was almost swear it was 10 20 bucks it was almost not a non-existent cost not a non-existent cost not a non-existent cost the other thing is you have IP addresses the other thing is you have IP addresses the other thing is you have IP addresses which you can usually if you have a send which you can usually if you have a send which you can usually if you have a send grid account or whatever you can just go grid account or whatever you can just go grid account or whatever you can just go see which IPS are being sent through see which IPS are being sent through see which IPS are being sent through but you also have a domain sending but you also have a domain sending but you also have a domain sending domain microgrump.com tinyc.com that you domain microgrump.com tinyc.com that you domain microgrump.com tinyc.com that you should also be tracking on an ongoing should also be tracking on an ongoing should also be tracking on an ongoing basis I think because frankly given how basis I think because frankly given how basis I think because frankly given how many emails we all send and how critical many emails we all send and how critical many emails we all send and how critical this is if you're not getting you know this is if you're not getting you know this is if you're not getting you know the equivalent of a Google alert when the equivalent of a Google alert when the equivalent of a Google alert when you're when you're a blacklisted it's a you're when you're a blacklisted it's a you're when you're a blacklisted it's a problem and it's really this is 100 problem and it's really this is 100 problem and it's really this is 100 doable in like 20 or 30 minutes the doable in like 20 or 30 minutes the doable in like 20 or 30 minutes the hardest part is going to be which hardest part is going to be which hardest part is going to be which domains are we using to send uh I'm

domains are we using to send uh I'm domains are we using to send uh I'm sorry not which domains which IPS are we sorry not which domains which IPS are we sorry not which domains which IPS are we using to set that's gonna be the hardest using to set that's gonna be the hardest using to set that's gonna be the hardest part otherwise setting it up is not a part otherwise setting it up is not a part otherwise setting it up is not a big deal big deal big deal third tip encourage annual upgrades at third tip encourage annual upgrades at third tip encourage annual upgrades at the right time so a lot of us we like the right time so a lot of us we like the right time so a lot of us we like annual plans as as Founders some some do annual plans as as Founders some some do annual plans as as Founders some some do some don't but annual plans give us a some don't but annual plans give us a some don't but annual plans give us a lot of cash up front gives us a quick lot of cash up front gives us a quick lot of cash up front gives us a quick payback on ad spend and many of us this payback on ad spend and many of us this payback on ad spend and many of us this is casto's pricing page just as an is casto's pricing page just as an is casto's pricing page just as an example so many of us at sign up say you example so many of us at sign up say you example so many of us at sign up say you can choose self-select pay monthly you can choose self-select pay monthly you can choose self-select pay monthly you pay annual and you get a discount uh pay annual and you get a discount uh pay annual and you get a discount uh usually it's like 10 months for the usually it's like 10 months for the usually it's like 10 months for the price at 12. no no it's the other way 12 price at 12. no no it's the other way 12 price at 12. no no it's the other way 12 months for the price of 10. and months for the price of 10. and months for the price of 10. and that's cool and some certain percentage that's cool and some certain percentage that's cool and some certain percentage will self-select and depending on your will self-select and depending on your will self-select and depending on your audience 10 20 percent and then either people never pitch again and then either people never pitch again or they pitch it at the wrong time and or they pitch it at the wrong time and or they pitch it at the wrong time and what we found was the best time and I've what we found was the best time and I've what we found was the best time and I've seen a few other uh companies do this as seen a few other uh companies do this as seen a few other uh companies do this as well the best time well the best time well the best time involves churn and tracking churn so I'm involves churn and tracking churn so I'm involves churn and tracking churn so I'm going to show you this image when I going to show you this image when I going to show you this image when I Googled um because I don't really have Googled um because I don't really have Googled um because I don't really have like access easy access to a churn graph like access easy access to a churn graph like access easy access to a churn graph anyway any anymore so I Google like uh anyway any anymore so I Google like uh anyway any anymore so I Google like uh churn graph churn image every single one churn graph churn image every single one churn graph churn image every single one is like this and at the bottom if you is like this and at the bottom if you is like this and at the bottom if you can't see it it says Revenue turn 10 and can't see it it says Revenue turn 10 and can't see it it says Revenue turn 10 and it's just a it's just a smooth graph it's just a it's just a smooth graph it's just a it's just a smooth graph that's like 10 10 10 10 10 10 10 10 that's like 10 10 10 10 10 10 10 10 that's like 10 10 10 10 10 10 10 10 right well that's not how churn goes if right well that's not how churn goes if right well that's not how churn goes if you've ever run an app I mean it's much you've ever run an app I mean it's much you've ever run an app I mean it's much much more this is a real turn graph

much more this is a real turn graph much more this is a real turn graph usually usually usually you lose a lot early on 30 60 90 that's you lose a lot early on 30 60 90 that's you lose a lot early on 30 60 90 that's the usual range the usual range the usual range um the Sasa SAS apps I've run have had um the Sasa SAS apps I've run have had um the Sasa SAS apps I've run have had tremendous had the highest turn between tremendous had the highest turn between tremendous had the highest turn between um 0 and 60 or 0 in 90 days and then it um 0 and 60 or 0 in 90 days and then it um 0 and 60 or 0 in 90 days and then it flattens out right and that's flattens out right and that's flattens out right and that's essentially what this does although this essentially what this does although this essentially what this does although this one goes almost out six months before it one goes almost out six months before it one goes almost out six months before it hits the four the four percent Mark hits the four the four percent Mark hits the four the four percent Mark which still feels a little high to me which still feels a little high to me which still feels a little high to me but anyways you can see that if you're but anyways you can see that if you're but anyways you can see that if you're pitching let's say you're in the app pitching let's say you're in the app pitching let's say you're in the app you've converted to paid this is month you've converted to paid this is month you've converted to paid this is month one and you one and you one and you um send them an email an automated email um send them an email an automated email um send them an email an automated email that says hey you should uh upgrade to that says hey you should uh upgrade to that says hey you should uh upgrade to annual well you're still churning out annual well you're still churning out annual well you're still churning out eight percent of people in month one ish eight percent of people in month one ish eight percent of people in month one ish and then six percent and then five and then six percent and then five and then six percent and then five percent like percent like percent like everybody's not onboarded yet right are everybody's not onboarded yet right are everybody's not onboarded yet right are people mentally committed yet so really people mentally committed yet so really people mentally committed yet so really what we saw and again our graph was what we saw and again our graph was what we saw and again our graph was different different different um last three SAS apps I had they all um last three SAS apps I had they all um last three SAS apps I had they all were in the 60 90 day window so what we were in the 60 90 day window so what we were in the 60 90 day window so what we would find is when did the churn when would find is when did the churn when would find is when did the churn when did churn really start flattening out did churn really start flattening out did churn really start flattening out and in fact if you like uh all the time so find where it like uh all the time so find where it starts to plateau in this case it would starts to plateau in this case it would starts to plateau in this case it would be about six months I'd say be about six months I'd say be about six months I'd say um and this is when I would be pitching um and this is when I would be pitching um and this is when I would be pitching annual because you know people turn out annual because you know people turn out annual because you know people turn out at such a tremendously low uh percentage at such a tremendously low uh percentage at such a tremendously low uh percentage at this point at this point at this point and this is like the email text I said

and this is like the email text I said and this is like the email text I said um that we would put it in an automated um that we would put it in an automated um that we would put it in an automated email that went out again for us it was email that went out again for us it was email that went out again for us it was 60 days so then it was about within a 60 days so then it was about within a 60 days so then it was about within a month of that point so it was 60 to 90 month of that point so it was 60 to 90 month of that point so it was 60 to 90 days at some point they would get an days at some point they would get an days at some point they would get an email and it was this it's like hey email and it was this it's like hey email and it was this it's like hey first name I want to let you know about first name I want to let you know about first name I want to let you know about a way to get two months free if you a way to get two months free if you a way to get two months free if you upgrade you'll get blah blah blah it upgrade you'll get blah blah blah it upgrade you'll get blah blah blah it only takes a click you can find out more only takes a click you can find out more only takes a click you can find out more and upgrade here warmly Rob founder it and upgrade here warmly Rob founder it and upgrade here warmly Rob founder it was something like that was something like that was something like that um and you can feel free to swipe this um and you can feel free to swipe this um and you can feel free to swipe this and edit it you know but it's just a and edit it you know but it's just a and edit it you know but it's just a very simple I always find stuff as the very simple I always find stuff as the very simple I always find stuff as the founder and um we had good you know much founder and um we had good you know much founder and um we had good you know much better uptake on this than trying to better uptake on this than trying to better uptake on this than trying to pitch it at any other any other time pitch it at any other any other time pitch it at any other any other time all right number four help yourself by all right number four help yourself by all right number four help yourself by helping a B2B writer if you're doing any helping a B2B writer if you're doing any helping a B2B writer if you're doing any type of content marketing or link type of content marketing or link type of content marketing or link building you may have used Harrow which building you may have used Harrow which building you may have used Harrow which is help a reporter out is help a reporter out is help a reporter out that's an interesting service and it that's an interesting service and it that's an interesting service and it takes a lot of work takes a lot of work takes a lot of work um to monitor you get a ton of you get um to monitor you get a ton of you get um to monitor you get a ton of you get two or three emails a day each email has two or three emails a day each email has two or three emails a day each email has a list of like reporters or press or a list of like reporters or press or a list of like reporters or press or even just like bloggers content even just like bloggers content even just like bloggers content marketers who are looking to to get an marketers who are looking to to get an marketers who are looking to to get an answer to a question like hey I'm doing answer to a question like hey I'm doing answer to a question like hey I'm doing a Roundup of the best marketing a Roundup of the best marketing a Roundup of the best marketing approaches and you know b2c to B to C approaches and you know b2c to B to C approaches and you know b2c to B to C SAS today and you respond and maybe get SAS today and you respond and maybe get SAS today and you respond and maybe get a link Harrow is cool and it's very big a link Harrow is cool and it's very big a link Harrow is cool and it's very big and it takes a lot of work and it takes a lot of work and it takes a lot of work I have I have I have submitted personally probably over the submitted personally probably over the submitted personally probably over the course of several years and I used to course of several years and I used to course of several years and I used to pay a little agency called bite size PR pay a little agency called bite size PR pay a little agency called bite size PR to do it for me too to do it for me too to do it for me too I've probably submitted 50 pitches to I've probably submitted 50 pitches to I've probably submitted 50 pitches to Harrow and I think I've gotten Harrow and I think I've gotten Harrow and I think I've gotten three or four like links so it you know

three or four like links so it you know three or four like links so it you know there's it's just a high signal to noise there's it's just a high signal to noise there's it's just a high signal to noise uh type of thing or high noise to signal uh type of thing or high noise to signal uh type of thing or high noise to signal I think for them there's a new service I think for them there's a new service I think for them there's a new service that has just come out in the last year that has just come out in the last year that has just come out in the last year and it's called help a B2B writer and so and it's called help a B2B writer and so and it's called help a B2B writer and so it's a much more of a bunch of folks it's a much more of a bunch of folks it's a much more of a bunch of folks Like Us in Microsoft and in fact I Like Us in Microsoft and in fact I Like Us in Microsoft and in fact I noticed that the domains come through noticed that the domains come through noticed that the domains come through I'm like there was like a Shopify I'm like there was like a Shopify I'm like there was like a Shopify article like a month ago there was um article like a month ago there was um article like a month ago there was um there's some other kind of there's some other kind of there's some other kind of again B2B SAS startups that have come again B2B SAS startups that have come again B2B SAS startups that have come out so I signed up for this just to be out so I signed up for this just to be out so I signed up for this just to be curious I'm not even really looking for curious I'm not even really looking for curious I'm not even really looking for links or anything but I get what you and links or anything but I get what you and links or anything but I get what you and you say you know there's SAS there's you say you know there's SAS there's you say you know there's SAS there's marketing um the categories there is marketing um the categories there is marketing um the categories there is e-commerce there's a few others and you e-commerce there's a few others and you e-commerce there's a few others and you can tell it's someone kind of in our can tell it's someone kind of in our can tell it's someone kind of in our sphere more and it's lower traffic sphere more and it's lower traffic sphere more and it's lower traffic um but I've submitted three and I think um but I've submitted three and I think um but I've submitted three and I think I got two links already and so you know I got two links already and so you know I got two links already and so you know maybe this gets bigger as big as Harrow maybe this gets bigger as big as Harrow maybe this gets bigger as big as Harrow someday and it and then it doesn't work someday and it and then it doesn't work someday and it and then it doesn't work anymore but for now it's a pretty cool anymore but for now it's a pretty cool anymore but for now it's a pretty cool service service service um I get two emails a day and they um I get two emails a day and they um I get two emails a day and they usually have one or two pitches and usually have one or two pitches and usually have one or two pitches and they're usually good have been a good they're usually good have been a good they're usually good have been a good fit for me so this is just an example fit for me so this is just an example fit for me so this is just an example looking for SAS business stuff for looking for SAS business stuff for looking for SAS business stuff for buyers to share their experience buyers to share their experience buyers to share their experience and purchasing software for their and purchasing software for their and purchasing software for their company they should talk to April she company they should talk to April she company they should talk to April she has a great analogy for that you should has a great analogy for that you should has a great analogy for that you should send the toilet analogy to them send the toilet analogy to them send the toilet analogy to them alternative.co so anyways yeah that's alternative.co so anyways yeah that's alternative.co so anyways yeah that's just a fun again it's a fun little tip just a fun again it's a fun little tip just a fun again it's a fun little tip that subscribing to that takes you less that subscribing to that takes you less that subscribing to that takes you less than 60 Minutes I guarantee it than 60 Minutes I guarantee it than 60 Minutes I guarantee it all right number five is to consider a all right number five is to consider a all right number five is to consider a Google analytics alternative Google analytics alternative Google analytics alternative so so so I when I look ahead three five years I I when I look ahead three five years I I when I look ahead three five years I don't know if Google analytics is still don't know if Google analytics is still don't know if Google analytics is still going to be legal in Europe and who the going to be legal in Europe and who the going to be legal in Europe and who the heck knows what what else is coming

heck knows what what else is coming heck knows what what else is coming Google is still gdpr compliant Google is still gdpr compliant Google is still gdpr compliant technically until it's but not by the technically until it's but not by the technically until it's but not by the Austrian government so they're like nope Austrian government so they're like nope Austrian government so they're like nope Google analytics constitutes a violation Google analytics constitutes a violation Google analytics constitutes a violation of gdpr and it is possible that more of gdpr and it is possible that more of gdpr and it is possible that more European authorities will soon follow so European authorities will soon follow so European authorities will soon follow so this is an article from I don't know this is an article from I don't know this is an article from I don't know it's the past few months it's the past few months it's the past few months tell me if I'm hedging my bets tell me if I'm hedging my bets tell me if I'm hedging my bets I'm signing up for a backup platform and I'm signing up for a backup platform and I'm signing up for a backup platform and I'm installing tracking code now so I I'm installing tracking code now so I I'm installing tracking code now so I have history and two platforms have history and two platforms have history and two platforms it's less than 60 minutes it's less than 60 minutes it's less than 60 minutes the platform there's a couple platforms the platform there's a couple platforms the platform there's a couple platforms I actually asked in tinyseed slack to I actually asked in tinyseed slack to I actually asked in tinyseed slack to find out what it what is everybody using find out what it what is everybody using find out what it what is everybody using today for not using Google analytics but today for not using Google analytics but today for not using Google analytics but I remember 10 years ago it was clicky I remember 10 years ago it was clicky I remember 10 years ago it was clicky get clicky.com they were the only get clicky.com they were the only get clicky.com they were the only alternative but they're a little you alternative but they're a little you alternative but they're a little you know they're a little longer in the know they're a little longer in the know they're a little longer in the tooth I would say than than maybe you tooth I would say than than maybe you tooth I would say than than maybe you want to use but fathom many of you know want to use but fathom many of you know want to use but fathom many of you know the founders of fathom they have a fun the founders of fathom they have a fun the founders of fathom they have a fun podcast and they're in the bootstrapper podcast and they're in the bootstrapper podcast and they're in the bootstrapper um you know kind of microcomp related um you know kind of microcomp related um you know kind of microcomp related crowd so fathom's a good one and crowd so fathom's a good one and crowd so fathom's a good one and certainly reasonably priced they also certainly reasonably priced they also certainly reasonably priced they also have uptime monitoring built in which is have uptime monitoring built in which is have uptime monitoring built in which is another tip that I have later and then another tip that I have later and then another tip that I have later and then he heap.io is is the other one people he heap.io is is the other one people he heap.io is is the other one people said there's there's several when you said there's there's several when you said there's there's several when you Google for it but these are the kind of Google for it but these are the kind of Google for it but these are the kind of two I think that personally I'd probably two I think that personally I'd probably two I think that personally I'd probably use fathom but I would I would at least use fathom but I would I would at least use fathom but I would I would at least compare the two and again am I saying compare the two and again am I saying compare the two and again am I saying uninstall Google analytics today and run uninstall Google analytics today and run uninstall Google analytics today and run away not not particularly but I do think away not not particularly but I do think away not not particularly but I do think having having having um redundancy in a lot of these areas I um redundancy in a lot of these areas I um redundancy in a lot of these areas I think can be helpful think can be helpful think can be helpful tip number six and this is this one is tip number six and this is this one is tip number six and this is this one is just so clever and so

just so clever and so just so clever and so simple to do it's to yourdomain.com simple to do it's to yourdomain.com simple to do it's to yourdomain.com meeting meeting meeting redirect that to your scheduling link redirect that to your scheduling link redirect that to your scheduling link use calendly savvical I got this from a use calendly savvical I got this from a use calendly savvical I got this from a founder founder founder uh Andy cabasso of postaga you can see uh Andy cabasso of postaga you can see uh Andy cabasso of postaga you can see it at the bottom and I needed a slide it at the bottom and I needed a slide it at the bottom and I needed a slide with visuals so I went and I with visuals so I went and I with visuals so I went and I HD access is the top one I was like HD access is the top one I was like HD access is the top one I was like breaking out my htaccess Linux stuff breaking out my htaccess Linux stuff breaking out my htaccess Linux stuff second one is um was that Squarespace second one is um was that Squarespace second one is um was that Squarespace and the third one's WP engine that's how and the third one's WP engine that's how and the third one's WP engine that's how you do it but if if you have Linux the you do it but if if you have Linux the you do it but if if you have Linux the top one is how you would redirect your top one is how you would redirect your top one is how you would redirect your that would be your meeting link to my that would be your meeting link to my that would be your meeting link to my meeting URL you want to do that I'll meeting URL you want to do that I'll meeting URL you want to do that I'll suddenly have a bunch of calendar suddenly have a bunch of calendar suddenly have a bunch of calendar invites I'll be like hey I can do a demo invites I'll be like hey I can do a demo invites I'll be like hey I can do a demo of stuff of stuff of stuff um that's not my real meeting URL either um that's not my real meeting URL either um that's not my real meeting URL either that would be dumb so oh and it's a it's that would be dumb so oh and it's a it's that would be dumb so oh and it's a it's a 302 by the way not a 301 because it is a 302 by the way not a 301 because it is a 302 by the way not a 301 because it is not permanent right you want to be we not permanent right you want to be we not permanent right you want to be we want it to check back you want browsers want it to check back you want browsers want it to check back you want browsers to check back so to check back so to check back so simple simple simple two slides but that was when I was like two slides but that was when I was like two slides but that was when I was like I need to do this that's kind of cool I need to do this that's kind of cool I need to do this that's kind of cool number seven is to keep a marketing number seven is to keep a marketing number seven is to keep a marketing change log and this is something I don't change log and this is something I don't change log and this is something I don't remember if we heard about this or if we remember if we heard about this or if we remember if we heard about this or if we came up with this idea honestly but we came up with this idea honestly but we came up with this idea honestly but we all know what a change log is in uh you all know what a change log is in uh you all know what a change log is in uh you know for your code where you can see the know for your code where you can see the know for your code where you can see the commits and the labels and the branches commits and the labels and the branches commits and the labels and the branches and the stuff you've done over the past and the stuff you've done over the past and the stuff you've done over the past X months you can go back through it yeah X months you can go back through it yeah X months you can go back through it yeah we changed this oh this broke well why we changed this oh this broke well why we changed this oh this broke well why did it break well because we have a did it break well because we have a did it break well because we have a change log change log change log so we were so we were so we were having trials one month and suddenly we having trials one month and suddenly we having trials one month and suddenly we didn't have any more trials and we said didn't have any more trials and we said didn't have any more trials and we said what broke and we said we don't know we

what broke and we said we don't know we what broke and we said we don't know we don't have a marketing change law so we don't have a marketing change law so we don't have a marketing change law so we implemented one and it's a Google sheet implemented one and it's a Google sheet implemented one and it's a Google sheet and this I literally I went into my and this I literally I went into my and this I literally I went into my Google Docs account and I searched for Google Docs account and I searched for Google Docs account and I searched for marketing changelog that is the real marketing changelog that is the real marketing changelog that is the real marketing changelog from trip before we marketing changelog from trip before we marketing changelog from trip before we got acquired it it ends in April you can got acquired it it ends in April you can got acquired it it ends in April you can see like real names in here anna right see like real names in here anna right see like real names in here anna right many of you know her as customer success many of you know her as customer success many of you know her as customer success and all it is is it's a date it's what and all it is is it's a date it's what and all it is is it's a date it's what we did and then we categorized stuff in we did and then we categorized stuff in we did and then we categorized stuff in case we want to look for it and this is case we want to look for it and this is case we want to look for it and this is all manual didn't pull from anything but all manual didn't pull from anything but all manual didn't pull from anything but more than once we referred back and we more than once we referred back and we more than once we referred back and we were like why did why did this number were like why did why did this number were like why did why did this number change because oh and I just I noticed change because oh and I just I noticed change because oh and I just I noticed this right before look at uh number this right before look at uh number this right before look at uh number three three three it's 11 10 November 10th of 2015 added it's 11 10 November 10th of 2015 added it's 11 10 November 10th of 2015 added subscriber count drop down to request a subscriber count drop down to request a subscriber count drop down to request a demo that was we literally got Ah that's demo that was we literally got Ah that's demo that was we literally got Ah that's cool maybe this is all ties together so cool maybe this is all ties together so cool maybe this is all ties together so anyways marketing changelog I recommend anyways marketing changelog I recommend anyways marketing changelog I recommend it I mean honestly I think everyone it I mean honestly I think everyone it I mean honestly I think everyone should do this getting one started is should do this getting one started is should do this getting one started is certainly less than an hour maintaining certainly less than an hour maintaining certainly less than an hour maintaining it maybe a little more discipline right it maybe a little more discipline right it maybe a little more discipline right you need some type of process and to let you need some type of process and to let you need some type of process and to let a team know when you do stuff split a team know when you do stuff split a team know when you do stuff split tests this would be if I added a removed tests this would be if I added a removed tests this would be if I added a removed credit card this would be if I made credit card this would be if I made credit card this would be if I made major changes to any type of marketing major changes to any type of marketing major changes to any type of marketing campaign rolled out a new one pulled one campaign rolled out a new one pulled one campaign rolled out a new one pulled one back because attribution is hard these back because attribution is hard these back because attribution is hard these days we know that and this is a way to days we know that and this is a way to days we know that and this is a way to at least have some dates and have some at least have some dates and have some at least have some dates and have some uh you know some info uh you know some info uh you know some info number eight simple one most people know number eight simple one most people know number eight simple one most people know Google Alerts you want your probably Google Alerts you want your probably Google Alerts you want your probably your name you want your company name your name you want your company name your name you want your company name your product name probably some your product name probably some your product name probably some competitors that you're monitoring competitors that you're monitoring competitors that you're monitoring monitoring Google Alerts are delayed 12

monitoring Google Alerts are delayed 12 monitoring Google Alerts are delayed 12 hours 24 hours even if you hours 24 hours even if you hours 24 hours even if you they're not instant because it's they're not instant because it's they're not instant because it's crawling the web and stuff crawling the web and stuff crawling the web and stuff but I still have all that and F5 bot but I still have all that and F5 bot but I still have all that and F5 bot which is this free tool that is super which is this free tool that is super which is this free tool that is super fast crawler of Reddit and Hacker News fast crawler of Reddit and Hacker News fast crawler of Reddit and Hacker News and this thing called lobsters which and this thing called lobsters which and this thing called lobsters which I've never even heard of but red and I've never even heard of but red and I've never even heard of but red and Hacker News is what I use it for and so Hacker News is what I use it for and so Hacker News is what I use it for and so now I'm getting now I'm getting now I'm getting um you know I have startups for the rest um you know I have startups for the rest um you know I have startups for the rest of us Minecraft Tiny Seed I have my book of us Minecraft Tiny Seed I have my book of us Minecraft Tiny Seed I have my book titles I have my name just in case titles I have my name just in case titles I have my name just in case something gets mentioned in a Hacker something gets mentioned in a Hacker something gets mentioned in a Hacker News thread I can pop in and be like hey News thread I can pop in and be like hey News thread I can pop in and be like hey thanks for the mention yeah actually and thanks for the mention yeah actually and thanks for the mention yeah actually and I can clarify or I can say I'm working I can clarify or I can say I'm working I can clarify or I can say I'm working on an updated version of that book for on an updated version of that book for on an updated version of that book for the 10th year in a row the 10th year in a row the 10th year in a row um but F5 bot is free and I don't know um but F5 bot is free and I don't know um but F5 bot is free and I don't know I've been using it for eight months this I've been using it for eight months this I've been using it for eight months this is look at this amazing email they sent is look at this amazing email they sent is look at this amazing email they sent me it's not some great ux but I mean I me it's not some great ux but I mean I me it's not some great ux but I mean I can't even read that but you know can't even read that but you know can't even read that but you know there's a blue line that says Reddit there's a blue line that says Reddit there's a blue line that says Reddit comment I click on that on my phone it comment I click on that on my phone it comment I click on that on my phone it gets me into Reddit and I'm like oh cool gets me into Reddit and I'm like oh cool gets me into Reddit and I'm like oh cool someone just what did they mention here someone just what did they mention here someone just what did they mention here startups for the rest of us yeah and so startups for the rest of us yeah and so startups for the rest of us yeah and so I was like hey thanks you oh it's this I was like hey thanks you oh it's this I was like hey thanks you oh it's this specific episode right they just specific episode right they just specific episode right they just mentioned a mentioned a mentioned a the podcast itself and I went and the podcast itself and I went and the podcast itself and I went and Googled the episode and brought it into Googled the episode and brought it into Googled the episode and brought it into the thread so it was like just being the thread so it was like just being the thread so it was like just being helpful on the internet helpful on the internet helpful on the internet so that's a cool little tool so that's a cool little tool so that's a cool little tool number nine is a fun little exercise if number nine is a fun little exercise if number nine is a fun little exercise if you've never done it we often look at you've never done it we often look at you've never done it we often look at churn and I you should never look at one churn and I you should never look at one churn and I you should never look at one Churn number my churn is seven percent Churn number my churn is seven percent Churn number my churn is seven percent that don't tell me that okay and number that don't tell me that okay and number that don't tell me that okay and number one it should be Revenue churn customer one it should be Revenue churn customer one it should be Revenue churn customer churn is secondary but number two date churn is secondary but number two date churn is secondary but number two date based because you're churned before 60 based because you're churned before 60 based because you're churned before 60 90 days is high and then it goes down 90 days is high and then it goes down 90 days is high and then it goes down low so tell me about those and then the

low so tell me about those and then the low so tell me about those and then the next fun adventure is to segment your next fun adventure is to segment your next fun adventure is to segment your churn by a price point and you can pick churn by a price point and you can pick churn by a price point and you can pick tier you can do it by tiers tier you can do it by tiers tier you can do it by tiers or you could just make an arbitrary call or you could just make an arbitrary call or you could just make an arbitrary call and be like well all the chairs below 50 and be like well all the chairs below 50 and be like well all the chairs below 50 we think churn higher so let's let's we think churn higher so let's let's we think churn higher so let's let's just do that so there's this tweet I just do that so there's this tweet I just do that so there's this tweet I sent that unfortunately accidentally sent that unfortunately accidentally sent that unfortunately accidentally deleted deleted deleted um since then for more than a decade um since then for more than a decade um since then for more than a decade I've been saying lower paying customers I've been saying lower paying customers I've been saying lower paying customers churn faster here's another data point churn faster here's another data point churn faster here's another data point it's from a Tiny Seed Company it's it's from a Tiny Seed Company it's it's from a Tiny Seed Company it's anonymized but it's used with permission anonymized but it's used with permission anonymized but it's used with permission so segment a which we're about to see so segment a which we're about to see so segment a which we're about to see the numbers on segment a is the the less the numbers on segment a is the the less the numbers on segment a is the the less expensive right 29 bucks a month and expensive right 29 bucks a month and expensive right 29 bucks a month and under under under segment b 99 a month and up so all right segment b 99 a month and up so all right segment b 99 a month and up so all right enormous difference in churn and net enormous difference in churn and net enormous difference in churn and net churn and LTV so this is it segment a churn and LTV so this is it segment a churn and LTV so this is it segment a who pays less than 29 turned at 11 who pays less than 29 turned at 11 who pays less than 29 turned at 11 segment B it pays 99 and up turns it segment B it pays 99 and up turns it segment B it pays 99 and up turns it minus four percent so net negative churn minus four percent so net negative churn minus four percent so net negative churn which is a 15 turn swing which is you which is a 15 turn swing which is you which is a 15 turn swing which is you know catastrophic or or the opposite of know catastrophic or or the opposite of know catastrophic or or the opposite of catastrophic if if you're on the the catastrophic if if you're on the the catastrophic if if you're on the the plus side of that plus side of that plus side of that um you know when trying to grow a um you know when trying to grow a um you know when trying to grow a company with 11 net churn versus minus company with 11 net churn versus minus company with 11 net churn versus minus four percent if that was your whole four percent if that was your whole four percent if that was your whole business is just night and day it can business is just night and day it can business is just night and day it can mean the difference of having a quarter mean the difference of having a quarter mean the difference of having a quarter million dollars versus a million in million dollars versus a million in million dollars versus a million in error or more error or more error or more the reason I'm saying to do this is to the reason I'm saying to do this is to the reason I'm saying to do this is to you maybe you can do it with a SQL query you maybe you can do it with a SQL query you maybe you can do it with a SQL query maybe you do it you export from stripe maybe you do it you export from stripe maybe you do it you export from stripe and you literally do it in a Google and you literally do it in a Google and you literally do it in a Google sheet just once just to see what it's sheet just once just to see what it's sheet just once just to see what it's like statically it's not going to change like statically it's not going to change like statically it's not going to change dramatically it's not going to be 100 dramatically it's not going to be 100 dramatically it's not going to be 100 higher 50 lower next month you have an

higher 50 lower next month you have an higher 50 lower next month you have an idea of it do it every few months it idea of it do it every few months it idea of it do it every few months it just gives you insights into who your just gives you insights into who your just gives you insights into who your best customers are I mean the lifetime best customers are I mean the lifetime best customers are I mean the lifetime value difference think of this like even value difference think of this like even value difference think of this like even if it wasn't 99 and up if it was 29 and if it wasn't 99 and up if it was 29 and if it wasn't 99 and up if it was 29 and 99 points and then you do the churn the 99 points and then you do the churn the 99 points and then you do the churn the lifetime values on those things are like lifetime values on those things are like lifetime values on those things are like well you can spend so much more money so well you can spend so much more money so well you can spend so much more money so it gives you insight into things like it gives you insight into things like it gives you insight into things like that your lower plans probably aren't that your lower plans probably aren't that your lower plans probably aren't that helpful here's the caveat I'm going that helpful here's the caveat I'm going that helpful here's the caveat I'm going to say because then my next point is to to say because then my next point is to to say because then my next point is to consider dropping your lowest plan just consider dropping your lowest plan just consider dropping your lowest plan just because your churn is high on your because your churn is high on your because your churn is high on your lowest plan does not mean you should lowest plan does not mean you should lowest plan does not mean you should drop your lowest plan because sometimes drop your lowest plan because sometimes drop your lowest plan because sometimes your lowest plan you're capturing the your lowest plan you're capturing the your lowest plan you're capturing the market they don't go to competitors when market they don't go to competitors when market they don't go to competitors when you know at the lower price points and you know at the lower price points and you know at the lower price points and especially if they feed an auto upgrade especially if they feed an auto upgrade especially if they feed an auto upgrade into your 99 plans but if there's not a into your 99 plans but if there's not a into your 99 plans but if there's not a lot of upgrading happening that's when lot of upgrading happening that's when lot of upgrading happening that's when you think do I just have two products I you think do I just have two products I you think do I just have two products I have an expensive product that's 99 have an expensive product that's 99 have an expensive product that's 99 bucks with great churn and I have a kind bucks with great churn and I have a kind bucks with great churn and I have a kind of a product that everyone turns out of of a product that everyone turns out of of a product that everyone turns out of and it's 29 and no one's upgrading and it's 29 and no one's upgrading and it's 29 and no one's upgrading that's to me the signal to think that's to me the signal to think that's to me the signal to think maybe I should just hide this plan and maybe I should just hide this plan and maybe I should just hide this plan and see what happens so it's not a direct see what happens so it's not a direct see what happens so it's not a direct absolute yes you should do it but it is absolute yes you should do it but it is absolute yes you should do it but it is something that is fun to know and good something that is fun to know and good something that is fun to know and good to know as you allocate resources to to know as you allocate resources to to know as you allocate resources to different types of customers we actually different types of customers we actually different types of customers we actually pumped in when we used help Scout we had pumped in when we used help Scout we had pumped in when we used help Scout we had a custom bar on the side a custom widget a custom bar on the side a custom widget a custom bar on the side a custom widget and we would pull in what plan people and we would pull in what plan people and we would pull in what plan people were on how long like what they paid us were on how long like what they paid us were on how long like what they paid us to date how many support requests all to date how many support requests all to date how many support requests all this stuff such that we could I don't this stuff such that we could I don't this stuff such that we could I don't remember doing this but if we could have remember doing this but if we could have remember doing this but if we could have like had a priority support tier where

like had a priority support tier where like had a priority support tier where basically if you pay us more we respond basically if you pay us more we respond basically if you pay us more we respond quicker but I don't remember necessarily quicker but I don't remember necessarily quicker but I don't remember necessarily doing that doing that doing that so as I said number 10 is drop your so as I said number 10 is drop your so as I said number 10 is drop your lowest plan can think about dropping lowest plan can think about dropping lowest plan can think about dropping your lowest plan with the caveat that I your lowest plan with the caveat that I your lowest plan with the caveat that I said earlier said earlier said earlier um of course we know that the first um of course we know that the first um of course we know that the first order effect dropping your lowest plan order effect dropping your lowest plan order effect dropping your lowest plan is it should it should increase your is it should it should increase your is it should it should increase your average revenue per user average revenue per user average revenue per user um and then I have these fancy graphs of um and then I have these fancy graphs of um and then I have these fancy graphs of these three companies that I uh advise these three companies that I uh advise these three companies that I uh advise that like all they did was increase that like all they did was increase that like all they did was increase their prices and you know the graphs their prices and you know the graphs their prices and you know the graphs went up and these are legit like actual went up and these are legit like actual went up and these are legit like actual graphs graphs graphs so so so the hard part the hard part the hard part the hard part about increasing prices is the hard part about increasing prices is the hard part about increasing prices is there's a lot of hard parts and I did a there's a lot of hard parts and I did a there's a lot of hard parts and I did a 50-minute talk on this at microgrump 50-minute talk on this at microgrump 50-minute talk on this at microgrump Europe that Talk's going to be out soon Europe that Talk's going to be out soon Europe that Talk's going to be out soon whenever we get it uh launched and all I whenever we get it uh launched and all I whenever we get it uh launched and all I talk about is like how to Think Through talk about is like how to Think Through talk about is like how to Think Through pricing changes how whether to you know pricing changes how whether to you know pricing changes how whether to you know grandfather or not grandfather or not grandfather or not um and then how to communicate it if um and then how to communicate it if um and then how to communicate it if you're going to do it how much to raise you're going to do it how much to raise you're going to do it how much to raise value metrics all this stuff so it's a value metrics all this stuff so it's a value metrics all this stuff so it's a whole talk unto itself whole talk unto itself whole talk unto itself and in that talk I have this you know and in that talk I have this you know and in that talk I have this you know this tip and I say if you if you're just this tip and I say if you if you're just this tip and I say if you if you're just scared to do all that for a week just hide your lowest pricing for a week just hide your lowest pricing plan and see what happens just play with plan and see what happens just play with plan and see what happens just play with it it it do do your sign ups just go away or do do do your sign ups just go away or do do do your sign ups just go away or do half your sign ups from 999 plan go away half your sign ups from 999 plan go away half your sign ups from 999 plan go away but the other half go to 49.99 because but the other half go to 49.99 because but the other half go to 49.99 because suddenly that's a very different suddenly that's a very different suddenly that's a very different business that you're running right so business that you're running right so business that you're running right so it's just this is the easiest simplest it's just this is the easiest simplest it's just this is the easiest simplest when I you can't raise prices in under

when I you can't raise prices in under when I you can't raise prices in under an hour there's too many things you an hour there's too many things you an hour there's too many things you could hide this on your pricing page in could hide this on your pricing page in could hide this on your pricing page in less than an hour and see You'd then less than an hour and see You'd then less than an hour and see You'd then need to monitor it over the course of a need to monitor it over the course of a need to monitor it over the course of a week or two though week or two though week or two though all right that was number 10. number 11 all right that was number 10. number 11 all right that was number 10. number 11 is to make and ask after a successful is to make and ask after a successful is to make and ask after a successful support ticket but yeah so uh you can support ticket but yeah so uh you can support ticket but yeah so uh you can ask for a testimonial or you can ask for ask for a testimonial or you can ask for ask for a testimonial or you can ask for like a review in captera if you guys are like a review in captera if you guys are like a review in captera if you guys are a G2 crowd or one of these things and a G2 crowd or one of these things and a G2 crowd or one of these things and the idea is if someone great support you the idea is if someone great support you the idea is if someone great support you know you've done it you respond and know you've done it you respond and know you've done it you respond and someone's like oh my gosh I can't someone's like oh my gosh I can't someone's like oh my gosh I can't believe you implemented that feature so believe you implemented that feature so believe you implemented that feature so fast oh my gosh that was an amazing fast oh my gosh that was an amazing fast oh my gosh that was an amazing experience that you just made my day experience that you just made my day experience that you just made my day you're the best and usually we're like you're the best and usually we're like you're the best and usually we're like hey thanks archive because I'm in a big hey thanks archive because I'm in a big hey thanks archive because I'm in a big hurry and support so instead of that hurry and support so instead of that hurry and support so instead of that could we steal this email that I wrote could we steal this email that I wrote could we steal this email that I wrote for this presentation that says hey for this presentation that says hey for this presentation that says hey that's great to hear because I'm acting that's great to hear because I'm acting that's great to hear because I'm acting like they just complimented us right like they just complimented us right like they just complimented us right that's great to hear we work hard to that's great to hear we work hard to that's great to hear we work hard to provide amazing support your email is a provide amazing support your email is a provide amazing support your email is a great testimonial for that ooh did great testimonial for that ooh did great testimonial for that ooh did anyone catch what I did there anyone catch what I did there anyone catch what I did there which has me thinking would you mind if which has me thinking would you mind if which has me thinking would you mind if we took a sentence or two from your we took a sentence or two from your we took a sentence or two from your email and used it as a testimonial on email and used it as a testimonial on email and used it as a testimonial on our website we love showing potential our website we love showing potential our website we love showing potential users blah blah blah no pressure If not users blah blah blah no pressure If not users blah blah blah no pressure If not that's like the me not being a sales guy that's like the me not being a sales guy that's like the me not being a sales guy right the no pressure thing you can uh right the no pressure thing you can uh right the no pressure thing you can uh edit to your own accord thanks Rob edit to your own accord thanks Rob edit to your own accord thanks Rob because in customer support this Rob because in customer support this Rob because in customer support this Rob guys a lot of a lot of roles he's the guys a lot of a lot of roles he's the guys a lot of a lot of roles he's the founder and customers were anyways steal founder and customers were anyways steal founder and customers were anyways steal that text if you want to that text if you want to that text if you want to um Auto you know put it in the uh what um Auto you know put it in the uh what um Auto you know put it in the uh what are they called Snippets right when are they called Snippets right when are they called Snippets right when you're responding to support boom it's you're responding to support boom it's you're responding to support boom it's just a keyword thing and see what just a keyword thing and see what just a keyword thing and see what happens implementing that in your help happens implementing that in your help happens implementing that in your help desk software will be less than an hour desk software will be less than an hour desk software will be less than an hour and then send it out five times next

and then send it out five times next and then send it out five times next week and just just see what happens week and just just see what happens week and just just see what happens okay so everyone if you've seen me speak okay so everyone if you've seen me speak okay so everyone if you've seen me speak before you know that I have in two before you know that I have in two before you know that I have in two intermissions in most of my talks intermissions in most of my talks intermissions in most of my talks and that's because I talk fast and I get and that's because I talk fast and I get and that's because I talk fast and I get tired of hearing myself talk versus this tired of hearing myself talk versus this tired of hearing myself talk versus this much and so does everyone else so this much and so does everyone else so this much and so does everyone else so this is the first one they tend to be the is the first one they tend to be the is the first one they tend to be the short little you know kind of hopefully short little you know kind of hopefully short little you know kind of hopefully fun videos fun videos fun videos um this is one of my I'm not on Tick um this is one of my I'm not on Tick um this is one of my I'm not on Tick Tock but someone posted this and this is Tock but someone posted this and this is Tock but someone posted this and this is perhaps my favorite Tick Tock I've ever perhaps my favorite Tick Tock I've ever perhaps my favorite Tick Tock I've ever seen and it involves Portland Oregon seen and it involves Portland Oregon seen and it involves Portland Oregon and Minneapolis and how they are so and Minneapolis and how they are so and Minneapolis and how they are so hipster and similar but not the same so hipster and similar but not the same so hipster and similar but not the same so here we go do we have volume on my on my here we go do we have volume on my on my here we go do we have volume on my on my slides awesome slides awesome slides awesome hello hello hello are you a liberal hipster who likes to are you a liberal hipster who likes to are you a liberal hipster who likes to collect collect collect tape cassettes or some but you're tape cassettes or some but you're tape cassettes or some but you're not so far gone that Portland is a good not so far gone that Portland is a good not so far gone that Portland is a good fit for you come join us in softcore fit for you come join us in softcore fit for you come join us in softcore Portland also known as Minneapolis here Portland also known as Minneapolis here Portland also known as Minneapolis here in diet Portland we like vinyl records in diet Portland we like vinyl records in diet Portland we like vinyl records and ethically sourced coffee and ethically sourced coffee and ethically sourced coffee but we're not necessarily full-blown but we're not necessarily full-blown but we're not necessarily full-blown Communists here in Portland light we Communists here in Portland light we Communists here in Portland light we believe in gay rights but we also believe in gay rights but we also believe in gay rights but we also believe that heterosexual relationships believe that heterosexual relationships believe that heterosexual relationships are okay too so I like that because we are okay too so I like that because we are okay too so I like that because we Portland and Minneapolis are in this Portland and Minneapolis are in this Portland and Minneapolis are in this like hipster fight of that we have this like hipster fight of that we have this like hipster fight of that we have this battle every year of like who has the battle every year of like who has the battle every year of like who has the most bike Lanes right most miles of bike most bike Lanes right most miles of bike most bike Lanes right most miles of bike lane and it's funny everybody from lane and it's funny everybody from lane and it's funny everybody from Portland who sees this just cracks up so Portland who sees this just cracks up so Portland who sees this just cracks up so um um um all right all right all right group two is product

group two is product group two is product a couple of these are some suggestions a couple of these are some suggestions a couple of these are some suggestions from from Founders from from Founders from from Founders um which I was doing I asked for um which I was doing I asked for um which I was doing I asked for Founders because it's like yo I haven't Founders because it's like yo I haven't Founders because it's like yo I haven't installed like I haven't done a lot of installed like I haven't done a lot of installed like I haven't done a lot of product stuff in six years so my stuff's product stuff in six years so my stuff's product stuff in six years so my stuff's a little bit out of date so a few of a little bit out of date so a few of a little bit out of date so a few of these I hope are helpful these I hope are helpful these I hope are helpful um the first one which just caught me um the first one which just caught me um the first one which just caught me totally out of the blue because I'd totally out of the blue because I'd totally out of the blue because I'd never even heard of this never even heard of this never even heard of this install microphone microconf Microsoft install microphone microconf Microsoft install microphone microconf Microsoft Clarity I didn't even know what it was Clarity I didn't even know what it was Clarity I didn't even know what it was so I Googled it and it's basically heat so I Googled it and it's basically heat so I Googled it and it's basically heat mapping and it is mapping and it is mapping and it is um like uh screen recording um like uh screen recording um like uh screen recording but here's the thing and I saw the but here's the thing and I saw the but here's the thing and I saw the homepage and I'm like sweet so it's a homepage and I'm like sweet so it's a homepage and I'm like sweet so it's a SAS product what is what is the hack SAS product what is what is the hack SAS product what is what is the hack here gdpr and CCPA ready no sampling here gdpr and CCPA ready no sampling here gdpr and CCPA ready no sampling built on open source and then this is built on open source and then this is built on open source and then this is from Pierre de wolf of scraping B many from Pierre de wolf of scraping B many from Pierre de wolf of scraping B many of you may have seen him on Twitter of you may have seen him on Twitter of you may have seen him on Twitter so I clicked on pricing to say like well so I clicked on pricing to say like well so I clicked on pricing to say like well if it's just recommending a paid tool I if it's just recommending a paid tool I if it's just recommending a paid tool I don't is that make this something I want don't is that make this something I want don't is that make this something I want to do and it says Clarity it's free to do and it says Clarity it's free to do and it says Clarity it's free forever enjoy all the features of forever enjoy all the features of forever enjoy all the features of clarity zero costs will never run into clarity zero costs will never run into clarity zero costs will never run into traffic limits or be forced to upgrade traffic limits or be forced to upgrade traffic limits or be forced to upgrade to a paid version gdpr CCPA ready no to a paid version gdpr CCPA ready no to a paid version gdpr CCPA ready no sampling built on open source so I I sampling built on open source so I I sampling built on open source so I I haven't personally tried this but Pierre haven't personally tried this but Pierre haven't personally tried this but Pierre swears by it and I feel like it would be swears by it and I feel like it would be swears by it and I feel like it would be something I would be trying in less than something I would be trying in less than something I would be trying in less than 60 minutes 60 minutes 60 minutes tomorrow tomorrow tomorrow all right this was another tip that just all right this was another tip that just all right this was another tip that just had never occurred to me it's to if had never occurred to me it's to if had never occurred to me it's to if you're on AWS enable S3 versioning you're on AWS enable S3 versioning you're on AWS enable S3 versioning and what versioning does is all your S3 and what versioning does is all your S3 and what versioning does is all your S3 buckets you start having buckets you start having buckets you start having versions so if you go in and delete versions so if you go in and delete versions so if you go in and delete something you can get it back if you go something you can get it back if you go something you can get it back if you go in and modify something you can get the

in and modify something you can get the in and modify something you can get the version back we know what versioning is version back we know what versioning is version back we know what versioning is right right right the cost is from what I've heard the cost is from what I've heard the cost is from what I've heard absolutely minimal absolutely minimal absolutely minimal um Benedict daika of user list gave me um Benedict daika of user list gave me um Benedict daika of user list gave me this tip and I said how much cost has it this tip and I said how much cost has it this tip and I said how much cost has it increased and he said I don't know I increased and he said I don't know I increased and he said I don't know I think our total S3 bill is five dollars think our total S3 bill is five dollars think our total S3 bill is five dollars per month or maybe euros and I was like per month or maybe euros and I was like per month or maybe euros and I was like yeah it doesn't matter if a Euro five yeah it doesn't matter if a Euro five yeah it doesn't matter if a Euro five dollars so dollars so dollars so I like this idea and I have heard now I like this idea and I have heard now I like this idea and I have heard now now that I brought it up I started now that I brought it up I started now that I brought it up I started talking to a few Founders and I had two talking to a few Founders and I had two talking to a few Founders and I had two who told me like oh yeah no I deleted a who told me like oh yeah no I deleted a who told me like oh yeah no I deleted a user like something we store an S3 and I user like something we store an S3 and I user like something we store an S3 and I deleted it and we had the version and I deleted it and we had the version and I deleted it and we had the version and I got it back and I was like that is cheap got it back and I was like that is cheap got it back and I was like that is cheap insurance man so I would I haven't done insurance man so I would I haven't done insurance man so I would I haven't done this but I'm gonna have to assume you this but I'm gonna have to assume you this but I'm gonna have to assume you could enable this in like 10 minutes could enable this in like 10 minutes could enable this in like 10 minutes or since it's AWS console like 30 or since it's AWS console like 30 or since it's AWS console like 30 minutes by the time you find it minutes by the time you find it minutes by the time you find it all right all right all right Council all right number 14 to say 75 of you are already doing so to say 75 of you are already doing so this is also Benedict and there's a this is also Benedict and there's a this is also Benedict and there's a couple Cool Tools that do this a couple Cool Tools that do this a couple Cool Tools that do this a Speedway which is uh it's actually a Speedway which is uh it's actually a Speedway which is uh it's actually a Tiny Seed Company he doesn't just do Tiny Seed Company he doesn't just do Tiny Seed Company he doesn't just do like hit an API endpoint or hit an HTTP like hit an API endpoint or hit an HTTP like hit an API endpoint or hit an HTTP protocol he actually has full-on protocol he actually has full-on protocol he actually has full-on protocol Bots and browser Bots that can protocol Bots and browser Bots that can protocol Bots and browser Bots that can see a screen and look for stuff and it's see a screen and look for stuff and it's see a screen and look for stuff and it's just a very complicated uh not just a very complicated uh not just a very complicated uh not complicated for you but a a healthy complicated for you but a a healthy complicated for you but a a healthy implementation of what it does so it can implementation of what it does so it can implementation of what it does so it can go deeper than just pinging an end point go deeper than just pinging an end point go deeper than just pinging an end point and telling you if it's a 200 response and telling you if it's a 200 response and telling you if it's a 200 response so speedway.app is one and then as I so speedway.app is one and then as I so speedway.app is one and then as I mentioned before fathom has uptime mentioned before fathom has uptime mentioned before fathom has uptime fairly simple uptime monitoring built fairly simple uptime monitoring built fairly simple uptime monitoring built into that thanks Derek I had asked him

into that thanks Derek I had asked him into that thanks Derek I had asked him who he used for uptime and he said uh who he used for uptime and he said uh who he used for uptime and he said uh Speedway or fathom's pretty good Speedway or fathom's pretty good Speedway or fathom's pretty good number 15 so we're going we're halfway number 15 so we're going we're halfway number 15 so we're going we're halfway there there there track your knowledge based searches track your knowledge based searches track your knowledge based searches track the ones where there are no track the ones where there are no track the ones where there are no results returned results returned results returned and log them somewhere so if someone and log them somewhere so if someone and log them somewhere so if someone were to come to your knowledge base and were to come to your knowledge base and were to come to your knowledge base and type in shrimp tacos and they get zero type in shrimp tacos and they get zero type in shrimp tacos and they get zero results we used to well it was super results we used to well it was super results we used to well it was super hacky because we had access to the hacky because we had access to the hacky because we had access to the source code it was WordPress and I went source code it was WordPress and I went source code it was WordPress and I went in with my PHP skills and I hacked thing in with my PHP skills and I hacked thing in with my PHP skills and I hacked thing that like emailed this address and then that like emailed this address and then that like emailed this address and then we just had them in a label we just had them in a label we just had them in a label and then once a week one of our customer and then once a week one of our customer and then once a week one of our customer success people would go through that success people would go through that success people would go through that label and a bunch of it was junk junk label and a bunch of it was junk junk label and a bunch of it was junk junk spam shrimp tacos and then he'd come spam shrimp tacos and then he'd come spam shrimp tacos and then he'd come upon several that were like oh they're upon several that were like oh they're upon several that were like oh they're actually searching for something they actually searching for something they actually searching for something they need to find and either we don't have an need to find and either we don't have an need to find and either we don't have an article for it or we do have an article article for it or we do have an article article for it or we do have an article but they're not finding it so he would but they're not finding it so he would but they're not finding it so he would take that phrase and add it as like a take that phrase and add it as like a take that phrase and add it as like a tag or you can just add it as a sentence tag or you can just add it as a sentence tag or you can just add it as a sentence at the bottom or whatever and then that at the bottom or whatever and then that at the bottom or whatever and then that would start appearing for the search so would start appearing for the search so would start appearing for the search so it's just a way to help your users find it's just a way to help your users find it's just a way to help your users find stuff if they're gonna let's be honest stuff if they're gonna let's be honest stuff if they're gonna let's be honest most users or a lot of users don't go to most users or a lot of users don't go to most users or a lot of users don't go to your KB and so if they're gonna do it your KB and so if they're gonna do it your KB and so if they're gonna do it like let's at least give them give them like let's at least give them give them like let's at least give them give them a hand I wouldn't recommend the email a hand I wouldn't recommend the email a hand I wouldn't recommend the email approach it was super hacky but if you approach it was super hacky but if you approach it was super hacky but if you can log it somewhere can log it somewhere can log it somewhere um that's what I would be doing and then um that's what I would be doing and then um that's what I would be doing and then reviewing it weekly monthly whatever reviewing it weekly monthly whatever reviewing it weekly monthly whatever number 16 is the one you really didn't number 16 is the one you really didn't number 16 is the one you really didn't want to hear nobody wants to do this and want to hear nobody wants to do this and want to hear nobody wants to do this and it's just another email sending one but it's just another email sending one but it's just another email sending one but it's enabling SPF and dkim it's enabling SPF and dkim it's enabling SPF and dkim it's a lot simpler than it sounds I'm it's a lot simpler than it sounds I'm it's a lot simpler than it sounds I'm hoping at least half of you maybe three hoping at least half of you maybe three hoping at least half of you maybe three quarters already have this but if you go

quarters already have this but if you go quarters already have this but if you go to dmarc analyzer which is this free to dmarc analyzer which is this free to dmarc analyzer which is this free thing I found on Google I entered my thing I found on Google I entered my thing I found on Google I entered my domain what is that why would I use domain what is that why would I use domain what is that why would I use rawballing.com and it basically all my rawballing.com and it basically all my rawballing.com and it basically all my stuff sat except for I have like some stuff sat except for I have like some stuff sat except for I have like some capital letters in my SPF record so this capital letters in my SPF record so this capital letters in my SPF record so this will tell you things aren't there the will tell you things aren't there the will tell you things aren't there the hardest part of this hardest part of this hardest part of this is you have to think okay I'm sending is you have to think okay I'm sending is you have to think okay I'm sending through send grid and then my ESP and through send grid and then my ESP and through send grid and then my ESP and then maybe we're sending some well if we then maybe we're sending some well if we then maybe we're sending some well if we send them through the app they should be send them through the app they should be send them through the app they should be centered so now you need to go to send centered so now you need to go to send centered so now you need to go to send grid on your ESP and you need to find grid on your ESP and you need to find grid on your ESP and you need to find their spfd chem because you have to pull their spfd chem because you have to pull their spfd chem because you have to pull some settings from them so that's the some settings from them so that's the some settings from them so that's the hardest part is just finding it once you hardest part is just finding it once you hardest part is just finding it once you find it you're updating two I believe find it you're updating two I believe find it you're updating two I believe it's two DNS records and I had to do it's two DNS records and I had to do it's two DNS records and I had to do this for a new domain Sherry setup and this for a new domain Sherry setup and this for a new domain Sherry setup and it took me it took me it took me once I had the info it took me like five once I had the info it took me like five once I had the info it took me like five minutes but it took me like 20 minutes minutes but it took me like 20 minutes minutes but it took me like 20 minutes to find it so this is one of those it's to find it so this is one of those it's to find it so this is one of those it's like do we want our emails to be like do we want our emails to be like do we want our emails to be delivered or not if you don't care don't delivered or not if you don't care don't delivered or not if you don't care don't do this but it's definitely the email do this but it's definitely the email do this but it's definitely the email ecosystem is kind of abusive on these ecosystem is kind of abusive on these ecosystem is kind of abusive on these things things things number 17 is to rate limit your apis number 17 is to rate limit your apis number 17 is to rate limit your apis thanks again to uh Pierre of scraping B thanks again to uh Pierre of scraping B thanks again to uh Pierre of scraping B for this one when he sent it I said well for this one when he sent it I said well for this one when he sent it I said well of course we had rate limiting issues of course we had rate limiting issues of course we had rate limiting issues and we implemented it pretty quick I and we implemented it pretty quick I and we implemented it pretty quick I said you can't do this in an hour right said you can't do this in an hour right said you can't do this in an hour right that's the whole point is that the that's the whole point is that the that's the whole point is that the constraint of this talk because I had constraint of this talk because I had constraint of this talk because I had about 100 things on a list but a bunch about 100 things on a list but a bunch about 100 things on a list but a bunch of them are going to take you longer of them are going to take you longer of them are going to take you longer than an hour and he said aha contraire than an hour and he said aha contraire than an hour and he said aha contraire mon frere mon frere mon frere um he's French that was a really bad um he's French that was a really bad um he's French that was a really bad accident he said sorry Pierre I accident he said sorry Pierre I accident he said sorry Pierre I apologize apologize apologize um but he's like um but he's like um but he's like all the Frameworks dude if you're using all the Frameworks dude if you're using all the Frameworks dude if you're using anything flask has flask limiter Django

anything flask has flask limiter Django anything flask has flask limiter Django has Django rate limit rails has Ruby has Django rate limit rails has Ruby has Django rate limit rails has Ruby limiter laravel has rate limiter and the limiter laravel has rate limiter and the limiter laravel has rate limiter and the best part is he literally just type that best part is he literally just type that best part is he literally just type that out Boop top and like he knew these by out Boop top and like he knew these by out Boop top and like he knew these by heart in the slack so heart in the slack so heart in the slack so um that's it right limit your apis if um that's it right limit your apis if um that's it right limit your apis if you have any type of API someone's gonna you have any type of API someone's gonna you have any type of API someone's gonna DDOS you by accident is what happens DDOS you by accident is what happens DDOS you by accident is what happens um now I will call out zapier and um now I will call out zapier and um now I will call out zapier and segment who I still don't know that they segment who I still don't know that they segment who I still don't know that they honor rate limits and used to DDOS us honor rate limits and used to DDOS us honor rate limits and used to DDOS us about once a month by accident because about once a month by accident because about once a month by accident because someone would enable it and it would someone would enable it and it would someone would enable it and it would just poof and like Crush our servers but just poof and like Crush our servers but just poof and like Crush our servers but frankly especially custom Integrations frankly especially custom Integrations frankly especially custom Integrations they will they should and will honor they will they should and will honor they will they should and will honor this this this all right all right all right number 18 we're getting there ask why number 18 we're getting there ask why number 18 we're getting there ask why people are canceling people are canceling people are canceling we took out our in-app ask why people we took out our in-app ask why people we took out our in-app ask why people are canceling because people just typed are canceling because people just typed are canceling because people just typed ASDF in our text box ASDF in our text box ASDF in our text box and submitted so what we did and submitted so what we did and submitted so what we did that I found slightly better results that I found slightly better results that I found slightly better results your mileage may vary easy enough to your mileage may vary easy enough to your mileage may vary easy enough to test right I think you could test this test right I think you could test this test right I think you could test this in under an hour I'll put it that way in under an hour I'll put it that way in under an hour I'll put it that way you hide your Bot the the text box and you hide your Bot the the text box and you hide your Bot the the text box and you put this into an automated email you put this into an automated email you put this into an automated email that goes out is we had an email that that goes out is we had an email that that goes out is we had an email that went out I think it was like 12 10 went out I think it was like 12 10 went out I think it was like 12 10 minutes 12 minutes after someone minutes 12 minutes after someone minutes 12 minutes after someone canceled Rob's back to being a Founder canceled Rob's back to being a Founder canceled Rob's back to being a Founder here hey I noticed you canceled your here hey I noticed you canceled your here hey I noticed you canceled your product name account as we continue to product name account as we continue to product name account as we continue to improve it'll be super helpful if you improve it'll be super helpful if you improve it'll be super helpful if you could hit reply let me know why you could hit reply let me know why you could hit reply let me know why you decided even if it's just a few words decided even if it's just a few words decided even if it's just a few words thanks I'm the founder that was the thanks I'm the founder that was the thanks I'm the founder that was the appeal and we didn't get 100 replies for appeal and we didn't get 100 replies for appeal and we didn't get 100 replies for sure but the replies we did get might be sure but the replies we did get might be sure but the replies we did get might be one sentence I decided this I moved to one sentence I decided this I moved to one sentence I decided this I moved to MailChimp because XYZ

MailChimp because XYZ MailChimp because XYZ um you know your ux isn't what I want um you know your ux isn't what I want um you know your ux isn't what I want but it we at least got some helpful but it we at least got some helpful but it we at least got some helpful feedback there feedback there feedback there moving on to the next one this one is moving on to the next one this one is moving on to the next one this one is probably the least probably the least probably the least it is it's the least SAS specific it's it is it's the least SAS specific it's it is it's the least SAS specific it's more like these are some of my own more like these are some of my own more like these are some of my own personal productivity hacks or things personal productivity hacks or things personal productivity hacks or things I'll just throw out I think there's like I'll just throw out I think there's like I'll just throw out I think there's like five of them but we should go through five of them but we should go through five of them but we should go through them quick number 19 is to use my text them quick number 19 is to use my text them quick number 19 is to use my text expander so I have three text expanders expander so I have three text expanders expander so I have three text expanders that I use that I use that I use daily and daily and daily and they are my address my add my ad for my they are my address my add my ad for my they are my address my add my ad for my address mycal which is my Savvy cow link address mycal which is my Savvy cow link address mycal which is my Savvy cow link and my zoom which is my private Zoom and my zoom which is my private Zoom and my zoom which is my private Zoom room link and I put those I use the Apple and I put those I use the Apple ecosystem I'm sure Android has the same ecosystem I'm sure Android has the same ecosystem I'm sure Android has the same thing but like in apple it's like you go thing but like in apple it's like you go thing but like in apple it's like you go to settings you go to keyboard and you to settings you go to keyboard and you to settings you go to keyboard and you just type these things and you copy man just type these things and you copy man just type these things and you copy man and then you're done and now on any and then you're done and now on any and then you're done and now on any Apple device because I have two iPads Apple device because I have two iPads Apple device because I have two iPads and a computer and I have my phone it's and a computer and I have my phone it's and a computer and I have my phone it's all the same and all the time I'm typing all the same and all the time I'm typing all the same and all the time I'm typing an email on my phone and I'm like Ugh an email on my phone and I'm like Ugh an email on my phone and I'm like Ugh okay hey yeah let's just connect uh use okay hey yeah let's just connect uh use okay hey yeah let's just connect uh use this link my Cal and it's like poof and this link my Cal and it's like poof and this link my Cal and it's like poof and it expands and it's like magic right I it expands and it's like magic right I it expands and it's like magic right I know some people who are amazing with know some people who are amazing with know some people who are amazing with this and have like 50 expanders I'm not this and have like 50 expanders I'm not this and have like 50 expanders I'm not smart enough to remember that many so I smart enough to remember that many so I smart enough to remember that many so I really rely on these three and then really rely on these three and then really rely on these three and then you'll see my no pitch which is no you'll see my no pitch which is no you'll see my no pitch which is no thanks we don't take guest pitches on thanks we don't take guest pitches on thanks we don't take guest pitches on our podcast please remove me from your our podcast please remove me from your our podcast please remove me from your list that's what that one is but the my list that's what that one is but the my list that's what that one is but the my ad my cow and my zoom uh I've come to uh ad my cow and my zoom uh I've come to uh ad my cow and my zoom uh I've come to uh to really like and enjoy to really like and enjoy to really like and enjoy number 20 is an email processing hack I number 20 is an email processing hack I number 20 is an email processing hack I have which is have an email label for

have which is have an email label for have which is have an email label for lower priority tasks so anything that lower priority tasks so anything that lower priority tasks so anything that comes in that isn't someone on my team comes in that isn't someone on my team comes in that isn't someone on my team is not waiting on me or I know that I is not waiting on me or I know that I is not waiting on me or I know that I can wait a week two weeks I mean there's can wait a week two weeks I mean there's can wait a week two weeks I mean there's all kinds of stuff right where it's like all kinds of stuff right where it's like all kinds of stuff right where it's like I'm not gonna file that thing with the I'm not gonna file that thing with the I'm not gonna file that thing with the IRS in two and a half weeks IRS in two and a half weeks IRS in two and a half weeks um I need to respond to this thing but um I need to respond to this thing but um I need to respond to this thing but it's it's next month or whatever but I it's it's next month or whatever but I it's it's next month or whatever but I know I don't want to lose it I label it know I don't want to lose it I label it know I don't want to lose it I label it in Google and Gmail and I have it called in Google and Gmail and I have it called in Google and Gmail and I have it called underscore this week because underscore underscore this week because underscore underscore this week because underscore moves it to the top you can pick moves it to the top you can pick moves it to the top you can pick whatever label you want but I go whatever label you want but I go whatever label you want but I go underscore this week boom it's out of my underscore this week boom it's out of my underscore this week boom it's out of my inbox and I get to inbox zero that way inbox and I get to inbox zero that way inbox and I get to inbox zero that way and then once a week from 9 to 10 a.m on and then once a week from 9 to 10 a.m on and then once a week from 9 to 10 a.m on one particular day and I'm not going to one particular day and I'm not going to one particular day and I'm not going to say the day because if all the emails say the day because if all the emails say the day because if all the emails you get from me are on that day then you you get from me are on that day then you you get from me are on that day then you know that I'm this week in your email know that I'm this week in your email know that I'm this week in your email but from 9 to 10 a.m I sit down and I go but from 9 to 10 a.m I sit down and I go but from 9 to 10 a.m I sit down and I go through all of the this weeks and I have through all of the this weeks and I have through all of the this weeks and I have there's one in the business account one there's one in the business account one there's one in the business account one in my personal account and I've never in my personal account and I've never in my personal account and I've never had a week where I haven't gotten had a week where I haven't gotten had a week where I haven't gotten through all of them there's usually not through all of them there's usually not through all of them there's usually not that many I will actually emails like that many I will actually emails like that many I will actually emails like Jason Cohen wrote a cool article last Jason Cohen wrote a cool article last Jason Cohen wrote a cool article last week and it's like I don't have time to week and it's like I don't have time to week and it's like I don't have time to read this like 3000 words so I threw it read this like 3000 words so I threw it read this like 3000 words so I threw it into this week and there was a there was into this week and there was a there was into this week and there was a there was a YouTube video I wanted to watch a YouTube video I wanted to watch a YouTube video I wanted to watch um some Rand fishkin stuff he said like um some Rand fishkin stuff he said like um some Rand fishkin stuff he said like there are certain things that I want to there are certain things that I want to there are certain things that I want to consume as well now don't go crazy with consume as well now don't go crazy with consume as well now don't go crazy with it I do filter because you can throw in it I do filter because you can throw in it I do filter because you can throw in three hours worth of content into this three hours worth of content into this three hours worth of content into this you don't do that right you throw in you don't do that right you throw in you don't do that right you throw in things that need to be responded to or things that need to be responded to or things that need to be responded to or that you really want to uh to consume that you really want to uh to consume that you really want to uh to consume and think about and think about and think about and then I don't worry about that stuff and then I don't worry about that stuff and then I don't worry about that stuff at all until I get there at all until I get there at all until I get there all right number 21 is to upgrade to the all right number 21 is to upgrade to the all right number 21 is to upgrade to the audible annual plan if you're an audible audible annual plan if you're an audible audible annual plan if you're an audible listener I think we have listener I think we have listener I think we have close to 680 books in our audible close to 680 books in our audible close to 680 books in our audible account between the family and so we buy

account between the family and so we buy account between the family and so we buy a lot of books and frankly the monthly a lot of books and frankly the monthly a lot of books and frankly the monthly plan your books are plan your books are plan your books are 11.50 a piece and on the annual plan 11.50 a piece and on the annual plan 11.50 a piece and on the annual plan they're like nine dollars and something they're like nine dollars and something they're like nine dollars and something and that will save you money that you and that will save you money that you and that will save you money that you can use to grow your startup you're can use to grow your startup you're can use to grow your startup you're welcome welcome welcome so that was that was maybe the lamest so that was that was maybe the lamest so that was that was maybe the lamest tip in the whole thing I promise I you tip in the whole thing I promise I you tip in the whole thing I promise I you know if you don't use Audible it was know if you don't use Audible it was know if you don't use Audible it was just a whiff but just a whiff but just a whiff but um number 22 is to consider asynchronous um number 22 is to consider asynchronous um number 22 is to consider asynchronous voice so there are a lot of meetings voice so there are a lot of meetings voice so there are a lot of meetings that should not be meetings but they that should not be meetings but they that should not be meetings but they also shouldn't be slack threads and also shouldn't be slack threads and also shouldn't be slack threads and having having having a three minute or a five minute voice a three minute or a five minute voice a three minute or a five minute voice text in essence text in essence text in essence can be super helpful can be super helpful can be super helpful and there are ways to do this we I used and there are ways to do this we I used and there are ways to do this we I used to use a loom or a screencast to just to use a loom or a screencast to just to use a loom or a screencast to just record my screen of some emptiness and record my screen of some emptiness and record my screen of some emptiness and then send it to someone the beauty of then send it to someone the beauty of then send it to someone the beauty of loom is or an equivalent is you can say loom is or an equivalent is you can say loom is or an equivalent is you can say 1.7 x this person because 2x right even 1.7 x this person because 2x right even 1.7 x this person because 2x right even I talk fast you can still 2x me and and I talk fast you can still 2x me and and I talk fast you can still 2x me and and hear it and it's so even if I do like an hear it and it's so even if I do like an hear it and it's so even if I do like an eight minute review of something you can eight minute review of something you can eight minute review of something you can do a quick there's this other tool that do a quick there's this other tool that do a quick there's this other tool that I've used and still use actually my team I've used and still use actually my team I've used and still use actually my team hates it but you know it's it's my hates it but you know it's it's my hates it but you know it's it's my favorite it's called Voxer and it's favorite it's called Voxer and it's favorite it's called Voxer and it's um it's fine it's free and it's only a um it's fine it's free and it's only a um it's fine it's free and it's only a tiny bit buggy but you can do it from tiny bit buggy but you can do it from tiny bit buggy but you can do it from your phone or your desktop browser but your phone or your desktop browser but your phone or your desktop browser but basically I can ping up uh like here's a basically I can ping up uh like here's a basically I can ping up uh like here's a great example of a great use case for great example of a great use case for great example of a great use case for this is when we're doing interviews this is when we're doing interviews this is when we're doing interviews um for some new roles that we're hiring um for some new roles that we're hiring um for some new roles that we're hiring for I am a second interview a lot right for I am a second interview a lot right for I am a second interview a lot right Xander's a first interview for an event

Xander's a first interview for an event Xander's a first interview for an event producer and then I do the second producer and then I do the second producer and then I do the second interview so I interviewed someone and I interview so I interviewed someone and I interview so I interviewed someone and I have a bunch of thoughts for Xander have a bunch of thoughts for Xander have a bunch of thoughts for Xander he's in the middle of stuff we shouldn't he's in the middle of stuff we shouldn't he's in the middle of stuff we shouldn't I don't think we should schedule a I don't think we should schedule a I don't think we should schedule a meeting meeting meeting it's just me saying here's some Nuance it's just me saying here's some Nuance it's just me saying here's some Nuance of how I think here's the pros and cons of how I think here's the pros and cons of how I think here's the pros and cons of this person here's you know uh yellow of this person here's you know uh yellow of this person here's you know uh yellow flags and some things I think you know flags and some things I think you know flags and some things I think you know she did really well so Boop I touch the she did really well so Boop I touch the she did really well so Boop I touch the button it's push to talk on Boxer notify button it's push to talk on Boxer notify button it's push to talk on Boxer notify Xander and it sends an audio and then Xander and it sends an audio and then Xander and it sends an audio and then anytime later right he gets a anytime later right he gets a anytime later right he gets a notification like a text but he can pull notification like a text but he can pull notification like a text but he can pull it up it can just be like Oh I'm 3xing it up it can just be like Oh I'm 3xing it up it can just be like Oh I'm 3xing Rob on this because this guy talks Rob on this because this guy talks Rob on this because this guy talks forever Bing and then he can listen to forever Bing and then he can listen to forever Bing and then he can listen to my thoughts and he can respond via voice my thoughts and he can respond via voice my thoughts and he can respond via voice most people on my team respond via slack most people on my team respond via slack most people on my team respond via slack which is fine too but it's it has which is fine too but it's it has which is fine too but it's it has changed it has reduced the number of changed it has reduced the number of changed it has reduced the number of meetings and long ass emails I have to meetings and long ass emails I have to meetings and long ass emails I have to send because if I'm going to send an send because if I'm going to send an send because if I'm going to send an email to Xander summarizing all the email to Xander summarizing all the email to Xander summarizing all the things I think about this candidate it's things I think about this candidate it's things I think about this candidate it's five minutes of audio you know how many five minutes of audio you know how many five minutes of audio you know how many words is that that I'd be typing out words is that that I'd be typing out words is that that I'd be typing out it's way more efficient for me to to it's way more efficient for me to to it's way more efficient for me to to talk it talk it talk it and the last one I think in this and the last one I think in this and the last one I think in this category this may be my favorite of the category this may be my favorite of the category this may be my favorite of the whole thing people may laugh I cannot whole thing people may laugh I cannot whole thing people may laugh I cannot watch online video at 1X anymore I can't watch online video at 1X anymore I can't watch online video at 1X anymore I can't watch almost any video so every browser watch almost any video so every browser watch almost any video so every browser I'm in I have a plug-in uh and I this is I'm in I have a plug-in uh and I this is I'm in I have a plug-in uh and I this is the Chrome one it's called video speed the Chrome one it's called video speed the Chrome one it's called video speed controller it has controller it has controller it has two more than two million users and 3 two more than two million users and 3 two more than two million users and 3 100 4.8 star reviews it's incredible 100 4.8 star reviews it's incredible 100 4.8 star reviews it's incredible every video in your browser on Chrome uh every video in your browser on Chrome uh every video in your browser on Chrome uh will have now you can see the little um will have now you can see the little um will have now you can see the little um controls and you can do like I believe controls and you can do like I believe controls and you can do like I believe it's like shift d to make it faster

it's like shift d to make it faster it's like shift d to make it faster shift s or you can use your mouse shift s or you can use your mouse shift s or you can use your mouse maybe it's command D you know how when maybe it's command D you know how when maybe it's command D you know how when you remember yeah I remember as the you remember yeah I remember as the you remember yeah I remember as the thing but I don't remember what the the thing but I don't remember what the the thing but I don't remember what the the the actual keys are and so you'll see the actual keys are and so you'll see the actual keys are and so you'll see that like best one of the best that like best one of the best that like best one of the best bootstrapping talks of all time by Jason bootstrapping talks of all time by Jason bootstrapping talks of all time by Jason Cohen here I have this control up there Cohen here I have this control up there Cohen here I have this control up there and so I I rewatch this talk like every and so I I rewatch this talk like every and so I I rewatch this talk like every year or two but I watch it at about 2X year or two but I watch it at about 2X year or two but I watch it at about 2X and it just lets me zip through and it just lets me zip through and it just lets me zip through uh ZIP through I will never when I get uh ZIP through I will never when I get uh ZIP through I will never when I get on my kids computers I'm like no guys on my kids computers I'm like no guys on my kids computers I'm like no guys you have to install this because I can't you have to install this because I can't you have to install this because I can't sit here I can't even I know YouTube now sit here I can't even I know YouTube now sit here I can't even I know YouTube now YouTube has speed control which is cool YouTube has speed control which is cool YouTube has speed control which is cool and Netflix does too I think it's only and Netflix does too I think it's only and Netflix does too I think it's only up to 1.5 x up to 1.5 x up to 1.5 x um but most of the other platforms don't um but most of the other platforms don't um but most of the other platforms don't so this has saved me hundreds of hours so this has saved me hundreds of hours so this has saved me hundreds of hours of time since I started using it of time since I started using it of time since I started using it okay okay okay intermission two intermission two intermission two this is from Fast Company this is from Fast Company this is from Fast Company and it's something about reading between and it's something about reading between and it's something about reading between the lines in meetings the lines in meetings the lines in meetings [Music] [Music] [Music] allow me to play devil's advocate here allow me to play devil's advocate here allow me to play devil's advocate here but allow me to be a dick for a second but allow me to be a dick for a second but allow me to be a dick for a second but with no consequences let's pull back but with no consequences let's pull back but with no consequences let's pull back on that for a second I fell asleep while on that for a second I fell asleep while on that for a second I fell asleep while you were talking and I have no idea you were talking and I have no idea you were talking and I have no idea what's happening huh I've got a stupid what's happening huh I've got a stupid what's happening huh I've got a stupid question it's actually like a really question it's actually like a really question it's actually like a really smart question but I was wondering if I smart question but I was wondering if I smart question but I was wondering if I say stupid beforehand does that make me say stupid beforehand does that make me say stupid beforehand does that make me like kind of modest is that like sort of like kind of modest is that like sort of like kind of modest is that like sort of charming thing to do right let's pick charming thing to do right let's pick charming thing to do right let's pick that up in the next meeting I need a few that up in the next meeting I need a few that up in the next meeting I need a few days to figure out what the hell you're days to figure out what the hell you're days to figure out what the hell you're talking about talking about talking about but will this scale one of the managing

but will this scale one of the managing but will this scale one of the managing directors once used that phrase in a directors once used that phrase in a directors once used that phrase in a meeting so now I use it all the time meeting so now I use it all the time meeting so now I use it all the time sorry this is just at you at you um do you know a four-letter word for um do you know a four-letter word for um do you know a four-letter word for long-winded there's an outside chance long-winded there's an outside chance long-winded there's an outside chance you might be right you're wrong you might be right you're wrong you might be right you're wrong you're definitely wrong I think what you're definitely wrong I think what you're definitely wrong I think what you're trying to say is so what I'm you're trying to say is so what I'm you're trying to say is so what I'm gonna do is take that idea and then make gonna do is take that idea and then make gonna do is take that idea and then make it sound like it was mine it sound like it was mine it sound like it was mine let's try to make this viral okay I just let's try to make this viral okay I just let's try to make this viral okay I just heard about this site called reddit.com heard about this site called reddit.com heard about this site called reddit.com can we get on there I think we should can we get on there I think we should can we get on there I think we should make this a cross-platform opportunity I make this a cross-platform opportunity I make this a cross-platform opportunity I watch Shark Tank let's take this offline watch Shark Tank let's take this offline watch Shark Tank let's take this offline yeah can we pick this up again yeah can we pick this up again yeah can we pick this up again um let me just maybe 15 minutes after uh um let me just maybe 15 minutes after uh um let me just maybe 15 minutes after uh never again never again never again all right so thanks Fast Company all all right so thanks Fast Company all all right so thanks Fast Company all right we're getting there so this is the right we're getting there so this is the right we're getting there so this is the last section this is on internal last section this is on internal last section this is on internal operations operations operations um number 24 of 31 is to use team um number 24 of 31 is to use team um number 24 of 31 is to use team password management password management password management hopefully you're doing this already but hopefully you're doing this already but hopefully you're doing this already but um we didn't uh frankly I had never um we didn't uh frankly I had never um we didn't uh frankly I had never really seen the Ambassador management really seen the Ambassador management really seen the Ambassador management until we got acquired in 2016 and I was until we got acquired in 2016 and I was until we got acquired in 2016 and I was like oh I totally get this so LastPass like oh I totally get this so LastPass like oh I totally get this so LastPass has LastPass teams one password has one has LastPass teams one password has one has LastPass teams one password has one password teams password teams password teams from day one when we like formed Tiny from day one when we like formed Tiny from day one when we like formed Tiny Seed I said everything's going into a Seed I said everything's going into a Seed I said everything's going into a business uh team's password management business uh team's password management business uh team's password management account and what it does is if people account and what it does is if people account and what it does is if people like let's say you settle on LastPass like let's say you settle on LastPass like let's say you settle on LastPass teams any of your employees who has a teams any of your employees who has a teams any of your employees who has a LastPass personal account can link it so

LastPass personal account can link it so LastPass personal account can link it so that in their browser they can see both that in their browser they can see both that in their browser they can see both but the company can't see their personal but the company can't see their personal but the company can't see their personal stuff and then when they leave you just stuff and then when they leave you just stuff and then when they leave you just unlink it so you retain your passwords unlink it so you retain your passwords unlink it so you retain your passwords you can there's also a shared folder we you can there's also a shared folder we you can there's also a shared folder we can just dump a bunch of passwords in can just dump a bunch of passwords in can just dump a bunch of passwords in and everybody can access it in their and everybody can access it in their and everybody can access it in their browser so it's a relatively simple tip browser so it's a relatively simple tip browser so it's a relatively simple tip if you're already doing it you know this if you're already doing it you know this if you're already doing it you know this is a no-brainer if you're not doing it is a no-brainer if you're not doing it is a no-brainer if you're not doing it it's it's you gotta like it we just you it's it's you gotta like it we just you it's it's you gotta like it we just you can't have the password sitting around can't have the password sitting around can't have the password sitting around in text files and whoever else you have in text files and whoever else you have in text files and whoever else you have them this is a super simple one that I them this is a super simple one that I them this is a super simple one that I saw at leadpages when we got acquired saw at leadpages when we got acquired saw at leadpages when we got acquired use an email Alias for for every SAS use an email Alias for for every SAS use an email Alias for for every SAS account you sign up for and it was like account you sign up for and it was like account you sign up for and it was like there was like Accounts at leadpages.net there was like Accounts at leadpages.net there was like Accounts at leadpages.net or whatever and that's usually what it or whatever and that's usually what it or whatever and that's usually what it is if you haven't done that already it is if you haven't done that already it is if you haven't done that already it is not impossible but it is a challenge is not impossible but it is a challenge is not impossible but it is a challenge to go back and change them all so if you to go back and change them all so if you to go back and change them all so if you haven't done that already I'd make a you haven't done that already I'd make a you haven't done that already I'd make a you make this a group right where it's like make this a group right where it's like make this a group right where it's like my co-founders plus maybe an Ops person my co-founders plus maybe an Ops person my co-founders plus maybe an Ops person or whoever you have on your team like or whoever you have on your team like or whoever you have on your team like it's two or three people get that email it's two or three people get that email it's two or three people get that email so if there needs to be a password reset so if there needs to be a password reset so if there needs to be a password reset and you're on vacation which is what and you're on vacation which is what and you're on vacation which is what used to happen because all bunch of crap used to happen because all bunch of crap used to happen because all bunch of crap is set up under Rob get drip.com and I'd is set up under Rob get drip.com and I'd is set up under Rob get drip.com and I'd be in Mexico and like on the beach it's be in Mexico and like on the beach it's be in Mexico and like on the beach it's like you have the login dude and we like you have the login dude and we like you have the login dude and we can't do it this keeps that from can't do it this keeps that from can't do it this keeps that from happening from you being a single point happening from you being a single point happening from you being a single point of failure of failure of failure um it's a relatively simple hack um it's a relatively simple hack um it's a relatively simple hack this one is super fascinating because this one is super fascinating because this one is super fascinating because I've never heard anyone say this and I've never heard anyone say this and I've never heard anyone say this and it's a suggestion from a Founder use it's a suggestion from a Founder use it's a suggestion from a Founder use privacy.com privacy.com privacy.com for spending management for spending management for spending management so this is Rahul from nestify and so this is Rahul from nestify and so this is Rahul from nestify and basically privacy.com you can generate basically privacy.com you can generate basically privacy.com you can generate these credit card numbers and so you

these credit card numbers and so you these credit card numbers and so you generate a credit card a virtual payment generate a credit card a virtual payment generate a credit card a virtual payment card is what they call it and you can card is what they call it and you can card is what they call it and you can say say say it's a one-time purchase and only up to it's a one-time purchase and only up to it's a one-time purchase and only up to twenty dollars and then you enter that twenty dollars and then you enter that twenty dollars and then you enter that in a in a store you can say it's a in a in a store you can say it's a in a in a store you can say it's a recurring purchase Max 20 reject recurring purchase Max 20 reject recurring purchase Max 20 reject anything generate another one and anything generate another one and anything generate another one and um you give it put it in Netflix or you um you give it put it in Netflix or you um you give it put it in Netflix or you put it in GitHub maybe it's a better put it in GitHub maybe it's a better put it in GitHub maybe it's a better example and it locks itself to GitHub example and it locks itself to GitHub example and it locks itself to GitHub and if anyone else got that number no and if anyone else got that number no and if anyone else got that number no one else can charge it but GitHub so one else can charge it but GitHub so one else can charge it but GitHub so it's just it's an abstraction layer of it's just it's an abstraction layer of it's just it's an abstraction layer of your actual credit card number I don't your actual credit card number I don't your actual credit card number I don't know I mean my personal number is stolen know I mean my personal number is stolen know I mean my personal number is stolen at least every 18 months I have to redo at least every 18 months I have to redo at least every 18 months I have to redo all my subscriptions I'm thinking about all my subscriptions I'm thinking about all my subscriptions I'm thinking about doing this for me personally but um doing this for me personally but um doing this for me personally but um Rahul was swearing by it as something Rahul was swearing by it as something Rahul was swearing by it as something for the business so I think it's kind of for the business so I think it's kind of for the business so I think it's kind of an interesting one hard to go back and an interesting one hard to go back and an interesting one hard to go back and do but it's again it's one of those do but it's again it's one of those do but it's again it's one of those things moving forward is this something things moving forward is this something things moving forward is this something that we think about also it helps you that we think about also it helps you that we think about also it helps you if you want to put a you can pause you if you want to put a you can pause you if you want to put a you can pause you can unpause you can put limits so that can unpause you can put limits so that can unpause you can put limits so that such that you don't have to track such that you don't have to track such that you don't have to track everything and it can just get rejected everything and it can just get rejected everything and it can just get rejected when you don't want that to be charged when you don't want that to be charged when you don't want that to be charged anymore anymore anymore 27 is to keep a manual updates list what 27 is to keep a manual updates list what 27 is to keep a manual updates list what I mean by this is there are certain I mean by this is there are certain I mean by this is there are certain things on your websites that you just things on your websites that you just things on your websites that you just can't code so an example of this is that can't code so an example of this is that can't code so an example of this is that number right there 590.

number right there 590. number right there 590. I can't write code to populate that I can't write code to populate that I can't write code to populate that number because it's not the number of number because it's not the number of number because it's not the number of posts we have in the startups for the posts we have in the startups for the posts we have in the startups for the rest of us site it's hard coded in the rest of us site it's hard coded in the rest of us site it's hard coded in the WordPress so I can't just do a count on WordPress so I can't just do a count on WordPress so I can't just do a count on the column or whatever because there's a the column or whatever because there's a the column or whatever because there's a bunch we exclude and it's not in the bunch we exclude and it's not in the bunch we exclude and it's not in the column why we exclude you know that kind column why we exclude you know that kind column why we exclude you know that kind of thing so it's literally we're it's of thing so it's literally we're it's of thing so it's literally we're it's just a number and it's embedded in there just a number and it's embedded in there just a number and it's embedded in there and it's a tiny seat about page it says and it's a tiny seat about page it says and it's a tiny seat about page it says we've backed more than 60 fast growing we've backed more than 60 fast growing we've backed more than 60 fast growing SAS companies across four continents SAS companies across four continents SAS companies across four continents that's just the number and guess what in that's just the number and guess what in that's just the number and guess what in a month we'll be at like 84. so are we a month we'll be at like 84. so are we a month we'll be at like 84. so are we going to remember to come back and edit going to remember to come back and edit going to remember to come back and edit this no and so it's going to sit there this no and so it's going to sit there this no and so it's going to sit there for 60 for like eight months and then for 60 for like eight months and then for 60 for like eight months and then someone's going to mention it to us someone's going to mention it to us someone's going to mention it to us because we never read our own websites because we never read our own websites because we never read our own websites right so what I did like two months ago right so what I did like two months ago right so what I did like two months ago was I created another uh Google sheet was I created another uh Google sheet was I created another uh Google sheet and I say I called it things that need and I say I called it things that need and I say I called it things that need periodic updating and I have a recurring periodic updating and I have a recurring periodic updating and I have a recurring quarterly calendar reminder all it says quarterly calendar reminder all it says quarterly calendar reminder all it says is check things that need updating and I is check things that need updating and I is check things that need updating and I come in here and I zip through them I come in here and I zip through them I come in here and I zip through them I click click click and you can see it's click click click and you can see it's click click click and you can see it's just a location and uh and a what that I just a location and uh and a what that I just a location and uh and a what that I that should be updated and I actually that should be updated and I actually that should be updated and I actually just updated start off the rest of us I just updated start off the rest of us I just updated start off the rest of us I think it was at like 560 or something think it was at like 560 or something think it was at like 560 or something and I was like yes systems working and I was like yes systems working and I was like yes systems working 28 similar to this is at a quarterly 28 similar to this is at a quarterly 28 similar to this is at a quarterly calendar reminder or maybe a monthly one calendar reminder or maybe a monthly one calendar reminder or maybe a monthly one to review credit card transactions if to review credit card transactions if to review credit card transactions if you don't go through your business you don't go through your business you don't go through your business transactions at least once a quarter transactions at least once a quarter transactions at least once a quarter put an hour on that calendar you can do put an hour on that calendar you can do put an hour on that calendar you can do it you can do a quarter in less than an it you can do a quarter in less than an it you can do a quarter in less than an hour and if you don't put on the hour and if you don't put on the hour and if you don't put on the calendar you just don't do it or at calendar you just don't do it or at calendar you just don't do it or at least I don't least I don't least I don't 29 is to push live chat and email 29 is to push live chat and email 29 is to push live chat and email support into slack I had not actually support into slack I had not actually support into slack I had not actually I've got I bet several of you are doing

I've got I bet several of you are doing I've got I bet several of you are doing this but this is a suggested by Andy this but this is a suggested by Andy this but this is a suggested by Andy cabasso of postaga and um I thought it cabasso of postaga and um I thought it cabasso of postaga and um I thought it was a pretty cool one he was talking was a pretty cool one he was talking was a pretty cool one he was talking about like chat Leo you can do live chat about like chat Leo you can do live chat about like chat Leo you can do live chat on your website directly in slack on your website directly in slack on your website directly in slack intercom integrates directly in Slack intercom integrates directly in Slack intercom integrates directly in Slack help Scout has a slack integration even help Scout has a slack integration even help Scout has a slack integration even stripe events he's pumping in like stripe events he's pumping in like stripe events he's pumping in like refunds and trials churn like all kinds refunds and trials churn like all kinds refunds and trials churn like all kinds of stuff and I asked him why he does of stuff and I asked him why he does of stuff and I asked him why he does this and he said because now like stripe this and he said because now like stripe this and he said because now like stripe I'm sorry slack is our Hub of our I'm sorry slack is our Hub of our I'm sorry slack is our Hub of our business business business um and I don't want to be switching in um and I don't want to be switching in um and I don't want to be switching in and out of a bunch of apps and I'm and out of a bunch of apps and I'm and out of a bunch of apps and I'm already talking to my co-workers in already talking to my co-workers in already talking to my co-workers in slack so why not have it ping up and you slack so why not have it ping up and you slack so why not have it ping up and you know do a DM ish thing to me if I'm on know do a DM ish thing to me if I'm on know do a DM ish thing to me if I'm on call for support that now I just chat call for support that now I just chat call for support that now I just chat and chatting with a customer they're and chatting with a customer they're and chatting with a customer they're just an anonymous you know user just an anonymous you know user just an anonymous you know user so that's a fun one last two 30 is to so that's a fun one last two 30 is to so that's a fun one last two 30 is to send a monthly advisor email and this send a monthly advisor email and this send a monthly advisor email and this was one I recommend to people anyways was one I recommend to people anyways was one I recommend to people anyways but uh this is one that specifically I but uh this is one that specifically I but uh this is one that specifically I remember Mark Tobias in that original remember Mark Tobias in that original remember Mark Tobias in that original Talk of his 50 of open cage data that Talk of his 50 of open cage data that Talk of his 50 of open cage data that was in the talk and I just gave you a was in the talk and I just gave you a was in the talk and I just gave you a sample format again it'll be in a PDF sample format again it'll be in a PDF sample format again it'll be in a PDF this is what we give to Tiny Seed this is what we give to Tiny Seed this is what we give to Tiny Seed companies companies companies what this does and I there are several what this does and I there are several what this does and I there are several totally bootstrap Founders in this room totally bootstrap Founders in this room totally bootstrap Founders in this room who do this already and I'm on some of who do this already and I'm on some of who do this already and I'm on some of their lists um and I get around 100 ish their lists um and I get around 100 ish their lists um and I get around 100 ish of these a month both from Tiny Seed and of these a month both from Tiny Seed and of these a month both from Tiny Seed and not Tiny Seed I read everyone I don't not Tiny Seed I read everyone I don't not Tiny Seed I read everyone I don't respond to all of them but I read respond to all of them but I read respond to all of them but I read everyone what this gives you is a lot of everyone what this gives you is a lot of everyone what this gives you is a lot of our bootstrapping we don't have the our bootstrapping we don't have the our bootstrapping we don't have the rigor necessarily you don't want to you rigor necessarily you don't want to you rigor necessarily you don't want to you don't want the rigor of a VC back don't want the rigor of a VC back don't want the rigor of a VC back company you don't want a board you don't company you don't want a board you don't company you don't want a board you don't want but seriously to sit down for 20 want but seriously to sit down for 20 want but seriously to sit down for 20 minutes a month and to write something

minutes a month and to write something minutes a month and to write something that talks about wins that talks about wins that talks about wins over the last month losses plans over the last month losses plans over the last month losses plans problems problems problems and has just the metrics for the last and has just the metrics for the last and has just the metrics for the last two months and you pick some people at two months and you pick some people at two months and you pick some people at microconf pick people in your Mastermind microconf pick people in your Mastermind microconf pick people in your Mastermind pick you know an advisor ask me if I pick you know an advisor ask me if I pick you know an advisor ask me if I want to get it just send it and if you want to get it just send it and if you want to get it just send it and if you get into that discipline you'll often get into that discipline you'll often get into that discipline you'll often find that problems section at the bottom find that problems section at the bottom find that problems section at the bottom will uh generate an intro right or it'll will uh generate an intro right or it'll will uh generate an intro right or it'll generate some feedback of like oh I generate some feedback of like oh I generate some feedback of like oh I already know how to fix that so you already know how to fix that so you already know how to fix that so you should think about it so I think it's an should think about it so I think it's an should think about it so I think it's an interesting one interesting one interesting one the last one is the last one is the last one is one that I thought about including I one that I thought about including I one that I thought about including I almost had 30 and uh I really wanted to almost had 30 and uh I really wanted to almost had 30 and uh I really wanted to include this one because I think this include this one because I think this include this one because I think this gets beyond the Tactical nature of a lot gets beyond the Tactical nature of a lot gets beyond the Tactical nature of a lot of these and it digs into like team of these and it digs into like team of these and it digs into like team culture and Company culture and it's culture and Company culture and it's culture and Company culture and it's something that I have done I would say something that I have done I would say something that I have done I would say naturally and I'm not sure why but I've naturally and I'm not sure why but I've naturally and I'm not sure why but I've seen a lot of people not do this and so seen a lot of people not do this and so seen a lot of people not do this and so we have we had some traditions at drip we have we had some traditions at drip we have we had some traditions at drip and we now have Traditions we've just and we now have Traditions we've just and we now have Traditions we've just kind of accidentally done at Tiny Seed kind of accidentally done at Tiny Seed kind of accidentally done at Tiny Seed that are actually that are actually that are actually they make us feel like we're they make us feel like we're they make us feel like we're they make us know that we belong because they make us know that we belong because they make us know that we belong because we get we understand these and they have we get we understand these and they have we get we understand these and they have a lot they start to have a lot of a lot they start to have a lot of a lot they start to have a lot of meaning over time so our tradition back meaning over time so our tradition back meaning over time so our tradition back in the drip days was to troll each other in the drip days was to troll each other in the drip days was to troll each other there's way early pre-acquisition I there's way early pre-acquisition I there's way early pre-acquisition I think it was like four of us on the team think it was like four of us on the team think it was like four of us on the team Derek's England missing so in this one Derek's England missing so in this one Derek's England missing so in this one we are trolling Derek because he's at we are trolling Derek because he's at we are trolling Derek because he's at home and we're eating drinking wine and home and we're eating drinking wine and home and we're eating drinking wine and hanging out at bitwise in Fresno hanging out at bitwise in Fresno hanging out at bitwise in Fresno this one we're also trolling Derek with this one we're also trolling Derek with this one we're also trolling Derek with cupcakes cupcakes cupcakes and it just starts spontaneously

and it just starts spontaneously and it just starts spontaneously happening and then this one Derek's now happening and then this one Derek's now happening and then this one Derek's now in the picture my kids are there and in the picture my kids are there and in the picture my kids are there and Derek's wife and Zach and we're trolling Derek's wife and Zach and we're trolling Derek's wife and Zach and we're trolling Ian and Anna who were in the other one Ian and Anna who were in the other one Ian and Anna who were in the other one right so this just became a thing and I right so this just became a thing and I right so this just became a thing and I just stumbled upon these and then this just stumbled upon these and then this just stumbled upon these and then this is Derek and Ian now I think trolling is Derek and Ian now I think trolling is Derek and Ian now I think trolling Anna uh because we're eating sushi and Anna uh because we're eating sushi and Anna uh because we're eating sushi and she's not so this became kind of a fun she's not so this became kind of a fun she's not so this became kind of a fun thing that we would do and there's thing that we would do and there's thing that we would do and there's there's a lot of these photos and then there's a lot of these photos and then there's a lot of these photos and then what I realized is I was like wow what what I realized is I was like wow what what I realized is I was like wow what do we have for for tiny scene I realized do we have for for tiny scene I realized do we have for for tiny scene I realized that when we did a headshot this is our that when we did a headshot this is our that when we did a headshot this is our about page that Anar was gone he had to about page that Anar was gone he had to about page that Anar was gone he had to fly out to see his family and so we fly out to see his family and so we fly out to see his family and so we pulled him up pick up on my iPad and we pulled him up pick up on my iPad and we pulled him up pick up on my iPad and we just kind of pointed to Anar and said ah just kind of pointed to Anar and said ah just kind of pointed to Anar and said ah isn't it funny he's missing and then a isn't it funny he's missing and then a isn't it funny he's missing and then a couple months later we're in California couple months later we're in California couple months later we're in California and Xander's not there and so now it's and Xander's not there and so now it's and Xander's not there and so now it's Tracy in our and I'm mocking sander so Tracy in our and I'm mocking sander so Tracy in our and I'm mocking sander so that that's our I think going to be our that that's our I think going to be our that that's our I think going to be our our our our tradition but I will say the one that I tradition but I will say the one that I tradition but I will say the one that I think that I still Derek and I still think that I still Derek and I still think that I still Derek and I still text about and I honestly get a little text about and I honestly get a little text about and I honestly get a little choked up about it because it is has choked up about it because it is has choked up about it because it is has such deep meaning for me is there's this such deep meaning for me is there's this such deep meaning for me is there's this stuff called fire cider and it's stuff called fire cider and it's stuff called fire cider and it's um habanero infused um habanero infused um habanero infused apple cider vinegar Wellness tonic apple cider vinegar Wellness tonic apple cider vinegar Wellness tonic firesider.com or you can buy it on firesider.com or you can buy it on firesider.com or you can buy it on Amazon we got in a little snap monthly Amazon we got in a little snap monthly Amazon we got in a little snap monthly snack subscription and some of the snack subscription and some of the snack subscription and some of the snacks weren't great but there's this snacks weren't great but there's this snacks weren't great but there's this little Fireside thing and I was like I little Fireside thing and I was like I little Fireside thing and I was like I don't know let's all try it out so we don't know let's all try it out so we don't know let's all try it out so we all took a little sip and we're like oh all took a little sip and we're like oh all took a little sip and we're like oh my God this is awful it's not alcoholic my God this is awful it's not alcoholic my God this is awful it's not alcoholic but it just it lights you up and so we but it just it lights you up and so we but it just it lights you up and so we were joking a little bit and and the were joking a little bit and and the were joking a little bit and and the fire starter just sat there for like a fire starter just sat there for like a fire starter just sat there for like a month and then I said all right Folks at month and then I said all right Folks at month and then I said all right Folks at some point you realize this is launch some point you realize this is launch some point you realize this is launch juice and anytime we launch a big

juice and anytime we launch a big juice and anytime we launch a big feature we're all doing a shot and feature we're all doing a shot and feature we're all doing a shot and instantly everyone's like hell yes this instantly everyone's like hell yes this instantly everyone's like hell yes this is a challenge so I bought the firesider is a challenge so I bought the firesider is a challenge so I bought the firesider shot glasses and uh on the firesider shot glasses and uh on the firesider shot glasses and uh on the firesider shot glass they make it's like there's shot glass they make it's like there's shot glass they make it's like there's different levels and it's like repel different levels and it's like repel different levels and it's like repel vampires vampires vampires um you know clean out your innards and um you know clean out your innards and um you know clean out your innards and blah blah blah so we'd line it up and blah blah blah so we'd line it up and blah blah blah so we'd line it up and we'd hit ship it boom and we'd all take we'd hit ship it boom and we'd all take we'd hit ship it boom and we'd all take a shot it was great and so by the time I a shot it was great and so by the time I a shot it was great and so by the time I was leaving drip when we had because was leaving drip when we had because was leaving drip when we had because that was when we had two Engineers by that was when we had two Engineers by that was when we had two Engineers by the time I was leaving drift no joke I the time I was leaving drift no joke I the time I was leaving drift no joke I was buying it by the gallon was buying it by the gallon was buying it by the gallon and on your first day as an engineer on and on your first day as an engineer on and on your first day as an engineer on the product it was the product and the product it was the product and the product it was the product and engineering team we would say hey here engineering team we would say hey here engineering team we would say hey here you are here's a shirt here's a sticker you are here's a shirt here's a sticker you are here's a shirt here's a sticker and here's your shot glass and people and here's your shot glass and people and here's your shot glass and people are like what is this what is happening are like what is this what is happening are like what is this what is happening we always had to say is not alcoholic we always had to say is not alcoholic we always had to say is not alcoholic like it's not but it became a thing that like it's not but it became a thing that like it's not but it became a thing that I believe still happens today because I believe still happens today because I believe still happens today because when I left my my successor said where when I left my my successor said where when I left my my successor said where do I get the fire starter because I want do I get the fire starter because I want do I get the fire starter because I want you know I want to keep this going you know I want to keep this going you know I want to keep this going because it became such a cool thing so because it became such a cool thing so because it became such a cool thing so anyways that is all for me today