The Importance of a Short Input Cycle

In the early days of Adobe Sign Echo Sign, where we had a truly viral product, DocuSign, Adobe Sign, these are very viral products. I measured in the early days, how long it would take someone that first got a contract to sign to convert to paid? Okay? First, they'd have to decide to sign up themselves and they'd having to do it. Then they might need to get three or four exposures in the wild, like marketing, right? It was eight months. Not eight months from someone doing a search for e-signature or something and finding you and buying. That was 14 days. And so arguably there are like hundreds better ways to do it