That, to me, that's the most exciting thing, just just the spark of, like, this movement that that really got legitimized there ts

one of the cool things, i think, going back to what we were talking about early, or bringing a creative solution to a boring, sort of commonplace problem, and i don't wat to call, you know what, boring, or wat you're doing boring at all, but i think it's, it's not, you know, wit omething tha's been around. But it gives you that longevity where there's millions of people who actually care about iding experiences. And if you stick around long enough, different things happen. Industry changes, and you can be there to sort of ride those waves and capture them. So for example, john o'nolan with ghosts, who's helping with journalism and publishing. The amount of crises and journalism that have happened since he started, and he's been there for everything. I want of them to say, hay, moved to ghost this is an endman, a publishing platform, et cetera. Or with webflow, where you started webflo years ago and no code wasn't a thing. Nobody had that term. There was no no code community. But because you've been pushing this direction ou in solving this boring problem, you're there when these big trends hit. I think, in one of the challenges that a lot of founders in your position might have is that you're building a tool that has alot everage, that allows people to create pretty much anything. But, you know, sometimes with that lack of specificity comes difficulties and marketing. How do yoy, how do you describe what wepflo is? How do you describe what you can do with it when you have so many different people? Yes, i iferent reas, who do you market? Excelright?

It's

like, i can manage my chores, or i can thak. There's entire billion dollar companies that run their entire model and excell. What do you say? That's, that's where you have to find specific verticls in what we we say is, we do find personas, you know, we have webs and freelancers. They have a bunch of jobs to be done, right? Like, they want to make a living. They don't know how to code. They have clients that expect a certain level of, like, a, you know, custom work from them. And they need, they need to move fast, right? They need to deliver a project, they move on to the next client, make a living, et cetera. So we develop that as he person wan wey hove, different messaging for them. It's more round. How do you manage your clients? How do you lower your costs for, like, developing these things? How do you make sure that your a customer moves to hoasting, and you can add like, a mark up there. We call mc manas building, where they can say, you know, i'm goig to charge you 200 dollars, even though what flow costs 20 bucks a so that that solves their needs. Then you might have like arketing team where, you know, what they really care about is speed. They don't have clients. They have, like, the company where they work, right? Like helosin uses wet flot for reckoning, like all a bunch of other wise start ups use a wetflo for marketing. What they care about is speed, iteration and, you know, not having toke file a ticket with engineering tol like makases exchange trade. Ah. So for them, it's a totally different value ared. Then we havecommerce, whichs, you know, people selling products and disal goods. And in future it's going to e creating entire sass products, right? So that's a hard thing. You kind of have to pick like, four or five and really focus on them. And even that's hard because, like, each one of those you need an expert in and it's, it's like an exercise in company building, because you can't just ask like, one person on your team you own, like, research and development and all the marketing and a feature kind of preference work for a, you know, large companies and small companies and free lancers or whatever. It's a really overwhelming thing to like, split focus on. So we have to kind of pick and choose and priortise which things which, which of those are the easiest sell and and kind of hope that, like, word of mouth and things like that spread more broadly, and while other people find other ways to apply what flowt to their use case. Like, you know, we have many examples where people build entire products with web floe, but we don't yet have that as a, you know, a selling pointer. A web setlerha built something thtyu'regoing to put up on product hunt. Even though we've had, like, you know, over 50 companies that are launched in product in were, like, you know, in the first position because, and nobody even knows it was built in web flow, right? It was something that they just developed and got out there. But that's not, you know, it's not big enough that we can go and say, like, a bunch of our efforts is dedicated to that. Ah. But the cool thing about some of these personas, like, free lancers and likea designers that work a companies on marketing teams, is that by virtue of using the product, they get, they now have a sense of like what else it can do. It's almost like i, you you know, if somebody asks you to edit like a family video on, like, i movie or after effects or whatever, you cind of get more ideas. Oh, now that i kind of understand tan, i can do so much more. I can go, like develop my portfolio or an go developed, like this idea for a friend that wants to start a business or whatever, where i can develop some like toy a, you know, product where i can like track, i don w one that was on the top of a product that just tracks a bunch of a spread sheets of data, like public data that people can like, used to slice nd ice and like, feet into, you know, design tools, et cetera. Like, you know, not monotizable. It's like a

tool

product for the wole product. Or like recently, thing, launch arn product und around like color palets, where, you know, im starting ne product when go and get inspired by a bunch of, like, really nice looking color palets, right? It's not like a supermontizable thing. But this thing got, like, over a hundred thousand views, and like, a lot of people use it now. It's getting some integrations anto design tools. That's something that exists that wouldn't have existed if this a, you know, if a product like wepfle didn't exist.