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The Pocus Unlocking Revenue Podcast
Episode 11: Superhuman’s path to PLG with Gaurav Vohra
Aug 3, 2023
Listen to Gaurav Vohra, an experienced professional in growth, product, marketing, and analytics, as he shares insights on product-market fit, the value of human-led onboarding, scaling motions, power of email and word of mouth as distribution channels, and the role of Superhuman and growth strategies.
38:50
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Quick takeaways
- Product-market fit is determined by asking customers how disappointed they would be if they couldn't use the product, with a benchmark of 40% or more indicating fit.
- Superhuman focused on aligning people, incentives, and activities to cover critical moments in the customer journey and prioritized efforts based on highest ROI in managing go-to-market functions.
Deep dives
Understanding Product-Market Fit and Metrics
Product-market fit is a crucial concept for startups and requires a balance of data and intuition. Metrics and leading indicators can provide insights into product-market fit. One approach is to ask customers how disappointed they would be if they couldn't use the product. A benchmark of 40% or more of customers saying they would be very disappointed indicates product-market fit. Superhuman used this approach and continues to measure it. They also consider qualitative factors, such as the feeling that the market is pulling the product out of their hands. Onboarding specialists play a key role in helping customers reach value quickly and establish a strong foundation.
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