Why building opinionated products is the future, why skipping MVPs in established markets works, and how AI will reshape customer onboarding. When I met Srikrishnan Ganesan for the first time, he impressed me with his original framing of what it means to find (and refind) product-market fit constantly.

Timestamps

02:23 – From SMB to Enterprise: Scaling Without Losing Vision
Rocketlane’s year-long stealth build focused on unifying project management, docs, and customer portals. The secret? Start with SMBs to validate core workflows before adding enterprise bells and whistles.

07:58 – Pricing for Outcomes, Not Seats
Why Rocketlane charges a premium over Asana: their customer portal drives faster time-to-value. But with AI automating workflows, Sri hints at consumption-based pricing coming soon.

22:32 – AI’s Role: Doing the Work, Not Just Organizing It
Charge for work done, not headcount, as teams shrink.

31:52 – The Compliance Trap
“Get SOC 2 early, even for SMBs.” Sri shares why skipping compliance torpedoes enterprise deals later. Pain now, payoff later.

37:37 – Roadmaps in the AI Era
Their moat? Owning the system of record for onboarding to build AI agents that competitors can’t replicate.

42:31 – Enterprise Demands vs. Vision
When some clients demanded features, Rocketlane delivered… 18 months later. Sri’s playbook: bake enterprise asks into broader platform goals to avoid becoming a custom dev shop.

🔥 Hot Takes

“MVPs are dead for established markets.”
Sri’s radical bet: Launch full-featured products from day one in mature categories. Partial solutions get pigeonholed as “just another X”.
“SOC 2 isn’t optional—even for startups.”
Compliance isn’t just for enterprises. Rocketlane prioritized SOC 2 early to avoid losing deals to legacy players. Painful upfront, critical long-term.

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Reframing the fear of failure and why it's good to fail