ACQ2 by Acquired Retool CEO David Hsu on Finding Product-Market Fit via Sales
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Apr 13, 2023 
David Hsu, the Founder and CEO of Retool, has an intriguing background that combines philosophy and computer science from Oxford. He discusses the pitfalls of product-led growth, emphasizing the critical need for sales in finding product-market fit. Hsu shares insights on achieving significant ARR with lean teams and sustaining cash flow positivity while navigating growth. The conversation also touches on the implications of AI in entrepreneurship and the significance of intrinsic motivation for driving innovation. Tune in for practical wisdom from a tech visionary!
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PLG Dangers
- Product-led growth (PLG) can be risky before achieving product-market fit.
- Sales, especially direct customer interaction, is crucial for early-stage validation and product refinement.
Sales-led Growth
- Use sales to find product-market fit, especially in the early stages of a startup.
- Talking to customers directly helps you understand their needs and pivot your product accordingly.
Outbound Sales Pivoting
- Retool initially struggled with messaging and targeting the wrong audience (FileMaker developers).
- Through outbound sales and direct customer conversations, they identified their ideal customer profile.