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It's really hard to kill a network effects business. The last telegram was sent in 2016, over 100 years after it was invented because of network effects. It had to be manually closed down.

Forest time is the idea that you make time within your week, within your month to see the forest for the trees. Most of the time when you're operating, you're seeing the tree, which is the problem in front of you.

Onboarding is a substitute for sales and all these account management teams for millions of customers. The task is how do you make it approximate a human and how friendly a human is and how approachable a human is?

Your best customers aren't price sensitive for what you're shooting for because they get it. They fundamentally understand it.

For a product to make a difference, it has to be at least two, three more X for people to say, 'You know what? This is offering enough value for me to maybe make a switch in cost.'

I try not to make it more than three screens, but it's about how do you say what this does and provide the essential setup that your customer needs to be successful?

Virality is really when the word of mouth of a product is high quality. It's when customers market your product.

Products who try to be viral just for what I call synthetic virality that fail. Because in the end, if you're synthetically viral and people get to the product and it sucks, that's it. Build a great product that solves a sharp problem. This is the bedrock of virality.

The death of customer discovery is friction. If you ask individuals to do customer discovery, they will not do customer discovery.

You should organize it so that your PMs, your designers, your engineering managers and your PMMs are constantly talking to customers by default. Customer conversations show up on their calendar every week automagically, without them getting involved.

Network effects is when you create value for passive members by other people joining the network. I am by myself, I have done nothing. I'm at home, chilling, but one person joins the network and immediately I gain benefit.