The Physics of Startups
00:18:29 · Rob Snyder
[00:18:29] S1: Like what's the I I so I don't know, I don't like doing this outside in. The reason I can do this for work day is because I've actually talked to HR buyers to understand why they choose workday when everybody hates it. And it's like, oh, that makes a lot more sense. Um uh I don't like doing this from the outside in. If you're doing this for a D to C brand, do it based on your own experience as a customer for a D2C brand where you've seen something and been like, oh my gosh, I can't believe that exists, right? Go explore that. And and and that's how you'll find pull. Uh you'll understand at least what your poll was for that and what they're trying to do. And I think uh if if you just approach it that way, right, don't don't try to do it for a brand you haven't purchased, um uh and that that like you only understand kind of theoretically. Go for something that actually spoke to you, that actually moved you, and like think through okay, what were the other options that I considered? What was what was actually the project on my to-do list? And and you'll see from doing that that okay, cool. There, I I had poll for it, and and they are targeting that poll correctly.
00:19:33 · S0
[00:19:33] S0: Yeah. Cool. Um, you know, on uh one last note on that one. Uh at my company, Kubernetes Media, we do uh like family programs. Um, and we uh about 75% of our revenue is B2B, like we'll we'll sell projects, uh, you know, production-based lead projects for to or universities, nonprofits, et cetera. Um, but 25% of our revenue does come from parents and families. And I use I use pool actively. Um, I look for pool signal from parents like that are that are purchasing from us, what are they asking for? Like sometimes I'll get confusing or surprising interactions from parents that are asking for things, and I'm immediately like, okay, what's going on in that customer or that parent's uh individual life, that interaction with their child, what's the pool there? And what would I, if I were designing a solution for that, um, what what would I put in front of them? And do I think that that's like broad enough? So I I use pull actively with the the direct or the business to consumer uh part of what we do at Cumbra as well. Um, anyways, I think I think this was cool. Uh keep submitting uh questions, comments, things you want us to talk about. And hopefully we'll if y'all like this EMA AMA format, then uh hopefully we can uh hit more of them going forward. Uh with no further ado, we'll see everybody soon. Bye.