00:18:01 · S3, S5, S6, Rahul Vohra, Hannah Lee
Ad[00:18:01] S3: you by Indeed. You're ready to level up your business, but the pressure to find the right person to make that happen is intense. Indeed sponsored jobs can help carry the load. It boosts your job post to help it reach quality talent fast. Cut through the chaos with Indeed sponsored jobs. Get a $75 sponsored job credit at indeed.com/podcast. Terms and conditions apply. Hiring now? Then this is a job for Indeed sponsored jobs. Ad[00:18:29] S5: Your sausage McMuffin with egg didn't change. Your receipt did. The sausage McMuffin with egg extra value meal includes a hash brown and a small coffee for just $5. Only at McDonald's for a limited time. Ad[00:18:41] S6: Pricing participation may vary. Promotion pricing may be lower than real pricing. [00:18:44] S7: Actually, thought the entire experience to build these features, and it... There was a huge lift. I mean, it took us well over a year to do so, but that's the kind of thing we've been building. [00:18:52] S8: Can you talk a bit more about what change it has been for you to build email as a collaboration tool and offer it to teams? What's so different about it, and what makes it better for your company too?
00:19:03 · Rahul Vohra
[00:19:03] S7: Just over the course of the last year, I have scaled from relatively small and mid market startups to teams of several thousand, which is really exciting to see. And that kind of revenue ramps really quickly. Where I would have gone multiplayer sooner is it's much easier to build a strong business when you're selling to teams. When you sell to an individual, it's a dead alleged sword. The good news is that you only need to convince one person to adopt the tool, and that means you can tell a very clear and coherent story about, hey. You do a lot of email. You're the founder. You're the CEO. You're the salesperson. Imagine being able to do it twice as fast or respond more quickly or being able to work for deals or close deals faster. It lets you tell a very clear and pointed story. However, ultimately, it's harder for that person to stick around because at some point, someone else may come along and and tell an equally clear and as pointed story. And in general, there have been very, very few companies in software that have scurled to be extremely large off the back of single player subscriptions alone. And we could probably name them right here. They're companies like Spotify and Netflix and trying to think what else it might be. There are very, very few that have scaled to truly billion dollar single player subscription companies. And the things that make those companies feasible is that they can credibly and reliably year after year add tens, if not hundreds of millions of new subscribers to the top of the funnel every single year. Because if you look at the retention numbers, they're only retaining 50 to 60% of those subscribers at the end of any given year. And when they stop being able to do that, they just have to start raising prices, and this is what Netflix does, and turns out not to be a particularly great business in the very long haul, unless you can continuously add those users. So if you're building a subscription business, it is a much more robust to build something that you can sell to teams. It's harder in other ways because now you have to convince a team of people to adopt it. But once a team of people does adopt it, it is so much stickier. It is so much harder for them to churn out and to use something else. And at that point, you're able to get to what a lot of investors call negative churn.
00:21:05 · Rahul Vohra, Hannah Lee, S5, S6
This is when, yes, you're gonna lose some seats in a company or even in a cohort of companies, but the seats that you acquire during that period in that same cohort of companies will move and offset those seats that you lose such that any particular cohort is going to be expanding over time in terms of revenue, even if certain accounts perhaps churn out to zero. And that is actually what most SaaS b two b businesses do. They grow off the back of negative churn off those cohorts expanding. So we did the long hard grind of building it single player first, of making it work with Gmail, with Office three sixty five on iPhone, on Android, on Mac, on Windows, and web, and and that took many, many, many years. We did that and made it something that individuals actually wanted to use before finally coming back and making it truly multiplayer over the course of the last year. I didn't want to build an email client that your boss forces you to use. I wanted to build a piece of software that you genuinely really fell in love with and that you wanted to use. [00:22:00] S8: Alright. Well, thank you, everyone. Thank you, Rahul, for the amazing talk. Let's give him a round of applause. Ad[00:22:18] S5: Your sausage McMuffin with egg didn't change. Your receipt did. The sausage McMuffin with egg extra value meal includes a hash brown and a small coffee for just $5. Only at McDonald's for a limited time. Ad[00:22:30] S6: Price and participation may vary. Promotion pricing may be lower than meal pricing.
00:22:30 · S6, S10, S11, S12
Ad[00:22:30] S6: Price and participation may vary. Promotion pricing may be lower than meal pricing. Ad[00:22:33] S10: Sam's Club is the club for every holiday club. Guess who's joining the club this season? Walmart Plus. Yep. Sam's Club Plus membership now comes with Walmart Plus at no extra cost. Two memberships, one great price. Just a $120 a year can save you time and over $700. Wanna get in on the membership duo of the century? Visit sam'sclub.com. Come join us. Sam's Club. Ad[00:22:54] S11: Annual plan only auto renews TNC apply estimate based on average combined Walmart Plus and Sam's Club Plus savings among members of both for one plus year versus nonmember or club member pricing slash fees excludes membership fees. See Walmart Plus terms and Sam's Club terms for more info. Ad[00:23:03] S12: When you shop Kroger delivery, you can expect the savings you love and fresh groceries delivered right to your door. Our refrigerated trucks keep your items fresh while our associates are committed to getting every detail right, carefully selecting and packing your order with care. Because bringing you fresh, quality groceries is what we do best. And right now, enjoy $20 off your first online order of $75 or more. Restrictions apply. Seasight for details. Kroger, fresh for everyone.
00:23:03 · S12, S13, S14
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