Drew Giovannoli

Level 2 A is messaging matrix against competitors for unique value prop is completed by x date. Level 2 B is messaging is tested in 10 customer interviews by y Level 2 C is complete sales leadership alignment by date Z

Example: Company x is launching new messaging. Level 1 is 80% of sellers are using new messaging in sales calls within 2 months approved by revenue leadership measured via Gong enforced alongside partnership with sales managers

Your product marketing 2024 goals are likely not only useless but damaging for your team. Let me guess, you either tied them to revenue target 🎯 or you qualitatively tied them to a product launch 🚀 by a certain date. 📆

@Patticus Haha I mean you have to. But you didn't *just do that. Merry Christmas!

@drewgio 🙏 Don't worry I'll dumb some linkedin posts down too ;)

Thank you @Patticus. For the insights that will change my biz, for the lack of ads or paywalls, and for not dumbing it down into just a series of LinkedIn posts. patticus.com/2023/12/16/com…

I paid to use @notion for my new small business. I'm the only employee. I shared a page with the leadership team at a client so they could see my work. I meant to add them as guests. Then I received a bill for $522.34 with no warning. I can't get ahold of support. Crushing.

@ShaanVP I loved the recent talk about how startups fail but founders don't. I've heard your sushi restaurant stories, but discussing the 8 years to find your success was refreshing. Please keep mixing in the reality of what it takes with the inspiring guests.

From @asmartbear: "The best advice doesn’t come as a barrage of statements but rather from a series of questions, asked by someone playing devil’s advocate" longform.asmartbear.com/bad-advice/?ut…

@asmartbear @Patticus So.. this actually went somewhere. :)

@drewgio @Patticus There's lots of software that purports to do this. Often as a component of something else (e.g. web chat, support, product management). However, I don't know anything that's dominating the space, so I feel that indeed there's probably space for something else.

OK, we all need help on this. Let's help each other. At least 10 times in the past month, someone has said to me: >>> I want to talk to customers more, but they don't respond to requests for meetings, nor to surveys. What do I do? Pay them?? <<< Let's give ideas. I'll start:

Had to check if I was listening to @lexfridman at 1.5x, but in fact it was just @pmarca at 1x. Marc's processing on such another level. Gpt6 maybe.

@nickgraynews I'm going out with a rare kid-less night out to La Piscina tonight in Austin with other parent friends. How do I surprise them and make it extra memorable?

@asmartbear Pizza from the best spot in town, a local ice cream shop, or book store, gets their attention because it's a unique spot they recognize, and it feels less of a trade of time for money. Treat them like a human. It ends up being a gift card cause that's logistically easier.

@drewgio Yeah I like that attitude, thanks! And the specific response-rate expectation. For "local incentive," do you mean things like gift cards, or is there some other sort of incentive that isn't as transactional?

@danhockenmaier Incredible content Dan! Read through a few of your posts today. I look forward to whatever's next.

When marketplaces entered, why did the TAM for taxis expand massively, the TAM for lodging expand marginally, and the TAM for housing not expand at all? The answer is mostly transaction costs: the cost of coordinating and executing a purchase. The more you can reduce those costs as a % of the total effective cost of a purchase, the more TAM will expand. Zillow: made buying a home a little easier. But that is a small fraction of the largest purchase most people will ever make, and they still have to tour, negotiate, close, and actually move in. Airbnb: made renting a room or home quite a bit easier. But travel is expensive, and you still have to spend a lot of time searching for a deciding what to purchase, even with travel marketplaces. Uber: made get a taxi massively easier. Prior to Uber, transaction costs associated with hiring a taxi were often more than the cost of the ride itself. You might pay $15 for the ride, but before that you had to call a cab company, wait 45 minutes for a car that might never show up, and only find out the price once you arrived. Now you press two buttons and wait 4 minutes. Failing to understand these dynamics is what caused many investors and commentators to "miss by a mile" as @bgurley put it in his essay about Uber's TAM expansion. Which industries still have a lot of lurking transaction costs that can be removed? Those are the ones that could get much, much bigger. Gurley's essay on Uber and my essay on transaction costs are linked in the comments.

@TravisNier New entity

@drewgio Is this pursuit within an established organization or is the business idea driving a new entity

Question: There's a paradox in deciding what business idea to pursue. You must have conviction in the opportunity while knowing full well that the idea will grow and change. Do you optimize for: -Growing, Ripe, Industry -Problem you believe in -Unique skill set on team -Other?

@Patticus I'm in the discovery mode to pick my next company to build. Reading about your story, I saw that you started with "tech-enabled" product with Price Intelligently before finding product market fit with Profitwell. It seems like a great way to learn while generating revenue.

@drewgio Got it - tell me more here. Just bootstrapping with services and then transitioning to product or something deeper?