"i felt like it was a problem that was very solvable and we ended up renting a stadium to just hire like 60 000 drivers in a couple of weeks so i think looking back it was certainly a risk like when i ..."

"even at that small scale of like 4 000 orders per day crystal wajaya has been leading product and growth teams at some of the largest consumer businesses in southeast asia including kumu where she's c..."

"the largest super app in southeast asia to put this in context gojek completes more rights per day than lyft and more food deliveries than grubhub ubereats and doordash combined and it's the number on..."

"our conversation we cover the biggest growth unlocks that crystal has seen across the company she's worked at what growth investments usually pay off and which often don't we dig into growth models a ..."

"young women get into stem called generation girl crystal is such a star and i hope that you enjoyed this episode as much as i did and with that i bring you crystal or jaya if you're setting up your an..."

"analytics solution in the world used by both big companies like shopify instacart and atlassian and also most tech startups amplitude has everything you need including a powerful and fully self-servic..."

"platform to help you understand your users like never before give your teams self-service product data to understand your users drive conversions and increase engagement growth and revenue ditch your ..."

"[Music] hey ashley head of marketing at flat file how many b2b sas companies would you estimate need to import csv files from their customers at least 40 and how many of them screw that up and what ha..."

"onboarding so if your csv importer doesn't work right which is super common considering customer files are full of unexpected data and formatting they'll leave i am zero percent surprised to hear that..."

"onboarding is one of the highest leverage opportunities for both sign up conversion and increasing long-term retention getting people to your aha moment more quickly and reliably is so incredibly impo..."

"and their customers where they need to go faster if you'd like to learn more or get started check out flat file at flat file dot com slash lenny crystal thank you so much for being here i've read a bu..."

"tweets but that's the first time that we're actually chatting for real and i'm really excited to yeah i'm excited to learn from you and for folks to learn about you we may have like cross paths on clu..."

"basically the super app doesn't have to be the best at everything the fact that it does enough and everything good enough wow amazing okay that's super interesting okay so transitioning a bit to growt..."

"in terms of yeah so we did kind of crazy things right like if someone told you in the us that they were gonna rent out a stadium pre-load a bunch of mobile devices market that driver should come here ..."

"simple as wanting to test a subscription feature which was just released in singapore a couple weeks ago we ended up saying we have this voucher system that we can distribute vouchers in the back end ..."

"bunch of interns and we were able to validate some of the value prop and conversion rates that we would expect in a subscription service when we wanted to do a new onboarding screen but turns out we h..."

"so it's really just like what is the user experience that we want to create how do we manifest that as quickly as possible let's just try that first going back to the stadium example i knew you said t..."

"to the model but you could have weird consumer sentiments like not everyone is a rational actor so testing the actual experience and seeing how people respond to it that's the best possible data pulli..."

"fascinating so contrarian running experiments at 30 people i love that you have to i mean like every idea is so cheap at that scale like you could do things that don't scale dramatically better with 3..."

"things that have to be done so we're always looking for what is a specific reason that this user might have converted for things like go food it would be things like when does a user try a new merchan..."

"but it solved a different problem before and how do i convert it was how do i solve for trust how do i break the barrier of facilitating that decision making process that aha moment by fixing the setu..."

"if they aren't sure like why the user opens the app or they aren't sure why the user got to this checkout page it's often some like copy or the pack has been ineffective in some way i'd like to see fo..."

"this will make things work but they don't have any wizard of oz test they haven't proven that people want to do that they don't have any data of users currently trying to do that and that's a that's a..."

"indefinite potential win so we try to layer these definite wins with like crazy bets of like brand new feature with no data at least run an experiment if you can but i always try to layer in these sur..."

"a startup it's only going to go down because your kind of early adopters are more excited and and they'll be more excited about coming back and so yeah so you want to start really high i mean don't ma..."

"around sixty percent for a free product that's kind of that's actually what we saw at gojek early days it was like 60 70 retention rates because people were using this product that really solved a hug..."

"in all of these scenarios and they're like oh so you're mean you're doing this step one step two and i was like yes actually how did you figure that out so i don't really think in frameworks like this..."

"all of gojek's growth as it expanded to new cities so step one is what are the physics step two is when you think about loops and growth funnels and the quantitative inputs to each loop does that fit ..."

"so step one just to cover this is figure out how you're growing in gojek's case it was partly real world people just seeing seeing gojek riding around i think it's it's both figure out how you're grow..."

"explaining it to them directly so it was one small there was no change to the physics it was a lever usage what a devious strategy it was huge it was like 60 of acquisition once we released that oh my..."

"love that maybe um as another example if something comes to mind with kumu how do you think of kumu through this lens yeah i'm always very hesitant to talk about kamuka as there's so much competition ..."

"to be able to identify those paths awesome while we're on the topic of these two companies just maybe for inspiration to founders who are thinking of ways to drive growth what were a couple of the big..."

"acquisition that way and that was a go check yep is there anything else maybe since you don't want to talk too much about kumu any other like advisorships or companies examples of something that ended..."

"reacquire back so that was one fix where we looked at the again physics of the model like we're not going to create new changes to the product or create one-time buys or like reactivation emails will ..."

"entertainment like it's not there for you to be like oh that's interesting how novel and then not act on it so real news is information that changes what you do in the real world and if you don't chan..."

"answered why is this person doing this thing here's why and then you are going to act differently so for our purposes if we look at a goat food user will transact and is more likely to use a voucher t..."

"observation test that hypothesis and then you get some causal representation of whether or not that hypothesis was right so it sounds like a lot of the root of the issue is setting up the wrong metric..."

"experience and the context that can help you look at hey when a user only sees two drivers on the screen they're much less likely to convert than a user who sees five drivers on a screen now we can lo..."

"in my user properties so it's really just like sitting down and mapping out the experience speaking of amplitude and other data tools do you have a default recommended metric stack for founders just t..."

"flow awesome i think we're both small investors in appo uh big fans but a little bit biased but yeah it's a next airbnb team that built it so it's cool shifting a bit from metrics and data to just gro..."

"how go-jek worked when maybe they didn't and so the we knew that the protocol was that a power user would know they would make an order and they would just wait they would wait somewhere they would ke..."

"you've seen it exactly i think it's just setting the bar like too high to expect someone to come in and model everything like again there are physics in place it's very hard to move everything so it's..."

"they're hiring an early growth person is that what you find just stats data kind of person yep you have to have someone who knows how to run the numbers right if you're looking at ratios of conversion..."

"yep i actually look for that first principle bias so i'll give people case studies of like here's what we see how do you know that this is true and then i have them set up an experiment design i want ..."

"time was to connect a quick python script to the twilio api that we had access to and we smsed a bunch of drivers through a csv that we uploaded that said like hey your acceptance rate is really low y..."

"here full time so give them those four hours we want to see like do they google if they can't figure it out right now like let's see them google it we'll ask them like what approaches they took how do..."

"doing absolutely yes generation girl is very near and dear to my heart so i co-founded this with a couple of amazing women who were also at gojek but are now full-time at generation girl so this reall..."

"it's incredible it's currently just in southeast asia is that right only in indonesia because frankly this is where this is where everyone needs the most support i mean globally stem is not well recei..."

"so it's really setting them up for success if folks want to help you said that there's a paypal page is there any other sort of action people can take yes enterprise software we love to teach ios deve..."