On this episode of Thrifty Titans., we dive deep into how to build an audience and market a startup product from anywhere in the world. Our guest is Paul Daniel, Head of Growth at oSlash, a Bengaluru-based startup that offers an enterprise URL manager to help teams manage and share information.
We explore oSlash's ideal customer profile, and how they prioritize productivity in their marketing and product decisions. From analyzing user data to using reference loops, Paul offers actionable insights for community marketing and referral marketing. We also discuss the importance of understanding regional user behavior and tailoring content accordingly.
Join us to learn how oSlash captured an important use case among teams worldwide while managing a low-cost, high-impact marketing & growth strategy with a focus on productivity.
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Saikat Pyne: Welcome to the U Incorporated podcast with me. Second on
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Saikat Pyne: this week's episode, I have the pleasure of being joined
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Saikat Pyne: by Paul Daniel. Paul is the head of growth at
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Saikat Pyne: o slash o SLASH Is this amazing enterprise URL manager
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Saikat Pyne: that helps teams navigate, manage and share information by
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Saikat Pyne: internally naming all important links? It's a very young starter
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Saikat Pyne: founded in 2020 and in this very short amount of time,
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Saikat Pyne: most Slash has been able to capture a very important
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Saikat Pyne: use case among teams around the world.
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Saikat Pyne: On this week's episode, we're really going to dive into
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Saikat Pyne: how you could
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Saikat Pyne: build an audience from anywhere in the world. Take us
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Saikat Pyne: through what o slash's audience really looks like.
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Paul Daniel: Wood lash is a productivity, too. It's the main motivation
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Paul Daniel: here is just to save time, be more efficient at work.
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Paul Daniel: The whole space is new. If you take productivity as
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Paul Daniel: a concept, it's pretty new to the whole market. And really,
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Paul Daniel: we are creating a product line to create awareness of
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Paul Daniel: the whole concept of
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Paul Daniel: productivity. Now, maybe two years back, or even now, if
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Paul Daniel: you ask the marketer, let's ask you yourself, right? Would
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Paul Daniel: you pay for a productivity and it wouldn't be a
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Paul Daniel: very solid. Yes, I'll try it out first and see
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Paul Daniel: if I can save time. I might pay for it. Right?
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Paul Daniel: So
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Paul Daniel: right now, our target audiences who have realised the importance
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Paul Daniel: of productivity, we can call them productivity geeks who try
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Paul Daniel: out a lot of these tools. So those are very
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Paul Daniel: strong IC P s who know why they're here for
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Paul Daniel: at the same time, we are also aware of the
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Paul Daniel: huge target market out there. It's not a small market,
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Paul Daniel: it's a huge market. So
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Paul Daniel: the job is also taking. Most guys saying can help
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Paul Daniel: you be more productive, and we are also trying to
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Paul Daniel: understand the space. That's where we are, right? And that's
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Paul Daniel: broader segmentation of a user. Right now
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Saikat Pyne: you are introducing a category of enterprise level productivity. What
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Saikat Pyne: does that mean at the growth end? What does that
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Saikat Pyne: translate to in terms of your targets?
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Paul Daniel: It's a great question right now that 100 books, right
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Paul Daniel: when it comes to the char growth, and I'll also
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Paul Daniel: touch upon how we take the message to that. You
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Paul Daniel: can call it the target of the marketing team.
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Paul Daniel: Now, if you notice our blogs, or if you notice
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Paul Daniel: the content out there, then our marketing team puts.
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Paul Daniel: I would say 60% of it is going to be
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Paul Daniel: about productivity. Not so most of the content is about, like,
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Paul Daniel: how can productivity matter to you? What are we doing
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Paul Daniel: in productivity? Why do you even need to think about productivity?
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Paul Daniel: So that's the strategy that we're taking in marketing and
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Paul Daniel: the 40% of the content Yeah, it's about and how
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Paul Daniel: we can do things for you. But the majority is
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Paul Daniel: about the whole concept of productivity
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Paul Daniel: now coming to the product side or with what we
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Paul Daniel: are doing. When a user tries to join or slash
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Paul Daniel: assigns a post slash,
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Paul Daniel: we take it as a challenge. Because though the user
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Paul Daniel: has signed up, we need a key to the product, right?
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Paul Daniel: So in that case, the user needs to identify or
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Paul Daniel: understand
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Paul Daniel: those lashes, but that we also need to make sure
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Paul Daniel: that we find the right in the first one or
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Paul Daniel: two minutes of them signing up right. So we think
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Paul Daniel: more on, like how to deliver or three minutes of
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Paul Daniel: them signing up because not a utility product like I
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Paul Daniel: T desk that
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Paul Daniel: when you have an ID R. Quist, you end up
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Paul Daniel: coming to the ID test. It's not that level of stickiness.
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Paul Daniel: It's more of a personal choice, right? So all the decisions,
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Paul Daniel: all of product decisions, are taken on, like how do
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Paul Daniel: we keep delivering that heap? This tool is a wheat wave.
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Paul Daniel: This is how we save time, this weed. So that
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Paul Daniel: stickiness aspect is what we take. And, uh, in terms
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Paul Daniel: of the product decisions.
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Paul Daniel: I think everyone knows this. Nothing like user interviews, right?
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Paul Daniel: So you cannot build something without having user feedback, right?
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Paul Daniel: So we do as much as user calls. Even now,
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Paul Daniel: we go on user calls, and it's funny. No matter
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Paul Daniel: who brings a decision to the devil, the first question
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Paul Daniel: is like, How many customers do you speak to before
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Paul Daniel: arriving at the decision? And if you don't have data
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Paul Daniel: at least 15 20 people, then you're not going to
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Paul Daniel: sell that idea to not even like your colleague in.
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Paul Daniel: So that's the
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Paul Daniel: guide that we follow a need to be packed by understanding.
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Paul Daniel: Do even users resonate with productivity, or are we making
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Paul Daniel: the right shelves? So that's how we look at book,
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Paul Daniel: it's always going to be productivity and then the product itself.
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Saikat Pyne: When you spoke about how informing the user about what
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Saikat Pyne: o slash can do for them is baked into the
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Saikat Pyne: product experience and that plays a huge role as well,
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Saikat Pyne: could you give a couple of examples? The
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Paul Daniel: first thing that you need to realise is we are
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Paul Daniel: taking the product to the initials so they are not
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Paul Daniel: They're not coming to our product. And by that is
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Paul Daniel: let's say I'm trying to convince you this right, No
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Paul Daniel: incentive to use you haven't seen the value. So we're
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Paul Daniel: doing this podcast, and then I'm pretty doubtful that you're
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Paul Daniel: gonna have to go sign up for after this, right?
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Paul Daniel: So unless otherwise you see the value of the product itself,
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Paul Daniel: you're not going to try out the product or see
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Paul Daniel: the one. What I mean by is that I have
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Paul Daniel: to live where you are working right, which means I
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Paul Daniel: need to find out which tools you use on a
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Paul Daniel: daily basis.
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Paul Daniel: Let's say you're on riverside a lot or you're on
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Paul Daniel: Gmail a lot, and I need to position my product
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Paul Daniel: there right in that case like I'll give you a
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Paul Daniel: more clear example of a post large. What we do
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Paul Daniel: right now,
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Paul Daniel: plus, is much more than link shorter right now. I'll
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Paul Daniel: get into that in the coming questions, but let's say
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Paul Daniel: you use a calendar link a lot. Maybe you use
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Paul Daniel: your calendar link
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Paul Daniel: 10 to 15 times a day. Now what we do is,
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Paul Daniel: once you reach a certain amount of data, you install
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Paul Daniel: slash
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Paul Daniel: we give you a small nudge in the calendar page
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Paul Daniel: and saying, Hey, it looks like you use a lot.
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Paul Daniel: Why not create a shortcut right now? Two things we
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Paul Daniel: are doing here. We are telling you that you're wasting
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Paul Daniel: this page too many times a day, which means you
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Paul Daniel: can probably access it in a single click. And second,
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Paul Daniel: you're wasting a lot of time by typing the same
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Paul Daniel: V again and again right now.
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Paul Daniel: This I am not expecting you to come to the
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Paul Daniel: o slash dashboard to understand the onboarding, understand what we do.
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Paul Daniel: I'm just trying to live wherever you are present, and
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Paul Daniel: this is why I think whoever is trying to put
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Paul Daniel: a product out there needs to understand that
00:07:14
Paul Daniel: more than expecting users to come forward are projected to
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Paul Daniel: be where they're working. This is this is not a
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Paul Daniel: post like wherever I worked before. This is always something
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Paul Daniel: that I have lived by. It's better to live where
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Paul Daniel: you're not. It's better to be seen that
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Saikat Pyne: of course
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Saikat Pyne: you spoke about the IC p. How did you really
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Saikat Pyne: nail the IC? P See?
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Paul Daniel: To be very honest. As you said, the whole it's
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Paul Daniel: still evolving company a lot of experimentation based, So I
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Paul Daniel: wouldn't say you set the IC p for the next
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Paul Daniel: 10 15 years. For us, IC P is is a constant,
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Paul Daniel: evolving game. And as and when we release more features,
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Paul Daniel: more modules, we're gonna again have to reach on. I
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Paul Daniel: don't think there's any hack
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Paul Daniel: to finding an IC p other than news user calls.
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Paul Daniel: Right now, before we release a small feature, we go
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Paul Daniel: on at least like
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Paul Daniel: 102 100 users, and the fact that you need to
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Paul Daniel: do about user interviews is you need to make sure
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Paul Daniel: that you are not putting any bias by selecting these
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Paul Daniel: users right now. What I mean by that is, let's say,
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Paul Daniel: let's say I'm trying to build some feature for which
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Paul Daniel: is a productivity group. Now my users has both productivity keeps.
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Paul Daniel: Some will know someone can use anything at all someone
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Paul Daniel: who hates productivity, someone who likes things to be messy,
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Paul Daniel: someone who likes things to do the extra thing. Some
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Paul Daniel: people just like typing links again and again. I have
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Paul Daniel: spoken to one user and and his satisfaction of reaching
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Paul Daniel: that You are
00:08:44
Paul Daniel: right. So you know, you need to make sure that
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Paul Daniel: the IC P User interview database has all your users cover,
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Paul Daniel: and you need to sort out the data and then
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Paul Daniel: make a decision. Right? And there's an interesting thing. Anyone
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Paul Daniel: who's doing IC p evaluation right now you need to
00:09:03
Paul Daniel: produce your does on a Sunday afternoon at two PM
00:09:07
Paul Daniel: or else you've not figured out your eyes. We need
00:09:10
Paul Daniel: to understand what was in his head on a Sunday
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Paul Daniel: afternoon after lunch at two PM.
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Saikat Pyne: Once you've figured out your IC P, what is the
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Saikat Pyne: logical next step for you about targeting these specific users?
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Saikat Pyne: See right
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Paul Daniel: now, to be very honest, our marketing is also very low, right?
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Paul Daniel: We are not right.
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Paul Daniel: If I can be honest and I think. Can you
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Paul Daniel: be separated if you're not doing anything on marketing, right?
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Paul Daniel: I see what you're doing and it's organic search Now,
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Paul Daniel: the reason In doing this, we are still at the
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Paul Daniel: stage of where we can constantly go ahead and say,
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Paul Daniel: Let's put all our eggs in one basket This is
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Paul Daniel: our IC P. Let's stay considering the the market right now,
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Paul Daniel: the economy right now and going to spend on products.
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Paul Daniel: Everything is a bit turbulent right now. So we just
00:10:02
Paul Daniel: do what that we can do without spending too much resources. Right?
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Paul Daniel: If you notice our C O game has been increasing
00:10:09
Paul Daniel: exponentially every month, right, because we can't do that with
00:10:13
Paul Daniel: putting too much resources. So whatever research we have done
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Paul Daniel: for the IC p, we try to let it into
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Paul Daniel: the S U again, right? So whatever things they search
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Paul Daniel: for productivity
00:10:24
Paul Daniel: associated you cannot touch will be there in the first
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Paul Daniel: two or three now, once
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Paul Daniel: because we know that someone who searches for productivity is
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Paul Daniel: our is our IC p right now and we have
00:10:39
Paul Daniel: enough details about them. So let's just take one step
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Paul Daniel: at a time, So it's not like we're just going
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Paul Daniel: in social ads. We're going into the paid marketing. We
00:10:47
Paul Daniel: gonna go to all those before we have enough data
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Paul Daniel: on right So and one other thing that is a
00:10:55
Paul Daniel: team product right now let's say
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Paul Daniel: you have a link and you don't tell anyone or
00:11:02
Paul Daniel: there's no point in just without any viral, the product
00:11:05
Paul Daniel: is going to exist. You also noticed that a lot
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Paul Daniel: of people share links. You sent me the you sent
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Paul Daniel: me on the river side link and all those links,
00:11:11
Paul Daniel: so we wanted to be there as well. And so
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Paul Daniel: when you are sharing a link a person, you've also
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Paul Daniel: added referral loads. So if you refer someone to Ola,
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Paul Daniel: you will get like $10 to keep using us
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Paul Daniel: on. They will also get some credit to be on
00:11:26
Paul Daniel: the paper plan, accessing the features. So we just narrowed
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Paul Daniel: down like what? All sources that we can like take
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Paul Daniel: it out to the market without spending too much. Because
00:11:36
Paul Daniel: we are in that phase where we are, I think,
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Paul Daniel: are we Is it fair enough to spend so much
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Paul Daniel: on marketing and expecting AC O and loops are somewhere
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Paul Daniel: where we're able to just all of the resources spending
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Paul Daniel: to us, right? So once an IC. P is data
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Paul Daniel: research is done,
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Paul Daniel: The next step is to just figure out what channels
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Paul Daniel: work best for you and that can depend on the
00:12:01
Paul Daniel: stage you're in or the depth of channels that you've
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Paul Daniel: exhausted after a point. And we can't invest more in S.
00:12:08
Paul Daniel: U because we don't reach a saturation point right. At
00:12:11
Paul Daniel: that point, we'll have to figure out what's the next
00:12:13
Paul Daniel: best channel to invest. So the obvious next step is
00:12:17
Paul Daniel: to figure out which channel works best for you.
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Paul Daniel: Considering the marketing, Are you in a position to go?
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Paul Daniel: All guns play good, but the economy, I think it's
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Paul Daniel: it's good to clean and keep the runway long before
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Paul Daniel: you go on the Bulls. Things like that.
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Saikat Pyne: Absolutely. You led me on to my favourite topic, which
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Saikat Pyne: is growing in a very lean manner. What are your
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Saikat Pyne: tips for early stage founders who want to scale to
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Saikat Pyne: global markets but don't have a lot of money?
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Paul Daniel: See, recently, I've been like noticing this a lot, and
00:12:54
Paul Daniel: this is your networking and community marketing. I think the marketing.
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Paul Daniel: There are so many communities out there for each and
00:13:04
Paul Daniel: every team, each and every product. So he also started
00:13:08
Paul Daniel: a community on discard and things have been going crazy
00:13:12
Paul Daniel: out there and didn't need any resources out there.
00:13:16
Paul Daniel: Apart from S E. O. If you are into community marketing,
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Paul Daniel: all you need is to make sure moderator for the
00:13:22
Paul Daniel: community be active on the community. Just spread the community
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Paul Daniel: word and you can have as much as discussions possible
00:13:30
Paul Daniel: that are not even related to your product, but maybe
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Paul Daniel: just broader theme on our community forum. There are a
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Paul Daniel: lot of discussions on productivity network tools they use. According
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Paul Daniel: to me,
00:13:39
Paul Daniel: it's going to be community. And second, if you have
00:13:41
Paul Daniel: a really great product, we start using refer loops is
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Paul Daniel: what I would suggest, right? These are things that you
00:13:48
Paul Daniel: may not spend much, and obviously you're gonna give some
00:13:52
Paul Daniel: amount of rewards and credits loops. But I think they
00:13:55
Paul Daniel: are very minor compared to the amount of money you're
00:13:59
Paul Daniel: gonna invest in ads or maybe like social media marketing
00:14:01
Paul Daniel: and all that. So there are a lot of low
00:14:04
Paul Daniel: hanging fruits out there where you can get the word out,
00:14:07
Paul Daniel: have a small community, and while you confident about you
00:14:10
Paul Daniel: and IC p and knowing that
00:14:12
Paul Daniel: you can scale up to 10 r m like 28
00:14:15
Paul Daniel: 30 then you go over grazing and marketing. But until that,
00:14:18
Paul Daniel: keep your circle small, get as much as feedback or
00:14:22
Paul Daniel: build the strongest product out there and then launch it.
00:14:28
Saikat Pyne: Got it. You also spoke about how referrals play into
00:14:31
Saikat Pyne: helping grow the startup at a very early stage. Could
00:14:35
Saikat Pyne: you take us through a couple of blueprints for what
00:14:38
Saikat Pyne: has worked for in terms of referrals and what has
00:14:41
Saikat Pyne: also worked for affiliate? That's a very
00:14:43
Paul Daniel: interesting question, and my take on this, I would say
00:14:46
Paul Daniel: what we were thinking about in as well, right? So
00:14:49
Paul Daniel: whenever we start any, I wouldn't call it C exercise.
00:14:53
Paul Daniel: Let's say we I think when we're discussing about referrals,
00:14:56
Paul Daniel: or maybe I see what's
00:14:58
Paul Daniel: revenue is never on our mind, right? Revenue is a different,
00:15:01
Paul Daniel: so we don't look at how can we make revenue
00:15:03
Paul Daniel: with films like how many people can be charged? It's
00:15:07
Paul Daniel: more on, like house can we bring on to the
00:15:09
Paul Daniel: platform right and we want to expand the top of
00:15:13
Paul Daniel: the funnel as much as possible, right? So that should
00:15:16
Paul Daniel: be a goal or refer or affiliate marketing down to
00:15:20
Paul Daniel: How much numbers can we make? The calculations are necessary,
00:15:24
Paul Daniel: but this is going to give you a more concrete
00:15:26
Paul Daniel: idea as to why you're doing wrestling, right? It's just
00:15:30
Paul Daniel: a foot in the game right now. Once you trust,
00:15:32
Paul Daniel: then there's a different story of how to make sure
00:15:35
Paul Daniel: your your onboarding is kick ass. Your attention is in.
00:15:39
Paul Daniel: Then you probably charge it from just bringing us. And
00:15:43
Paul Daniel: this output structures your reference also like, Where do you
00:15:47
Paul Daniel: need to put your what kind of messaging has to
00:15:49
Paul Daniel: be there? Right, So all this will come from the
00:15:52
Paul Daniel: idea of why you're doing it. You are thinking from
00:15:56
Paul Daniel: just getting more users, you refer.
00:15:58
Paul Daniel: It's going to be more of book content out there
00:16:00
Paul Daniel: and not just make some basic f m CE and
00:16:03
Paul Daniel: reference on $5 or something, right? So the idea behind
00:16:08
Paul Daniel: the reference has to be there first as to what
00:16:11
Paul Daniel: you're trying to achieve new reference and then even for
00:16:16
Paul Daniel: affiliate marketing. If you're just looking at bringing more users.
00:16:19
Paul Daniel: You also decide, like who you want to affiliate with
00:16:21
Paul Daniel: or see it in their mind that productivity is important.
00:16:24
Paul Daniel: They'll at least start searching for tools. That's a seed
00:16:27
Paul Daniel: for me at the table. Then I can just win
00:16:29
Paul Daniel: over competition and give to them, right? So the idea
00:16:32
Paul Daniel: is to create awareness, and that's for us, right? As
00:16:35
Paul Daniel: a product, you would make a great awareness of the
00:16:37
Paul Daniel: concept as well. So you need to find out like
00:16:39
Paul Daniel: where young and what you need to do what your
00:16:42
Paul Daniel: pool of her is. And you start building your full
00:16:45
Paul Daniel: loop or affiliate.
00:16:48
Saikat Pyne: Got it you were speaking about? How S C. O
00:16:51
Saikat Pyne: is a very important part of the strategy Currently at
00:16:54
Saikat Pyne: o slash if you dial out S c o.
00:16:57
Saikat Pyne: What do you think is the role of content at
00:17:01
Saikat Pyne: an early stage starter bootstrap, or is running a very
00:17:06
Saikat Pyne: lean set? Why should founders or growth teams invest in
00:17:10
Paul Daniel: content?
00:17:11
Paul Daniel: See, copy is the first thing a user sees. It's
00:17:14
Paul Daniel: It's all of the you saw the experience. Now you
00:17:17
Paul Daniel: can have an insane product in infrastructure, and you can
00:17:21
Paul Daniel: have an insane engineering back into that. But if your
00:17:24
Paul Daniel: content is shitty and your copy is bad, you've lost
00:17:27
Paul Daniel: the user there. And one of the interesting things about
00:17:31
Paul Daniel: the reviews that we get for our website, I think
00:17:33
Paul Daniel: you also mentioned website is usually on the
00:17:37
Paul Daniel: Yeah, that's the impact that content has to our content team,
00:17:41
Paul Daniel: as I told you just late. But the amount of
00:17:43
Paul Daniel: content they put the idea always have an edge over
00:17:47
Paul Daniel: other content output. Because so much content and copy of there,
00:17:51
Paul Daniel: like with social media booming and individuals who theatres made
00:17:55
Paul Daniel: everybody can put out content now and
00:17:59
Paul Daniel: interestingly to be the first point of interaction with your user.
00:18:03
Paul Daniel: So if you lose the content game there, then there's
00:18:05
Paul Daniel: winning back the user. You can have an in product,
00:18:09
Paul Daniel: or if your copy and content is banned, that's the
00:18:11
Paul Daniel: last game right there. So that's why our content is
00:18:15
Paul Daniel: also directly owned by CEO. So we give a lot
00:18:19
Paul Daniel: of it models, the content and even a single copy.
00:18:21
Paul Daniel: That wasn't our product. Let's take AC T A. Right now,
00:18:25
Paul Daniel: I have content becomes part of product decision as well, right?
00:18:29
Paul Daniel: So how do you put AC T A. How do
00:18:31
Paul Daniel: you put you can design all the buttons that you want,
00:18:34
Paul Daniel: but it it just says, Contact us. Nobody clicks. Contact
00:18:36
Paul Daniel: us these days like they'll know that it's going to
00:18:38
Paul Daniel: be a form I don't want to click on. Contact us.
00:18:41
Paul Daniel: So how do you make contact as investing is where
00:18:44
Paul Daniel: content comes in? Right. And, uh, I personal? We don't
00:18:47
Paul Daniel: keep content creators out of the discussion like content. People
00:18:50
Paul Daniel: are also part of product discussions because it's together, right?
00:18:54
Paul Daniel: And I think England, that tends the importance of content
00:18:58
Paul Daniel: because it's your first point of impact.
00:19:03
Saikat Pyne: Given that a majority of o slash share audiences, uh,
00:19:07
Saikat Pyne: I'm presuming, based on the US, what are the consumer?
00:19:11
Saikat Pyne: Qu of the US audience versus Let's Say, an Indian audience. See,
00:19:15
Saikat Pyne: every
00:19:15
Paul Daniel: market has a different perception when it comes to product rate,
00:19:20
Paul Daniel: and I'm not speaking about this from an Osage perspective.
00:19:24
Paul Daniel: Early arrivals at fresh at Microsoft, so I work in
00:19:29
Paul Daniel: U SI worked in a A regions. I worked in
00:19:31
Paul Daniel: Indian markets.
00:19:33
Paul Daniel: I work in Australian markets as well. The user behaviour
00:19:37
Paul Daniel: changes as per region, right to take the US market.
00:19:41
Paul Daniel: We are very willing to try out new tools they keep.
00:19:45
Paul Daniel: They're very open to trying out new tools, right? So
00:19:48
Paul Daniel: if you go show them a demos, the hair is
00:19:50
Paul Daniel: just nice. Let me try it out or it's not
00:19:52
Paul Daniel: just a productivity tool. Let's say they're on sales force,
00:19:55
Paul Daniel: and if you go them or show them about the C. R. M,
00:19:58
Paul Daniel: they will be open to trying it out, but buying
00:20:01
Paul Daniel: a product as well.
00:20:02
Paul Daniel: But their thickness is very low, right? So if someone
00:20:05
Paul Daniel: comes and shows them, they wouldn't mind switching of that right?
00:20:09
Paul Daniel: So you market getting AC C. But keeping them in
00:20:13
Paul Daniel: the extremely high the stickiness has to daily has now,
00:20:17
Paul Daniel: if you compared to I think like Indian Market Market
00:20:20
Paul Daniel: are similar,
00:20:21
Paul Daniel: the sale cycle is going to be insanely long, right?
00:20:24
Paul Daniel: People do not make decisions in a second right. If
00:20:28
Paul Daniel: there are a system, you might as well cancel the
00:20:30
Paul Daniel: deal lost because you're not going to convince them like
00:20:33
Paul Daniel: it is gonna be very impossible
00:20:35
Paul Daniel: for them to be convinced to move to a newer system.
00:20:38
Paul Daniel: But decide is if they move to your product, they're
00:20:41
Paul Daniel: not going to charm that using scroll. In that case,
00:20:44
Paul Daniel: you would need to focus more on acquisition of these
00:20:47
Paul Daniel: users rather than retention. And if you're looking at US Markets,
00:20:51
Paul Daniel: you're gonna focus more on
00:20:53
Paul Daniel: retention and acquisition. And obviously, I'm just talking from the
00:20:57
Paul Daniel: SARS perspective. I'm not sure about the other industries because
00:21:00
Paul Daniel: I've not work there. But when it comes to Australia
00:21:03
Paul Daniel: Pacific Market, make sure that the product the content member
00:21:07
Paul Daniel: down everyone speaks the same language as to what the
00:21:10
Paul Daniel: market is also expecting
00:21:11
Saikat Pyne: on that. Insightful, not guys. It's a wrap.
00:21:14
Saikat Pyne: Thank you so much for being on the show, Paul.
00:21:16
Saikat Pyne: Thank
00:21:16
Paul Daniel: you so much. It was nice speaking to you as
00:21:18
Saikat Pyne: well. Hey, guys, do tune in next week for the
00:21:21
Saikat Pyne: next episode of the U Incorporated podcast. See ya.