Note: This AMA is closed for new questions, but you can check out the existing conversations below.
In this AMA, we had Pulkit Agrawal — co-founder and CEO of Chameleon — share his thoughtful insights on initial product GTM strategy, PLG-market fit, a deep-dive into PLG as a product strategy, and more. Dive in!
Paul’s brain pickings:
Here are some highlights to help you understand Pulkit’s thought process:
On growing slowly:
“There are lots of opportunities in the Silicon Valley ecosystem. But one of the obvious downsides is the hype and hyperbole around growth. Of course, growth is a crucial part of the startup journey. But before moving too fast, spend time growing slowly, refining your product, and understanding your customers and market. Once enough customers are raving about us, we’ll be switching to fast growth—and we’re excited to share the lessons that the next phase brings. Until then, we’re taking the slow road.”
Source: Why startups should grow slow before they grow fast
On transitioning from founder-led sales:
“The mentality around product and the mentality around sales is a little different. I do enjoy sales because it’s a chance to talk to real customers and real prospects and understand their pains and help solve their problems. But it’s different to a product because it’s not just about shipping and getting stuff out and being productive all the time. There’s a lot of like step wins or step losses. You’re working on something for a long time and then there’s a decision point and you’re either winning or losing. Whereas with a product, you’re continually delivering and it kind of feels good.
But the reason I’m actually thinking about this is because as a founder I was a product person and an engineer, if I’m going to build sales, if I’m going to build a sales team, I need to know what sales is about and I need to be able to inspire leadership around sales too and be able to be conversant with a sales leader as well as kind of sales reps. So that’s kind of my personal learning in sales is how do we do sales? And sales, I’d always considered a dirty word, it’s like someone is trying to fuse you or someone trying to give me something that I don’t want or con me in some way. And I think part of this is the learning that that’s not what sales is. It’s not what great sales is. Great sales is about solving problems and helping communicate the solutions…”
Source: How do you get users to try software with a learning curve?
On user onboarding:
“The best onboarding is not just an intuitive product…Onboarding is the phase between users first coming into contact with your product and them internalizing the value that is being provided. It is you ‘succinctly communicating how your product will do the job for them’ across all facets of their experience with you. User onboarding is the art and science of first impressions; don’t just rely on looking good. Tell everyone!”
Source: The Best Onboarding is NOT Just an Intuitive Product
On investing early in content:
“It was key to do content. We cared about having organic distribution before we spent any money on ads or anything like that. So I was always against using ads too early. We did use ads for testing things. But we didn’t want that to supersede any of the underlying distribution engines. So content was probably the beginning. And it’s something that’s easy for early teams because founders or the early employees are very passionate; they have expertise and especially in new spaces there’s a lot to teach and educate.”
Source: How Chameleon’s Early Growth Was Powered by Quora, Content and In-Product Experiences
Stay in touch:
You can follow Pulkit to stay updated with his discoveries and insights:
- Pulkit on Twitter
- Pulkit on LinkedIn