跨国深谈← 返回←Keith Peiris

① 他说过的话

14 条

我给一个火辣的观点：人人都说持续和客户交流、找到用户在乎什么，但我认为创业是一件非常个人化的事。
I’ll give a hot take here, which is that, you know, I think everyone says, keep talking to customers, keep finding what your users care about. I think a startup is a deeply personal thing.
—— Keith Peiris · [00:34]

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如果你对某件事如此痴迷，结果表明，这个世界上会有和你一样痴迷的客户。
And if you are that obsessed about something, it turns out that there will be customers in the world that are as obsessed as you.
—— Keith Peiris · [00:52]

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缺失的是，它并不是任何人生活中不可或缺的一部分。如果我问客户，把这个拿走会怎么样？他们会说，嗯，会有点难过，我回到 Google Slides 就好。
But the thing that was missing was that, you know, it wasn’t like an indispensable part of anyone’s life. If I asked our customers, what would happen if we took this away? I think they would be like, yeah, be a little sad. I’d go back to Google Slides.
—— Keith Peiris · [02:33]

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这是一个演示文稿产品，但它永远做不出惊艳的演示文稿。它缺上下文，缺数据结构。
This is a presentations product and it’s never going to be capable of making amazing presentations. It was just missing the context. It was missing the data structure.
—— Keith Peiris · [04:14]

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他说，兄弟，为什么不干脆烧掉船只，去构建你有信念的东西呢？
He was like, dude, why not just burn the boats and go build the thing that you have conviction in?
—— Keith Peiris · [12:40]

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我在这点上有个强烈的看法：你不可能拿着同一个产品把 NDR 从 20 提到 40。留存几乎是从核心产品继承来的。
My strong view on this is that you can’t take the same product and take NDR from 20 to 40. I think you almost like inherit retention based off of the core product.
—— Keith Peiris · [12:54]

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我有好多创始人朋友说，我的获客成本八年没变过。
I have so many friends who are founders and they’re like, my CAC has not changed in eight years.
—— Keith Peiris · [14:14]

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我们退后一步想：我们中真的有人每天醒来，是想做这种难卖、难转化的 GTM 单点技术吗？
We started to sit back and be like, did any of us really wake up to build like this point solution, GTM piece of tech that’s like hard to sell, hard to convert?
—— Keith Peiris · [17:35]

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空气里有一种有毒的东西，就像，这帮人到底知不知道自己在干什么？而事实是，我们当时确实不知道。
There’s sort of like a, like a toxic quality in the air of like, you know, do these guys even know what they’re doing? And the truth is we, you know, we, we didn’t.
—— Keith Peiris · [20:14]

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这种难度反而让我们兴奋，因为我们宁愿攻克一个困难的问题，也不愿解决一个简单问题然后面对一千个竞争者。
And actually, that difficulty made us excited because we were like, we’d rather tackle a difficult problem than tackle an easy problem and have like a thousand competitors.
—— Keith Peiris · [23:41]

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而 Salesforce 从来不是为智能体设计的。
And Salesforce was never designed for FTEs.
—— Keith Peiris · [27:52]

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我们有过这样一个认识：冷触达应该是你的最后手段。第一手段应该是找过去两年聊过的每一个人，试着重新激活他们。
We sort of had this realization of cold should be your last resort. Like your first resort should be go find everyone you’ve spoken to in the past two years, you know, and try to reactivate them.
—— Keith Peiris · [28:28]

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结果表明，拿到优质参考客户最简单的方法，就是把软件免费送给圈子里的一小部分人，然后努力工作直到他们满意。
It turns out the easiest way to get good reference customers is to give your software away for free to a couple of people in that network and work hard until they’re happy.
—— Keith Peiris · [32:30]

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我们实际上并不是在优化一百万播放量。我们是在优化让 ICP 里的人看这个视频时有感觉。
We actually weren’t optimizing for a million views. We were optimizing for the people in our ICP feel something when they watch this.
—— Keith Peiris · [36:58]

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② 出现在这些集

1 集

• 《从 2000 万用户到烧掉重来：Tome 创始人的绝地转型与百万播放打法》 — 作为主持

③ 他谈到的

点进去有真内容 —— 本页主要出口

Lightfield · Tome · Salesforce · HubSpot · CRM · 记录系统 · 产品市场契合 · NDR · 发布视频 · ICP

④ 也在聊「创业与行业」的人