Lightfield CEO Keith Peiris：用办公室换租免费试用，10家创业公司帮他们打磨CRM

Lightfield co-founder and CEO Keith Peiris on how they got 10 startups to use a product they didn't ...

Lightfield co-founder and CEO Keith Peiris on how they got 10 startups to use a product they didn't ask for: "First, we built a go-to-market assistant. We got people to like it, and then we couldn't get anyone to pay for it... We had all of these AEs using it every day, but we had no pricing power because it wasn't our data." "We decided to shrink the team, start from scratch, and reimagine the CRM from first principles." "We built in the dark for about four months. Then we needed to find people to use our CRM, and it turns out no one wants to use your four-month-old CRM." "We looked at the only asset we had left, which was this giant office space we couldn't get rid of. We were like, 'I'm going to post on X and LinkedIn: You can sit in our office space if you use our CRM.'" "We found 10 startups to come use the product... they were in it every day. They were mad about everything missing. They were mad about how slow it was, but they were in it every day, and they were giving us Slack feedback about it every two hours." "We have this barely working, barely finished product that people are in all the time, where they care about it so much they're going to give us feedback about it on an hourly basis." @keithpeiris @joeschmidtiv @arampell Your browser does not support the video tag. 🔗 View on Twitter a16z @a16z Lightfield co-founder and CEO Keith Peiris on killing a product with two million monthly users and rebuilding the CRM from scratch: Lightfield's predecessor was an AI presentation tool growing faster than the team could buy inference to support it. Keith shut it down anyway. Nobody on the team liked the product. Keith decided he wanted to attack the CRM space, a vertical that's notoriously hard to break into. A company's record of its customers is scattered across a whole stack of systems that often contradict each other. His bet is reconciling them into one coherent source of truth, what Lightfield calls a business world model. Every agent a team might run sits downstream of it. In this conversation with a16z's Alex Rampell and Joe Schmidt: the office space they traded for their first 10 customers, why a CRM ended up modeled on the Facebook timeline, three attempts at pricing before one worked, and why nobody at a 40-person company has a fixed role. 00:00 Intro 01:24 Why 2 million users wasn't enough 03:36 Why better models wouldn't have fixed it 06:41 Reconciling the data was the real product 08:16 How free rent bought their first 10 customers 10:12 A CRM does 3 jobs and only 1 matters 11:42 Autopilot CRM nobody has to update 14:56 No more rigid data models 17:11 How one customer modeled a whole marketplace 18:48 Taking customers from an incumbent 23:49 How to survive a new head of sales 26:03 Why the CEO still uses a spreadsheet view 30:55 Pricing models that failed before one worked 36:23 Fixed roles make product pivots impossible 40:02 Why slow shipping loses CRM customers 43:17 What Silicon Valley customers are actually worth 46:20 Why buyers need a reference who looks like them 50:40 What to ignore during a pivot YouTube: youtube.com/watch?v=K5yGLO… @keithpeiris @lightfld @arampell @joeschmidtiv Your browser does not support the video tag. 🔗 View on Twitter 🔗 View Quoted Tweet 💬 9 🔄 1 ❤️ 21 👀 6948 📊 8 ⚡