Most growth teams chase new users when the real opportunity sits in their existing funnel. Superhuman found their gold mine by converting self-serve individual users into managed team accounts, a shift that unlocked higher-value deals without chasing strangers.
I make all my decisions based on data. And so that's part of partially why I'm like always being like, you gotta have infrastructure because you're going to have dirty data if you don't have it. But in terms of like where we put time and effort, dollars, program dollars against optimizing like a journey, which I think is what you're asking, is based on like where is the biggest, where's the biggest, like the gold mine within your funnel. Whether or not that's okay, I have existing customers, they're using the product, we have good activation, but we haven't done anything to get them to expand. Mm-hmm. And those are your warmest people, right? They're, they're already using the product. Now we want the, one of the goals, at least for Superhuman, is to drive more managed teams, right? Managed deals. And we have this huge database of users, individual users, teams users, all self-serve. Serve. That is your gold mine right there. Do as much as you possibly can to run plays against them to convert them to managed. And we figured all of that out just through like looking at end-to-end, looking at all the data that's powering our growth. And that's where it started.
