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  3. After PMF: People, Customers, Sales by Mathilde Collin

Summary

Mathilde Collin, founder of YC alumnus Front, shares her insights on scaling a startup to thousands of paying customers. Here are the key points:

  • Importance of transparency in building a successful company culture
  • Need for discipline and clear focus in scaling a company
  • Finding a compatible co-founder and securing funding
  • Taking on multiple roles as CEO in the early days
  • Hiring people better than oneself and prioritizing hiring
  • Importance of a strong and specific company culture
  • Being disciplined about talking to users and gathering feedback
  • Understanding customer needs and pain points
  • Being deliberate in saying yes and no to certain use cases
  • Focusing on input metrics and listening to customers
  • Importance of consistent communication and hitting targets
  • Prioritizing happiness and health over work
  • Value of meditation in managing stress and challenges
  • Prioritizing safety and security when selling to enterprise customers
  • Effectively communicating price increases to customers
  • Testing willingness to pay before implementing payments
  • Importance of understanding customer needs and building a specific product
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