GTM Sauce

Bro · B2C · AI companion app

Pick one everyday moment, texting, as the way into a big AI companion idea

Texting wedge became the winning format; lock-screen versions also did well

Workedpositioning-nichevalidation

What they did

Bro's vision ('always with you') was too unspecific to market, so they looked for a concrete scenario. They tested 5-6 mock-up ad variations: some around the lock screen (e.g. Bro giving morning affirmations when you wake up in a bad mood), others around Bro floating over a texting conversation. They went all in on the floating-over-texts format, then dating apps, then miscellaneous life moments. The lock-screen versions also did well (they showed the 'proactive caring' idea could work) but used outdated designs, so they were dropped to avoid confusing viewers.

What happened

Texting became the main wedge and the format behind the 7.9M-view video and the creator program.
Stage
pre-launch validation

In their words

Roger Chen - How I Built the #1 App on The App Store (Twice)

Play from 3:32
3:19

Joseph ChoiSo, yeah, you're trying to take up this lock screen real estate, but you need to provide value. Um, and you're doing it in this like kind of light-hearted way. But you hit number one on the App Store, all right? Like, how did this happen?

3:32

Roger ChenSo, it was a lot of TikTok, honestly. So, the idea here is uh we want to position like, like I said before, like Bro is like always there, like a companion that's like, that's like really with you with you. Like whatever you're doing, like Bro is always there to give you help, to chat with you about it. You see like that's a very ambitious vision, right? And the problem with that is that it's not specific. So, even though we found like the whole vision like just super, super exciting, we still need to find a wedge, like a concrete wedge, like a concrete scenario in people's lives. And the we- and the wedge we found, like, is like, obviously, number one is just texting. So, we focused on texting first, and then uh a lot of the dating app stuff, and then finally some other like miscellaneous stuff like you you go through with your life.

4:22

Joseph ChoiWait, so is this the is this the main format that you're doing? Kind of like the face reaction and then demo of the product?

12:40

Joseph ChoiI see. And did you basically invalidate the lock screen concept by putting those prototypes out first, and then you it didn't do as well on the ads?

12:50

Roger ChenActually no, it's uh those do pretty well, too. Like that's actually where we got the hunch that um this proactive caring thing could really work. The reason why we decide to go with this one is just that that one has uh had an like like in some of the demos, like in some of the steps once it had like outdated designs, and we don't want to confuse the like confuse people.

13:10

Joseph ChoiQuick question. Is this picture-in-picture? Like, is this is this a video on the iPhone, or like how do you actually get the the little rectangle on on top?

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Tags: tiktok, wedge, use-case, creative-testing