Let people use the app right away: no login, one tap to connect

Tanuj Chatterjee"How do I connect a user who's in Poland to the best server? What's the right server? What's the right protocol?" And then there are blocking and tackling that we'll have to do. Some people might block you because an airline might block you thinking that, "Oh, you might be a bot." "How do I give them very, very good service quality?" That's really hard work. So that's what we focused on a lot.

Tanuj ChatterjeeIt's a premium app that helps because there's no friction. You just come in, no login, no very, very heavy paywalls that are hard to get around. You just start click on connect and start using it. Our engagement time is literally half a second, half a minute. The first time they come in, they'll have to do a very quick setup, but there's the second time they come in, they come in and they click on the connect button, they go off to their Netflix or to their browsers and all of that.

Tanuj ChatterjeeAnd that's what we want. We don't want people to stick around too long, unlike a lot of other apps where engagement... We define engagement differently. It's not time spent on the app. It's actually the intention to come back to the app.

Jacob EitingSo yes, I guess is the answer, is you do some sort of smart and be like, "Okay, we're going to defer to see if this person's going to... They might convert right away and we don't want to degrade the experience."

Tanuj ChatterjeeIt's not just for conversion. It's also, we want them to see the value of the app. So even the paywalls are not very hard. There's a big X sign where you can cancel out very easily. So, we are not trying to over monetize it. Just the main goal is come and use the product.

Jacob EitingYeah. I guess becoming their VPN app is probably more important than monetizing on that [inaudible 00:17:54].