Run over 100 experiments a month

Joseph Choi… a decent chunk of the audience that is doing maybe like six figures a year in revenue, and they're probably looking at these things and thinking about like, "Okay, maybe if I want to exit in the future, how can I make some decisions now that will change the trajectory of like how I build the company?" Would you say that there are any levers that you can pull like earlier in the like six-figure ARR journey that can really help optimize for this?

Josh PelegAbsolutely. So number one: the earlier you can fix organic traffic, the better. It's hard, but the earlier you crack it, the much better for you. You don't want to be stuck at 10 million ARR fully reliant on UA. So try and crack organic early, even at the small scales. Second thing is, you should be testing pricing, you should be testing uh UI/UX on your paywall, you should be testing color schemes, fonts early, frequently. I remember seeing a graph of like the Flo team, and they were running like over 100 experiments a month. Like, you need to be pushing the number of experiments you're doing.

Josh PelegAnd I think the final piece of advice I would give is that don't try and do too many distribution channels at once, especially on the paid side. You probably haven't found the ceiling of the distribution channel you're focusing on right now. Push, push, and push until you find the ceiling. When ROAS curves start to be less favorable towards you, then start to find the next channel. But really try and find those ceilings before you jump ship, …