5 questions to ask when your product stops growing | Jason Cohen (2x unicorn founder)

5 вопросов, которые нужно задать, когда продукт перестал расти | Джейсон Коэн (основатель двух единорогов)

Jason Cohen is a four-time founder (including two unicorns, one being WP Engine) and an investor in over 60 startups, and has been sharing his lessons on company building at A Smart Bear for nearly 20 years. In this episode, Jason shares his methodical five-step framework for diagnosing stalled growth—a problem that faces almost every team.

Jason Cohen — четырёхкратный основатель (включая два единорога, один из которых WP Engine) и инвестор более чем 60 стартапов, почти 20 лет делится уроками о построении компаний в блоге A Smart Bear. В этом эпизоде Джейсон представляет свой методичный пятишаговый фреймворк для диагностики остановившегося роста — проблемы, с которой сталкивается почти каждая команда.

Listen on YouTube, Spotify, and Apple Podcasts

Слушайте на YouTube, Spotify и Apple Podcasts

We discuss:

Мы обсуждаем:

Jason’s five-step framework: logo retention, pricing, NRR, marketing channels, target market

A small tweak that’ll double response rates on your cancellation surveys

Why “it’s too expensive” is almost never the real reason customers cancel

The “elephant curve” of growth

How repositioning the same product can increase revenue 8x

When to reconsider if growth is even the right goal for your business

Пятишаговый фреймворк Джейсона: удержание логотипов, ценообразование, NRR, маркетинговые каналы, целевой рынокНебольшая правка, которая удвоит долю ответов в ваших опросах об отмене подпискиПочему «слишком дорого» почти никогда не настоящая причина ухода клиентов«Слоновая кривая» ростаКак репозиционирование того же продукта увеличило выручку в 8 разКогда стоит пересмотреть, действительно ли рост — правильная цель для вашего бизнеса

Brought to you by:

При поддержке:

10Web—Vibe coding platform as an API

Strella—The AI-powered customer research platform

Brex—The banking solution for startups

10Web — Vibe coding-платформа как APIStrella — Платформа исследований клиентов с AIBrex — Банковское решение для стартапов

Where to find Jason Cohen:

Где найти Джейсона Коэна:

• Preorder Jason’s book: https://preorder.hiddenmultipliers.com/

• Предзаказ книги Джейсона: https://preorder.hiddenmultipliers.com/

• X: https://x.com/asmartbear

• LinkedIn: https://www.linkedin.com/in/jasoncohen

• Blog: https://longform.asmartbear.com

• Блог: https://longform.asmartbear.com

• Website: https://wpengine.com

• Сайт: https://wpengine.com

Referenced:

Упомянутое:

• Tyler Cowen’s website: https://tylercowen.com

• Сайт Tyler Cowen: https://tylercowen.com

• How to Perform a Customer Churn Analysis (and Why You Should): https://www.groovehq.com/blog/learn-from-customer-churn

• Linear: https://linear.app

• Jira: https://www.atlassian.com/software/jira

• Patrick Campbell’s post on X about pricing: https://x.com/Patticus/status/1702313260547006942

• Пост Patrick Campbell в X о ценообразовании: https://x.com/Patticus/status/1702313260547006942

• The art and science of pricing | Madhavan Ramanujam (Monetizing Innovation, Simon-Kucher): https://www.lennysnewsletter.com/p/the-art-and-science-of-pricing-madhavan

• Pricing your AI product: Lessons from 400+ companies and 50 unicorns | Madhavan Ramanujam: https://www.lennysnewsletter.com/p/pricing-and-scaling-your-ai-product-madhavan-ramanujam

• Pricing your SaaS product: https://www.lennysnewsletter.com/p/saas-pricing-strategy

• M&A, competition, pricing, and investing | Julia Schottenstein (dbt Labs): https://www.lennysnewsletter.com/p/m-and-a-competition-pricing-and-investing

• “Sell the alpha, not the feature”: The enterprise sales playbook for $1M to $10M ARR | Jen Abel: https://www.lennysnewsletter.com/p/the-enterprise-sales-playbook-1m-to-10m-arr

• «Sell the alpha, not the feature»: The enterprise sales playbook for $1M to $10M ARR | Jen Abel: https://www.lennysnewsletter.com/p/the-enterprise-sales-playbook-1m-to-10m-arr

• Buffer: https://buffer.com

• AG1: https://drinkag1.com

• How to find hidden growth opportunities in your product | Albert Cheng (Duolingo, Grammarly, Chess.com): https://www.lennysnewsletter.com/p/how-to-find-hidden-growth-opportunities-albert-cheng

• How Duolingo reignited user growth: https://www.lennysnewsletter.com/p/how-duolingo-reignited-user-growth

• The Elephant in the room: The myth of exponential hypergrowth: https://longform.asmartbear.com/exponential-growth

• HubSpot: https://www.hubspot.com

• Zigging vs. zagging: How HubSpot built a $30B company | Dharmesh Shah (co-founder/CTO): https://www.lennysnewsletter.com/p/lessons-from-30-years-of-building

• Adjacency Matrix: How to expand after PMF: https://longform.asmartbear.com/adjacency/

• Ecosystem is the next big growth channel: https://www.lennysnewsletter.com/p/ecosystem-is-the-next-big-growth

• ChatGPT apps are about to be the next big distribution channel: Here’s how to build one: https://www.lennysnewsletter.com/p/chatgpt-apps-are-about-to-be-the

• ChatGPT apps are about to be the next big distribution channel: Here's how to build one: https://www.lennysnewsletter.com/p/chatgpt-apps-are-about-to-be-the

• 10 contrarian leadership truths every leader needs to hear | Matt MacInnis (Rippling): https://www.lennysnewsletter.com/p/10-contrarian-leadership-truths

• Breaking the rules of growth: Why Shopify bans KPIs, optimizes for churn, prioritizes intuition, and builds toward a 100-year vision | Archie Abrams (VP Product, Head of Growth at Shopify): https://www.lennysnewsletter.com/p/shopifys-growth-archie-abrams

• Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market: https://www.lennysnewsletter.com/p/geoffrey-moore-on-finding-your-beachhead

• ER on Prime Video: https://www.amazon.com/ER-Season-1/dp/B0FWK5WJQ4

• ER на Prime Video: https://www.amazon.com/ER-Season-1/dp/B0FWK5WJQ4

• The Pitt on Prime Video: https://www.amazon.com/The-Pitt-Season-1/dp/B0DNRR8QWD

• The Pitt на Prime Video: https://www.amazon.com/The-Pitt-Season-1/dp/B0DNRR8QWD

• Wispr Flow: https://wisprflow.ai

• Anker: https://www.anker.com