Hello and welcome to hashtag growth, which is a brand new track here within Seeking Wisdom.

I'm your host, Matt Pilate. I'm a product manager here at Drift. I've been around for a little while.

So if you have been a drift fan or a member of the community or a customer for some time, then you probably recognize me from some of the product videos, whether that was product launches, walkthroughs, any of those things.

Many have dubbed me the guy with the beard or beard guy, which is relatively accurate. I usually have a

beard. There are some scenarios in which I don't have a beard, but I digress. So what is hashtag

growth? What are we going to talk about? We're going to talk all about what it means to move your

business the next step, whether that's focused on experimentation, moving certain metrics,

what the process looks like to run growth teams or experiments.

We're going to interview some quantitative thinkers or very analytical people and get a sense

of how they think about their business and ways to, as some may say, growth hack.

And today we're going to

focus on choosing the lever that matters. It doesn't matter what company size you are. You're going to

have to do this at some point. You should be doing this all the time, really. As you grow, you're

going to have one core metric that your company is focused on. So generally, if you're in B2B,

that's going to be revenue. If you are in something like consumer, it's going to be a lot more

around users. If you're in e-commerce, it's going to be number of sales or maybe revenue. So

your business is going to be focused on that one number and your team needs to start focusing

on specific levers. So a really

great example of this is the famous one around Facebook. So what Facebook determined was their

lever around activation. So activation is the point in which someone signs up for Facebook and then

does some critical activity

that is core to the product. So it is in Dropbox's example, it would be to upload a file

...