In an episode of the Driven by DCKAP podcast, I asked Nishit Asnani — Co-Founder of Sybill, a generative AI tool designed to elevate sales calls — about the tough spot many startups find themselves in creating a great product but having a hard time attracting and growing customers. He pointed out that this is especially true for technical founders.
They might be great at building but not so much at getting people to use what they’ve made. “A lot of it has to do with, getting users as soon as possible, even though your product looks ugly and may not solve all the pain points,” he said.
Nishit stressed that getting users early on is really important. He recommended that startups try to gather users right away, even if the product isn’t perfect yet. One idea he had was to create a customer advisory board made up of early users who could share feedback. “You should keep hunting for users, get a few users, get their feedback, and basically have them on a customer advisory board,” he explained. This approach allows startups to learn from real customers and improve their products based on actual experiences.
The Importance of Learning and Improving
Nishit emphasized that learning and improving should be part of the process right from the start. Instead of waiting until the product is fully polished, he advocates for ongoing feedback and adjustments. “It’s much more iterative. You build something, get some users, learn from it, learn what are the bad parts of your baby, and then you fix them,” he noted. This way, startups can build strong relationships with early users, making them feel valued and involved.
By getting users involved in the development, startups can gather valuable insights and analyze how customers are using the product. This data helps identify what needs fixing, ensuring that the product continues to meet user needs.
Also see: AI and the Art of Sales: Insights from Sybill’s Nishit Asani
Rapid Growth through Product Innovation
As the conversation moved to growth, I pointed out that Sybill saw impressive revenue growth, jumping from $100,000 to $1 million in a short time. Nishit credited this success to two main factors: product innovation and customer advocacy.
“Product innovation has been a huge part of our journey,” Nishit said. He highlighted how Sybill quickly launched features like call summaries and AI-generated follow-up emails. By focusing on user experience and making it easy to use, Sybill helps new users quickly see the benefits of the product. “We focused on making it easy to use, very easy for a new person to onboard themselves and get to the aha moment quickly” he explained.
This simplicity and effectiveness lead to a better customer experience, which keeps users coming back and encourages them to share their positive experiences with others.
The Power of Happy Customers
The second key to Sybill’s growth is its customers. Nishit praised them for being enthusiastic and eager to refer others. “Our customers are amazing. They have not just adopted Sybill; they’ve enjoyed using the product and have been vocal about how useful it’s been for them,” he shared.
Nishit highlighted that referrals have become a major way to gain new customers. “Most of our customers have referred at least someone else to try using the product,” he noted. This shows how satisfied customers can drive growth. When users love a product, they naturally want to tell others about it, helping the startup expand.
Related read: AI in Supply Chain Management for Distributors
A Product-Led Growth Strategy
I added that Sybill’s growth seems to be driven by a product-focused approach. Nishit agreed and emphasized the need to create a product that not only meets user needs but also exceeds their expectations. By continually innovating and integrating feedback, Sybill positions itself as a leader in sales tech.
The conversation made it clear that for startups, especially in tech, focusing on user engagement and product innovation is key. By prioritizing feedback, fostering a learning environment, and encouraging happy customers to refer others, startups can set themselves up for sustainable growth.
Embrace the Learning Process When Building A Product & Growing Customers
Nishit’s insights remind us that building a successful product is a journey with ups and downs. It takes patience, flexibility, iterations, and a real understanding of what users want. Startups should embrace a learning mindset, focusing on feedback and continuous improvement rather than waiting for the perfect launch.
By sticking to these principles, aspiring entrepreneurs can tackle the challenges of gaining customers and set their products on a path to success. As Nishit put it, “You build something, get some users, learn from it, learn what are the bad parts of your baby, and then you fix them.” In the fast-moving world of startups, this approach can be the key to unlocking growth and making a lasting impact.
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