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foreign [Music] School my name is Gustav and I'm a group partner here at y combinator today I'm going to talk about how to go from talking to users getting your first customers here's what I plan to cover today one what does it mean to do things that don't scale and why is this mindset so so important at this stage of your company two how to do sales I'll make the argument the founder should be the ones doing sales in the beginning then we'll cover some sales funnel information and then why is it so important to charge for your product and finally we'll learn how you work your way backwards from your goals and why that's important I hope you've read this article or this essay the most important essay ever written about the very early stage of startups is do things that don't scale by Paul Graham Paul is the co-founder of Y commner he published this essay about the early days of Airbnb Airbnb is perhaps the best example of a successful YC company who got their feet off the ground this way many Founders who never worked for a startup or an early stage company incorrectly believe that all you need to succeed is a good product and growth will take care of itself this is not the case the truth is that good product is very rarely built in isolation but together with your customers and as a result it's not actually that good when you show it to your first customers set this another way startups don't take off by themselves startup takes off because Founders make them take off and you have to manually recruit your customers it's not enough to push a button on an advertising Network this is uncomfortable and Founders continuously find many ways to avoid doing this the most common way is believing that you can recruit people by just writing more code or doing more work on your machine or your robot or whatever you're building I know this from my experience of YC that this actually don't work so why am I talking about this right now learning the tactics of sales is just one side of this uh of of this learning the most important side is just really realizing that it comes down to you it's not just knowing exactly how to do sales in theory but actually doing it and actually wanting to succeed another great visualization is what's called a startup curve this was initially drawn by YC found program and then labeled by Trevor Blackwell and you've probably seen this curve before most companies go through something like this it's kind of like a timeline for startups here's how it goes first you launch these days most companies don't launch on TechCrunch but probably on product hunt or Hacker News or some other internet board the launch energy that you get from this launch eventually starts wearing off as...