Lead playbook · Log №0715 min
Playbookhow to do marketing research when...
Do You Really Know What Your Customers Want? A Straight-forward Guide to Marketing Research
Read the full playbook →Experimenting With Growth: growth teardowns, GTM playbooks and pricing essays
Lead teardown · Log №07016 min
TeardownHow Duolingo Hooks Users?
How Duolingo's Strategies Turn Language Learning into an Addictive Daily Habit and What Startups Can Learn from It. Lessons in Engagement and Retention.
Read the full teardown →Lead essay · Log №06925 min
EssayHow PLG Outperforms Traditional Sales Strategies in B2B?
Product-Led Growth is transforming B2B growth strategies, reducing acquisition costs, and empowering users to drive organic expansion.
Read the full essay →Lead essay · Log №06020 min
EssayHow Ben Horowitz defines Good Product Manager vs Bad Product Manager?
Read the full essay →Lead playbook · Log №04819 min
PlaybookStartup's roadmap to failure: what you must NOT do!
Read the full playbook →Lead essay · Log №0418 min
EssaySo, You're Thinking About Product-Led Growth (PLG), Huh?
Read the full essay →Lead playbook · Log №04021 min
PlaybookThe PLG Framework: Your hands-on Guide to Product-Led Growth
This guide will equip you with the tools, tactics, and insights you need to harness the power of your product to drive sustainable growth.
Read the full playbook →Lead teardown · Log №03913 min
TeardownGrammarly's Product-Led Growth: Deconstructing Their Tactics & How You Can Replicate Them
The Ultimate Guide to Replicating Grammarly's PLG Success
Read the full teardown →Lead essay · Log №03810 min
EssayViral Growth of UPI in India and the World
How and Why UPI is Growing?
Read the full essay →Lead essay · Log №0373 min
EssayResults-Driven Growth Hacking by Rishikesh - Consultancy
Working with me is a roadmap to sustainable, and exponential growth.
Read the full essay →Lead teardown · Log №03613 min
TeardownCanva's Product Led Growth - All You Need to Know
The Canva's Playbook on How to Get Your Product to Sell Itself!
Read the full teardown →Lead essay · Log №0355 min
EssayWhy 95% of the Startups fail? and How to Break the Cycle
Key Mistakes to Avoid as a First-Time Founder!
Read the full essay →Latest from the lab
115 experiments logged · updated weekly →
№115RetentionCustomer Acquisition and Retention: How to Balance Both
Why acquisition and retention are one growth system, where they meet in LTV:CAC, and how to weight the two by stage.
Retention№114
Customer Retention Metrics: The 12 That Matter Most
A reference to the customer retention metrics worth tracking: what each measures, what good looks like for SaaS, and which one to make your north star.
113
Lab log entry
AcquisitionCustomer Acquisition Strategy: A Channel Playbook
A channel-by-channel customer acquisition playbook, with named-company proof and the metric to watch for each.
112
Lab log entry
AcquisitionWhat Is Customer Acquisition (and What It Costs)
A plain-English definition of customer acquisition, the funnel it runs through, what it costs by industry, and how it stacks up against retention.
№111RetentionCustomer Retention Strategies That Move the Number
The retention plays that actually shift the curve, with named-company proof and the metric to watch for each.
Retention№110
What Is Customer Retention (and Why It Decides Growth)
A plain-English definition of customer retention, why it beats acquisition on the math, and how to measure it.
Retention№109
How Wispr Flow Killed the Keyboard and Hit 40% Monthly Growth
Two Stanford roommates spent two years building a neural wristband nobody wanted. Then they pivoted to voice, and everything changed.
108
Lab log entry
AcquisitionHow a B2B Analytics Company Became the Coolest Brand in Dev Tools
The PostHog Branding Playbook. 10 layers of brand that turned a product analytics startup into a cult. Every layer is stealable.
№107RevenueThe AI SDR Playbook: What Actually Works in 2026
50-70% of companies churn off AI SDR tools before renewal. Learn the decision framework, real costs ($35K-$65K/yr), and hybrid model that drives 2.3x more revenue.
№106RevenueThe Trojan Horse Playbook: How Ramp Built $32B on a Loss Leader
The razor-and-blade playbook that turned thin interchange margins into $1B revenue and 30%+ software profit.
Revenue№105
Credits Are the New Seats (And They'll Die the Same Way)
A framework for choosing the AI pricing model that actually fits your product.
104
Lab log entry
RevenueLoom Growth Teardown: Chrome Extension to $975M Exit
3 pivots, a COVID growth hack, 25M users at $2/year revenue, and a post-acquisition meltdown. The real story behind Loom's billion-dollar journey.
103
Lab log entry
AcquisitionHow Figma Walked Away from $20 Billion and Built Something Worth More
From Thiel Fellowship dropout to $1B revenue, IPO, and the AI credit bet that could define the next decade of design.
№102ReferralHow ElevenLabs Hit $330M ARR: The Three-Platform Flywheel That Conquered Enterprise AI
The ElevenLabs GTM Playbook. How a PLG Voice Platform Conquered 41% of Fortune 500 Companies.
Referral№101
$300M in 11 Months: The Rise and Reckoning of Higgsfield AI
How Higgsfield AI hit $300M ARR in 11 months with multi-model aggregation, influencer distribution, and extreme shipping velocity, then faced a reputation crisis.
The Index
The full archive · newest first →100Revenue · Thoughts and Opinions9 min · Mar 1→099Activation · Case Study7 min · Feb 28→098Acquisition · AI7 min · Feb 25→097Acquisition · Frameworks6 min · Feb 18→095Acquisition · Case Study12 min · Dec 17→094Revenue · Resources8 min · Oct 16→
GaaS Is Coming: What Jensen Huang’s GTC Keynote Means for Growth Teams
How Gamma Turned a 95% Drop-Off into $100M ARR
7 AI Video Tools for Business (2026)
Growth Funnels vs. Growth Loops
How Midjourney Hit $500M ARR With Zero VC and Zero Marketing
For Founders: How a GTM Engineer Can Unblock Your Revenue Engine.
Growth Calculators
23 calculators · A to Z →Free growth, GTM, and SaaS metric calculators with formulas and industry benchmarks. Run your numbers and see how you compare, then read the playbook behind each one.
CR
Churn Rate
How fast customers leave you
ER
Engagement Rate
How actively users interact with you
FAR
Feature Adoption Rate
Active users who actually use a feature
FREE
Freemium
Free forever, pay to unlock more
RPU
Revenue Per User (RPU)
Average dollars each user brings in
TTV
Time to Value (TTV)
Speed at which users feel payoff
UOR
User Onboarding Rate
Signups who finish onboarding
ARR
Annual Recurring Revenue (ARR)
Predictable subscription revenue per year
CPP
CAC Payback Period
Months to earn back acquisition cost
DAU
Daily Active Users (DAU)
Unique people using you each day
LR
LTV:CAC Ratio
Value back per dollar of acquisition
MAU
Monthly Active Users (MAU)
Unique people using you each month
MRR
Monthly Recurring Revenue (MRR)
Predictable revenue you collect each month
NPS
Net Promoter Score (NPS)
Would users recommend you, zero to ten
ER
Expansion Revenue
Extra money from existing customers
PQL
Product Qualified Lead (PQL)
Free user already hooked on value
LTV
Customer Lifetime Value (LTV)
Gross profit one customer brings
AR
Activation Rate
Share of new users reaching value
RR
Retention Rate
Share of customers who stick around
WT
Website Traffic
Turn monthly visitors into customers and revenue
CR
Conversion Rate
Visitors who take the action you want
CPL
Cost Per Lead (CPL)
What you pay for one new lead
CAC
Customer Acquisition Cost (CAC)
Cost to win one new customer