After PMF: People, Customers, Sales by Mathilde Collin

TL;DR

Mathilde Collin describes building Front from zero to 110 employees, emphasizing that discipline—not just vision—is the primary driver of success. She advocates for radical transparency, hiring only when a candidate passes the "10x" test, and focusing relentlessly on revenue as the core metric post-PMF.

Key insights

• Discipline matters more than a grand vision; always having one focus and tracking it daily (e.g., revenue) is critical.
• Transparency builds engagement at scale: share revenue, churn, NPS, board decks, and even personal feelings—but avoid "bad transparency" like salaries.
• Hire people better than you only after you have figured out the function yourself; do not hire someone to solve a problem you haven’t solved.