In this episode, a16z Partner Seema Amble chats with Tomer London, co-founder of Gusto, about establishing product-market fit and product discovery. London shares how Gusto, now valued at ~$10 billion with 300,000+ customers, identified early customers who could provide valuable feedback that helped the team optimize the self-service product experience. The conversation explores Gusto's approach to product development, as well as managing and incorporating customer feedback while maintaining a clear product vision. Timestamps: 0:00 - Intro 1:18-3:14 - Gusto’s founding story 3:14- 4:56 - Solidifying a GTM sales strategy 4:56-10:03 -Identifying early customers and perfecting the sales pitch 10:03-12:45 - Working with customers to optimize the product UX 12:45-14:31 - Engendering trust and finding success with accountants 14:31-16:41 - The role accountants planned in Gusto’s success 16:41-19:34 - Creating a feedback funnel and balancing product vision 19:34-22:38 - Self-service strategy and measuring success 22:38- 23:45 - Refining the UX at scale 23:45-25:45 - Identifying real-world use cases to inform product strategy 25:45-29:52 - GTM learnings and advice 29:52-30:05 - Outro Please note that the content here is for informational purposes only; should not be taken as legal, business, tax, or investment advice or be used to evaluate any investment or security; and is not directed at any investors or potential investors in any a16z fund. a16z and its affiliates may maintain investments in the companies discussed. For more details please see a16z.com/disclosures.