Jason T. Ray is the founder and CEO of Paperless Parts. Paperless Parts is a SaaS company for manufacturing companies. Jason is an incredible founder with an depth knowledge on company building. This was one of the most educational chats I had!Key Takeaways:

1. Jason: PMF is not finite “the wave is just starting, it’s very easy to get crushed by a wave” once you achieve it, you have to maintain it, advance it, adapt to customer demand.
2. Jason emphasized the importance of being able to have a 1:10 ratio of: "perception of the amount of change vs the perception of the amount of value that can be delivered". I found this brilliant and adapted it on our website right after our call!

Phased PMF:

1. PMF is based on phase: 1) brut force phase to go from $0-1M ARR. Scrappy, prototype vibes. 1-3 people.
2. $1-10M phase, larger group but very much unnatural heroic effort. 20 people team… Still doing things that don’t scale… But that’s what drove his company to 10M.
3. Going from $10-100M is a completely different motion. Process and symptoms. “This is the year of process and systems” polish the edges, smoother, more repeatable.
4. ICP is critical. Discipline around that is key. As he tried to expand ICP he was constantly in search of PMF.

Books:

1. Extreme ownership
2. Culture code
3. Radical Candor
4. Don’t make me think
5. Product Led Onboarding & Growth