3 hours of podcast. 90 seconds of you.

The company survived by cutting its product surface in half and charging earlier than felt comfortable; distribution, not features, was the constraint the whole time.

• • Pricing was raised 3x in 18 months with no measurable churn increase
• • Enterprise deals only closed after removing the self-serve free tier from sales calls
• • Hiring ahead of revenue was the single most expensive mistake
• • Verbatim quote captured at 47:12 on why they killed the mobile app

The practical protocol reduces to three levers: consistent wake time, morning light exposure, and stopping caffeine 8-10 hours before bed.

• • Morning sunlight within 60 minutes of waking anchors the circadian signal
• • Caffeine half-life explains late-night sleep fragmentation more than total dose
• • Exercise timing matters less than sleep regularity for most listeners
• • Timestamps let you jump to each protocol without re-listening