Nilan Peiris

“It's actually integrated into the flow. So when we built it originally, we thought it's quite cool, marketing and acquiring customers is part of the product, and we should actually stitch that into th...”

“So from the very early days we'd start asking customers, and you probably have seen this survey, "Would you recommend Wise to a friend?"”

“That all makes sense. Obviously at the time, it is also way more chaotic.”

“Oh, wow, that's a really hard one. So, then the challenge, is as you know, everything is important.”

“No, it was literally get more people using it, and they'll share with their friends. There's obviously a bunch of learnings we've had around what specific trust sentiments matter, especially geographi...”

“But to get to recommendation, you're going to blow your users' socks off, and the phrase we use is, you have to give them an experience they didn't know was previously possible. And when you are in th...”

“Yeah, it was talking to customers, and looking at the survey results, and then through that, in many different ways, price will come up, speed will come up, ease of use will come up, and they kind of ...”

“It's this thing around growth rate. So, especially product net growth, which is what we're talking about. So you can imagine, we're going to open a new market to Indonesia, and the fastest way to do i...”

“Indeed, and the more expensive, systemically expensive markets. But let's get to that. So, what are the costs? So if you look at our P&L, there's just three costs at transaction level. You've got peop...”

“And customers hated it, and it was really expensive, obviously.”

“And that's what I call a 10x better experience than anyone else in the market, and that led to advocacy and word of mouth off the back of it. And that loop of getting your customers to help was also o...”

“Yeah, yeah. Generally when we go [inaudible 00:31:43], we're running cross-functional teams, but this is a verification team. The team actually would verify the docs when you sent it to us. They went ...”