While most start-ups put a significant amount of resources into their sales teams, technologies and strategies, Tom Medema, CEO at Bubbles, is a firm believer in instead allocating resources toward building a product people love so much that they do the selling for you. Tom talks about focusing on the user journey when thinking about monetization, where to focus when you have multiple funnels, removing friction to increase user value, and using direct and indirect loops to build virality.