As a start, could you provide some context about when and why you joined AppFolio?

The market validation process, which was established by John and Klaus, the company's founders, involves a thorough examination of potential new products or services. This isn't about feature enhancements, but entirely new offerings. A team, typically including a product validation lead, product engineer, product manager, UX designer, business line owner, and an executive sponsor, would spend three to six months on this process.

Could we go back a bit? What was the product like when you joined in 2015? Who were the major customers, core product lines, etc?

Another significant change occurred in how we onboarded customers. I was managing the screening services team, which was a value-added product, as was our payments service. Around 90% of our customers used screening and 80% to 85% used payments. We decided to integrate these services into the implementation process, setting up customers with payments and screening during onboarding. I helped transition that team to our implementation team, marking a shift in our approach to customer onboarding.