Second Derivative with Charley Ma and Mahdi Raza Second Derivative: Gaurav Vohra on scaling Superhuman and other tactics for PLG growth
Jul 22, 2025
Gaurav Vohra, the growth guru behind Superhuman, dives into his impressive journey from tech novice to leading innovative growth strategies. He explores the early days at Superhuman where they thrived without A/B testing for years. Gaurav shares insights on hiring engineers through a data-driven approach, targeting high-expectation users, and using exclusivity to create buzz. He also discusses the importance of personalized onboarding and how to pivot from paid acquisition to organic growth for sustained company success.
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Delay A/B Testing With Conviction
- For the first four years at Superhuman, they did not run proper A/B tests but used qualitative feedback and first-principles conviction.
- Strong conviction and qualitative iteration can sometimes replace early experimental testing.
Targeting High-Expectation Customers
- Targeting CEOs, founders, and VCs with high email burdens was a deliberate "hard mode" strategy at Superhuman.
- This focus created a localized monopoly among high-expectation customers, differentiating from other email tool markets.
Creating FOMO with Waitlists & Referrals
- Superhuman created intentional FOMO using waitlists, referral codes, and Twitter virality to drive organic demand.
- Early users sharing referral codes on Twitter resulted in hundreds of new signups via social proof and exclusivity.