Nilan Peiris (00:00:00): Some people focus on conversion rate, like, "I'm going to make this really, really slick." And that's cool. You get a bit more growth. But to get to recommendation, you're going to blow your user socks off. You have to give them an experience they didn't know was previously possible. And when you are in that place of doing something that no one has ever done before, that's when you get it. Lenny (00:00:23): Welcome to Lenny's Podcast, where I interview world-class product leaders and growth experts to learn from their hard won experiences building and growing today's most successful products. Today my guest is Nilan Peiris. Nilan is chief product Officer at Wise, where he has been for over 11 years, basically from the beginning of the journey. If you're not familiar with Wise, you should be. They make it incredibly easy and cheap to send money internationally. I am a regular user and customer, and because the product is so great, they've grown primarily through word of mouth. About 70% of their growth comes through word of mouth. And in our conversation, Nilan breaks down exactly how they made word of mouth so successful for their product. I don't know any founder who wouldn't wish to have more word of mouth growth, and Nilan's advice is the most tactical, and useful advice I've ever heard for how to actually drive your word of mouth growth. I am really excited for you to hear this episode, and to learn from Nilan. And so with that, I bring you Nilan Peiris, after a short word from our sponsors. (00:01:20): This episode is brought to you by Pendo, the all-in-one platform for product-led companies building breakthrough digital experiences. With all the tools you need, all in one simple to use platform, Pendo makes it easy to answer critical questions about how users are engaging with your product, and then turn those insights into action. With product analytics, low-code in-app guides, user feedback and session replay, customizable roadmaps...