How to Build a Product for an Industry You Don't Know | Eliav Moshe (Fullpath)

Description

Eliav Moshe, Co-Founder and CPO of Fullpath, a Jerusalemite who has been coding since high school and built apps in the early days of the App Store, joined his partners when they brought him an idea for a pilot in the US car market, a market he didn't know. In this episode he explains the industry's structure (manufacturers selling through local franchised dealerships), why it is technologically fragmented and stuck behind on-premise investments, and how Fullpath entered through on-site conversion optimization, expanded into car-buyer data and an autonomous advertising system, and cut implementation from two years to under a week with 200+ integrations. He describes go-to-market from both ends, through dealerships that become champions and through manufacturers and co-op funding, and the land-and-expand cycles. In the second part he explains what he looks for in product people, what a product interview at Fullpath looks like, and where candidates fail.

Key moments

1. 0:43 · Who is Eliav: from App Store apps to Fullpath
2. 3:48 · The US car industry and the data-silo problem
3. 7:18 · Implementation: from two years and a million dollars to under a week
4. 8:51 · Why the industry got stuck, and entering through conversion optimization
5. 16:24 · Manufacturers, co-op and go-to-market from both ends
6. 19:27 · Land-and-expand cycles and working with marketing agencies
7. 28:03 · Foot in the door, the end-game and ROI in B2B
8. 30:48 · What makes a good product person: the dance between business and technology
9. 33:37 · What a product interview at Fullpath looks like
10. 37:26 · Where candidates fail: rigid thinking and no business connection