{"id":2039,"date":"2024-10-01T12:54:54","date_gmt":"2024-10-01T19:54:54","guid":{"rendered":"https:\/\/dmkthinks.org\/blog\/?p=2039"},"modified":"2024-10-23T17:17:19","modified_gmt":"2024-10-24T00:17:19","slug":"business-planning","status":"publish","type":"post","link":"https:\/\/dmkthinks.org\/blog\/business-planning\/","title":{"rendered":"How we do planning for our $13+ million business"},"content":{"rendered":"\n<p>Every month, 36+ million people use our <a href=\"https:\/\/appsumo.com\/collections\/appsumo-originals\/\" target=\"_blank\" rel=\"noreferrer noopener\">AppSumo Originals products<\/a> like <a href=\"https:\/\/tidycal.com\/\" target=\"_blank\" rel=\"noreferrer noopener\">TidyCal<\/a> and <a href=\"https:\/\/sendfox.com\/\">SendFox<\/a>.<\/p>\n\n\n\n<p>Also every month, we get 200+ pieces of feedback from users, prospects, and customers.<\/p>\n\n\n\n<p>A lot of the feedback is helpful. Some of it is threatening (&#8220;if you don&#8217;t release this feature, I&#8217;ll refund your product.&#8221;).<\/p>\n\n\n\n<p>Either way, we don&#8217;t have enough hours in the day to release all suggestions. We have a small, 10-person team \u2014&nbsp;so we complete only 5% of user requests every month.<\/p>\n\n\n\n<p><strong>But, we&#8217;ve still built a $13+ million SaaS business.<\/strong><\/p>\n\n\n\n<p>And, it&#8217;s one that&#8217;s consistently grown: Over the past 5 years, our number of new customers has increased by at least 37% yearly. (And this year, we&#8217;re pacing for 50%+ YoY growth.)<\/p>\n\n\n\n<figure class=\"wp-block-image size-large\"><img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"848\" src=\"https:\/\/dmkthinks.org\/blog\/wp-content\/uploads\/2024\/10\/dmkthinks-blog-planning-newbuyers-1024x848.png\" alt=\"Our New Buyers have grown 37%+ ever year for 5 years straight\" class=\"wp-image-2047\" srcset=\"https:\/\/dmkthinks.org\/blog\/wp-content\/uploads\/2024\/10\/dmkthinks-blog-planning-newbuyers-1024x848.png 1024w, https:\/\/dmkthinks.org\/blog\/wp-content\/uploads\/2024\/10\/dmkthinks-blog-planning-newbuyers-500x414.png 500w, https:\/\/dmkthinks.org\/blog\/wp-content\/uploads\/2024\/10\/dmkthinks-blog-planning-newbuyers-768x636.png 768w, https:\/\/dmkthinks.org\/blog\/wp-content\/uploads\/2024\/10\/dmkthinks-blog-planning-newbuyers-1536x1272.png 1536w, https:\/\/dmkthinks.org\/blog\/wp-content\/uploads\/2024\/10\/dmkthinks-blog-planning-newbuyers-2048x1696.png 2048w, https:\/\/dmkthinks.org\/blog\/wp-content\/uploads\/2024\/10\/dmkthinks-blog-planning-newbuyers-640x530.png 640w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/><\/figure>\n\n\n\n<p>As the saying goes: <strong>&#8220;The most important thing is to keep the most important thing the most important thing.&#8221;<\/strong> Too many SaaS founders, CEOs, and leaders I meet are trying to do too many things with their products.<\/p>\n\n\n\n<p>Most often, it&#8217;s because they&#8217;re:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Scared to say &#8220;no&#8221; to a customer, and risk churn<\/li>\n\n\n\n<li>They&#8217;re doing last-minute planning and aren&#8217;t thinking about their ideas strategically enough (often because they&#8217;re too busy getting pulled in so many directions)<\/li>\n\n\n\n<li>They think they can do more than they really can \u2014 which often results in half-baked products that don&#8217;t do anything well, don&#8217;t have strong PMF, and ironically have high churn anyway<\/li>\n<\/ul>\n\n\n\n<p>We&#8217;ve had all these issues at different times with Originals.<\/p>\n\n\n\n<p><strong>But after 5+ years, we&#8217;ve refined a process where 10 team members can support 36+ million monthly users<\/strong> \u2014 and <a href=\"https:\/\/www.linkedin.com\/feed\/update\/urn:li:activity:7216811401695174657\/\">succeed building a million-dollar business 40% of the time<\/a> (10x industry average).<\/p>\n\n\n\n<p><strong>Here&#8217;s how we&#8217;ve accomplished a process of focused product planning.<\/strong><\/p>\n\n\n\n<!--more-->\n\n\n\n<h2 class=\"wp-block-heading\">Step #1 &#8211; We define our KPIs of success for each product<\/h2>\n\n\n\n<p><strong>Too often, CEOs and leaders are bad at setting goals and KPIs<\/strong>.<\/p>\n\n\n\n<p>On one extreme, it&#8217;s surprising to me how many leaders don&#8217;t define a goal clearly. Or, on the other extreme or define way too many KPIs and then overthink everything and take no action.<\/p>\n\n\n\n<p>Both lead to inaction.<\/p>\n\n\n\n<p>These are things I&#8217;ve heard from founders\/CEOs about planning, and all of them are bad:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>&#8220;I just want to grow my business this year&#8221; (Growth is subjective, so clarify your success clearly.)<\/li>\n\n\n\n<li>&#8220;I have 16 different KPIs, here&#8217;s what we&#8217;re tracking&#8221; (&lt;$5 million ARR businesses usually only need a few KPIs.)<\/li>\n\n\n\n<li>&#8220;Right now I care about churn&#8221; (only next week to care about user\/ToFU growth&#8230; we have to pick a lane and stick with it for a while)<\/li>\n<\/ul>\n\n\n\n<p>One of my mentors, and the CEO of Sumo Group, <a href=\"https:\/\/noahkagan.com\/what-i-learned-working-for-mark-zuckerberg\/\" target=\"_blank\" rel=\"noreferrer noopener\">Noah Kagan often talks about his experience working for Mark Zuckerberg<\/a>. <strong>In the early days of Facebook, one of the most important things Zuck taught him was alignment on a singular goal (1 billion users)<\/strong>.<\/p>\n\n\n\n<p>Another example comes from <a href=\"https:\/\/podcasts.apple.com\/us\/podcast\/nfl-week-4-recap-jets-embarrassed-pederson-on-the-hot\/id1458884463?i=1000671333269\" target=\"_blank\" rel=\"noreferrer noopener\">a recent podcast episode<\/a> with former NFL General Manager Michael Lombardi. He talked about the importance of &#8220;one voice&#8221; for a football team. There are parallels for business: The team needs to have clarity on the direction they&#8217;re marching.<\/p>\n\n\n\n<p><strong>If I were to distill one of the biggest reasons why our team at AppSumo Originals has generated $13+ million in topline revenue over the past few years with such a small team, it&#8217;s because we&#8217;re clear on the direction of success<\/strong>.<\/p>\n\n\n\n<p><strong>For example, this year our goal is driving a certain number of New Buyers<\/strong>. These are buyers who have never purchased from appsumo.com before&nbsp;\u2014 and we want their first purchase to be an Originals product.<\/p>\n\n\n\n<figure class=\"wp-block-image size-large\"><img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"784\" src=\"https:\/\/dmkthinks.org\/blog\/wp-content\/uploads\/2024\/09\/dmkthinks-blog-planning-originalsgrowth-1024x784.png\" alt=\"The growth of New Buyers into Originals\" class=\"wp-image-2041\" srcset=\"https:\/\/dmkthinks.org\/blog\/wp-content\/uploads\/2024\/09\/dmkthinks-blog-planning-originalsgrowth-1024x784.png 1024w, https:\/\/dmkthinks.org\/blog\/wp-content\/uploads\/2024\/09\/dmkthinks-blog-planning-originalsgrowth-500x383.png 500w, https:\/\/dmkthinks.org\/blog\/wp-content\/uploads\/2024\/09\/dmkthinks-blog-planning-originalsgrowth-768x588.png 768w, https:\/\/dmkthinks.org\/blog\/wp-content\/uploads\/2024\/09\/dmkthinks-blog-planning-originalsgrowth-640x490.png 640w, https:\/\/dmkthinks.org\/blog\/wp-content\/uploads\/2024\/09\/dmkthinks-blog-planning-originalsgrowth.png 1225w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/><\/figure>\n\n\n\n<p><strong>But, it doesn&#8217;t stop with the goal.<\/strong><\/p>\n\n\n\n<p><strong>Often, the goal of revenue\/buyers\/NPS\/whatever is a byproduct of different behaviors<\/strong>. <strong>Further downstream, it&#8217;s important to understand the levers that impact your goal<\/strong>. We identify these levers as our KPIs.<\/p>\n\n\n\n<p>For example, these are the KPIs we have for our product <a href=\"https:\/\/kingsumo.com\/\">KingSumo<\/a>:<\/p>\n\n\n\n<figure class=\"wp-block-image size-large\"><img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"479\" src=\"https:\/\/dmkthinks.org\/blog\/wp-content\/uploads\/2024\/09\/dmkthinks-blog-planning-kingsumo-1024x479.png\" alt=\"KingSumo KPIs showing the ToFU, MoFU, BoFU metrics\" class=\"wp-image-2040\" srcset=\"https:\/\/dmkthinks.org\/blog\/wp-content\/uploads\/2024\/09\/dmkthinks-blog-planning-kingsumo-1024x479.png 1024w, https:\/\/dmkthinks.org\/blog\/wp-content\/uploads\/2024\/09\/dmkthinks-blog-planning-kingsumo-500x234.png 500w, https:\/\/dmkthinks.org\/blog\/wp-content\/uploads\/2024\/09\/dmkthinks-blog-planning-kingsumo-768x359.png 768w, https:\/\/dmkthinks.org\/blog\/wp-content\/uploads\/2024\/09\/dmkthinks-blog-planning-kingsumo-640x299.png 640w, https:\/\/dmkthinks.org\/blog\/wp-content\/uploads\/2024\/09\/dmkthinks-blog-planning-kingsumo.png 1484w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/><\/figure>\n\n\n\n<p>We could have more KPIs, but the more we add&#8230; the more we have to track&#8230; the more distracted we get&#8230; the more we&#8217;re paralyzed by decision fatigue or uncertainty&#8230; the more we don&#8217;t take action&#8230;<\/p>\n\n\n\n<p>So we keep it as simple as possible.<\/p>\n\n\n\n<p>With our KPIs, we focus broad strokes on the funnel approach:<\/p>\n\n\n\n<ol class=\"wp-block-list\">\n<li>Top of funnel (ToFU) \u2014&nbsp;actions at the very top of the funnel that help generate the earliest action into the products (like signups)<\/li>\n\n\n\n<li>Middle of funnel (MoFU) \u2014&nbsp;actions in the middle of the funnel that are typically usage-based and are indications of a sticky product (like integrating a calendar, creating a giveaway, uploading contacts, or anything else that displays action)<\/li>\n\n\n\n<li>Bottom of funnel (BoFU) \u2014&nbsp;Anything that is VERY closely aligned with our goal (like CVR of a free user into a paid customer, which is the last step for our goal)<\/li>\n<\/ol>\n\n\n\n<p>Once we have the KPIs established, we leverage these metrics to direct our product release plan and upcoming product features.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">Step #2 &#8211; We create a product release plan<\/h2>\n\n\n\n<p>A mistake I often see with founders, CEOs, and executives is they&#8217;re too broad with their planning \u2014 and they think they can accomplish MUCH more in the short-term than they actually can.<\/p>\n\n\n\n<p>One of my favorite recent books is called <em>Essentialism<\/em>. <a href=\"https:\/\/noahkagan.com\/essentialism-the-disciplined-pursuit-of-less-book-review\/\" target=\"_blank\" rel=\"noreferrer noopener\">The author Greg McKeown puts it simply<\/a>: &#8220;Do less, but better.&#8221;<\/p>\n\n\n\n<p><strong>Our KPIs help us understand the direction of our product releases, updates, and improvements.<\/strong><\/p>\n\n\n\n<p>Depending on the size of your business, you can product plan in three ways:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>If you&#8217;re &lt;$100,000 per year and still trying to gain traction, I recommend monthly planning<\/li>\n\n\n\n<li>If you&#8217;re &lt;$3 million per year, quarterly planning<\/li>\n\n\n\n<li>If you&#8217;re &gt;$3 (but less than $10) million per year, bi-annual or yearly planning (this is what we do)<\/li>\n<\/ul>\n\n\n\n<p>When you&#8217;re further along ($3+ million), you&#8217;re distilling a lot of information \u2014&nbsp;and you need more time. So you plan more future-facing, as the business success isn&#8217;t dependent upon quickly releasing a feature and getting traction (like a $1,000 per month product may be). When you&#8217;re a newer business (<a href=\"https:\/\/dmkthinks.org\/blog\/executive-coach\/\">like many of the clients I coach<\/a>), you&#8217;re trying to get customers, and quickly iterating\/improving for your ICP.<\/p>\n\n\n\n<p><strong>With our deca-million dollar business, we look at a few sources of feedback to help us pattern match ideas that we think will impact our KPIs<\/strong>:<\/p>\n\n\n\n<ol class=\"wp-block-list\">\n<li><strong>Customer requests<\/strong><\/li>\n\n\n\n<li><strong>Online reviews<\/strong><\/li>\n\n\n\n<li><strong>Internal team member wants<\/strong><\/li>\n\n\n\n<li><strong>External &#8220;VIP&#8221; customer feedback (i.e. prioritizing our best\/favorite customers or ICP)<\/strong><\/li>\n\n\n\n<li><strong>Competitive landscape<\/strong><\/li>\n<\/ol>\n\n\n\n<p><strong>For us, this planning takes about a month<\/strong>. But, the time can vary wildly depending on how well you collect and organize customer data, if you know your competitors, if you have easy access to online reviews, and more.<\/p>\n\n\n\n<p>With so much data, our documents can get large. For example, our TidyCal H2 planning doc was 51 pages!<\/p>\n\n\n\n<figure class=\"wp-block-image size-large\"><img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"756\" src=\"https:\/\/dmkthinks.org\/blog\/wp-content\/uploads\/2024\/09\/dmkthinks-blog-planning-tidycalh2-1024x756.png\" alt=\"A peek at our TidyCal H2 planning\" class=\"wp-image-2042\" srcset=\"https:\/\/dmkthinks.org\/blog\/wp-content\/uploads\/2024\/09\/dmkthinks-blog-planning-tidycalh2-1024x756.png 1024w, https:\/\/dmkthinks.org\/blog\/wp-content\/uploads\/2024\/09\/dmkthinks-blog-planning-tidycalh2-500x369.png 500w, https:\/\/dmkthinks.org\/blog\/wp-content\/uploads\/2024\/09\/dmkthinks-blog-planning-tidycalh2-768x567.png 768w, https:\/\/dmkthinks.org\/blog\/wp-content\/uploads\/2024\/09\/dmkthinks-blog-planning-tidycalh2-1536x1134.png 1536w, https:\/\/dmkthinks.org\/blog\/wp-content\/uploads\/2024\/09\/dmkthinks-blog-planning-tidycalh2-2048x1512.png 2048w, https:\/\/dmkthinks.org\/blog\/wp-content\/uploads\/2024\/09\/dmkthinks-blog-planning-tidycalh2-640x472.png 640w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/><\/figure>\n\n\n\n<p><strong>The KPIs give us direction on how to record requests, study competitors, understand our users \u2014&nbsp;and ultimately ideate.<\/strong><\/p>\n\n\n\n<p>For example, there are a ton of different directions that we can go when looking at competitors. Do we look at their onboarding flow? Certain feature set? Their integrations? Their copy?<\/p>\n\n\n\n<p><strong>To keep it focused, analyze according to the KPIs you established<\/strong>. For example, like KingSumo, one of TidyCal&#8217;s ToFU KPIs is the number of signups per day. When we looked at one of the competitors (Calendly), we analyzed how our registration page compared.<\/p>\n\n\n\n<p>The registration page is a big part of TidyCal signups, and therefore the KPI, so we wanted to see where we could optimize.<\/p>\n\n\n\n<figure class=\"wp-block-image size-large\"><img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"761\" src=\"https:\/\/dmkthinks.org\/blog\/wp-content\/uploads\/2024\/09\/dmkthinks-blog-planning-competitors-1024x761.png\" alt=\"An analysis of Calendly's registration page\" class=\"wp-image-2043\" srcset=\"https:\/\/dmkthinks.org\/blog\/wp-content\/uploads\/2024\/09\/dmkthinks-blog-planning-competitors-1024x761.png 1024w, https:\/\/dmkthinks.org\/blog\/wp-content\/uploads\/2024\/09\/dmkthinks-blog-planning-competitors-500x371.png 500w, https:\/\/dmkthinks.org\/blog\/wp-content\/uploads\/2024\/09\/dmkthinks-blog-planning-competitors-768x571.png 768w, https:\/\/dmkthinks.org\/blog\/wp-content\/uploads\/2024\/09\/dmkthinks-blog-planning-competitors-1536x1141.png 1536w, https:\/\/dmkthinks.org\/blog\/wp-content\/uploads\/2024\/09\/dmkthinks-blog-planning-competitors-2048x1522.png 2048w, https:\/\/dmkthinks.org\/blog\/wp-content\/uploads\/2024\/09\/dmkthinks-blog-planning-competitors-640x475.png 640w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/><\/figure>\n\n\n\n<p><strong>Research is only part of the planning, though.<\/strong> A lot of executives stop here \u2014&nbsp;but it&#8217;s critical you distill the learnings, observations, and ideas into action steps.<\/p>\n\n\n\n<p><strong>Once we completed the research, we put together a roadmap of projects.<\/strong><\/p>\n\n\n\n<h2 class=\"wp-block-heading\">Step #3 &#8211; We execute 10-15 dev updates per month<\/h2>\n\n\n\n<p><strong>Ultimately, the information collected results in a handful of key &#8220;paper cut issues&#8221; and big projects.<\/strong><\/p>\n\n\n\n<p><a href=\"https:\/\/www.youtube.com\/watch?v=mzPGEy_wjQQ\" target=\"_blank\" rel=\"noreferrer noopener\">As Jeff Bezos puts it<\/a>, it&#8217;s easy to focus on big problems \u2014 but you can&#8217;t lose sight of the smaller issues that are easy to miss but can have big impact.<\/p>\n\n\n\n<p>Here&#8217;s an example of how our targeted updates looked for Q3, with color-coding for the month I expected us to execute each project. (The ones that are crossed off are completed.)<\/p>\n\n\n\n<figure class=\"wp-block-image size-large\"><img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"943\" src=\"https:\/\/dmkthinks.org\/blog\/wp-content\/uploads\/2024\/09\/dmkthinks-blog-planning-papercuts-1024x943.png\" alt=\"Our planning document\" class=\"wp-image-2044\" srcset=\"https:\/\/dmkthinks.org\/blog\/wp-content\/uploads\/2024\/09\/dmkthinks-blog-planning-papercuts-1024x943.png 1024w, https:\/\/dmkthinks.org\/blog\/wp-content\/uploads\/2024\/09\/dmkthinks-blog-planning-papercuts-500x460.png 500w, https:\/\/dmkthinks.org\/blog\/wp-content\/uploads\/2024\/09\/dmkthinks-blog-planning-papercuts-768x707.png 768w, https:\/\/dmkthinks.org\/blog\/wp-content\/uploads\/2024\/09\/dmkthinks-blog-planning-papercuts-1536x1415.png 1536w, https:\/\/dmkthinks.org\/blog\/wp-content\/uploads\/2024\/09\/dmkthinks-blog-planning-papercuts-640x589.png 640w, https:\/\/dmkthinks.org\/blog\/wp-content\/uploads\/2024\/09\/dmkthinks-blog-planning-papercuts.png 1898w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/><\/figure>\n\n\n\n<p>Instead of going &#8220;panic planning&#8221; at the last minute, <strong>this targeted update list helps us understand what is most important according to our KPIs<\/strong> (and, ultimately, our ICP and business success).<\/p>\n\n\n\n<p><strong>Since these projects are written in layman&#8217;s terms<\/strong> without much scope definition or context, to flesh these projects out more, <strong>I bring the ideas into a monthly document, define the scope, and share with our team<\/strong>.<\/p>\n\n\n\n<p><strong>This monthly document gives full details<\/strong>, the KPI the project impacts, the team member responsible, and the estimated ROI.<\/p>\n\n\n\n<figure class=\"wp-block-image size-large\"><img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"591\" src=\"https:\/\/dmkthinks.org\/blog\/wp-content\/uploads\/2024\/09\/dmkthinks-blog-planning-octprojects-1024x591.png\" alt=\"One of our projects based on the planning\" class=\"wp-image-2045\" srcset=\"https:\/\/dmkthinks.org\/blog\/wp-content\/uploads\/2024\/09\/dmkthinks-blog-planning-octprojects-1024x591.png 1024w, https:\/\/dmkthinks.org\/blog\/wp-content\/uploads\/2024\/09\/dmkthinks-blog-planning-octprojects-500x288.png 500w, https:\/\/dmkthinks.org\/blog\/wp-content\/uploads\/2024\/09\/dmkthinks-blog-planning-octprojects-768x443.png 768w, https:\/\/dmkthinks.org\/blog\/wp-content\/uploads\/2024\/09\/dmkthinks-blog-planning-octprojects-1536x886.png 1536w, https:\/\/dmkthinks.org\/blog\/wp-content\/uploads\/2024\/09\/dmkthinks-blog-planning-octprojects-640x369.png 640w, https:\/\/dmkthinks.org\/blog\/wp-content\/uploads\/2024\/09\/dmkthinks-blog-planning-octprojects.png 1706w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/><\/figure>\n\n\n\n<p><strong>Every month, we&#8217;re able to complete between 5-15 development projects<\/strong> (depending on if it&#8217;s a big feature or papercut idea). And <strong>we aim for 80%+ on-time completion of projects<\/strong>.<\/p>\n\n\n\n<p>The reason for 80% is because we always overestimate what we can do in the short-term (i.e. monthly planning).<\/p>\n\n\n\n<p>With non-perfect targets, we give ourselves wiggle room to handle any big bugs, to cancel a project that has unexpected issues \u2014&nbsp;or upon further analysis has lower-than-expected ROI \u2014&nbsp;and to allow us to spend an extra bit of time on a project here or there.<\/p>\n\n\n\n<p>But you can&#8217;t get to the project execution \u2014 and identify the right projects \u2014&nbsp;if you don&#8217;t do the right type of planning.<\/p>\n\n\n\n<p>Even with a small team and limited resources, these steps will help you:<\/p>\n\n\n\n<ol class=\"wp-block-list\">\n<li>Identify your business goal and KPIs to optimize your ideas and projects towards<\/li>\n\n\n\n<li>Create a monthly, quarterly, bi-annual, or annual planning document \u2014 with data from your customer requests, team members, ICP, and competitors<\/li>\n\n\n\n<li>Distill the information you learned into action items (aiming for 5-15 projects per month)<\/li>\n<\/ol>\n","protected":false},"excerpt":{"rendered":"<p>Every month, 36+ million people use our AppSumo Originals products like TidyCal and SendFox. Also every month, we get 200+ pieces of feedback from users, prospects, and customers. A lot of the feedback is helpful. Some of it is threatening (&#8220;if you don&#8217;t release this feature, I&#8217;ll refund your product.&#8221;). Either way, we don&#8217;t have [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[140],"tags":[],"class_list":["post-2039","post","type-post","status-publish","format-standard","hentry","category-leadership"],"_links":{"self":[{"href":"https:\/\/dmkthinks.org\/blog\/wp-json\/wp\/v2\/posts\/2039","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/dmkthinks.org\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/dmkthinks.org\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/dmkthinks.org\/blog\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/dmkthinks.org\/blog\/wp-json\/wp\/v2\/comments?post=2039"}],"version-history":[{"count":3,"href":"https:\/\/dmkthinks.org\/blog\/wp-json\/wp\/v2\/posts\/2039\/revisions"}],"predecessor-version":[{"id":2050,"href":"https:\/\/dmkthinks.org\/blog\/wp-json\/wp\/v2\/posts\/2039\/revisions\/2050"}],"wp:attachment":[{"href":"https:\/\/dmkthinks.org\/blog\/wp-json\/wp\/v2\/media?parent=2039"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/dmkthinks.org\/blog\/wp-json\/wp\/v2\/categories?post=2039"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/dmkthinks.org\/blog\/wp-json\/wp\/v2\/tags?post=2039"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}