Postman

“We had a million dollar inbound, like, kind of seed round or so, which we rolled into a seven million dollar total round in a series A.”

“We went to collaboration in a recurring SaaS model when we monetized eventually in 2000, late 2016, 17. So monetization happened for Postman way later.”

“The biggest surprise for me was when Google reached out to feature Postman on the Chrome web store. They're building a version two of their web store and Postman was one of the top 20 apps to be recommended.”

“Key insight we built was that if you're building an API, it is going to be used by someone else. Which is like an obvious thing, right? But actually most people did not think it was obvious because there's so much in the code centric world, because you're alwa…”

“So yeah, we just started making, you know, kind of recurring revenue, which grew You know, 200% first few years, then hundred percent for the subsequent years.”

“A product decision that we took was that the product has to be useful for non-developers as well. So complexity is Revealed through progressive disclosure versus something you have to read a manual or learn over the next five years on how to be good at Postman…”

“Like there are millions of, you know, users who come in without us paying, you know, anything on advertising even now.”

“I tested for that by putting the highest price point I could think of with the lowest possible amount of features. And I would say, how many will still sign up for this thing? And actually that was the best pricing test we kind of ever did.”

“My second feature request that came through GitHub, and the project was open source, In the beginning was actually, you know, somebody who was at Google and he was like, I'm using this a lot.”

“I heard Stuart Butterfield from Slack say it at a conference that, you know, if the money is available on good terms, you just take it. And the money was available and on good terms. So I took it and it allowed us to invest.”

“We saw that a lot of the early users of Postman, not a majority, but a significant fraction were non-developers. These are product managers, technical writers, developer relations, solution engineers customer facing folks and go to market teams.”

“So if we had open source, you would have a product with like You know, 30 buttons 70 toggles with, you know, 500 configuration options, and that just becomes a product not worth using.”

“So we put the dividing line as collaborating beyond three users as the time at which a team has actively decided to standardize on Postman. In the free product, you're just using it individually. So the single player product is free, the multiplayer product is…”

“What I learned was that for something that has a commitment to end user experience, you cannot do it with open source.”