Airtable

“The software creation pitch that I described earlier was faulty because I think it's not obvious to the average customer or to most customers. Why do I need to create software in the first place? Right. It's not a need that's burning in their minds... Just say…”

“So we're still not doing like true top-down sales where we're going in upfront. And without any organic adoption in an account saying to a CIO or to you know, an exec buyer, Hey, wouldn't you like to buy 20,000 seats of air table all at once, right? Without tr…”

“We actually ended up building our own real time relational database engine in order to support the type of collaboration experience we wanted on top of it.”

“Real category definition means that you've been very explicit about what are your alternatives? You know, the reality is like not everybody in the world Has heard of Airtable, or even the ones who have heard of Airtable aren't using it. And so if they're not u…”

“Vertical SaaS businesses or just, you know, kind of non-platform SaaS businesses can maybe even like do a better job of scaling near-term revenue. Cause there's a clearer sales motion, clear use case that you're nailing.”

“You know, we get thousands of many thousands of organic signups per day and some percent of those convert through the funnel into active users. And then some of those people just pull out a credit card without literally ever talking to a person at our table, r…”

“We can land, you know, every marketing team in the world. That's a much bigger vertical and also a strategically advantaged place to then expand to other parts of the enterprise.”

“You know, we had hundreds of signups from, you know, big companies like Hondi, Nassar, Nike within the first few months or certainly the first year of you know, kind of launching as a product.”

“It's, you know, it's probably not enough in most cases to provide durable growth. For the next 10 years, right? If your aspirations are to become a billion dollar plus revenue business, like it's very unlikely, even Atlassian has layered in like real sales at …”

“And sometimes we'd have even within one account, multiple teams, each pulling out their credit cards and paying for air table, sometimes substantial amounts for air table, tens of thousands of ARR per team and multiple teams across the account. To the point wh…”

“With a different set of investors, we may not have made it right to where we are today. I think we might've gotten pressured to either sell out early or go down a more narrow path, compete more directly with project management tools.”

“We resisted the temptation to do something quicker and easier and maybe just switch it to being like a project management tool, right? Early on that could have been like a six month effort instead of like a two and a half year effort to build before launch.”

“Like we have multimillion dollar ARR accounts. With thousands of paid seats which obviously only happens in very large enterprises, but we also have like literally five person SMBs that are only five people to begin with their entire company and they're using …”

“For us, for instance, we have like literally, you know, tens of thousands of companies out there who already have a, you know, five or greater seat workspace that's active on air table.”

“Microsoft has a product called list that is. In many ways, like a direct, you know, kind of attempt to replicate air table. We think we have a lot of product advantages over that product, but you know, it's a much more direct play against air table. Google has…”

“We have a few hundred million in the bank of cash that we can deploy towards, you know, hiring or marketing or whatever we want to do.”

“There's clearly this growing need, this kind of growing market for low code, but also There's this opportunity to almost low end disrupt it and make it something that it doesn't have to deploy, but a business end user can just go and figure out if it could jus…”

“When we went out and raised our first few rounds of funding a ton of the investors out there, you know, they would basically give us a feedback of, Hey, we think you're really, you know, you've built this really cool product. It's clearly, you know, required a…”

“I mean, we really didn't do much in the way of outbound sales and marketing you know, before this year, even now it's still kind of early days, experimental efforts.”

“I mean, I think with a different set of investors, we may not have made it right to where we are today. I think we might've gotten pressured to either sell out early or go down a more narrow path, compete more directly with project management tools.”

“We have a few hundred million in the bank of cash that we can deploy towards, you know, hiring or marketing or whatever we want to do.”

“You know, we had hundreds of signups from, you know, big companies like Condi Nassar, Nike within the first few months or certainly the first year of you know, kind of launching as a product.”

“When we went out and raised our first few rounds of funding a ton of the investors out there, you know, they would basically give us a feedback of, Hey, we think you're really, you know, you've built this really cool product... And yet we think your entire bus…”

“We get thousands of many thousands of organic signups per day and some percent of those convert through the funnel into active users.”

“If you're really good at holding this pace and just having this deliberate focus on being a horizontal platform and trying to serve this massively diverse, you know, total addressable market. Then I think in the longterm you have more durable advantages. I thi…”

“Real category definition means that you've been very explicit about what are your alternatives? You know, the reality is like not everybody in the world has heard of Airtable or even the ones who have heard of Airtable aren't using it. And so if they're not us…”

“The software creation pitch that I described earlier was faulty because I think it's not obvious to the average customer or to most customers. Why do I need to create software in the first place? Right. It's not a need that's burning in their minds... Just say…”

“We have like literally, you know, tens of thousands of companies out there who already have a, you know, five or greater seat workspace that's active on Airtable.”

“Microsoft has a product called list that is in many ways, like a direct, you know, kind of attempt to replicate air table. We think we have a lot of product advantages over that product, but, you know, it's a much more direct play against air table. Google has…”

“The great news with a lot of no-code solutions, things like Airtable, Webflow, even Zapier itself, allow you to build things not just quickly, but also with quality. And so it's easier than ever to build these MVPs and actually have them go the distance for yo…”

“Depending on the phase of the project when it's simply in the ideation phase or trying to understand how they would use the product. It's very use case oriented questions and trying to understand the depth of functionality that could be required. But let's say…”

“We started from scratch, but we also operate at scale, serving over 300,000 organizations of all shapes and sizes, including 80% of the Fortune 100.”

“One is not only having to speak with one customer, but some part of that was being able to speak to customers from different industries or whichever it might, however you might look at your target market, right? Different industries of different sizes. To be a…”

“First, using the research team, we had large qualitative surveys to understand how do people like to consume this data? Where do people like to consume this data? Then using some of our own analytics, we understand where are people getting stuck in the process…”

“In some ways, you see, and if you have started off with self-service motion, you actually see inbound interest and requirements for things that may come in more of an enterprise feature. Right? And sometimes just handling that inbound teaches you so much more …”

“That is the beauty of sort of product-led growth, which is in many different cases, you'll find a lot of different teams that are using your product all within the same domain. Frankly, that sometimes places where the conversation can actually help because som…”

“We ran a recent survey that showed marketing leaders spend about a day and a half in manual tasks and moving different data from different places to get the visibility that they need, that the average marketing team uses 23 tools.”

“And during the course of that launch, I had zero status meetings, and I'm really proud of that.”

“Everyone should operate off of the same underlying data. And you can see that here, right? The product teams may have their own interface, but they're looking at the same data to understand customer feedback. And the marketing teams looking at that same feedba…”

“Well, it's a lot of pitch conversations initially to get customers as part of the beta program. Those pitches teach us product marketers learn what's resonating with the customers, what works, right? And then we take the pitches, we help improve them as we we'…”

“For our most recent launch, which was the Airtable Interface Designer, we had 43 creators in our beta program, and their conversations, their language, the ability to speak to them is what helped shape that launch.”

“So I buy almost entirely from both experience and community-based sort of feedback. Testimonials or rather than testimonials, I'd say evidence that companies of Airtable size and scale have been able to be successful with that product.”

“In fact, in one of our last cabs, we used what we call the dollar bill exercise, where we gave our customers fake dollars and asked them to help invest in our roadmap. How much would they invest in various features?”

“This is decidedly different from marketing facilitating sales selling, or marketing facilitating product launching features. This is truly the role of the modern marketing team, driving buying processes at scale.”

“Had we launched out of the gates talking about, you know, taking on, let's say service now, it would have been a little bit ludicrous, right? Like it would have, you know just con completely I think over our customers or reporters or, you know, investors heads…”

“We want to position ourselves against the Salesforce app clouds and ServiceNow deployments out there. So really robust applications within large enterprises that now, you know, can be built in a much more agile and connected way with Airtable.”

“Particularly when you're creating a category, which is something that Airtable has done, you have more say in who you compete with than I think people perhaps realize.”

“Sheets and Excel break down much, much earlier than Airtable does because we actually have, you know, kind of the app platform foundations. We have a relational database. You can scale up you know, a more complex workflow”

“We ended up raising, I think, a three million dollar round, which seemed like a lot of money at the time at a six million pre”

“Creating vertical edges on top of a horizontal platform has given us this much sharper focus. And we, you know, we've seen the results you know, speak for themselves, like being able to much more easily sell into the same use case, same buyer type again and ag…”

“I think it's, what is it, 80% of the Fortune 100 use Airtable.”

“And so the first version of our product actually, you know, was a prototype purely UX you know, focus. So we created a front end and you know, I think initially wireframes and then an interactive prototype. And completely fake the back end because even though …”

“That is a much better way To create content, then have a huge prompt that tries to do everything, because it tends to fail when you do that. And so we try to break it down, we store the data in Airtable, and then we feedback the data from Airtable into the fin…”

“We did this at Slack, Webflow, OpenAI, and I know many other greats have done it like Calendly, New Relic, and Airtable.”

“So with OpenAI, with Slack, many other, Airtable, Figma, New Relic, there's tons of companies out there that all started with this model of full salary, and it's a, you know, a normal living salary like you would give to any other product manager, marketer, en…”