Postman

“We had to kind of shift the motion entirely for functions like customer success, where they were, you know, effective in a post-sales process in their prior roles, and we had to, you know, make them comfortable that even if it's a thousand dollar ARR customer,…”

“We have about 1500 feature requests open on Postman today. I think we have solved and probably 2000 of them since we started as a company.”

“One challenge that people have is that as you're trying to kind of, you know, up-level your price point, you start thinking about newer customers, and you don't really service customers who have bought into your vision already. And you need to make sure that a…”

“And for the first two years, Postman founders were the highest ticket solvers with the highest CSAT rates at the company.”

“In a product led model, it kind of flips over where no matter how small a customer is, you have to make sure that there is somebody who has eyes on it. And what CSMs can help you do is look at your target opportunity and expand the market because they are In t…”

“When you decide to, you know, hire someone in sales, hire someone in product, hire someone in marketing, if they come from a non-PLG company, they might not have the right cultural intuitions to fit into this model, and we had to, you know, kind of bake that i…”

“As you are in this forward, ah, motion of, you know, trying to hit those ERR multiples, trying to scale, ah, companies effectively, you know, they stop listening actively, ah, because you're so busy telling your story, and you have to tell the story to employe…”

“So for that to work well, you need to have really, really fast releases. And I mean fast, like really fast, which means that, you know even a day. And that was kind of like a benchmark we set for ourselves when the Postman founding team was just three people.”

“If you are only incentivizing for specific OKRs, you've kind of narrowed down the scope of the creativity of people, and what we like to look at it is kind of in the opposite way on how operational systems can help enhance the creativity of people”

“So whether you are a ten million dollar company or if you get to a hundred million dollar company or, you know, even a billion dollars in ARR growth rates eventually stall and this whole cycle repeats itself where, you know, you have to then find new insights …”

“Now the funny thing about software is that we all believe software to be valuable, but you know, most software in the world goes unused. People don't want to use it and you know, they don't want to come back to it.”

“So some of our customers, you know, from five, six years ago are paying us, you know, five, five times, 10 times larger just because of the fact that what they believed where the product will go is where it's at, and we valued their feedback and baked them in.”

“What typically happens is, you know, you launch your first product, there is some product market fit, and everybody thinks that, you know off to the races. And what happens is that people build a very narrow view of the market. So if it's one feature, that fea…”