Category Visionaries Jessica Zhang, CEO & Co-Founder of Pier: $2.5M Raised to Build the Future of Credit Infrastructure
Pier is revolutionizing credit infrastructure by enabling companies to launch compliant credit products through their API-first solution. Having raised $2.5M from notable investors including Y Combinator, Airbnb, OpenAI, Experian, and Morgan Stanley, Pier is transforming how businesses offer innovative credit solutions to their users. In this episode of Category Visionaries, Jessica Zhang shares her journey from identifying a critical market need at her previous company to launching Pier in 2023 and securing their first major customer within just four weeks.
Topics Discussed:
- Building an API-first solution for compliant credit products
- The evolution from identifying market pain points to product development
- First principles approach to reimagining credit infrastructure
- Strategy for landing enterprise customers with 80k+ ARR deals
- The role of compliance in credit infrastructure
- Vision for democratizing access to credit through trusted brands
GTM Lessons For B2B Founders:
- Leverage previous company experience: Zhang and her co-founder's insights from their time at Stilt gave them unique competitive advantages in understanding customer pain points. Sometimes the best startup ideas come from seeing unfinished business or unsolved problems at previous companies rather than a single "aha" moment.
- Focus on high-quality early customers: Pier specifically targets customers who are leaders in their respective categories, focusing on companies with 4.5+ star ratings and strong growth trajectories. This creates a "golden standard" playbook that can be replicated across similar verticals, making future sales much easier.
- Embrace organic growth channels: Despite having no dedicated sales or marketing team, Pier achieved significant growth through word-of-mouth referrals from satisfied customers and investors. They prioritized genuine in-person conversations at industry conferences over cold outreach.
- Move fast despite obstacles: The founders didn't let perfect timing dictate their launch. Despite missing YC batch deadlines and personal commitments, they moved forward because they had validated customer demand. Their ability to secure their first customer within four weeks validated this approach.
- Build for specific pain points: Instead of creating a general solution, Pier focused heavily on the compliance aspect of lending infrastructure after identifying it as the most painful and challenging part for potential customers through extensive market research and conversations.
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