The Official SaaStr Podcast: SaaS | Founders | Investors SaaStr 528: Building a $5.6B company with a Product-led Flywheel with Abhinav Asthana, CEO @ Postman
Feb 16, 2022
Abhinav Asthana, CEO of Postman, discusses his journey in scaling a $5.6 billion company through a product-led approach. He highlights the importance of community and continuous innovation while navigating customer needs. Asthana emphasizes that product-market fit isn’t a destination but a continuous journey. He advocates for engaging customers directly to gather feedback and enhance satisfaction. His insights on team collaboration showcase how alignment across product management and sales can drive successful outcomes.
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The Perceived Path to Success
- The typical company path involves hitting product-market fit at $1M ARR, then scaling to $5M or $10M.
- Founders often view this as a magical event where sales and marketing become the primary focus.
Loss of Momentum
- Companies often become reactive after initial product-market fit, losing momentum in seeking customer insights.
- Founders may lose their initial drive and become less focused on customer needs as they scale.
Active Listening
- Actively listen to customers instead of just telling your story.
- Build a system for continuous feedback and iteration.