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Rich White
Founder and CEO of Fathom, a meeting note-taking and AI transcription startup who led the company through its Zoom marketplace launch, early growth, monetization pivot, and eventual scale to multi-million ARR.
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17 snips
Jan 22, 2026
• 43min
He got 100k signups in 30 days. They all churned. 2 years later, he hit $10M ARR. | Rich White, Founder of Fathom
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Rich White, Founder and CEO of Fathom, shares his journey from securing a spot on the Zoom Marketplace to generating 100k signups in just 30 days—only to find that nearly all of them were non-usable. He details the critical pivot to monetization during a market downturn, the importance of a long private beta, and how the 'Visible Feature' mechanic spurred organic growth. Rich also discusses selling a non-existent roadmap to reach $100k ARR swiftly and the pivotal role of AI tools in transforming user experience and retention.
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