Up & to the Right: How Expensify Grew to 2.5M Customers in 6 Years [Podcast]

May 17, 2016 Uberflip Hub

David Barrett FTS

When your product is built to make your users' lives easier, why wouldn't you sell to them first? Listen to this episode with Expensify's founder and CEO, David Barrett, as we discuss how bottom-up selling can help grow your brand. 

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Guest bio: 

David is the founder and CEO of Expensify, a company that makes expense reports a lot less painful. His background is in programming, which he actually started up at age 6.  Expensify was recently named one of the Most Innovative Companies in 2015 by FastCompany. A pioneer in the expense management space, Expensify has become the model for all similar solutions.

Episode breakdown: 

  • Accidentally building an awesome product

  • The power of word of mouth and the B2C2B model

  • Bottom-up adoption process

  • Data’s not all that

  • Statistical significance: what it is and why it matters

  • Everyone has to do marketing, even if there isn’t a marketing department

  • Why you should pick the customers you want and build a product to satisfy them

  • Don’t get caught up in a “VC Framework” (focusing on CAC, TLV, etc.)

  • Focus on the fraction of revenue that can be attributed to a paid acquisition campaign

  • If your product is marketing itself, you may not need to focus on leads

  • Why you should focus on the end-user experience to boost word of mouth

  • Long-term success relies heavily on having the best product possible

  • Getting everyone in a growth mindset through prioritization

Resources:

Connect with David:

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