How Zapier Grew from Zero Users in 2012 to 1.5 Million Today
Every startup faces the daunting challenge of acquiring its first users. For Zapier, the integration powerhouse, this was no different. Today, Zapier boasts 1.5 million users and continues to grow by 50% annually, but its beginnings were humble.
Here’s how co-founder Wade Foster got those critical first users and laid the foundation for Zapier’s explosive growth.
The Challenge: Finding the First Users
In 2012, Zapier had no users. Building a platform that connects apps through integrations is only useful if people actually want those integrations. The big question was: How do you find your first users when no one knows who you are?
Wade’s Strategy: Listening and Solving Problems
Wade didn’t wait for users to find him. Instead, he proactively sought them out by:
- Exploring User Forums
- He visited forums for popular tools like Dropbox, Evernote, and Salesforce, platforms Zapier hoped to integrate.
- He looked for posts from users asking for integrations, such as:
“I love Evernote. It would be amazing if it integrated well with Dropbox.”
- Offering Value in Conversations
- When Wade found these posts, he responded with helpful information, saying something like:
“Hey, here’s how you can do it…”- He shared links to the API documentation for the relevant tools.
- For those who weren’t developers, he added:
“I’m working on a project to create an integration for this. If you’re interested, visit this site and let me know.”
- When Wade found these posts, he responded with helpful information, saying something like:
The Results: Early Traction and Unexpected Partnerships
Wade’s genuine and helpful responses resonated with forum users. From each post, he attracted 5–10 interested individuals who were eager to learn more about his solution.
Even better, forum moderators and employees from the large companies themselves noticed his activity. Some reached out to discuss potential collaborations, giving Zapier its first taste of legitimacy and partnership opportunities.
Turning Interest Into Commitment: Charging for Beta Access
To ensure that his early users were truly invested, Wade:
- Charged a one-time fee of $1 to $100 to access the beta version of Zapier.
- The goal wasn’t to make money but to:
- Validate that these users genuinely needed the product.
- Attract only those who cared enough about integrations to pay for the solution.
This approach ensured that feedback from beta users was meaningful and actionable, helping Zapier refine its product.
Key Takeaways for Aspiring Founders
- Go Where Your Users Are
- Wade didn’t wait for users to discover Zapier—he went to forums where potential users were already discussing problems Zapier could solve.
- Offer Real Value First
- Instead of selling right away, Wade provided helpful information and resources, building trust and credibility.
- Validate With Payment
- Charging for beta access helped Wade filter out uninterested users and validate demand for Zapier’s product.
- Leverage Partnerships Early
- By engaging with forums connected to major companies, Wade opened the door to valuable partnerships that helped Zapier grow.
The Growth Story Continues
What started as forum replies to solve niche problems has grown into a platform with over 1.5 million users, integrating thousands of apps. Zapier’s journey from zero to success is proof that listening to users, solving their problems, and validating their interest can lead to extraordinary results.
What’s stopping you from finding your first users?
Source: groovehq.com