From Open Source to Enterprise: Inside Weaviate’s Product-Led Growth Strategy

From Open Source to Enterprise: Inside Weaviate’s Product-Led Growth Strategy

Most founder stories follow a familiar pattern: identify problem, build solution, launch company. But in a recent episode of Category Visionaries, Weaviate founder Bob van Luijt revealed a different path – one where the open source project came first, and the business model emerged organically from market demand.

“It’s important to know that we create is open source,” Bob explains. “So the open source project existed before we started the business.” This wasn’t just a technical choice – it was a strategic one that would later enable Weaviate’s product-led growth strategy.

The story begins in 2015 when Bob noticed something interesting about early language models. They could represent words as mathematical coordinates, creating meaningful relationships. “If you take the two words Eiffel Tower and you combine them together, then the distance between the word Paris was smaller than, for example, London,” he explains.

The pivotal moment came at Google I/O 2016. When Sundar Pichai announced Google’s shift “from mobile-first to AI-first,” Bob saw the future clearly: “I know exactly what to do. They’re taking these vector embeddings that I’ve seen in these machine learning models and they use them for search for recommendation page indexing.”

But being early meant years of evangelism. “AI now is very hot,” Bob notes, “but I can tell you it was not in 2016.” He spent years traveling across continents, demonstrating the potential of machine learning in search. The open source project allowed the technology to mature and find its audience organically.

The transition to a company wasn’t forced. “I wanted to have a product business rather than a pure consulting business,” Bob recalls. “When the project started to grow, I was like, this is it. This is the opportunity.”

In April 2023, Weaviate launched their serverless offering, creating two distinct customer segments:

1. “Retail” customers: “These developers, they behave like retailers. They spin stuff up, they shut it down, and those kind of things. They want easy access at the swipe of credit card.”
2. Enterprise customers: “Those are more sophisticated, bigger deals where people want to have certain deployments of the database.”

This dual approach allowed Weaviate to serve both individual developers and large organizations effectively. The timing couldn’t have been better – launching just after ChatGPT sparked massive interest in AI infrastructure.

But their success wasn’t just about timing. Weaviate’s product-led growth strategy rests on a fundamental principle: “Help people be successful in what they want to build. Don’t push your technology. Help them be successful using your technology.”

This philosophy shapes everything from their content strategy to their sales approach. Instead of pushing features, they focus on enabling developer success. Instead of traditional top-down enterprise sales, they drive bottom-up adoption: “Rather than selling to CTOs and CIO’s, you sell bottom up. So you go to the developers, you make the developers adopt your technology and they move it up in the organization.”

Looking ahead, Bob sees AI moving from optional to essential: “AI will not only be something that’s sprinkled over products that you and I use today. No, no, it will be at the heart of these products.” This vision drives Weaviate’s evolution from vector database to comprehensive AI-native platform.

For founders considering the open source to enterprise path, Weaviate’s journey offers several key lessons:

• Open source can build trust and adoption before monetization
• Product-led growth requires both self-service and enterprise options
• Timing market entry is crucial but can’t be forced
• Focus on user success rather than pushing technology
• Let business models emerge from user needs
• Build for where the market is going, not where it is

Sometimes the best businesses don’t start with a business plan at all – they start with a clear technical insight and the patience to wait for the market to catch up.