Ready to launch your own podcast? Book a strategy call.
Frontlines.io | Where B2B Founders Talk GTM.
Strategic Communications Advisory For Visionary Founders
Conversation
Highlights
Today, our unicorn builder is Harrison Rose, co-founder of Paddle, a payments infrastructure provider for SaaS companies that has raised $300 million in funding. Harrison’s journey from starting his first business at 18 to stepping back and co-founding GoodFit.io provides a unique glimpse into the mind of a successful tech entrepreneur. Paddle, now with 300 staff and 3000 global customers, exemplifies the trials and triumphs of scaling a global tech business.
Key topics discussed:
-
Harrison’s entrepreneurial journey from co-founding Paddle at 18 to stepping back and starting GoodFit.
-
The inspiration and challenges behind creating Paddle, aimed at solving B2B payment issues for software companies.
-
Early days of Paddle, including stories of raising funds without understanding the VC world and learning from mistakes.
-
Insights into Paddle’s growth strategy, focusing on software verticalization and the shift from a marketplace model to providing comprehensive payments infrastructure.
-
The evolution of Paddle’s marketing philosophy, transitioning from heavy reliance on outbound sales to investing in brand and market presence.
-
Harrison’s reflections on the importance of founder self-awareness and the ability to adapt and grow with the company.
-
GoodFit’s inception, leveraging the lessons learned at Paddle and focusing on changing how companies approach go-to-market strategies.
Actionable
Takeaways
Adopt a Problem-First Approach:
Harrison's venture into Paddle was driven by a clear problem identification—simplifying B2B payments for software companies. Understanding and focusing on a specific problem in your market can guide your product development and GTM strategy.
Build GTM Strategies Around Customer Feedback:
Paddle’s evolution from a marketplace to a comprehensive payment infrastructure was significantly influenced by listening to customer needs. Continuous feedback can help refine your GTM approach and product offerings.
Embrace Educational Marketing:
As Paddle grew, educating the market on the benefits of their comprehensive solution became crucial. Founders should consider how educational content can play a role in their GTM strategy, particularly when introducing new or complex solutions.
Invest in Branding Strategically:
Focus on Building a Strong Sales Process: Paddle’s initial growth was heavily reliant on outbound sales. A well-structured and executed sales process can be a key driver of early growth, especially for B2B startups.
Stay Grounded in Your Mission:
Through Paddle's evolution, maintaining a clear focus on solving specific problems for SaaS companies ensured they didn't dilute their offering or stray from their core mission.
Recommended Founder
Interviews
Kyle Clark
Team Member of Beta Technologies
Kyle Clark: the Story of Beta ($1.2 Billion Valuation)
Jason Zintak
CEO of 6sense
Jason Zintak: The GTM Story of 6sense ($5.2 Billion Valuation)
Steffen Tjerrild
Co-Founder, CFO & COO of Synthesia
Steffen Tjerrild: The Story of Synthesia ($1 Billion Valuation)
Doug Winter
CEO and Co-Founder of Seismic
Doug Winter: The GTM Story of Seismic ($3 Billion Valuation)
Ajay Kulkarni
CEO of Timescale
Ajay Kulkarni: the Story of Timescale ($1+ Billion Valuation)
Dave Wessinger
CEO and Co-Founder of PointClickCare
Dave Wessinger: the Story of PointClickCare ($5 Billion Valuation)
Henrique Dubugras
Co-Founder and Co-CEO of Brex
Henrique Dubugras: the Story of Brex ($12 Billion+ Valuation)
Marc-Alexander Christ
Co-Founder of SumUp
Marc-Alexander Christ: the Story of SumUp ($8.5 Billion Valuation)
Henry Kim
CEO & Co-Founder of Swiftly
Henry Kim: The GTM Story of Swiftly ($1B+ Valuation)
Doron Myersdorf
CEO of StoreDot
Doron Myersdorf: the Story of StoreDot ($1.2 Billion Valuation)
Satyen Sangani
CEO & Co-Founder of Alation
Satyen Sangani: The GTM Story of Alation ($1.7 Billion Valuation)
Tom Jermoluk
CEO of Beyond Identity
Tom “TJ” Jermoluk: The GTM Storyteller of Beyond Identity ($1.1 Billion Valuation)
Marcelo Lebre
President of Remote
Marcelo Lebre: the Story of Remote ($3 Billion+ Valuation)
Michel Tricot
Co-Founder & CEO of Airbyte
Michel Tricot: the Story of Airbyte ($1.5 Billion Valuation)
Jeff Denworth
Co-Founder of VAST Data
Jeff Denworth: The Story of VAST Data ($9.1 Billion Valuation)
Abhay Parasnis
Founder and CEO of Typeface
Abhay Parasnis: the Story of Typeface ($1 Billion Valuation)
Michael Witte
CEO & Co-founder of Workrise
Michael Witte: Workrise: the GTM Story of Workrise ($3 Billion Valuation)
Jerome Ternynck
Founder and CEO of SmartRecruiters
Jerome Ternynck: the Story of SmartRecruiter ($1.5 Billion Valuation)
Kevin Busque
CEO and Founder of Guideline
Kevin Busque: the Story of Guideline ($1.1B+ Valuation)
Justin Borgman
CEO and Co-Founder of Starburst
Justin Borgman: the Story of Starburst ($3+ Billion Valuation)
Sean Duffy
Co-Founder & CEO of Omada Health
Sean Duffy: the Story of Omada Health ($1+ Billion Valuation)
Arif Nathoo
CEO and Co-Founder of Komodo Health
Arif Nathoo: the Story of Komodo Health ($3 Billion Valuation)
Rodrigo Liang
Co-Founder and CEO of SambaNova
Rodrigo Liang: the Story of SambaNova ($5+ Billion Valuation)
Dimitri Sirota
CEO & Co-Founder of BigID
Dimitri Sirota: The GTM Story of BigID ($1.25 Billion Valuation)
Johanna Småros
Co-Founder & Chief Sustainability Officer of RELEX Solutions
Johanna Småros: the Story of RELEX Solutions ($5.7 Billion Valuation)
Spike Lipkin
CEO and Co-founder of Newfront
Spike Lipkin: the GTM Story of Newfront ($2.2 Billion Valuation)
Jeremy Johnson
CEO & Co-Founder of Andela
Jeremy Johnson: the Story of Andela ($1.5 Billion Valuation)
Raj De Datta
CEO & Co-founder of Bloomreach
Raj De Datta: the GTM Story of Bloomreach ($2.2 Billion Valuation)
Martin Mao
CEO of Chronosphere
Martin Mao: The Story of Chronosphere ($1.6 Billion Valuation))
Joseph DeSimone
Chairman and Co-Founder of Carbon
Joseph DeSimone: the Story of Carbon ($2.5 Billion Valuation)
John Kim
CEO & Co-Founder of Sendbird
John Kim: The GTM Story of Sendbird ($1+ Billion Valuation)
Satyen Sangani
CEO & Co-Founder of Alation
Satyen Sangani: The GTM Story of Alation ($1.7 Billion Valuation)
Jean Paul Chauvet
CEO of Lightspeed
Jean Paul Chauvet: the Story of Lightspeed ($2+ Billion Valuation)
Federico Larsen
CTO and Co-Founder of Copado
Federico Larsen: the Story of Copado ($1.2 Billion Valuation)
Karl Siebrecht
Co-Founder & CEO of Flexe
Karl Siebrecht: the Story of Flexe (1+ Billion Valuation)
Hari Ravichandran
CEO & Founder of Aura
Hari Ravichandran: the Story of Aura ($2.5 Billion Valuation)
Barr Moses
Co-Founder & CEO of Monte Carlo
Barr Moses: the GTM Story of Monte Carlo ($1.6 Billion Valuation)
Oren Kaniel
CEO & Co-Founder of AppsFlyer
Oren Kaniel: The GTM Story of AppsFlyer ($2 Billion Valuation)
Gary Hoberman
CEO & Founder of Unqork
Gary Hoberman: the GTM Story of Unqork ($2B+ Valuation)
Philip Cutler
CEO and Founder of Paper
Philip Cutler: The GTM Story of Paper ($1.5B Valuation)