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How Zapier Hit $50M ARR on $1M Raised With Under 5% Monthly Churn

Wade Foster explains how Zapier passed $50M in ARR with a self-serve product, a fully remote team of about 200 people and logo churn under 5% a month.

Wade Foster · Zapier

Published February 20, 2024
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What you’ll learn

Wade Foster, CEO and co-founder of Zapier, explains how the workflow automation company passed $50M in ARR with a self-serve, credit-card sale after raising only about $1M. He covers app coverage as Zapier's main growth lever, why ARPU rises as customer cohorts age, how he manages a 100% remote team of about 200 people, and how lifecycle emails help keep logo churn under 5% a month.

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Why ARPU rises as cohorts age

“So those older cohorts start to use the product more, get more value out of it. They upgrade to bigger plans and they start to pull your ARPU up just as a business as a whole.”
Watch at 05:39

App coverage as the growth lever

“the thing that's most important for us is we want to have ubiquity in the apps that people use.”
Watch at 07:41

Remote hiring and team retention

“The big benefit you get out of remote is you have access to a global talent pool. So you can hire anywhere.”
Watch at 12:14

Lifecycle emails that reduce churn

“I think it helps with longer term retention is if we're introducing you to, if we're just helping you solve more problems over time, you're happy to keep using us.”
Watch at 17:01

Chesterton's fence for decisions

“if you're proposing to stop do something, you really should understand the reasoning behind it first.”
Watch at 25:01

Resource files

About the speaker

Wade Foster

CEO & Co-founder · Zapier

Company revenue
$150M

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