Postman began in 2012 as Abhinav Asthana's side project, a small HTTP client he put on the Chrome Web Store to fix his own API testing pain. Adoption came from places developers already were, Stack Overflow answers and GitHub, not from marketing spend. Asthana has written that Postman deliberately did not build a sales team early and stood up customer success instead, so the relationship stayed about the user's job rather than a quota. Sales only arrived around 2018, once enterprise demand was already loud, and even then it was triggered by signals like many developers at one company using the tool or a CTO writing in. That sequencing, individual adoption first and the commercial conversation second, is the whole trick.
2 hand-picked resources, 2 India-specific, 2 link-checked. Pick how you want to dig in.
Why we picked it Asthana says plainly that Postman built customer success instead of a sales team early on. That one staffing choice explains most of what people call Postman's PLG.
From OpenView by Abhinav Asthana Short read
Open openviewpartners.com →Why we picked it A useful breakdown of the signals Postman used to decide a company was ready for a sales conversation, such as many developers active at one account or a CTO reaching out. Practical if you are adding sales on top of self serve.
From Reo.Dev by Reo.Dev Long read
Open reo.dev →How gtm teardowns reads from a different seat.
