Article

Postman's journey and unlocking the power of APIs

Abhinav Asthana (interview) · Stack Overflow Blog Free Intermediate India

Postman, founded in Bangalore, is a clean example of designing entirely for the individual developer-user first and only later building the enterprise buyer motion once usage had already proven itself. Asthana's own account of 'we just put the product out, and people started buying it' is a useful contrast case to enterprise-sales-first thinking.

  • Postman grew for years serving individual developer users with no dedicated sales team
  • The enterprise buyer conversation (managing APIs at scale for a whole company) was only built after user-level adoption was already massive
  • A single user with a Chrome extension turned into a $5B platform by trusting the user side of the equation early
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The question it answers

  1. Should my ideal customer be the person who pays or the person who uses the product?

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