In this episode, CJ Gustafson interviews Lily Yang, CFO of Strava, to delve into the company's business model, growth strategies, and the role of community engagement in driving user retention. They discuss how Strava's business model has evolved as they've moved into diverse activities, demographics, and countries. Lily sheds light on Strava’s growing revenue streams and the impact of brand partnerships in boosting both reach and revenue. She provides insight into the importance of retention for subscription-based B2C businesses, revealing how Strava forecasts for a consumer base marked by variable activity and seasonality. They talk about the conversion rate from free to paid, Strava’s strategy to stay competitive in a crowded digital fitness market, and what’s next for the company. Finally, Lily shares career insights, recounting challenges as a minority in finance, pivotal career-shaping moments, and valuable advice for aspiring finance professionals.

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@cjgustafson222 (CJ)

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TIMESTAMPS:

(00:00) Preview and Intro

(01:36) Sponsor – Leapfin | Mercury

(03:55) The Evolution of How Strava Makes Money

(06:47) How Strava’s TAM Has Changed as It’s Expanded

(08:36) Strava’s Ideal Customer Profile

(11:12) How Strava Works with Run Clubs

(12:22) The Role of Brand Partnerships

(14:44) B2C Retention

(16:25) Sponsor – NetSuite | Maxio

(18:55) Gamification

(19:59) Active Users and Retention Rates

(24:24) Subscription Forecasting and Variability

(30:16) Forecasting for Free Users

(33:02) Conversion Rates in This Model

(34:40) Strava’s International Reach

(35:43) What’s Next for Strava

(37:12) Staying Competitive in a Saturated Market

(40:27) Navigating Biases as a Minority in Finance

(42:42) Tips for Positive Self-Talk

(44:16) Moments That Have Shaped Lily’s Career

(46:50) Long-Ass Lightning Round: Comfort Zones and Running with Bad News

(49:23) Finance Software Stack

(49:55) Craziest Expense Story

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Monetizing Community Engagement: The Business of Fitness with Strava CFO Lily Yang

Run the Numbers