Product-Market Fit: From a School Project to $20M ARR

Livestorm's co-founder and CEO, Gilles Bertaux, shares the story of building a webinar platform, beginning with its origins as a university project. He recounts early struggles, including a disastrous product launch and infrastructure challenges during COVID, when support tickets surged from 200 to 20,000 monthly. Gilles details Livestorm's pivot from a broad video conferencing solution to a specialized webinar platform focused on enterprise marketers in Europe, emphasizing the importance of a niche positioning. He highlights their strategy of prioritizing user autonomy and a seamless end-to-end experience, rather than focusing solely on video technology. Gilles also discusses the transition from a product-led growth model to incorporating enterprise sales, a shift that required rebuilding the sales team and adapting to outbound strategies.