HowTheyGotUsersHowTheyGotUsers

Give It Away Until It Delivers

Give It Away Until It Delivers is a first users & traction tactic for getting your first users: Handing your product to a small set of users for free, or in beta, and only converting to paid once you've actually produced a result they value.

It's a strong fit for B2B SaaS teams, and works especially well for B2B SaaS, services, early MVPs. As a first users & traction play, plan for medium effort and expect results to build gradually over time, all grounded in 2 linked primary sources.

First users & tractionMedium effortSlow

Why does first users & traction work for this?

Removing price removes the biggest objection to trying something unproven, and a delivered result earns the right to charge later while generating the proof you need.

The exact steps (5)

The full step-by-step this founder ran, what they posted, where, and in what order, plus the watch-outs, is part of the library.

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Sources

Works for
B2B SaaS

Frequently asked

What kind of products does the "Give It Away Until It Delivers" tactic work for?
It is a good fit for B2B SaaS — pick it when your product looks like that, since the play is shaped around how those users find new tools.
How is the "Give It Away Until It Delivers" tactic verified?
It is drawn from 2 primary sources — real founder write-ups and interviews, not generic advice. They are linked in the Sources section above so you can read the original accounts yourself.
How much effort is it and how fast are results?
It is medium effort, and results tend to be slow.
Where can I see the exact step-by-step?
The full step-by-step a founder ran, documented via How To Get 1,000 Paying SaaS Customers FAST From Scratch and The SaaS Growth Playbook With David Bitton of DoorLoop, is in the paid library.

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