How his $2B startup grew to $10M+ ARR with zero marketing. | Avery Pennarun, Founder of Tailscale
Description
Avery Pennarun raised $160M for Tailscale—without even meaning to. What started as a small, simple project exploded into an unstoppable force in network connectivity and security. This episode reveals exactly how Avery turned a tiny seed round into millions of dollars in ARR, powered by nothing more than word-of-mouth and an obsession with solving everyday developer headaches. Learn why your startup idea is probably wrong (and why that’s okay), how Tailscale found explosive product-market fit, and why the biggest opportunities are hiding in the “smallest” problems. If you’re an early-stage founder looking for practical insights, game-changing growth hacks, and lessons from someone who’s been through it all, this is the episode you can’t miss.
Why You Should Listen
- Learn how Avery grew Tailscale from zero to millions in revenue purely through word-of-mouth.
- Discover why chasing enterprise deals too early might actually slow you down.
- Find out why solving “small, simple” problems can lead to billion-dollar outcomes.
- Hear the counterintuitive reason why your product failing early users is actually a huge advantage.
- Understand how Tailscale turned COVID lockdown into an explosive growth opportunity.
Podcast Keywords
product market fit, startup growth, product-led growth, Tailscale, word-of-mouth growth, startup fundraising, developer tools, network security, B2B SaaS, early-stage founder advice
(00:00:00 ) How Tailscale Raised $160M Without Chasing Investors
(00:01:48 ) Building a Billion-Dollar Idea From Scratch
(00:05:18 ) How to Find Real Problems Worth Solving
(00:13:14 ) Landing the Critical First Customer
(00:22:25 ) Why Great Founders Start Small, Not Big
(00:28:33 ) Turning Bottom-Up Adoption into Enterprise Deals
(00:36:55 ) Growing from Zero to $1M+ ARR Through Word-of-Mouth
(00:46:16 ) When Avery Knew Tailscale Had Product Market Fit
(00:48:27 ) Avery’s Most Important Advice for Early-Stage Founders
United States
