Figma spent $0 on sales for their first 5 years.
No cold calls. No demos. No sales team.
Instead: they let designers share work publicly.
Every Figma file could have a public link. Designers shared their work on Twitter. Other designers clicked. Saw Figma in action. Signed up.
Product-led growth through public sharing.
The 59-sec takeaway:
The best marketing isn't marketing. It's making your product visible in the places your customers already hang out.
Figma didn't advertise. They just made it easy for users to show their work.
Every share = a demo. Every link = a landing page.
How I'd use this:
Ask yourself: "Where is my product naturally visible?"
If you're building:
Design tool → Make sharing beautiful work easy
Writing app → Make publishing publicly frictionless
Analytics tool → Make sharing dashboards one-click
Then encourage users to share publicly. Give them a reason (social proof, portfolio building, clout).
Your users become your distribution.
Talk soon,
Pavan
P.S. I'm doing this with Under 59. Every tactic I test on WNT, I share publicly. The newsletter IS the marketing.
Distribution is a strategy, not a screenshot.