About this episode

Wes Bush interviews Nathan Barry about building a successful product-led business with over $40M in revenue, focusing on customer empathy and product insights.

What does it really take to build a great product? In this episode, Wes Bush talks with Nathan Barry, CEO of Kit, about how they’ve built a product-led business doing $40M+ in revenue. Nathan shares why staying close to customers matters so much, how Kit builds empathy across the team, and why the best product insights often come from watching users, not just collecting requests. They also get into what makes a product feel great to use, how Kit reduces friction with session recordings and gradual rollouts, and why free plans can be a smart long-term growth move. If you’re building a product-led company, this episode is full of practical lessons on product quality, customer understanding, and playing the long game. Key Highlights: 0:54 - Kit’s transparency as a growth lever 02:26 - The successful product flywheel 02:37 - Why analytics only tell part of the story 06:29 - How Kit builds empathy across the team 12:58 - What “best product” really means 14:04 - Designing speed and polish users can feel 18:29 - Building a culture that cares about quality 23:08 - Reducing friction with data and rollouts 30:19 - Free plans, moats, and long-term growth Resources: Kit: https://kit.com…

People in this episode

Host: Wes Bush

Guest: Nathan Barry

Topics covered

• product-led business
• customer understanding
• product quality
• long-term growth
• empathy in teams

Keywords

• transparency
• product flywheel
• analytics
• culture of quality
• free plans

Mentioned in this episode

Products: Kit

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