Runway CEO and co-founder Siqi Chen shares how his team used a waitlist not just to build hype, but to engineer smarter growth.
In this episode of Fund/Build/Scale, Siqi breaks down how Runway strategically kept customers in a holding pattern to gather feedback, qualify demand, and refine product-market fit.
We also talk about:
- How to build trust with early users through transparency
- Using scarcity and access control as GTM levers
- Why financial planning should be accessible to everyone on the team
- What most founders get wrong about burn rate and cash flow
Whether you're in the early stages or prepping for launch, this episode offers a masterclass in thoughtful, tactical go-to-market execution.
RUNTIME 39:46 EPISODE BREAKDOWN(2:49) “ What if somebody worked on a Figma for finance?”
(5:48) “ You have to understand what are the different levers of the machine, and how the machine works.”
(8:50) Why Runway represents a cultural shift in corporate transparency.
(11:51) How much financial literacy should founders try to foster across their organizations?
(14:48) How much runway should a startup aim for?
(18:39) How Runway’s waitlist fed directly into its GTM strategy.
(21:36) The ”very simple motivation” behind creating the waitlist.
(24:35) The “negging trick” that makes sales prospects want to buy your product.
(26:37) “ Your early customers join you for very different and specific reasons.”
(28:55) “ Our first website, we didn't even really talk about the product.”
(30:23) After opening up the waitlist, “ nothing really changed — we were doing outbound sales already.”
(34:17) “People who are really motivated by your purpose and mission are willing to give you a lot more leeway.”
(36:42) What the next five years could look like for Runway.
(38:07) The one question Siqi would ask a CEO if he was interviewing at an early-stage startup.
LINKSRunway lands $27.5M to streamline financial planning for businesses
As Not Seen on TV, Pete Wells, NYT Restaurant Review, 11/13/12
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Thanks for listening!
– Walter.
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