$40M+ Product-led Business: Nathan Barry on building Kit

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
• Connect with Nathan Barry on LinkedIn: https://www.linkedin.com/in/nathanbarry/
• 💼 Connect with Wes Bush on LinkedIn: https://www.linkedin.com/in/wesbush/
• 💼 Connect with Esben Friis-Jensen on LinkedIn: https://www.linkedin.com/in/esbenfriisjensen/
• 🧠 Sign up for the ProductLed Newsletter: https://www.productled.com/newsletter