Zapier’s users – and the no-code community (and me)– are precisely the type of people to go in search of a tool to solve their problems. And if we can’t use it before we buy it, we’ll probably turn away. Users and buyers are one and the same. So it makes sense that we found and preferred Zapier. It’s why we’ve never heard of Tray.
Employees at larger companies, on the other hand, tend to operate within the confines of their existing toolset and capabilities. For them to discover the beauty of no-code, tools need to be brought to to them. That means salespeople pitching executives, customer success managers helping with implementation – and the huge up front costs associated to that whole sales motion. That’s where most of that $50M is going to.
That brings us to another difference with Zapier and why Tray’s position in the entreprise may go uncontested: Zapier has eschewed VC money since their seed round. From the same interview
Instead [of raising money], we invested in our product in ways that would drive growth and revenue through increased acquisition and upselling additional services to existing customers.
I have huge respect to Zapier for sticking to its guns and bootstrapping their business post seed round. But I do wonder if this decision means it won’t attack a huge part of the market. That being said, I am happy that no-code is making its way into larger companies, a space that desperately needs it.
PPS if anyone can give me test access to Tray… I’d love to play around with it :)