Outdoorsy Co-Founder Lived With Her Customers for Outreach | Leveling Up (Ep. 2.2)

TL;DR

Jen Young's deep customer engagement fueled Outdoorsy's success.

Transcript

• So today we're going into Outdoorsy, which is a ride sharing marketplace for RVs. So let's go in and learn their story. (upbeat rock music) When you started the business, you know, and we talked about it before, you didn't just decide to start it and it wasn't just an idea. You actually did a lot of legwork around it. And I think a lot of people ... Read More

Key Insights

• Jen Young and her partner sold their homes and lived in an RV for eight months to deeply understand their market, demonstrating extreme commitment to customer development.
• The initial idea for Outdoorsy emerged in 2014, with the platform launching in 2015, followed by a pivot to focus on professional RV rental companies to accelerate growth.
• Outdoorsy's pivot to a professional marketplace allowed them to develop a robust product, Wheelbase, which catered specifically to the needs of professional RV rental businesses.
• Young emphasizes the importance of constant trial and error in startups, stating that most decisions may not be right, but they are necessary for growth and learning.
• Outdoorsy achieved over a quarter of a million nights booked in 2017 alone, highlighting the platform's success in addressing a significant market demand for RV rentals.
• The company's success was driven by understanding and addressing the specific needs of both RV renters and owners, ensuring a seamless experience for all parties involved.
• Young's background in digital marketing and direct marketing provided a strong foundation for building Outdoorsy's brand and understanding consumer behavior.
• The decision to live in an RV was driven by passion and a belief in the market potential, despite the lack of a guaranteed outcome, showcasing entrepreneurial risk-taking.

Questions & Answers

Q: What was the unique approach Jen Young took to understand her market?

Jen Young and her partner sold their homes and lived in an RV for eight months. This immersive experience allowed them to engage directly with RV renters, owners, and park operators, gaining valuable insights into their needs and preferences. This deep customer engagement was crucial in shaping Outdoorsy's business model and product offerings.

Q: Why did Outdoorsy pivot to focus on professional RV rental companies?

Outdoorsy pivoted to focus on professional RV rental companies to accelerate growth and learn from experienced businesses. This strategic shift allowed them to develop a professional-grade product, Wheelbase, tailored to the needs of serious rental businesses. By working with professionals, they ensured a high-quality customer experience and tapped into a more reliable market segment.

Q: How did Jen Young's marketing background contribute to Outdoorsy's success?

Jen Young's background in digital and direct marketing provided her with a strong understanding of consumer behavior and brand building. This expertise was instrumental in creating effective marketing strategies for Outdoorsy, helping to attract and retain customers. Her experience in the ad agency world also equipped her with skills in communication and consumer engagement.

Q: What were some challenges faced by Outdoorsy in its early stages?

In its early stages, Outdoorsy faced challenges typical of startups, such as constant trial and error, rapid iteration, and making decisions with no guaranteed outcomes. The company had to balance customer engagement with product development, often experimenting with features that didn't always succeed. Despite these struggles, their commitment to speed and learning from mistakes was crucial for growth.

Q: What significant milestone did Outdoorsy achieve in 2017?

In 2017, Outdoorsy achieved the significant milestone of booking over a quarter of a million nights on their platform. This accomplishment highlighted the company's success in addressing a significant market demand for RV rentals and validated their business model. It also demonstrated the effectiveness of their platform in providing a seamless experience for both renters and owners.

Q: How did the decision to live in an RV impact Jen Young's perspective on entrepreneurship?

Living in an RV for eight months gave Jen Young a firsthand understanding of the RV rental market, allowing her to engage deeply with customers and stakeholders. This experience reinforced the importance of customer development and risk-taking in entrepreneurship. It also highlighted the need for passion and commitment, as there was no guarantee of success despite the significant lifestyle change.

Q: What role did customer feedback play in Outdoorsy's product development?

Customer feedback was central to Outdoorsy's product development. By engaging directly with RV renters and owners, the team gathered insights into the features and services that mattered most to their users. This feedback informed the development of their professional-grade product, Wheelbase, ensuring it met the needs of both professional rental companies and individual consumers.

Q: What does Jen Young believe is essential for startup success?

Jen Young believes that startup success requires a 100% commitment to speed and a willingness to embrace trial and error. She emphasizes the importance of customer development, understanding market needs, and iterating rapidly. Despite the high likelihood of mistakes, this approach allows startups to learn quickly and adapt, ultimately leading to a mature and successful business.

Summary & Key Takeaways

• Jen Young, co-founder of Outdoorsy, took an unconventional approach to customer development by living in an RV for eight months, allowing her to gain deep insights into the RV rental market. This commitment helped shape Outdoorsy's successful business model and product offerings.

• Outdoorsy initially focused on the consumer market but pivoted to target professional RV rental companies. This strategic shift enabled them to develop a professional-grade product, Wheelbase, that catered to the needs of serious rental businesses and accelerated their growth.

• Despite the challenges and uncertainties, Young's passion and background in digital marketing were instrumental in Outdoorsy's success. The company booked over a quarter of a million nights in 2017, demonstrating the platform's effectiveness in meeting market demands.