In 2012, I joined Uber as employee #99.
Our biggest challenge? Finding drivers.
Here’s how we signed up the first 1M drivers at Uber:
Our biggest challenge? Finding drivers.
Here’s how we signed up the first 1M drivers at Uber:
1/ We cold called.
When we launched a new market, we’d go to Yelp and make a spreadsheet with every limo company in the city.
Then, we’d hit the phones.
Some drivers said no, but most were interested enough to take a meeting.
When we launched a new market, we’d go to Yelp and make a spreadsheet with every limo company in the city.
Then, we’d hit the phones.
Some drivers said no, but most were interested enough to take a meeting.
2/ Our pitch to drivers was simple.
When we met drivers, we talked about Uber like this:
We know you're busy with your clients, but Uber's a great way to fill your downtime.
Since it didn't cost anything to get started, most drivers were willing to give us a shot.
When we met drivers, we talked about Uber like this:
We know you're busy with your clients, but Uber's a great way to fill your downtime.
Since it didn't cost anything to get started, most drivers were willing to give us a shot.
3/ We asked for referrals.
Once a driver had the first few trips under their belt, we asked:
"Do you have any friends who want to drive?"
Referrals for new drivers flooded in and showed up at the office.
When the new driver completed a certain # of trips, we paid a bonus.
Once a driver had the first few trips under their belt, we asked:
"Do you have any friends who want to drive?"
Referrals for new drivers flooded in and showed up at the office.
When the new driver completed a certain # of trips, we paid a bonus.
4/ We went where drivers were.
So that we could meet drivers, we'd rent out conference rooms at hotels near the airport.
Drivers could grab coffee & learn more while they waited for their clients to land.
Since the hotels weren't busy, we could get space for ~$250 (or less).
So that we could meet drivers, we'd rent out conference rooms at hotels near the airport.
Drivers could grab coffee & learn more while they waited for their clients to land.
Since the hotels weren't busy, we could get space for ~$250 (or less).
5/ We doubled down on Craigslist.
When we launched UberX, Craigslist was a major driver of our growth.
In 2013, we could post a job listing for $5 in a city and get hundreds of new driver signups.
As we scaled, we added more traditional channels.
When we launched UberX, Craigslist was a major driver of our growth.
In 2013, we could post a job listing for $5 in a city and get hundreds of new driver signups.
As we scaled, we added more traditional channels.
6/ Uber changed the economics for taxi and limo drivers.
If you were a taxi or limo driver, you might only keep 30% of your fares or have to pay $500 per week to rent your car.
When Uber launched, drivers could buy their own cars and make more money.
If you were a taxi or limo driver, you might only keep 30% of your fares or have to pay $500 per week to rent your car.
When Uber launched, drivers could buy their own cars and make more money.
Here's how we signed up the first 1M drivers at Uber:
1. We cold called
2. We had a clear pitch
3. We asked for referrals
4. We went where driers were
5. We doubled down on Craigslist
6. We helped drivers make more money
1. We cold called
2. We had a clear pitch
3. We asked for referrals
4. We went where driers were
5. We doubled down on Craigslist
6. We helped drivers make more money
During my 6 years at Uber, we grew from 10 cities to $10B in annual revenue.
While every startup is different, a lot of the tactics we used to grow Uber work well at other companies.
I’m sharing the best ones on X to help startups scale up.
While every startup is different, a lot of the tactics we used to grow Uber work well at other companies.
I’m sharing the best ones on X to help startups scale up.
• • •
Missing some Tweet in this thread? You can try to
force a refresh
