Scott Gorlick: How Uber Acquired 1M Drivers & The Uber’s Expansion Playbook | E1196
Scott Gorlick was employee #99 at Uber. Over 6 years, Scott built Uber in Atlanta and helped the company scale from 10 cities to $10B in revenue. Scott is also a prolific angel investor having written early checks into Lime and Standard Cognition to name a few.
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Timestamps:
(00:00) Intro
(01:03) Joining Uber & Launching in Atlanta
(03:56) Acquiring Drivers: Cold Calling, Referrals & Onboarding
(16:28) The Success of UberX: Free Week & Product-Market Fit
(23:55) Navigating Regulatory Challenges
(26:24) Competition with Lyft
(27:02) Innovative Strategies & Mistakes
(27:54) Challenges & Lessons Learned
(34:33) What Travis Did to Generate the Followership
(35:56) Quick-Fire Round
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In Today’s Episode with Scott Gorlick We Discuss:
1. The Driver Acquisition Playbook: Scaling to 1M Drivers
How did Uber acquire 1M drivers? What was the playbook?
What worked? What did not work?
How much of a role did driver-to-driver referral payments have in driver acquisition?
What did Lyft do on the driver acquisition side that Uber should have done?
What did the retention look like for drivers on a 30, 60 and 90 day period?
2. The City Expansion Playbook:
What was the expansion playbook that Uber used for new cities?
What worked in ramping demand in a new city? What did not work?
How much of a role did promotions and discounting play? Lessons from them?
Why did Uber often let Lyft launch in a new market first? What was the benefit of this?
How did Scott see the maturation rate change with new markets opening? How fast did each subsequent market reach profitability?
3. Travis Kalanick and What Uber Could Have Been:
How would Uber be different today if Travis was still in charge?
What are the biggest mistakes that Dara has made with their M&A strategy?
What are some of Scott’s biggest leadership lessons from working with Travis?
How did Travis create such strong followership and cult around him?
What were the single biggest management mistakes made by Travis?
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