Author: Franz Malten Buemann

We’ve been building Buffer for coming up to ten years now. We’re currently a 90-person fully remote team with over 70,000 paying customers and $20M in annual revenue. We’re proud to be a leader in the space of social media management, and to operate long-term as an independent and profitable business.As a company, we’ve rallied around serving small businesses. We’re also passionate about challenging suboptimal approaches to how work happens and how employees are treated. Our current 4-day workweek experiment is an example of that.An important philosophy of our journey has been having the freedom to build our product and workplace the way we’d like to. In 2018, we took an important action to maintain this freedom by spending $3.3 million buying out our main VC investors.After a great decade with many accomplishments and interesting challenges, we’re looking for an experienced and driven product executive to partner with me as CEO to shape the future of Buffer.
Apply for the VP of Product role →
Before I get into why we’re hiring a VP of Product, I want to share a history of product at Buffer, how our team is set up, and our most recent revenue metrics as these are all aspects of Buffer that I know a product leader will have questions around.
A history of product at Buffer
I launched the first (truly an MVP) version of Buffer in late 2010. In the beginning, Buffer started as a solution to my own problem around consistently sharing content on social media. I then put the idea through a customer discovery and validation process to ensure it was a problem others had, too. We launched with a freemium model and were fortunate to welcome the first paying customer on day three. We then added some focused marketing, and over the course of the first year gained thousands of active users of the product. Initially a lot of our product direction came from those customers, listening to their problems and devising unique solutions.In 2012, it was time to focus slightly more. We narrowed in on bloggers, individuals, and small business owners. We set down our first true product vision, which was to be the sharing standard for the web. We made big progress on this vision, becoming the first social media management solution to create a sharing button and completing integrations with countless news reading apps.During this time, our acquisition and growth strategy was our freemium model. Ultimately we started to realize that this strategy would only truly work if we became a mainstream product used by millions. As we integrated more widely, the signups we gained from those partnerships led to much lower freemium conversion rates. As a result, by 2014, our growth started to plateau and we felt we reached the upper limits of how successful Buffer could become with this approach.Since our product was most valued by and most active among small business customers, we leaned into that and launched Buffer for Business with new pricing plans tiered up to $500/mo. We succeeded in finding a new wave of growth, and the journey cemented our intuition that Buffer wouldn’t find success as a consumer product. This brought a level of focus that was refreshing, and pushed us to add more power to the product. We aimed to do this while still maintaining the simplicity our customers had grown to love Buffer for.In 2015, we explored  a team structure with no managers, and this played directly into our approach to product. With more autonomy on our team, we let our product strategy take a truly organic direction.  During our period of no managers, we launched several new products. This included a “Buffer labs” exploration where we produced Pablo, our image creation product, as well as Daily, a swipe left or right approach to adding suggested content to your social media queue. Finally, the Pablo team shifted to launch Rocket, our first foray into the ads space. Daily and Rocket were ultimately sunset, and we learned a lot from each of them.In early 2016, we acquired Respondly, a social customer service and engagement product which we relaunched as Buffer Reply. This was our most significant bet and investment to date and took us into the customer service industry for the first time. Customer service had always been a large focus for us as a company, and we were excited to be able to offer a product to help others in this space, too. At the time, the networks were making a big bet on social media becoming a significant channel for customer service. Customer service ultimately did not grow along the path we predicted, and the need for a fully fledged product here was mostly limited to Enterprise scale, which was too mismatched with our existing customer-base and knowledge in the team. We grew Reply from $4k to $70k in MRR, and chose to sunset the product earlier this year.In the process of becoming a two product organization, we saw an opportunity to separate out social analytics from our main product focused on social media publishing and content planning. We leaned into this multi-product strategy and built our third product, Analyze. This separation gave us a better focus on the separate customer jobs and we have been able to grow this into a very successful product. Analyze currently generates over $1.5m in ARR.By the second half of 2018, we had grown to $18m in ARR and over 75,000 paying customers. Still being a small team, we started to feel stretched thin, and we increasingly found product prioritization and pace to be challenges. I partnered with our head of research to run a process to determine a singular type of customer for us to focus our efforts around. We arrived at Direct to Consumer (DTC) brands as a type of customer who has built their business on top of social media and has innovated the most with social media marketing and customer engagement. This newly defined Target Customer for Buffer brought us a lot of focus, but at times felt like an over correction and came at a cost to product improvements for our existing customers, who are small businesses of all types.Something that became clear over a few years, and during our customer research process to arrive at DTC brands as a customer persona to focus on, was that the the world of social media had become increasing visual. To address this shift, we spent most of 2018 and 2019 building out new functionality focused on Instagram. In addition to this work to expand our product offerings, we underwent a significant rebuild project for our main product, Publish. Rebuilds are never fun, but with this now complete we are able to move significantly faster and deliver a much improved user experience.That brings us to 2020. Our current focus is to become a brand-building platform for small businesses, with DTC brands as one of our primary customer personas. This year, it became clear that the multi-product approach was creating friction for customers, so we are working to adjust our pricing and overall experience towards a single solution. We’re in the midst of launching Engage, a social engagement product for small businesses that came out of our experiences growing Reply. Engage will be bundled as part of existing pricing tiers, at various levels of functionality.I’m looking forward to this next chapter of Buffer, and to a future where we can become a comprehensive toolkit for small businesses to build their brand, grow, and create great relationships with their customers. We see a path to 100,000 paying customers and beyond, with many opportunities to solve more problems for that audience.
How our product team is set up
We’re primarily structured around the customer jobs we are focused on: Publish, Analyze and Engage. We also have two “shared services” teams focused on authentication, billing and onboarding (Core) and our iOS and Android apps (Mobile). Most teams have a Product Manager, Product Designer and somewhere between two and seven engineers depending on the needs of that product area.The VP of Product we bring on board will manage Product and Design, and initially have six direct reports (four PMs, Head of Design and Partnerships Manager).
Our current financial metrics
We’ve been profitable since 2016 and in 2018 we chose to leverage that profitability to buy out a portion of our investors in order to retain control over Buffer’s path. We reached $10 million in ARR in May 2016, and $20 million ARR in March 2019.Here are our most recent revenue and product metrics from June 2020: MRR: $1,704,768ARR: $20,457,216Customers: 69,596ARPU: $24.50 Customer Churn: 4.76%Net MRR Churn: 3.95%LTV: $515Revenue: $1,679,591Operating Income: $235,375EBITDA margin: 14.01%We have a dedicated revenue dashboard (a work in progress!) where you can see revenue over time. Here’s what that looks like:
The COVID-19 impact Many businesses have been impacted by COVID-19, including us. Buffer is in a strong financial position, we’ve thankfully had no impact on jobs and have remained solidly profitable. The shareholder update we sent in April shares a complete picture of our approach in the midst of the pandemic.One thing I talked about in that update is that sometimes the best thing we can do for our small business customers isn’t immediately profitable for Buffer – including our COVID-19 support programs for customers with financial challenges. I have no doubt that we’re doing the right thing by focusing on people first. One of my business philosophies is that if we take care of our teammates and our customers as best we possibly can now, we will succeed in the long term.This graph of our MRR in 2020 shows the impact we’ve seen on revenue:
Though we have experienced some anticipated decline, we are happy to see that it has started to climb again and as I mentioned, Buffer has pulled through in a strong financial position. We’ve spent the last few years building up to our current financial security, which means we can weather extreme levels of uncertainty. We’re fortunate and grateful to be in this position, and are proud of our financial diligence.
We’re hiring a VP of Product
At this point in the journey of Buffer, I’m excited to bring on board a VP of Product.Before I share more of the reasons we came to this decision, I want to share a key area of weakness up front. While we’ve made great strides over the past few years, and we have a majority female leadership team, our current leadership team lacks diversity. There’s no doubt that as a result we lack key perspectives and have unconscious biases as a company. It’s a priority for us to change this dynamic and include within our leadership team backgrounds that have been typically underrepresented in tech. This will serve our customers and our team more fully than we have been able to so far.Since we don’t grow our leadership team often, this is a rare opportunity for us. In addition to looking for a talented product leader, we also want this teammate to bring a new perspective to our leadership team and culture. Making sure we speak to a slate of diverse candidates is critical as we look for our VP of Product.Below are a few reasons I came to the decision to look for a product leader:Being a product-minded CEO can become a weaknessAs a product-minded CEO, my journey has followed from my innate energy and passion for product development. An engineer by background, I shifted to product development early in our journey, and found a lot of enjoyment in crafting the experience for customers, which I believe has played a large role in where we are today.Unfortunately, what can happen with a product-CEO, is that product can go from being the strongest area of the company to one of the weakest. At a certain point, product must scale up and become operationalized, and those strengths must become part of how the overall team functions. I believe in recent years we’ve seen some deterioration of product where other areas such as engineering have grown stronger, due to my desire to hold on and shape product more than is appropriate for the size have grown to.I’ve recognized that I need to take a different approach to fulfill the vision and goals I have, in order to keep the product as a core strength of ours. It needs to happen through someone else, rather than through me alone.I’m looking to bring more balance to all areas of BufferI believe for a company to thrive, all areas in a company need to work in harmony and that my role as CEO is set down vision and support all areas. Over the past few years, I’ve been very focused on product, which has caused an imbalance in how much I’ve been involved in other areas of the company. This is to the detriment of our customers, team, and all stakeholders. By inviting this functional leader to our leadership team, it will mean I can be more equally balanced across all areas of Buffer. We will be able to push forward, and I can work more closely with leaders to set vision and strategy, across all areas in tandem.Therefore, bringing on an experienced VP of Product will help us level up as a product organization. We will be able to introduce more streamlined processes, and by having a person dedicated to this area solely, we will improve the way product interacts with other related and interdependent areas, such as engineering, marketing, and advocacy.We’re looking for outside perspective For this role, I am making the choice to bring in someone from the outside instead of considering someone growing from within the company. This is new for us, and I’m excited for the opportunity for growth we have with a fresh perspective on the executive team.In our journey so far, we have overwhelmingly had leaders grow from individual contributor roles into senior leaders. I believe that it’s beneficial to have a majority of leaders grow from within the company as there is a clear alignment of our values, empathy towards team members, and a sense of loyalty towards our mission. With that said, having 100% of leaders grow from within creates a lack of diversity in our mindset and approach. Without outside experience, we will have knowledge gaps as a leadership team, and can become set in our ways. The VP of Product role is an excellent opportunity for us to find someone with some extensive outside experience.A key thing we will be focused on in our hiring process is that a person’s external experience is compatible and additive to Buffer’s approach and values.
More about this role
For this role, I’m seeking a partner in product strategy and execution. Since product is at the heart of Buffer, this is one of the most important roles and one which will make decisions impacting all other areas.We’re looking for a product leader with deep product management and design fundamentals and expertise, as well as strong people management experience and stakeholder collaboration. I’m aiming to find someone that can both tap into the insights that I have to offer and stand strong and push back when they believe I shouldn’t be involved.It will be helpful for a potential VP of Product to have experience in a smaller company environment, and ideally has led a product team through significant growth, for example growing a SaaS product from $10m to $50m or more.The other key difference with Buffer is that we’re focused on SMB, with a large number of paying customers and free users, and we have no sales team. This changes the type of work involved at the product leadership level, and this will be something the right person is energized by.The new VP of Product will have the opportunity to craft a unique strategy to help us serve customers, differentiate Buffer, and see great growth over the next 5 to 10 years.Joining Buffer at the leadership level is a rare opportunity. We’re a highly customer-focused team and are squarely on a path of long-term sustainability. This is an opportunity for a great product leader to play a key role in creating much more value for customers and building something special that endures.I’m looking forward to meeting people who are up for this challenge.
Apply for the VP of Product role →
Please reach out through this job posting to apply and someone from our hiring team will be in touch with next steps.
If you want to recommend someone who you think would be great for this role, please fill out this form.
More about Buffer’s journey
If you’d like to learn more about Buffer’s journey over the years, here are a few podcast episodes where I’ve talked about starting Buffer, fundraising, transparency, and profitability.

SaaStock: Building a remote, profitable, transparent and sustainable company with Joel Gascoigne, CEO of Buffer

20VC: Buffer’s Joel Gascoigne on The Moment The Founder Is No Longer The Boss, The Questions Founders Must Ask Their VCs and Why We Need A Spectrum of Different Financing Mechanisms Other Than VC

Product Hunt: Distributed teams, extreme transparency and buying out your investors

Remarkable brands are more than a logo.
They are a collection of images and feelings and connections. (Often experienced through social media.)
Take Nike for instance. When you think of Nike, you likely see movement, you feel momentum. You associate Nike with getting things done. This feeling is reinforced by all their imagery and of course by the iconic swoosh logo.
With Skittles, you likely see rainbows, bright colors, and excitement. These are hallmarks of their commercials and their ads.
We associate brands with images and feelings because – as neuroscience researchers have found – our brains love to stitch thoughts together. One thought always brings other thoughts, especially if those thoughts are recalled at the same time over and over. That’s why seeing a brand in a certain context, again and again, trains our minds to think of that brand whenever we randomly see those things in real life.
Our perception of any brand is constantly being reinforced by the images we see … which is why visual marketing is one of the most powerful marketing tools out there.
And it’s why Unsplash is fast becoming a go-to place for brands to be.
In this article, we’ll dive into the Unsplash strategies working today and how you can make the most of this “blue ocean” channel. Keep reading to find out how to build and shift brand perception using visual marketing and Unsplash.
Let’s dive in.

The Real Power of Visual Marketing
There have been numerous studies showing the power of visual marketing for building brand recognition and awareness. We know that content with images is generally more engaging, gets shared more on social media and attracts more attention.
The visual component of most marketing strategies is usually aimed at commanding attention, stimulating curiosity, and prompting immediate action.
Yet, this visual marketing strategy that focuses on immediate gains is very limited. The real power of visual marketing is in creating branded associations and controlling customers’ perceptions of the brand.
As we know, human beings are highly visual, as multiple studies confirm. Consider these two numbers showing how much our brain relies on visualizations:

90% of the information that is transmitted to the brain is visual
The brain was found to process images 60,000 times faster than any type other information

When we think, most of us picture things. We remember colors, shapes, and symbols. This is where the real power of visual marketing lies – building connections between what you think and feel and what you experience with a brand on social, web, etc.

How brands are using Unsplash as a new visual marketing channel
Unsplash is one of the best places to find free images … and one of the largest: it is used more than Getty, Shutterstock, and Adobe Stock combined.
Social media and marketing teams around the world use Unsplash for beautiful, free imagery.
But brands are finding a home – and real traction – through Unsplash also.
This has happened through organic posting and through paid advertising with Unsplash for Brands. Let’s talk about more about how organic and paid work with Unsplash.
Organic posting on Unsplash
As you might have seen, many brands are uploading their own curated photos to Unsplash, contributing great, free photography to the Unsplash system.
These photos, for instance, are by Sticker Mule.
It’s completely free to upload these photos. The greatest part is that you’re giving back to the community and delivering value to photo-seekers. For your brand, you’re also reaping huuuuge benefits.
This photo from Sticker Mule …
It’s been viewed more than 13 million times!
Overall, the Sticker Mule account has 74 million views on just 15 total photos.
Sticker Mule is just one of many examples of brands doing unique, creative work on Unsplash and seeing huge results.
The furniture company Inside Weather has a very on-brand collection of images, featuring furniture pics that line up beautifully with the brand style on their website.
Brands like Sticker Mule and Inside Weather have a concise collection of photos to choose from (25 or fewer). And then there are brands like Morning Brew (a business newsletter) and The New York Public Library that have hundreds of photos on Unsplash.
For additional inspiration, here’s a list of some brands and institutions doing great things on Unsplash:

S’well
STIL
Supply
Goby
Candid
Visit Greenland
Lumin
Curology
Hubble
Tim Tebow Foundation
Soundtrap by Spotify
Library of Congress
United Nations

Paid advertising on Unsplash
Unlike numerous other advertising solutions out there, Unsplash offers a non-interruptive, unintrusive experience: Customers who are seeing branded images don’t have to interrupt their current browsing journeys, while publishers don’t have to compromise on their content quality.
Unsplash Advertising works in three steps:

Upload and publish your branded images to Unsplash
Align photos with important and relevant search terms
Syndicate the images to publishers and creators who use Unsplash to find creative photos that can be used for free in their content and social media channels

Sponsored images appear in the top-left of the homepage and search results. The photographer’s name and avatar show up by default (rather than showing up when you hover over the picture). When you do hover, a small “sponsored” label appears on the image.

Does Unsplash advertising work?
Unsplash advertising program is currently by invite only (you can apply here) but earlier case studies have shown tremendous success, so there’s definitely a huge potential here:
Case studies from Square, Google Chromebook and Boxed Water. See their examples below.Aggregate results across these early advertiser case studies show Unsplash to be more effective at elevating how people feel about a brand – more effective than even digital, TV, and Instagram campaigns.

Create Visual Content that Captures Your Brand Goals without Being Promotional
This is a fundamental step to creating an effective visual marketing:

Your images need to feature your product the way you want it to be perceived
At the same time, make sure your images are non-promotional and creative enough for publishers and social media users to want to use them on their sites and social media feeds

In other words, when crafting your visual marketing strategy, ask yourself the following questions:

Do my images capture my brand’s goals?
Are they good enough for people to want to use them?

The key focus here is in building organic imagery around the brand through providing branded visual content that is worth using.
To create high-quality branded photography, brands can choose to

Upload their own pictures
Work with creative photographers from the Unsplash community

A Few Examples of Unsplash-Hosted Campaigns
Boxed Water was interested in promoting the awareness of plastic bottle alternatives. It is know that plastic is the major pollutant of the environment, Boxed Water has focused on how sustainable their product is, as opposed to commonly used plastic bottles.
In order to build the perception of that contrast, most of their branded photography is outdoors featuring people in a perfect harmony with nature:
Through branded photography Boxed Water showcases what plastic bottles lack: Sustainability, forest- and ocean-friendliness, pollution-freeAnother Unsplash advertiser – Google Chromebook – was willing to become known as a creativity- and travel-friendly solution that is being used by younger generations, so they worked with Unsplash photographers to create pictures reflecting that perception:
Chromebooks featured here are shown as creativity- and travel-related options for younger users. Another example is Square employing visual marketing to shift the audience perception from a very narrow concept of a mobile credit card reader to a broader one of a full-stack financial and merchant service provider.
The goal behind their campaign was to broaden the perception of the brand and capture the attention of small business owners who were not aware of the various business management and growth tools Square had.
Unsplash photographers were tasked to create pictures which would associate Square with business, entrepreneurs, payments, and stores:
Square’s Unsplash photos feature the product in the wild, being used by small business owners and patronsNotice how subtle the brand’s presence is in all the pictures, yet how hard it is to miss.
Tips for Creating Powerful Branded Photography on Unsplash
Unsplash has a detailed guide on how to create photography that gets noticed and used through the Unsplash platform, and all of those tips apply for brands, too:

Avoid being promotional or self-centered (don’t just post product pictures or selfies)
Pictures should be of high resolution with the minimum size requirement of 5 megapixels and 2500 by 2000 pixels (for a landscape picture)
Photos should be clear, creative, and original
Don’t use watermarks. Your brand identity needs to be a natural and subtle part of the context of the photo, not overlaid on it.

Tip #1: Post your photos around upcoming dates
When creating your branded photography, it is always a good idea to think of upcoming holidays, seasons, or notable dates. Timing your content strategy right is always effective (here’s a quick guide on doing that right).
Note: When planning a seasonal campaign on Unsplash, time everything carefully to upload photos at least one month prior to the holiday or the start of the season, as this when content creators start planning their articles too.
Tip #2: Align photos with important and relevant search terms
While the quality of the actual photography is fundamental to success, you also want those pictures to be discoverable.
Don’t forget that the real beauty of using the Unsplash platform is that it is used by content creators and social media influencers, and you want your branded photos to be found by them.
Unlike other visual advertising solutions (Instagram, for example), with Unsplash you won’t have to set your audience targeting: Your visual content and relevance settings define its visibility in a most organic way.
In other words, this step is where you are able to define who is able to discover your branded images and how wide your audience is going to be.
Tip #3: Use a lot of tags to get your pictures discovered by users & publishers
Unsplash does use automated tagging to help photos  be discovered but you need to also manually tag your images to ensure multi-purpose discoverability of your branded photos.
Here are some tips for properly tagging your branded photos:

List the objects within your photo (for example, “snow”, “water”, etc.)
Add symbolic and metaphorical tags that reflect what the photo is evoking. These should describe the mood and the atmosphere behind the picture (for example, “motivation”, “nature”, “solitude”)
Include tags for content creators to be able to find and use your pictures within their articles (for example, “work at home”, “hobby”, “marketing”, “sustainability”, etc.)
When possible, list trending hashtags. Unsplash helpfully offers a “trending search” section that shows which words have been typed into the Unsplash search box recently. It is also a good idea to keep an eye on that section and add tags to older photos when they are relevant to a current hot trend.

Here’s what was trending in July:
To add tags to your photos:

Upload your picture and publish it
Go to your profile and hover over the picture
Select “Edit” and click to the “Tags” tab
Add your tags one by one:

When I am stuck and cannot come up with more tags, I use semantic analysis to identify related concepts, brands and places. Here are semantically-related results for [skyscraper], for example:
Additionally, here’s the list of popular topics and keywords that are searched on Unsplash, so pick those that make the most sense:
Tip #4: Don’t forget to add captions
While tags drive visibility inside the Unsplash platform, captions will help expand your content reach even further.
Unsplash images are very well indexed in Google, and rank well in Google Images which is an important visual discoverability tool used by many content creators.
Thanks to its domain authority and high-quality of photographic content, Unsplash ranks incredibly well in Google, so hosting your branded visual content on the platform will also improve your brand’s organic visibility in both Google Images and generic Google search:
Unsplash can bring your branded photos on top of Google for more exposureUnsplash uses machine learning and image recognition technologies to handle much of its content search engine friendliness. For example, when you upload a photo of a seagull to the platform, it will automatically be named “Free Bird Image”.
So whether you apply any additional efforts or not, once you upload your branded photos to Unsplash, they will start ranking in Google quite well.
Yet, adding more text around the picture will be helpful in generating even more organic presence for your branded pictures. That being said, always add a descriptive 1-3-sentence caption to increase its odds of getting found in both Unsplash and Google.
Tip #5: Add the location information
Finally, if your picture features a certain location, do add it. Location settings make your photos discoverable for location-based search queries. For example, when someone is searching for “NYC”, your picture labeled there will show up in search results.
Tip #6: Syndicate the branded images to publishers
Once your branded pictures are uploaded and tagged, they will now be findable through Unsplash search results, just as regular pictures would, but labeled as “sponsored”:
Unsplash has a huge community of photographers and content creators utilizing the platform to find free images for their articles, videos, and infographics.
But the platform reach doesn’t stop there. By offering the free API for developers to use, Unsplash allows its users’ photos to be integrated into a variety of content management platforms and graphic design solutions, including:

Numerous design platforms including Sketch and Adobe Spark

Major website builders including Squarespace

Various WordPress plugins including CSS Hero and Instant Images

Lots of website templates and popular WordPress themes, including Illdy and Imahe

Various presentation and productivity apps including Trello and Google Slides

Imagine your visual message to be integrated into all or any of those platforms.
The potential reach includes some best-known publications and media outlets including Buzzfeed and Medium, to name the few.
This means your branded creative photography will be unstoppable bringing your products in front of audiences across the web. Here are just a few headlines organically placing Unsplash advertisers in a highly relevant context on incredibly popular publications:
(Notice the relevant context here: It is all about starting a new business angle that puts the brand’s product in front of the target audience, i.e. those that are looking to start a new business.)

Conclusion
Visual marketing plays a major role in influencing and swaying customers’ perceptions of the brand, and I find it pretty exciting that we finally get a visual marketing solution allowing brands to impact buyers’ buying decisions without forcing their branded imaginary on either customers or publishers.
It’s one of those innovations that promotes creativity and offers something for everyone. As Luke Chesser, Cofounder of Unsplash, put it:
Brands get impact, contributors get paid opportunities, and creators get more images to create openly with. It’s a win-win-win.