Rick Song is the co-founder and CEO of Persona, the identity verification platform used by some of the world’s largest companies. Before starting Persona, Rick worked on identity fraud and risk products at Square, which laid the groundwork for what would become Persona’s highly technical, horizontal platform. Since founding the company, Rick has scaled Persona into a category-defining leader, recently raising a $200M Series D at a $2B valuation.

In today’s episode, we discuss:

Referenced:

Where to find Rick:

Where to find Brett:

Where to find First Round Capital:

Timestamps:

(0:05) Life before Persona

(2:11) The push from Charles

(3:09) Early reluctance and low expectations

(9:50) Winning the first $50 customer

(13:08)“Invalidating” Persona

(16:43) How Persona found their edge

(19:35) Transitioning from MVP to platform

(24:18) Turning down a $5K deal on principle

(26:47) Generalizing bespoke solutions

(28:28) Finding product-market fit

(33:51) Founder-led sales and consultative approach

(39:30) Building a culture of reactivity

(45:47) Landing the first enterprise customers

(51:34) Silicon Valley’s obsession with frameworks

(58:17) Developing first principles thinking

(1:00:24) Stay competitor-informed