From "worst idea ever" to 100M+ users | Kristin Fracchia, Gamma

Christian (0:07)

Hello, everyone. My name is Christian. Welcome back to TNW. Today, I'm here with Kristin, the head of growth at Gamma. I will let her present herself first.

Kristin Fracchia (0:15)

Yes, thank you for having me. I'm Kristin. I lead growth and marketing at Gamma. I'm excited to be here today.

Christian (0:21)

Please, for anybody that doesn't know it yet, although it's quite hard, what is Gamma and what does it do?

Kristin Fracchia (0:28)

Yes, Gamma creates AI presentations, documents, and more. We have over 100 million users all over the world.

Christian (0:34)

Okay, that's really short, but let's dive into it. What is the most common use case for people to use Gamma? Is it just presentations, documents, from text to having a complete PDF?

Kristin Fracchia (0:47)

Yes, there's a lot of different types of documents you can create with Gamma, but definitely the most common use case is presentations. There is a reason why PowerPoint has been a dominant tool for 40 years. The language of business, visual communication helps people make their points. So we hope to make that type of visual communication much more painless. So that's the vast majority of what users are using Gamma for, but there's lots of creative ways in which our users are creating documents, social media posts, even sites as well.

Christian (1:15)

What was the breakthrough? What was the thing that made the people try out Gamma instead of using tools from big competitors like Google or Microsoft and actually gave it a go?

Kristin Fracchia (1:27)

Yeah. Well, hardly anybody likes actually moving around little text boxes on the slide and putting all that work into it. There's definitely a few special people in the world. We probably worked with them and asked them to make our slide decks in the past, who really like decorating slides. But for most people, the slide is a means to an end. You're trying to win a deal. You're trying to make a case. You're trying to get buy-in from a leader. You're trying to get new customers. And so the slide deck is a means to an end. And so what we aim to do at Gamma is make it much more easier for you to get your ideas across, make it a really good first draft if that's what you need, or be able to bring in a template, edit it, change it, remix it for a new purpose.

Christian (2:08)

How many people use Gamma today?

Kristin Fracchia (2:11)

There is well over 100 million people around the world. Fun fact, 80% of those are outside the United States. So we have users in every single country. A lot of people think that an SF AI company would be very US-centric, but that's not true at all. Most of our users are all over the world.

Christian (2:25)

Okay. Is it a challenge to convert all of the free users into paid? And how do you do that?

Kristin Fracchia (2:33)

So is it a challenge to convert free users into paid? I mean, yes and no. We aim to have a very generous free plan. So part of the way that Gamma has spread is we want people to be able to create Gamma content and then share it with other people. And then that other person says, oh, how did you make that? And you say with Gamma. So that is the core viral loop of Gamma. So we have a lot of free users that maybe they don't have regular use cases for slide decks, or maybe they're a student just trying out a presentation. But there's a lot of benefit that we can get from people spreading the word. So we aim to have a really generous free plan so that you can create content, and then so other people can see it as well too. So our goal is not always to convert everybody to a paid user necessarily, because there's a lot of benefit in just getting more content out there in the world from Gamma. But we do see a really strong percentage of those users convert to paying users as well, too.

We now have business and enterprise plans as well. And so all of the years accumulation, I mean, this is classic product-led growth, 101 All of the accumulation of years of individual users using Gamma is now translating into us having many, many users with a very large company that are now able to band together.

Christian (3:42)

When did you join the company?

Kristin Fracchia (3:44)

I joined the company at the beginning of 2025, so I've been there for just over a year and a half.

Christian (3:48)

And how old is the company?