“Money will come” – How Super Unlimited built the #1 VPN by not optimizing for revenue

Tanuj Chatterjee, CEO of Super Unlimited VPN, discusses the strategic decisions behind the app's growth, which has become the world's most downloaded VPN with over a billion installs and a million daily downloads, primarily organic. Despite a low free-to-paid conversion rate, the company focuses on providing a robust free version to maintain a vast top-of-funnel user base, which fuels its App Store rankings. The company also intentionally serves unprofitable markets like Turkey and Myanmar to support free access to information, boosting long-term growth by increasing its baseline user base after geopolitical events. The integration of customer support into the product team allows for rapid response to user issues, enhancing service quality, which is crucial for maintaining a competitive edge. Additionally, Super Unlimited's infrastructure strategy combines bare metal servers with cloud surge capacity for efficient unit economics, while future growth is anticipated from expanding into the Windows platform and leveraging their position as the top organic search result to manage paid search strategies.