ProductLed Podcast (Wes Bush)
Explore every episode of ProductLed Podcast
| Pub. Date | Title | Duration | |
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| 04 Oct 2022 | How to Unsuccessfully Launch a ProductLed Growth Motion | 00:15:39 | |
We frequently hear expertise and insights about growing your product-led businesses in the global market. But what about tackling a different view of the discussion that will blow your mind? In today's podcast, Wes Bush is here to discuss a different approach of ideas and insights about how to be successful in building an unsuccessful launch of a product-led growth motion! You read that right! Are you beginning to wonder what will happen next in this conversation? Then take a seat, unwind, and start listening to this podcast immediately! Shownotes [01:11] Do it alone! [01:50] Make a free trial of your unfinished product and launch it with high sales goals on day one. [02:23] Don't create a team to work on your product-led growth plan. [02:40] Never train your staff on any subject involving your product. [03:16] Assume you know it all. [03:33] Keep your business's reasons for making this shift a secret. [03:53] Don't prioritize early initiatives well. [04:32] Avoid following any framework or anyone so that you can spend more time simply making mistakes for people. [04:46] Don't create the strategy as a leadership group. [05:27] Focus on large-scale revolutions! [05:38] Do not perform good optimizations because most product models were perfect at launch. [05:56] Make sure you don't measure the user's success. [06:17] Concentrate on various user and ideal consumer kinds. Profile | |||
| 25 Jul 2023 | How to Create a Culture of Continuous Discovery with Cross Collaboration | 00:45:34 | |
In this episode, Wes chats with Teresa Torres about her book, "Continuous Discovery Habits." Teresa is an expert in product discovery and has crafted a practical guide on continuously uncovering customer needs, pain points, and opportunities to build successful products. Wes and Teresa explore the key concepts of continuous discovery and the importance of forming product trios for effective collaboration. The podcast covers essential habits and strategies to kickstart a successful continuous discovery process, ensuring teams remain focused on achieving desired product outcomes. Key Takeaways: [2:06] Wes and Teresa speak about the core habits for success. [5:06] Teresa discusses the idea of the product trio, comprised of a product manager, designer, and software engineer, emphasizing the benefits of cross-functional collaboration and decision-making. [8:02] Teresa highlights the importance of context and organization structure in kickstarting continuous discovery habits, depending on roles and team dynamics. [17:09] They speak about user research and the main questions you need to ask in your customer interviews. [28:26] How they approach product launches. [31:54] Why using story drawings to provide structure is important to her process. About Teresa Teresa Torres is an internationally acclaimed author, speaker, and coach. She teaches a structured and sustainable approach to continuous discovery that helps product teams infuse their daily product decisions with customer input. She’s coached hundreds of teams at companies of all sizes, from early-stage start-ups to global enterprises, in a variety of industries. She has taught over 12,000 product people discovery skills through the Product Talk Academy and is the author of Continuous Discovery Habits. Links: | |||
| 20 Aug 2024 | How to Build a Big SaaS with a Tiny Team. | 00:44:51 | |
In this podcast, Wes Bush dives into the essential strategies for building a product-led business. Drawing from his experience of working with 408+ SaaS companies, Wes outlines the pitfalls of what he calls "surface-level PLG" and introduces a comprehensive approach that involves nine core components— the ProductLed System. When you implement the system into your business, you'll grow faster with less effort. Tune in to learn how. Key Highlights: 01:30: Introduction to the importance of standing out in a commoditized market. 3:08: The shift from sales-led to product-led growth. 5:14: Common mistakes in product-led growth. 10:02: Key outcomes of successful product-led businesses. 17:24: Scaling up with the ProductLed System. 33:07: Final thoughts and next steps for building a product-led organization. | |||
| 01 Aug 2023 | How to Avoid "The Build Trap" in Your Product-Led Business | 00:47:37 | |
Melissa Perri, the author of the book "The Build Trap" joins Wes Bush to talk about the concept of the build trap, which is when organizations become stuck measuring their success by outputs rather than outcomes. They chat about the importance of focusing on products' value rather than just shipping features. Melissa also shares the signs that indicate a company is in the build trap, such as not knowing the expected outcomes of their products and lacking a product strategy. Melissa provides insights on escaping the build trap, including the need for a good organizational design, a strong product strategy, and effective product operations. She emphasizes the importance of a cultural shift and the need to practice new behaviors to build a product-led culture. Key Takeaways: [3:00]: Discussion on the concept of the build trap and its scariness and signs that indicate a company is in the build trap. [10:00]: How to address the build trap and escape it. [18:30]: Importance of a cultural shift and practicing new behaviors. [22:00]: What a simplified version of a strategy for early-stage companies looks like. [30:00]: Introduction to the concept of Product Ops and its importance for product-led companies [39:00]: Why transparency matters in product-led companies. [42:00]: Benefits of developing good habits early on in a company's growth. Links: | |||
| 30 Mar 2021 | How to Master Social Media in 2021 with Chris Smith #GrowthTrends (Hosted by Maja Voje) | 00:42:19 | |
Chris Smith is a Melbourne-based expert who is the founder and CEO of BIG Esports, a consulting firm that helps companies find their authentic voice and set up the right amplifiers to reach their audience. He also launches his podcasts on LinkedIn, where he has over 24,000 followers. In this episode, he will dig deep into creating a competitive edge on LinkedIn and other social media platforms that is super relevant for those who want to step up in the content creation game. Show Notes [01:33] How Chris started his passion and building his niche [03:39] The importance of skills in gaming for him [05:22] How he manages his time to stay active in social media [08:12] His recommendations in posting on various social media platforms [11:22] His creative team and quality content work [13:12] On finding the right stories for clients he works with [17:03] His thoughts about B2B influencers and how to find them [21:52] How his podcasting activities fits his social media activities [24:54] How he goes about the analytics for his posts [28:23] The metrics tracking platform he uses to monitor posts [30:11] His ideas on interesting collaboration on social media along the line of gaming [34:03] Two things to learn from gaming vertical and other good stuff for him [37:14] What games got hooked to at the moment [38:00] On using the Clubhouse app [39:59] Bits of advice from Chris [40:48] Where to connect with him About Chris Smith Chris Smith is a big expert in the gaming and Esport industry. His passion for esports and continued business growth is what comes first for him. He is into business consulting, management consulting, public relations, and project management. He used to work in marketing and Public Relations for computer-enhancing giants such as Corsair and ThermalTake. ‘Building a strong network of like-minded individuals is where he prides himself as a professional, striving for the success of those who join him in his journey. Links Profile | |||
| 14 Apr 2020 | Why Your Product is the New SDR | 00:25:27 | |
To say product is the new SDR is a bold statement. Our brilliant guest today will share why he believes it is so. In this episode, Moritz Dausinger, founder of Refiner discusses why he thinks product is the new SDR, what the new SDR is in his opinion, and how the hand off is different for product-led businesses. Show Notes [00:56] How he became the founder of Refiner [02:14] Their company mission and the problem they want to solve [03:55] Why he thinks product is the new SDR [06:19] How selling changes in a product-led business [07:35] When should human interaction come into the whole process [10:00] Where they start on the journey of using their products to qualify users [13:10] What he recommends when it comes to qualifying results [14:53] When should companies introduce the traditional MQO with inside sales [16:19] What the new SDR is in his opinion [17:48] Trends he sees in the companies he has helped [20:30] How the hand off is different for a product-led business [22:15] His advice to companies who want to become more product-led [24:38] Where people who would like to reach out can find him About Moritz Dausinger Moritz Dausinger is the founder of Refiner, a user profiling software that’s built specifically for eCommerce, SaaS, and membership sites. The software is also designed to easily integrate into any sales and marketing stacks seamlessly. If you are looking to increase both conversion and retention rates through better customer data, Refiner might be just what you need. Profile | |||
| 23 Aug 2022 | How Snyk Implemented PLG at Unicorn Scale | 00:47:27 | |
Ben Williams is the VP of Product (Developer Journeys, PLG) at Snyk. He joined Snyk over a year ago and spearheads the product management for Product-Led Growth and helps the company propel towards its growth trajectory. He’s on the show today to give us an idea of how they strategize their growth, identify growth loops, and maintain well-balanced communication at Snyk that made a big impact on their success. Show Notes [0:39] What got him into the world of PLG? [2:01] Talks about Snyk’s first premium model [4:35] Why is it that their first iteration wasn’t that successful? [6:31] Initial problems that they’ve had to address that contributed to their success [10:33] How do they try to centralize everything and tackle specific problems within their team? [18:08] Focusing on a user’s path to value rather than their path to revenue [19:13] How did they utilize their product to acquire more users? [26:47] It is critical to develop a high-level PLG strategy. [33:1] On team-based accountability for achieving outcomes [38:43] How aligned leadership is important About Ben Williams Ben is a highly motivated, enthusiastic and energetic product and growth executive with years of expertise across a wide range of industries. He specializes in product leadership and management. and is always passionate about excellence and doing better. Link Profile | |||
| 15 Dec 2020 | #HowIGotHere with Suneet Bhatt (Hosted By Andrew Capland) | 00:37:57 | |
Suneet Bhatt is the president and board chair at Boldr, a purpose-driven outsourcing company that provides clients and partners with high-quality and custom solutions. Boldr provides data management, customer experience, and sales enablement solutions. In this episode, Suneet shared how he approaches growth, how his growth journey started and what it was like, and his advice for those who would like to stand out. Show Notes [02:56] What he did prior to joining the start-up world [05:28] How he approaches growth [08:21] How his growth journey started and what it was like [15:49] How he was able to pick companies that allows making mistakes [21:40] Point where he starts to think about moving to other companies [31:25] His advice for those who would like to stand out About Suneet Bhatt Suneet Bhatt is the president and board chair of Boldr, a purpose-driven outsourcing company that provides customer experience, data management, and sales enablement solutions. He was also the chief growth officer at Help Scout where he raised $6.2 million. Suneet is also the co-founder of Dream Village, a for profit social enterprise that’s dedicated to elevating the work of extraordinary and amazing nonprofit organizations. Profile | |||
| 27 Oct 2020 | How The Sales And Marketing Team Work Together In A Product-Led Company | 00:23:14 | |
Karishma Rajaratnam is the head of growth at ChartMogul, the world’s first subscription data platform is designed to help make consolidate and clean billing data easy. ChartMogul can help businesses understand the dynamics of their business and see where they need to focus their efforts. In this episode, Karishma talked about the marketing channels they have tapped, how they work seamlessly with their sales team, and how the sales team deals with warm outbounds. Show Notes [02:19] What ChartMogul is [03:14] What their primary focus is right now [03:59] How they work with the sales team [06:30] Tasks their sales team are currently handling [07:38] Marketing channels they have tapped [10:55] What her functions are [12:42] How they work seamlessly with their sales team [13:47] How often they get together with the sales team [15:10] How the company’s sales functions has evolved [15:15] Their basic version of a PQL [18:08] How the sales team deals with warm outbounds [19:04] Tools they use to segment the experiences [20:47] Piece of advice she would like to give to product-led companies [22:30] Where people can find out more About Karishma Rajaratnam Karishma Rajaratnam is a brilliant marketer passionate about growing the SaaS business. She is also the head of growth at ChartMogul where she leads the acquisition, onboarding, and engagement. She is also in charge of partner marketing, content and customer marketing, and product marketing and GTM. Karishma is also advisor to early-stage founders and works with startups like TechStars, SaasBoomi, and Co.labs. Profile | |||
| 31 May 2022 | The Product-Led-Growth (PLG) Playbook for B2B Startups with Mark Roberge | 00:24:39 | |
Mark Roberge is a leader in the sales world. He is currently co-founder of Stage 2 Capital, the first venture capital firm run and backed by over 300 GTM executives. He is also a Senior Lecturer at Harvard Business School. Prior to these roles, Mark served as founding CRO at HubSpot from $0 to IPO. He is author of best seller “The Sales Acceleration Formula” which became a guideline for start-up companies in growing their revenue and building a winning sales team. He’s in the show to introduce to us his playbook which revolves around Product Led Growth for B2B startups. Get ready to learn some insightful lessons from this renowned industry expert. Show Notes [0:44] On creating a playbook for his PLG startup [3:32] The best of class teams have to set up a cross-functional team of marketing plus product and put it under the product [8:44] How category creation has become such an important part of entrepreneurship [12:27] PLG tends to focus the organization on usage first as opposed to revenues [14:03] The reason why free user attention is the hardest metric [14:49] Pro tip: Find a scalable, cost-effective way to generate users [16:35] Mark talks about the last part of the value metric, monetization [18:42] You don’t start there as a seek funding business doing growth. [19:42] What the best class engineerings do is specialize their engineering teams and product teams by roadmap to improve growth [21:22] Create your growth team to be cross-functional with both product engineering plus marketing capabilities [21:36] Set your company up to be data-driven rapid experimentation, an organization that focuses on the Northstar About Mark Roberge As the SVP of Worldwide Sales and Services for HubSpot, he has led hundreds of his employees on how to apply data technology and inbound selling to every aspect of accelerating sales, including hiring, training, managing, and generating demand. Mark understands the ins and outs of marketing which is also a skill that he loves to share with others. Links The Sales Acceleration Formula by Mark Roberge Profile | |||
| 25 Aug 2020 | The Product-Led Sales Playbook | 00:23:22 | |
If you’re interested in product-led sales, you’ll definitely love this episode. Today’s guest is the founder and CEO of Dooly, hailed as the fastest way to update Salesforce, take sales notes, and effortlessly manage all deals so nothing slips through the cracks. Today's guest is no less than Dooly's founder and CEO, Kris Hartvigsen. In this episode, Kris shares how he transitioned from sales to founder of Dooly, how he sees product-led growth fuelling and helping enterprise sales, and what happens when a product qualified opportunity comes through. Show Notes [00:45] How his progression from sales to founder happened [03:58] What Dooly is all about [05:27] How he sees product-led growth fuelling and helping enterprise sales [07:10] How he defines product-led sales [08:55] What PQO stands for and what it’s all about [09:15] Why 5 is the sweet spot for them [11:58] Why they get sales involved relatively early [13:00] What happens when a product qualified opportunity comes through [15:51] What he’ll tell organizations that claim they are product-led [16:59] What the hand off to the sales team looks like [21:09] His advice to organizations that are transitioning to product-led [23:13] Where people can find him online About Kris Hartvigsen Kris Hartvigsen is the CEO and founder of Dooly, a computer software that captures and actions customer conversations, solves challenges that affect customer-facing teams, and analyzes and acts on them. From administrative work like Salesforce updates to deal supporting tools, Dooly automates the sales process by moving information to and from the customer in real-time. Dooly was built with the users in mind and its end goal is simple: provide users with the freedom to sell. Links Profile
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| 19 Apr 2022 | SEO Optimization and How to Take Advantage of Someone Else’s R&D With Brandon Leibowitz of SEO Optimizers | 00:26:22 | |
Brandon Leibowitz runs and operates SEO Optimizer, a digital company that helps small to medium-sized businesses in getting more online traffic and converting them into clients, sales, leads and more. He has the experience and knowledge to help people build their websites by performing SEO (search engine optimization). In today’s chat, Brandon will discuss how to take advantage of someone else’s R & D, optimizing your search engine and branding your company’s website to keep up with the trends. Show Notes [4:09] Think about branding yourself and building trust with people that are coming to your website [4:30] What are the business lessons that he’s learned throughout the years? [5:50] How exactly does he optimize his SEO? [9:32] The importance of text content [12:14] You have to optimize your website for Google, but you also have to optimize it for people [12:49] How does he exactly bump up his conversion rate? [18:49] Quality backlinks are from relevant websites [19:50] The more significant the website, the more values are they going to pass on [21:18] Key takeaways that he would like to give out to the listeners [21:27] On adding good content to your category pages and the importance of making a good site structure [23:15] To achieve optimization, fix your website and your conversion rates About Brandon Leibowitz After graduating from college with a degree in Business Marketing, he dove headfirst into the business world and landed his first job in Internet Marketing. Now, Brandon is a master in the internet marketing industry. Specifically SEO, Google Adwords, Social Media Marketing, Analytics, and more. His primary goal is to help others learn how to market themselves online and grow their web presence. Links Profile | |||
| 29 Dec 2020 | Goal Setting for 2021 with Wes Bush and Ramli John | 00:32:43 | |
The importance of planning in business cannot be overstated. Having a plan can help create focus and unite employees towards a common goal. It also helps ensure time is managed efficiently, resources are allocated accordingly, and the business is prepared for any uncertainties. If there are two people who knows (and believes) in the importance of planning, it’s Wes and Ramli. In fact, they’ve dedicated today’s episode mainly to planning. In today’s show, Wes and Ramli shared what success looks like next year, their theme for 2021, and their takeaways in terms of planning. You’ll learn a lot of great insights on planning from today’s episode so don’t forget to tune in! Show Notes [02:00] What success looks like next year [03:07] Ramli’s 2020 review [05:50] One of their strengths as a business [06:20] Ramli’s surprise for the listeners [08:58] Their theme for next year [17:26] Ramli’s thoughts on planning [20:17] The importance of breaking goals into quarterly goals [23:00] Ramli’s takeaways in terms of planning [24:44] Understanding the brain dump part | |||
| 04 Feb 2024 | How to track data in your product-led business | 00:12:15 | |
In this episode of the ProductLed Podcast, Wes Bush dives into identifying the most significant bottleneck in a product-led business. He emphasizes the importance of monitoring six core metrics: website visitors, sign-ups, account setups, first-value realization, key usage indicators, and upgrades. Wes shares the role of a well-defined tracking plan and the benefits of leveraging first-party data for insightful decision-making. Wes stresses the importance of simplicity in tracking and the impact of data-driven strategies on identifying and addressing business bottlenecks. *Here’s the tracking plan template you can use. * Highlights:
About the ProductLed System™️ Stop guessing how to execute a product-led strategy. Instead, follow a proven system that dials in your focus to 2x your self-serve revenue in 12 months by focusing on the nine components that make up a product-led business. You can learn more here. | |||
| 05 May 2020 | The CRM of Product-Led Companies | 00:31:15 | |
If most conventional CRMs are focused primarily on deal flow, what’s a CRM created for product-led organisations like? That’s one of the questions today’s guest addressed in this episode. Chris Lucas is an entrepreneur, consultant, and startup advisor. He is also the founder of Telemetry and the co-founder of Boardable. In this episode, he shares how he started solving CRM-related concerns for product-led companies, how businesses can deliver the value they promised as quickly as possible, and how one can make the transition to a product-led company happen. Show Notes [01:06] How he started solving CRM-related problems [03:36] How people are solving problems right now using the CRM for product-led companies [07:20] Why he thinks product-led growth is eating the world in SaaS [09:25] Why product-led growth has taken over [10:55] What product-led themes should look like [13:15] How he makes things actionable for people [15:42] What product qualified leads (PQLs) are [17:56] How he determines what the product qualified leads should be [21:27] What companies should do next after they have identified product qualified leads [23:23] How teams can hone in on delivering the value they promised as quickly as possible [26:58] How to make the transition to a product-led organisation happen [29:19] What’s next for him and Telemetry [29:57] Where people can learn about him and Telemetry About Chris Lucas Chris Lucas is a startup advisor, consultant, and entrepreneur focused on product-led growth. He is also the founder of Telemetry, an insights driven CRM created for product-led companies. Telemetry is also designed to qualify leads and take action so businesses can engage their users in one platform. Chris is passionate about growing teams and scaling businesses and has scaled startups from zero to $10mm ARR (Annual Recurring Revenue). Links Profile | |||
| 15 Jun 2021 | How to Create a Product Adoption Strategy | 00:39:27 | |
Andrea Saez is the Senior Product Marketing Manager at airfocus. airfocus is an easy-to-use prioritization and road mapping software solution that helps teams visualize priorities, build lean roadmaps, collaborate on strategy, and align vision with the whole organization. In this episode, she will talk about creating a product adoption strategy. She will also give tips and recommendations on doing product adoption and dealing with customers. Show Notes [00:58] How Andrea defines Product Strategy and how it fits in the product roadmap [01:38] How to start coming up with product adoption strategy in teams for her [02:41] Her suggestion on the product adoption goal to drive around and how to hit it [04:41] Her way of knowing if a product is already adopted [07:02] The strategies and tactics to achieve the desired goal or outcome [09:07] An experiment she had on product adoption [10:50] On driving product adoption geared towards a buying persona [12:45] How she measures product adoption on new features [15:57] How she deals with user issues [18:21] On measuring loyalty, giving delighters, and creating and developing relationships with users [26:18] Her advice for the product-led community and enthusiasts [30:13] Her view on the scope of product adoption [31:22] Her tips for creating a customer experience journey map across teams [33:01] How she handles communication with uninterested customers [36:24] On balancing self-education and personal experience for customers About Andrea Saez Andrea Saez is passionate about product management, growth strategies, and community engagement. She loves to learn, talk, and engage with customers and apply product-thinking to scaling companies. She shares her passion through writing and hosting talks and events. Andrea is the Co-Founder of The Product Dynamic. It is a company that helps teams navigate organizations, defeat cognitive biases and create healthy working dynamics across teams to build great products and drive positive change. She has honed her expertise through her experiences working in various companies such as Evoca, CakeMail, Amilia Technologies, Inc., Brandwatch and ProdPad.
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| 28 Jun 2022 | How OpenPhone Went From 0 to 1000 Customers | 00:42:38 | |
Daryna Kulya, Co-founder of OpenPhone, is with us today. She enjoys serving consumers with the best customer experience by creating products that suit their needs. OpenPhone is an app built for teams and individuals so they can level up and use their phones for business anywhere. It’s everything that you and your team need in a phone system! Daryna gives us an overview of how they were able to come up with this unique vision and how they skyrocketed from 0 to 1000 customers. Are you on the lookout for a business phone? If so, then catch her on the show and stay tuned for more. Show Notes [4:47] They want to be a part of an environment that is a lot more inspiring and that allows them to make progress. [5:50] The reason why they joined Velocity [6:47] Why did they initially give their product for free? [9:42] People should be getting value out of the product, so see if that’s true [12:54] They always knew that OpenPhone would ultimately end up being a product that starts with one person in the company and then scales to the whole team [19:26] One of the most fundamental lessons learned was that a lot of times you overcomplicate things unnecessarily. [23:17] Daryna shares some of the biggest milestones that they have achieved throughout the years [27:08] How were they able to build a team and what did that journey look like? [34:27] Biggest leadership mistakes and lessons learned from the presence of scale [35:57 Daryna’s advice on delegation, building a business, and scaling it up About Daryna Kulya Daryna Kulya is the COO and co-founder of OpenPhone. She was previously a product manager at Vidyard, where she helped to establish and grow Vidyard GoVideo (ViewedIt). She also worked at Deloitte's Digital Innovation Lab, and helped them with their prototypes and innovations. Back in 2014, she established Product Hunt Toronto, one of the city's largest product events and the world's first Product Hunt community-run meeting. But what’s more interesting is Daryna is adventurous. She loves hiking trails in her free time.
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| 29 Nov 2021 | Improving Customer Experiences with Claudia Zúñiga, Customer Experience Manager at Jungle Scout | 00:48:55 | |
Claudia Zúñiga is the manager of customer experience at Jungle Scout, the leading all-in-one platform that helps entrepreneurs sell on Amazon. In this episode, she shares the lessons the company learned during its transition from sales-led to product-led. She also answers questions from the audience, weighing in on different scenarios like what to do if you have a low acquisition-to-activation rate and how to get new users without paid ads. Show Notes [02:20] A little bit about Claudia and Jungle Scout [07:55] Put your product at the center of the customer experience, help your users help themselves, and be data-driven [12:52] On building bridges, cultivating relationships, and the importance of research [16:52] What Jungle Scout’s onboarding experience was like then versus now [20:08] How to activate free trial users [22:30] Some of the tools that Jungle Scout uses [26:38] Try to understand the different customer types [31:20] How Claudia and her team got the organization and stakeholders onboard with the product-led approach [35:18] On Jungle Scout’s plans to release a new freemium product [37:05] What you can do if you have a low acquisition-to-activation rate [42:35] How to get new users without paid ads About Claudia Zúñiga Claudia Zúñiga is used to working under pressure in the high-paced SaaS industry. She likes finding the best resolution by applying creative problem-solving based on data-driven insights with a customer-centric mindset and approach. Claudia is always interested in learning new things so she is constantly looking for new webinars and online courses—especially those that cover product creation, graphic and web design, usability, data, and analytics. Links Product-Led Growth Slack Community Books Product-Led Growth: How to Build a Product That Sells Itself by Wes Bush Profile | |||
| 22 Dec 2020 | The Journey From Sales-Led To Product-Led | 00:49:56 | |
Guilherme Lopes is the co-founder and customer success executive at RD Station, the largest SaaS company in Latin America. RD Station helps businesses increase their efficiency and sell more using their marketing and sales tools. With RD Station, you can capture contacts and connect pages, create personalized journeys, and identify the best opportunities. In this episode, Guilherme discussed what prompted them to go product led, what their journey has been like, and what he’ll do differently as it relates to the whole transition. Show Notes [03:03] His background and what he’s been up to [05:10] Their main impetus to go product led [08:20] Pros and cons of the sales led approach [13:35] What their journey to product led has been like [21:17] Ways he built influence to get more people to think about product led [24:34] Areas of resistance he encountered and how he addressed it [27:05] How they structure their pricing [30:32] How they get more teams to get into thinking product led [33:36] The main reason behind having a low touch and high touch sales teams [45:17] What he’ll do differently as it relates to the whole transition [46:52] Biggest difficulty in getting the light version to launch with confidence and how they addressed it About Guilherme Lopes Guilherme Lopes has been building apps since 2005. In 2011, they saw this gap in the South American market and decided to build RD Station. RD Station is now the largest SaaS company in Latin America. By combining their marketing and sales products with people who care about results, they have been supporting businesses from plan to execution. Profile
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| 13 Jul 2021 | What it takes to go from sales-led to product-led | 00:45:40 | |
Stephanie Cox is the president of Lumavate and host of the Real Marketers podcast. In this episode, she walks us through Lumavate’s journey from being a direct sales-driven company to a product-led one. Stephanie also talks about some of the tools and techniques that Lumavate has applied to find success. Show Notes [01:20] About Lumavate [03:42] The challenges of transitioning from sales-led to product-led [08:10] Why being product-led is like eCommerce [10:22] How Stephanie and her team track data [17:48] Consumer behavior is constantly changing [19:19] On marketing in relation to product-led growth [25:13] How Lumavate approaches customers [28:25] On marketing qualified leads and how people engage with software providers [37:15] How Lumavate has changed from a marketing point of view [43:07] Stephanie’s advice for companies going product-led
About Stephanie Cox Stephanie Cox has over 15 years of marketing experience and was the VP of sales and marketing at Lumavate until she became its president last May. She also hosts the Real Marketers podcast to help out other marketers, leaders, and sales reps. Stephanie has done just about everything: launched companies, brands, new products, geographic expansion, and more. She has driven phenomenal growth, spoke at conferences around the world, led incredible teams, and she’s just getting started. Links
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| 03 Oct 2023 | How to Build a Winning Sales Pitch with April Dunford | 00:37:11 | |
In the fiercely competitive landscape of product-led businesses, we often become entangled in the complexities of features and endless comparisons. Can you relate? However, to outshine your competitors, you must master the art of a winning sales pitch. Our guest expert is April Dunford, a positioning expert and bestselling author of "Obviously Awesome" and "Sales Pitch." Emphasizing the significance of a compelling narrative and distinct differentiation, April underscores these points with a sales pitch example from Help Scout, a customer service software company. She imparts eight crucial steps for crafting an effective sales pitch, which she discusses in more depth as the episode unfolds. Key Takeaways: [00:10] Introduction of episode and guest April Dunford [01:50] April’s insights on the need for a killer sales pitch [04:10] The role of context in a sales pitch [05:50] Signs your sales pitch needs improvement [07:00] Characteristics of a winning sales pitch [13:45] Example: Help Scout’s Sales Pitch [14:45] Importance of a strong point of view [16:05] April’s eight-step process for building a sales pitch [16:35] Step 1: Solid Positioning [18:30] Step 2: Emotional Starting Point [19:20] Step 3: Insight and API Value [20:10] Step 4: Pros and Cons of Alternatives [21:00] Step 5: Paint the Perfect World (ideal solution and alignment) [22:55] Step 6: Align the Audience (with the ideal solution) [27:55] Step 7: Option to Address Objections [28:40] Step 8: Make the Ask (for the next step in the sales process) [29:10] Mistakes to avoid in a sales pitch [32:00] Importance of sales involvement in the positioning process [34:50] April’s podcast and book About April Dunford: April Dunford is a positioning expert for growing tech companies and the best-selling author of "Obviously Awesome" and “Sales Pitch.” She shares insights on startups, marketing, positioning, and B2B marketing. Based in Toronto, Canada, April is the founder of Ambient Strategy and has a track record of working with over 200 companies, from startups to Fortune 500 firms, helping them develop positioning strategies that set them apart in the market. Links: | |||
| 04 Aug 2020 | Why A Free Trial Model Might Not Work For Your Business | 00:38:35 | |
Today’s accomplished guest is a self-taught entrepreneur who ran and grew a marketing agency for 10 years before starting Hull, a powerful customer data platform designed for high growth companies. Firms that use Hull orchestrate their marketing stacks and growth by collecting, enriching, and synchronizing customer data across all their services in real time. In this episode, Romain shared why they decided to offer free trial, the experiments they did and how it affected their marketing, and why they chose to offer free trial as opposed to other options. Show Notes [00:50] What Hull is and why he decided to start it in the first place [04:11] Why they decided to offer free trial [06:59] What the first attempt looked like for Hull [11:55] How he identified the end value [14:00] The main driver behind people not understanding their problems [17:59] How the experiments they did affected how they market their product [19:19] Why they opted to do free trial as opposed to freemium or some other hybrid model [23:19] How they help people get to a conclusion faster [27:46] What he’ll do differently if he’ll launch the free trial again [31:20] His thoughts on free trial and product-led growth [33:14] How he makes decisions [37:10] Where people can find out more about Hull and what he’s up to About Romain Dardour Romain Dardour is an entrepreneur, self-taught developer, designer, and problem-solver. He is also the co-founder and CEO of Hull, a customer data platform that helps brands create meaningful relationships with their customers by understanding who they are, what they do, and revealing novel insights that can help them personalize experiences at scale. Links Profile | |||
| 17 Jan 2023 | #HowIGotHere with Leah Tharin & Maja Voje | 00:46:25 | |
Growing your audience can be tricky, especially if you're just getting started, so having insights and better knowledge in the field of Product-Led Growth can be a massive help to achieve success. This episode is different from our usual ProductLed Podcast discussions. Maja Voje welcomes Leah Tharin! She's here to help us dig deeper into our understanding of Product-Led Growth and to share how she achieved success in the PLG field. If you want to learn more about the marketing principles that drove her to where she is today, listen to this episode. Show Notes [04:54] You must learn the theoretical foundations specific to what you know and don't. [06:41] Leah emphasizes the importance of understanding product-led growth, particularly in B2B business. [10:06] If you're customer-centric, you will realize that people prefer to see your product rather than hear about it. [11:00] Looking at data needs to be improved. Track your steps! [18:47] Discover how Leah got to where she is now. [22:57] Don't overcomplicate things! [31:40] "Ask questions!" is one actionable thing that Leah wants you to do. [35:04] "Your learning journey can be used to build an entire personal brand." Learn more by delving deeper into how she inspires people on their learning journey. [36:21] What does Leah do when her website posts do not receive enough engagement? [38:59] Pay close attention as Leah discusses her business journey and the strategies that worked for her so that you can learn something useful for your startup. [43:39] Check out Leah Tharin's social media accounts! About Leah Tharin She is a successful go-to expert who offers valuable guidance on product-led growth/sales, organizational scaling, and growth. You can check on her by visiting her website below. Profile | |||
| 25 Jan 2022 | From Sales-Led to Product-Led: Seven Key Strategies to Lead the Transition | 00:23:19 | |
Loren Elia is the Director of Product Marketing at Honeybook and an experienced marketer with over ten years of involvement in Product Marketing Management, E-commerce, and Digital Marketing. She is a creative problem solver, and her passion leads to product marketing management (PMM) in technology. Today we will be sitting down with her as she sends us seven helpful strategies that we can use to transition from sales-led to product-led marketing efficiently. She will also teach us to present facts and data while working with the right team. Join us as we give you a ton of golden nuggets to collect in this insightful episode. Show Notes [0:39] Transitioning from sales led and product led entails having to realign priorities on different teams and departments [1:33] Presenting facts , data and be mindful of the people that you are working with [2:47] Make sure you’re connecting with your teammates [4:35] PLG makes your company more attractive to investors [5:05] Difference between Product Marketing and Product Management [6:26] Strategies that helped her in transitioning and the 7 things that can help you make that transition [18:18] A quick summary of the 7 points [19:22] Make sure that your information is readily available for users to consume [20:46] Understanding your user’s journey About Loren Elia Loren's an experienced product marketer with 10 plus years in brand management, e-commerce, and digital marketing. She shows excellent leadership by helping prioritize her company’s business goal and leading an excellent marketing team. Her company Honey Book highlights task management that allows users to view and track various project stages and keeps other documents in one place. In break times, you can find her munching over chocolate-covered pretzels or mandarin oranges in her office. Links Profile | |||
| 10 Mar 2020 | PLP003: Frameworks for Selecting and Implementing Product Analytics | 00:33:57 | |
Frameworks for Selecting and Implementing Product Analytics with Sam Richard, Director of Growth at OpenView It is reassuring to know that product analytics have reached mass adoption with nearly 80 percent of companies already adopting in-product analytics as well as tracking. In this episode, Sam Richard, Director of Growth at OpenView shares the importance of product analytics and how companies should go about selecting and implementing product analytics. Show Notes [00:42] How she became the director of growth at OpenView [04:08] Her definition of product-led growth [06:39] Her thoughts on product-led growth being considered a fad [09:02] How to build a product-led business [11:25] Where one should start if they want to develop a culture of experimentation [13:03] How companies go about selecting and implementing product analytics [15:42] Key questions to ask before starting product analytics [18:25] Specific metrics she takes into account [21:35] The power of activation [23:42] Common mistakes she sees people make [27:14] Her advice for companies that are transitioning to become more product-led [29:06] Reasons to start a product-led business and reasons to consider a more sales-led business About Sam Richard Samantha Richard is Director of Growth at OpenView where she helps software companies become market leaders. Through OpenView’s expansion platform, they help ensure companies are able to hire the best talent, partner with industry leaders, and acquire (as well as retain) the right customers so they can dominate their markets. Links Profile | |||
| 06 Jun 2023 | Uncovering Connections Between 'No Code' Tools, AI, and Product-Led Growth | 00:33:57 | |
Get ready for an exciting twist today as we dive into a reverse interview featuring Mariam and Wes. This episode is a real treat as Wes takes on the role of the guest, chatting with Mariam, the CEO of Softr. Here's the big question: what ties all of these “no code” tools and AI together? Throughout this episode, we'll unlock the connections between these categories, uncovering the common threads and patterns that bring them together. By understanding their similarities, you'll gain valuable insights on how to adapt to these trends and seize the many opportunities they present. Key Takeaways [3:52] ProductLed represents the future of purchasing, shaping how people will make their transactions. [7:01] The engagement factor brings about significant transformations within companies, altering their culture in the process. [8:22] Key questions to consider before implementing product-led growth as a strategic approach. [14:54] It's crucial to align your business model with the success of your users. [18:41] How can you effectively segment your users and empower them to achieve success? [26:12] Your success is intertwined with the success of your users. [27:35] The transition from traditional to modern tools within the organization. [31:25] What’s ProductLed going to look like for the next ten years? About Wes Bush Wes Bush is an exceptional entrepreneur, renowned bestselling author, and the unparalleled authority on product-led growth. With an unwavering dedication to his craft, Wes has transformed the lives of over 500,000 individuals worldwide, captivating them through his groundbreaking books, captivating podcast, and influential thought leadership on the subject of product-led growth. Profile | |||
| 03 Mar 2020 | PLP002: How to Instill Product Data Into Your Strategy | 00:30:34 | |
The proliferation of data-based practices has caused two major changes (at least): it’s raised expectations of data-literacy across all teams, and it’s started to change the ways data teams work. In this episode, Milene Darnis, Product Manager at Heap, shares why feeding product data into your strategy is critical, and how to do it successfully at each stage of your company as you grow. Show Notes
About Milene Darnis Milene Darnis is a Product Manager at Heap, where she works on Heap's core technology: autocapture. This forward-looking technology gives product managers around the world the ability to ask questions about their users retroactively, without having to bug developers to implement tracking. Links Profile | |||
| 18 Jul 2023 | How a Customer Value Focus Made GoDaddy a SaaS Powerhouse | 00:33:06 | |
In the competitive world of SaaS, businesses struggle to attract new customers. However, there's a winning strategy that can help you outshine your competitors: shift your focus to your existing customers. In this episode, Liz Pearce, GoDaddy's VP of Marketing, takes us behind the scenes to reveal how the powerhouse company attributes its success to relentless evaluation of customer value. Liz delves into GoDaddy's comprehensive strategy for elevating customer value across their range of offerings, spanning domains, websites, and productivity tools. Emphasizing the importance of understanding the customer journey and delivering personalized recommendations, she unveils GoDaddy's culture of experimentation and data-driven practices. By harnessing customer activity metrics, they fuel significant growth. Key Takeaways: [1:10] Liz Pearce background and experience in startups [3:55] Variety of products and services offered by GoDaddy [5:30] Meeting customers at different stages of their entrepreneurial journey [8:15] Understanding and analyzing customer behavior [10:35] Segmentation and personalized recommendations based on customer needs [12:30] Mapping out the typical user journey and analyzing different entry points [14:15] Scoring customer value in the first 30 days [16:45] Progressive onboarding and providing suggestions based on customer actions [19:00] Product example and its positive impact on customer engagement [20:20] Importance of testing and experimentation. [21:40] Guiding people and giving suggestions to increase customer value [22:10] Importance of pricing and customer success in increasing customer value [23:35] Helping customers overcome activation hurdles [25:00] Culture of experimentation at GoDaddy and how it drives growth [26:20] The impact of small changes and experiments on customer experience [27:30] Measuring and optimizing the product funnel to drive growth [39:00] Celebrating experiments and learnings within the company [31:20] Suggestions for small companies to start with customer conversations and feedback About Liz Pearce: Liz Pearce is a seasoned professional in the startup world, driven by a passion for entrepreneurship. With a background in marketing, she has successfully navigated various roles within startups, including project management software and B2B-focused augmented reality ventures. Currently, Liz serves as the VP of Marketing at GoDaddy. Links: | |||
| 26 Jul 2022 | How Rows Acquired 30,000 Users In Less Than 8 Months | 00:43:06 | |
Torben Schulz is the founder and COO of Rows, a platform that allows users to create applications using only spreadsheet skills. Of course, not everyone can code, but everyone knows how to use a spreadsheet. From that idea, Rows was made. Its user-friendly interface as a web app makes it easier for people to automate data, create reports, enrich spreadsheets, and other functions. It is a server-based spreadsheet with integrations and web requests. Their mission at Rows is to make things efficient for the user to become more productive. Torben tells how this upgrade from existing spreadsheet software earned them 30,000 users in less than eight months. Show Notes [00:40] An upgraded spreadsheet for the business-minded [04:30] A horizontal productivity tool in contrast with its vertical counterpart [09:35] Use cases: should you tackle things one at a time or all at once? [15:33] Looking through the selection stage of the main use case and double down on reporting [21:02] Improving virality to ensure user retention by revolving user experience around sharing [27:46] The people behind Rows who make the decisions and what to do next [34:39] Looking at user growth instead of monetization to focus on the right initiatives [37:01] Keep the resilience and discipline until you hit gold About Torben Schulz Torben Schulz is the founder and COO of Rows, a platform that allows users to create applications using only spreadsheet skills. He is a former management consultant, and being a solid spreadsheet user led him to build Rows. Links Profile | |||
| 03 Oct 2024 | Why Some Companies Soar with PLG (And Why Others Crash) | 00:23:00 | |
In this episode of the ProductLed Podcast, Wes Bush and Laura Kluz discuss Wes’ new book, The Product-Led Playbook, set to launch on October 8, 2024. This playbook is the no-BS guide to actually implementing PLG, and explores why some product-led companies see millions in ARR, while others don’t. The book is structured around nine components, which guide companies from building a solid foundation to scaling for exponential growth. The first stage includes crafting a winning strategy, identifying the ideal user, and creating an intentional product model. The second stage involves establishing a frictionless onboarding process and developing effective pricing strategies. The final stage focuses on data analysis, growth processes, and team development. The playbook offers a step-by-step approach to operationalizing PLG and is full of templates and canvases designed for team collaboration. Intended primarily for B2B software founders and early-stage go-to-market teams, this playbook provides a structured method for effectively implementing PLG. Key Moments: 00:00 – What The Product-Led Playbook is and its release date. 02:03 – Exploration of why some companies succeed with PLG while others don't. 03:00 – The customer patterns Wes saw, which led to the creation of the ProductLed System. 06:32 – Explanation of the nine components of the ProductLed System. 15:11 – The three main outcomes you can expect when you implement the system into your business 20:21 – A juicy gift for podcast listeners. | |||
| 11 May 2021 | How to Start and Scale a Growth Team | 00:47:19 | |
Andrew Capland is the Head of Growth at Postscript, focused on driving product adoption and engagement. Postscript is an SMS marketing platform for Shopify stores that allows clients to send campaigns, create automation, and drive new revenue for their store to ensure ROI. Show Notes [00:53] Who Andrew is [02:58] How to start a growth team from scratch and balancing it with your main job [05:29] His thoughts around why companies should have a growth team [07:35] The process of being a lone wolf to scaling it up [10:37] What initiatives he executed in the initial phase before blowing growth up into a department [13:43] Situations wherein he bumped into other teams working on growth and how he handled it [17:12] How he identifies quick wins to get people’s buy-in [20:01] How he strikes a balance between improving the user onboarding and looking at the bigger picture [22:19] What he does quarterly to make sure his ideas are executed [24:10] About the Full Story Friday and the things he does to do a follow-ups [28:53] Some mistakes he did that he can tell others to avoid [31:54] On developing himself as a growth leader and his team to level up [34:49] Examples of growth playbooks he can share [38:08] What will he focus on if hired as the Growth head of a company that has not been launched yet [40:45] His view on doing Growth in a Product-Led vs. Sales-Led company [44:06] The great lessons he learned on starting and scaling a growth team [45:32] Something that he is working on that may be useful for growth people or those who are thinking about doing growth About Andrew Capland Andrew Capland is an expert of Product-Led and a Growth nerd. He lives, breathes, and loves all types of growth such as product-led, Growth marketing, Growth product management, etc. He is also a busy person as he welcomes his newborn baby into their family. He has worked all across the funnel from user acquisition, user onboarding, pricing optimization, and retention. He has previously worked in Wistia as Director of Growth and HubSpot as the Principal Outbound Marketing Consultant.
Links
Profiles You were just hired as the Head of Growth at a startup article | |||
| 19 Oct 2021 | A Deep Dive Into Customer Research with Allison Dickin | 00:21:42 | |
Allison Dickin is the Head of User Research at Sprig (formerly UserLeap), an all-in-one product research platform that delivers the 3 key pillars of product research—video interviews, concept testing, and microsurveys. She joins the show to discuss how iterative learning drives website conversions and offers tips so that product-led teams can improve their user research process. Show Notes [02:08] Why user research is important [03:28] The 2 critical phases in the user cycle that are difficult to get customer insight from [05:13] Ask users questions that are relevant to what they’re doing in the moment, keep your questions short and simple, and only survey as many users as you need [07:48] How to get good response rates [09:32] Allison’s recommendations to improve onboarding experience [12:13] How to phrase your survey questions [14:30] On multiple choice questions and micro-surveys [17:32] How to spread survey/research insights within the organization [19:13] Allison’s advice for people/teams who are doing product and user research About Allison Dickin Allison Dickin is an experienced user researcher who blends rigor with pragmatism to guide customer-informed decision-making for digital products. She works with startups to lead qualitative and quantitative research studies. Her clients include Blue Apron, Skillshare, Catalina Crunch, and Microsoft. Links Product-Led Growth Certificate™ Program Profile | |||
| 20 Apr 2021 | Product-Led Experiments to Increase Activation & Retention | 00:23:43 | |
Yazan Sehwail is the Co-founder and CEO at Userpilot. It is a product growth platform that helps product teams deliver personalized in-app experiences to increase growth metrics at every stage of the user journey. In this episode, Yazan will talk about Userpilot features and ways of doing things relating to product growth. With that, he will also share his perspective about AB Testing and more about product activation. He will also share essential tips and advice for product people that will surely help. Show Notes [00:29] What Userpilot is [01:36] What is involved in conducting AB Testing and how to do it [02:46] How they got the buy-in from the whole team in the process at Userpilot [03:37] What is an effective Product Activation experiment for him [06:14] The impact of activation experiments for him [07:44] His view on the timing of conducting effective activation experiments [10:21] His suggestion on indicating aha moments in user activation [12:57] What he suggests for teams with multiple use cases [14:47] How to improve product activation for him [18:39] Pointing out results in using the process [20:36] Pieces of advice for product people [22:54] How to know more about Yazan and Userpilot About Yazan Sehwail Yazan Sehwail has a vast knowledge of the B2B SaaS space. He is an exceptional resource for strategy, sales operations, and developing scalable processes to improve companies concerning growth. He is previously the co-founder and brand manager at InnerChip. It is a software development firm specializing in enterprise web app development. Profile | |||
| 02 Mar 2024 | The One Meeting You Need to 2x Your Growth Rate | 00:27:24 | |
In this episode, Wes Bush and Laura Kluz emphasize the importance of structured meetings and discuss how a well-organized approach can significantly impact daily priorities and your overall business strategy. The discussion covers key aspects of conducting effective meetings, including setting clear agendas, identifying core issues, and brainstorming solutions to foster growth and alignment within a company. Key moments in the conversation include: [0:35]: Introduction and the importance of effective meetings. [2:31]: The significance of aligning meetings with the company's strategic goals. [4:50]: Highlighting the necessity of action items and strategic alignment in meetings. [7:44]: The concept of prioritizing meetings to double growth rates. [11:05]: Wes and Laura discuss the structure and key components of productive meetings | |||
| 19 Feb 2025 | AI Wars: Why AI Tools Are Free and What's Coming in 2025 | 00:13:02 | |
In this episode, we explore the strategic reasons behind free AI tools and the fierce competition in the AI space. Wes reveals why companies are burning through billions to offer free access, explaining the brutal high-stakes war where only a few AI tools will ultimately survive. We break down the competitive flywheel driving the AI market and the six strategies AI companies will deploy in 2025 to secure market dominance. Key Takeaways: [00:00:10] Introduction to AI companies giving away tools for free [00:00:33] The explanation: "This is a land grab" for future market dominance [00:00:58] How the AI competitive flywheel works (users → data → improvements → stickiness) [00:01:21] ChatGPT's current market dominance (62.5% share, 300M weekly active users) [00:02:17] Three current strategies AI companies are using [00:04:02] Six billion-dollar strategies AI companies will deploy in 2025 [00:11:50] Predictions for which AI tools will survive the competitive landscape | |||
| 29 Oct 2024 | Episode 4: The Product-Led Playbook: Decide What to Give Away vs. What to Monetize | 00:44:20 | |
In this limited series of the ProductLed Podcast, Wes Bush shares the contents of his new book—The Product-Led Playbook. Over the next three months, we’re releasing one chapter at a time, providing you with practical, no-nonsense guidance on how to build a multi-million-dollar product-led business with a lean team. In today’s episode, Wes explores the critical decision-making process of what to give away versus what to monetize in a product-led business. He emphasizes that the most successful models are intentional and strategic. Using real-world examples like Tettra, Wes illustrates how a freemium model can unlock long-term user value and how offering limited free features can lead to higher retention and conversions. He dives into the different types of free models—such as freemium, opt-in, and usage-based trials—and provides actionable tips on finding the best fit for your business. He introduces the DEEP framework (Desirable, Effective, Efficient, Polished) to help businesses design a powerful free model that delivers tangible value upfront without overwhelming users. Key Highlights:
You can buy The Product-Led Playbook here. | |||
| 01 Feb 2022 | Top-10 Most Downloaded ProductLed Podcast Episodes | 00:24:20 | |
Product-Led Podcast has reached its 100th episode! Out of 99 insightful pieces, we countdown to the top 10 most downloaded episodes. Featuring an all-star line-up of guests, we will hear snippets of these throwbacks, and recall the different journeys that upheld the essence of being product-led. Show Notes: [00:45] #10: Episode 87 - User research and the importance of how users use their products with Allison Dickin of Sprig [1:58] #9: Episode 80 - CEO and founder of InnerTrends, Claudiu Murariu, on the selection of user activation KPI's to meet onboarding goals [2:59] #8: Episode 85 - Jon Butterfield of Speedinvest on fine-tuning your go-to-market strategy [4:34] #7: Episode 81 - DoWhatWorks' Andres Glusman gives advice on building growth in skillset [6:36] #6: Episode 70 - The secret to acquiring over 50 million users by Zach Sims of Codeacademy [8:59] #5: Episode 82 - What video games can teach you about user onboarding with Emily Lonetto of Voiceflow [11:00] #4: Episode 83 - Alison Taylor and Trevor Johnston of Jane discuss growing 7-figure SaaS business using Product-Led growth [13:02] #3: Episode 29 - How to acquire your first 100 customers by your Product-Led company according to Gen Furukawa of Pre-hook [14:07] #2: Episode 79 - The art of product positioning with the author, April Dunford [20:54] #1: Episode 28 - The original Product-Led podcast hosts, Wesh Bush, and Ramli John, explain why one should become Product-Led Growth Certified Profile Links: Allison Dickin website Emily Lonetto website | |||
| 03 Jul 2023 | How to Scale your Self-Serve Revenue with Wes Bush | 00:17:12 | |
Wes Bush designed the ProductLed Method™️ with the primary objective of assisting SaaS founders in rapidly scaling their self-serve revenue. In today’s episode, Wes provides an insightful high-level overview of this method, offering a fantastic introduction to its principles, significance, and practical implementation strategies for your own product-led growth (PLG) business. Unlock the secrets of the ProductLed Method™️ as we dive into its three phases and nine dynamic components to discover why this method is the ultimate game-changer for scaling. For a deeper dive into this PLG methodology, head over to the ProductLed blog and explore How to scale your SaaS business faster with the ProductLed Method™️. Key Takeaways: [0:10] Introduction to the ProductLed Method™️ principles [1:22] Brief intro of Wes Bush, his knowledge, and PLG accolades [2:00] Well funded and bootstrapped SaaS founders benefit from the ProductLed Method™️ [3:01] Rise of PLG in the SaaS industry and growing interest in the ProductLed Method™️ [3:48] Development of the ProductLed Method™️and the identification of the 9 main patterns [6:06] Importance of vision, user, and model in the ProductLed Method™️ [7:10] Three components of the growth engine: offer, experience, and pricing [10:34] Summary of the growth engine components and their significance [11:56] Introducing phase three of the ProductLed Method™️, focusing on exponential growth and scaling the approach [15:20] Wes Bush’s new book on scaling a product-led business will be released at end of 2023 About Wes Bush: Founder of ProductLed, Wes Bush is an entrepreneur, bestselling author, and the #1 expert on product-led growth. He has empowered more than 500,000 people through his books, podcast, and thought leadership on product-led growth. Links: | |||
| 12 Apr 2022 | How To Drive 10,000+ Signups In 2 Weeks w/ Co-Founder of Tango and Zach DeWitt From Wing VC | 00:51:04 | |
Ken Babcock, Co-Founder of Tango and Zachary Dewitt of Wing Venture Capital, is in the show today to give us the nit and grit on how their company achieved 10,000 sign-ups in just less than two weeks. These business connoisseurs will also guide us through how we should target the right buyers and celebrate our end-users success—ensuring that there's connectivity between what you're building and what your customers need. They will also reveal the story behind Tango and how it evolved throughout its first initial launch. Grasp as much knowledge as you can by listening to these two geniuses. Show Notes [2:12] Tango helps create a flexible documentation tool that allows you to generate documentation for your workflow. And alleviate your maintenance burden. [7:13] On optimizing the right go-to-market [9:23] What other tools is Tango replacing, and what do you need to do for the documentation you are creating? [15:40] The importance of setting up suitable measurement gates and understanding when to know how things are successful [16:31] How does the operation cadence work? [18:18] Being data-driven is important and complementing that with a customer focus [23:00] Why is it essential to be time-bound? [23:47] Honing your most active users in the pilot is key [24:47]On Finding different company sizes and types to understand your customer and your persona [34:49] Sales vs. Product led is different in terms of messaging [36:12] There's a different approach to targeting buyers and users [39:27] What does it take to have your first successful launch? [45:55] Your end-users success will eventually become your success About Ken and Zach Ken is the CEO and Co-Founder of Tango. Before diving into the world of Tango, he spent more than four years at one of the world's famous platforms, Uber. After learning the depths of entrepreneurship at Atomic VC, he teamed up with his co-founders and founded Tango in 2020. Zachary "Zach" Dewitt is a partner at Wing Venture Capital. Wing Venture helps founders establish businesses around their ideas. In the company, Zach mainly focuses on enterprise application, technology and product-led growth to propel businesses forward. Links: Profiles: | |||
| 29 Aug 2023 | Product-Led Growth in 2023 and Its Future with Wes Bush | 00:41:50 | |
Step into the world of product-led growth (PLG) with Wes Bush, the author of the popular book "Product-Led Growth: How to Build a Product That Sells Itself." In this episode, Wes talks about common misunderstandings about the product-led model and shares insights about its promising future. Dr. Else van der Berg, the founder of Sonderhouse, is also part of the conversation as a guest host. Together with Wes, they have a fascinating discussion, exploring the important idea of focusing on providing value before making money. They also talk about using product free trials, the need for organizations to change their thinking, and the complex task of making sure users find value in what's offered. Key Takeaways: [1:00] How Wes Bush got into the product-led field [4:10] Four components of business [4:55} Comparing sales-led and product-led companies [6:00] Organizational and cultural shift to move to PLG [9:00] Balancing broad AI tools and targeting specific user profiles [11:50] Utilizing BJ Fogg’s behavior model for identifying ideal users [14:15] Potential for PLF targeting enterprise clients [17:15] Importance of value creation before value capture [17:50] Changing landscape of freemium [18:40] Future of PLG [22:00] Differentiation play, freemium in niche markets, and expanding target audiences [24:45] Mindset shift required for PLG success [27:00] Wes shares his biggest mistake in growth [30:30] Challenge of designing a core value proposition [35:15] Role and leadership skills for driving PLG initiatives [38:00] User success becomes the company’s success About Wes Bush: Wes Bush is an author and expert in PLG and founder of the all-in-one educational platform ProductLed. With a passion for helping companies shift their focus from sales-led to product-led strategies, he believes that delivering value to users before monetization is key to success. Links: | |||
| 12 May 2020 | Increasing Product Adoption | 00:43:36 | |
Why is product adoption vital to the success of any SaaS product? For starters, when product adoption increases, churn also plummets. Preventing churn is one of the primary aims of Gainsight PX. Gainsight PX is the brainchild of Michael Alon, a driven consultant and entrepreneur. In this episode, Michael shares what product-led for B2B means, how to build a powerful product-led growth strategy, and what companies are doing to increase product adoption. Show Notes [00:59] How he became the founder of Gainsight PX [03:51] Difference between sales-led, marketing-led, and product-led growth [07:32] What he thinks is the difference between marketing versus product-led [10:44] When the best time to talk to users is [13:07] How he defines product qualified leads (PQLs) [19:00] What product-led growth for B2B means [26:10] How one should go about building a successful product-led growth strategy [32:43] Things companies are doing to increase product adoption [42:53] Where people can learn more about him and what he’s up to About Michael Alon Michael Alon is a serial entrepreneur who’s passionate about designing, building, and launching innovative products designed to drive business outcomes. Michael is the CEO and founder of Aptrinsic. He is also the CTO and founder of Gainsight PX, a leading customer success platform provider that helps businesses secure and surpass the outcomes desired by their customers. Their evidence-based practices as well as their powerful software platform gives clients the insight they need from customer data so they can take the best action at the right time and maximise customer relationships. Links Profile | |||
| 06 Dec 2022 | How to Build a Product-Led Growth Team | 00:28:05 | |
Are you a B2B, a small, or a large business interested in learning how to create a team focused on product-led growth? The Product-Led Podcast welcomes Mario Araujo, Director of Product Growth at OutSystem. He's here to share some advice and knowledge you might need on how to build a product-led growth team! If you want to build your own product-led growth team successfully, then take a seat, relax, and listen to this podcast, right now! Show Notes [04:44] What is this goal you must achieve, according to Mario? [06:51] Find out what time frame, timeline, and expectations Mario refers to. [08:22] Set up an experimentation team on board! [9:20] Come up with an initiative that will help with the learning of the team. [10:10] Regardless of other factors, optimize your product's time to value! [14:05] Watch out for the common business misconceptions about product-led growth! [16:24] If there is no product-market fit, there's nothing to grow! [17:24] The product team should be well-formed. Check out these three people your team should have based on Mario's recommendations. [20:03] Where does the marketing team or project management fit best? [22:11] Listen to Mario's recommendations for companies just starting to build their product-led growth team! About Mario Araujo Before joining OutSystems, software engineer Mario Araujo worked for several prestigious companies, including Siemens. He began working for the company in 2005 as a professional services consultant, and in 2019 he was given a chance to become the director of product growth. Mario has also lectured on software development methodologies at a few Portuguese universities. His interests include growth, product strategy, product marketing, and software. Profile | |||
| 13 Oct 2020 | Product-Led Storytelling: The Art of Acquiring Users Directly from SaaS Content | 00:33:33 | |
If you want to grow your SaaS product through product-led storytelling, today’s guest can show you the way. Victor Eduoh has been developing authority-building stories that are designed to capture, engage, and turn prospects into product-qualified leads, trial users, and customers. In this episode, Victor shared the importance of product-led storytelling, how it fits into the different marketing funnels, and how businesses can create better stories for product-led storytelling. Show Notes [01:34] What product-led storytelling is and why product-led companies should care about it [03:18] How product-led storytelling fits into the different marketing funnels [06:02] How product-led storytelling differs from conventional content marketing [10:21] How people can create better stories for product-led storytelling [14:20] What the next step should be after content and empathy [18:50] Common mistakes companies make [23:57] Businesses that are doing a great job with product-led storytelling [28:20] His piece of advice when it comes to product-led storytelling [31:34] Where people can find him online About Victor Eduoh Victor Eduoh is a master copywriter and a product-led SaaS content strategist. His consulting firm helps SaaS brands grow by creating a bespoke and ROI-focused content marketing for them. In addition, he helps companies stand out and acquire new customers using two unique and research-backed frameworks: The SaaS Topic Clusters’ Strategy, and Product-Led Storytelling. Links Profile | |||
| 20 Dec 2022 | Where It All Started with Wes Bush & Maja Voje (Special Holiday Episode) | 00:58:19 | |
Wes Bush usually features interviews with various guests on product-led podcasts, but today is a special Christmas episode. Are you wondering how he started? As we all know, Wes Bush founded the ProductLed Podcast, where we learn how to create a product that sells itself and get insights and wisdom from the interviews he does. Thanks to our beloved host, Maja Voje, we will hear Wes Bush himself on today's podcast! Are you excited to hear about this special episode? Then, what are you waiting for? Take a seat and relax while listening to this podcast right now! Show Notes [01:16] Wes Bush shares how he started the ProductLed Podcast. [06:12] Is your growth strategy a tsunami-proof? Check out these three main trends Wes is talking about. [14:10] Wes shares how PLG helps businesses to grow as a business. [17:27] Find out from Wes how many big businesses are switching to PLG and what solutions exist to the problems they encounter. [22:59] Can Wes Bush help these big businesses transition to PLG? Check out these five questions you need to know about. [26:45] There are big mistakes Wes is guilty of, so consider these four things he's going to share for you to avoid making the same mistakes in the PLG sector. [30:14] How do we operate PLG? [33:42] What exactly are these problems we should be aware of when switching to PLG? [36:48] What trends should we be aware of? Keep an eye out for Wes's tips for developing in the PLG industry. [43:32] Wes is now writing a book, which might be even more beneficial for our growth and PLG tactics. About Wes Bush He is the CEO and founder of the ProductLed Podcast, as well as a well-known product expert and best-selling author of Product-Led Growth: How to Build a Product That Sells Itself. After working for some of the fastest-growing companies in his industry, he is now qualified to teach teams of people from all over the world how to turn their product into a powerful growth engine. Profile | |||
| 23 Jun 2020 | Why $9/Mo is Better than Freemium | 00:27:58 | |
A few months ago, Userlist introduced the $9/month starter plan. The plan allows SaaS founders to enjoy Userlist’s full set of features until they are able to hit the first 100 customers milestone. We talked to Userlist co-founder Jane Portman to know the rationale behind the offering. Aside from co-founding Userlist, Jane is also a UI/UX consultant and the host of UI Breakfast Podcast. In this episode, Jane shared how they arrived at the decision to offer $9/month, why they opted not to offer freemium, and why it makes perfect sense. Show Notes [01:50] What Userlist is and how it started [02:13] What their edge is [04:38 Reason they added the $9/mo starter plan [07:11] How they intend to move forward [09:28] Why they decided on $9 [11:59] Why they didn’t limit specific features for the $9 plan [16:08] The thought process behind their video [19:05] The core idea for a good UI [20:46] What they have in the works to help users install the Userlist app [23:02] One of the reasons they ask for the credit card upfront [24:36] Any experiments they have planned that they’re excited about [25:35] Her one advice to founders [26:40] Where people can find out more about her and Userlist About Jane Portman Jane Portman is a UI/UX consultant and she specializes in web application design. She is also the founder of UI Breakfast and the co-founder of Userlist. Userlist is designed as an alternative to bulky enterprise messaging tools. At Userlist, Jane’s primary objective is to provide impeccable UX and help users become exceptional at customer messaging. Since 2014, Jane has also been hosting UI Breakfast Podcast where she talks to industry experts about UI/UX design, marketing, products, and many more. Links
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| 24 Mar 2024 | 5 Easy-to-Implement Best Practices to Boost your SaaS Upgrades | 00:19:14 | |
Monetization is a big challenge for nearly every product-led company. In today’s episode, Wes Bush helps you overcome this business hurdle by sharing five best practices to boost your free-to-paid conversion rate. Even better, many of these strategies are easy for your team to implement, so you can start making positive changes now.
Key Takeaways: [2:30] Sequencing [5:30] Remind users of the current plan [8:20] Reevaluate your free model [12:15] Simplify the upgrade process [14:00] Complete user feedback sessions About Wes Bush: Wes Bush is the founder and CEO of ProductLed and the world’s leading expert on product-led growth. He is the bestselling author of Product-Led Growth: How to Build a Product That Sells Itself and the upcoming Product-Led: Scale Your Tech Business Without A Sales Team, due in August 2024. Links: Read Wes’ new book | Join the waitlist here. * Link to learn more about free models in SaaS [for best practice - evaluate your free model] | |||
| 19 Dec 2023 | How to optimize product growth with continuous product discovery | 00:40:23 | |
Product Discovery is the most important area for a Product Manager. That’s why we have Pawal Huryn, a successful Product Manager and coach with more than 9 years of experience in the world of Product on the podcast today. In this chat with Wes Bush, Pawal explains what exactly Product Discovery is and shares his insights on discovering the best ideas, identifying assumptions, and validating them through experimentation. Along with his process, he gets into the details of how to best collaborate on Product Discovery and the team you should bring along for the ride. He also talks about the cultural shift needed to successfully implement Product Discovery in a product-led business. Highlights: 5:00: Introduction to the guest and his expertise in product management. 8:00: Definition and importance of product discovery. 14:30: The five risk careers in product management. 19:30: The cultural elements necessary for successful product discovery. 25:00: The process of continuous product discovery. 34:30: Tips for conducting experiments and analyzing results. 40:30: Managing expectations and focusing on goals in product discovery. 45:00: Final tips and recommendations for successful product discovery. About the Guest: Pawal Huryn is an author, product coach, and Product Manager at iDeals. He has more than 9 years of experience in Product, and for five years, he ran a successful startup in Poland. He’s helped thousands of professionals boost their product management skills by sharing knowledge and experience in online courses, a newsletter, and social media posts. Links: | |||
| 03 Jan 2024 | How to Build a Product-Led Team to Grow from 0 to $2 Million in ARR | 00:42:09 | |
Cake Equity is an online SaaS platform that helps startup founders and their teams manage equity and ownership. Hansen discusses the initial catalyst for starting the company, the challenges of managing a sales-led approach versus a product-led approach, and the importance of building a strong team. He emphasizes the need for a technical person on the team, the value of product thinking, and the importance of hiring slowly and becoming more efficient. Highlights: 03:10: What the size and composition of the team looks like. 05:00: The challenge of breaking down silos between sales and product teams. 09:40: How they approach communication, cross-functional collaboration, and using technology to automate tasks and improve efficiency. 14:00: Why legal is an important part of the team. 22:15: Hansen breaks down his current team and their roles. 28:30: Lessons learned while putting together a product-led team. 37:40: One piece of advice to help other business owners on their journey to 7-figures. About the Author: Kim Hansen is the CEO and Co-founder of Cake. He has over two decades of experience working with startups. His firsthand experience of the complications surrounding equity grants led to the founding of Cake Equity. Links: | |||
| 05 Jul 2022 | How Gated Generated 30% MOM User Growth | 00:41:53 | |
Andy Mowat, CEO of Gated, is an expert in building sales and marketing engines for world-beating companies. Gated works with existing email setups, making it fast, simple, and effective to use. It also reduces inbox volume by an average of 43%, making your inbox more productive and peaceful. What’s even more exciting is that their teams are rooted in wellness and clear communication, which promotes the company’s overall healthy growth and success. Gated recently experienced a 30% month over month user growth, and Andy will explain the steps that led to this success. Show Notes [1:32] His goal is to help reduce the noise of emails. [2:19] What are some of the first things that he did to build the user engine for his company? [5:19] Social proof becomes one of the easiest ways to short-circuit any mental barriers. [7:26] How does he monitor things in his business? [11:26] How did he build this 30% month over month user growth engine? [18:30] Start talking and listening to people. [32:58] Understanding users' criteria is beneficial. [34:00] Customize your charity by allowing domains and allowing donations. [36:41] A recap of the top 5 things that he did to achieve 30% MOM About Andy Mowat Outside of emails, user engines, and such, Andy Mowat is an advisor to growing SaaS companies. His collection of Keanu gifs will completely shock you, not to mention his love for the outdoors and adventures. Andy is not only a team player but also a family man. He is loved by many, especially by his colleagues, who can vouch for his outstanding performance in his areas of expertise. Link Profile | |||
| 08 Sep 2020 | How To Acquire Your First 100 Customers for Your Product-Led Company | 00:30:14 | |
Today’s guest is Gen Furukawa, the founder of Retainable. Retainable is an amazing platform designed to help businesses grow stronger by reducing employee turnover, increasing retention, and driving employee advocacy. In this episode, Gen shares his approach to marketing, how he started building products, and his thoughts on paid campaigns. Show Notes [02:28] How he started building products and what his journey has been like [05:53] His approach to marketing [07:49] How he prioritizes who to reach out to first [10:35] An example of a LinkedIn strategy that works [14:47] Strategies he has seen that does not work for early stage startup marketing [18:04] Few things that really worked in Jungle Scout in terms of traffic, leads, and customers [21:10] Marketing stuff that didn’t work [22:19] His thoughts on paid campaigns [25:12] His piece of advice for founders of product-led businesses [26:58] Groups he’s a part of [28:35] Where people can find him online About Gen Furukawa Gen Furukawa is the founder of Retainable, an innovative platform that helps businesses grow stronger by increasing retention, driving employee advocacy, and reducing employee turnover. He is also the co-founder of Prehook, the perfect customer experience and recommendation engine. Gen is also the co-host of the podcast CartOverflow.com where he interviews interesting guests like service providers, operators, agencies, and SaaS folks. Links
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| 17 Mar 2020 | The First 7 Minutes of Onboarding | 00:39:06 | |
Contrary to popular belief, user onboarding is not designed to make people become better at using a product. Rather, its primary goal is to help them become better at what the product enables them to do. With that said, it’s no surprise today’s guest spends a significant amount of time and resources to ensure people have an aha moment the first 7 minutes of their onboarding experience. In this episode, Francois Bondiguel, head of growth at Deputy shares what they do the first 7 minutes of the onboarding experience, how they’re doing it, and why. Show Notes
About Francois Bondiguel Francois Bondiguel is the head of growth at Deputy, a product-led employee management tool that uses innovative cloud-based technology as well as machine learning and AI to help businesses transform operations and empower employees to work the way they want. Link: Profiles: | |||
| 18 Nov 2024 | Episode 7: The Product-Led Playbook: Convert Users To High-Paying Customers Without a Sales Call | 00:32:22 | |
In this limited series of the ProductLed Podcast, Wes Bush shares the contents of his new book—The Product-Led Playbook. Each week, we’re releasing one chapter at a time, providing you with practical, no-nonsense guidance on how to build a multi-million-dollar product-led business with a lean team. In this episode, Wes dives into the pricing component of the ProductLed System to share how to craft a pricing strategy that converts users into high-paying customers without sales calls. He begins by emphasizing the importance of identifying value metrics, which allow SaaS companies to align pricing with the actual benefits users seek. Next, Wes discusses building a pricing matrix, a tiered structure that presents different options based on user needs. He then shares how to determine the ideal price point by testing market willingness and balancing value perception. Finally, he reveals the best practices for building a compelling pricing page, addressing user objections, and showcasing a clear ROI. This approach enables SaaS businesses to create a transparent, user-friendly pricing model that encourages upgrades and reflects real customer value. Key Highlights:
Here’s where you can purchase The Product-Led Playbook. | |||
| 09 Apr 2025 | How Adam Robinson Scaled RB2B to $5M ARR in 13 Months | 00:55:20 | |
In this episode, Wes Bush interviews Adam Robinson, founder of RB2B, about how they built a $5M ARR business in just 13 months. Adam reveals their approach to product development, founder-led marketing, and staying lean while competing in a new category they created. We explore the counterintuitive strategies that allowed RB2B to find rapid success by identifying website visitors at the individual level. Key Takeaways:
[00:01:13] RB2B's journey to $5M ARR with just 5 team members [00:03:30] How Adam's previous business getting stuck at $3M ARR led to retention.com [00:14:15] The viral LinkedIn content moment that sparked RB2B's creation [00:18:37] RB2B's approach to product validation with 300+ discovery calls [00:23:00] Creating a differentiated product with real-time website visitor identification [00:26:40] Pricing challenges and the journey to finding the right model [00:30:58] Creating massive awareness primarily through LinkedIn [00:35:30] The four main product challenges and their plans to overcome them | |||
| 21 Mar 2023 | How to Map Out the User Onboarding Journey | 00:34:52 | |
User onboarding is one of the most crucial elements of a product-led growth strategy. In this insightful episode of the ProductLed Podcast, Joshua Waldman and Trevor Hatfield from Inturact, share their process of mapping out the user onboarding journey. They also provide insight into how you can approach team alignment, and the key metrics companies should monitor during the entire process based on their years of experience helping Silicon Valley and Fortune 500 companies increase their revenues by as much as 200%. Watch the video in Youtube GRAB A COPY of Team Scorecard Template here ⇨ https://docs.google.com/spreadsheets/d/1KDv4IIfkj5_wTyYNnANeX5s4qsO-77AFJFfJQA7YNa8/edit#gid=0 Get the Customer Journey Map here ⇨ https://inturact.innertrends.com/customer-journey-metrics/1676494765ad25246167f7df15 Key Takeaways [1:10] The Origin Story Of Inturact [2:30] A Sample User Onboarding Map [3:15] The Three Most Important Metrics [6:25] What Happens When Companies Don’t Have A Plan [9:05] Where Does User Onboarding Even Begin And End [14:50] Understanding The Difference Between User Onboarding Vs. Customer Onboarding [16:40] Inturact’s Secret Ingredient [25:00] Diving Into A Case Study With Inturact [28:30] Final Tips For Aligning Your Teams About Trevor Hatfield Trevor Hatfield is the CEO of Inturact whose focus is to align your web-marketing with your sales objective using the latest methodologies and technological solutions to expand your reach, build your brand, and increase your revenue. Inturact has run successful campaigns for startups up to fortune 500 brands. Trevor’s specialties cover SaaS & Product Marketing, Inbound Marketing, Growth Hacking, Web Design Development, Content Marketing, Graphic Design and Data Analysis – everything you need to turn your web presence from an immovable object to an unstoppable force. About Joshua Waldman Joshua Waldman is currently the Client Account Manager of Inturact. With more than 13 years as an entrepreneur and product leader, his passion for product management and customer empathy has driven him to write a For Dummies book, self-publish, and contribute to publications like Forbes and HuffPost. Guest Resources: Check out Trevor’s socials! Check out Joshua’s socials! Learn more about Inturact: | |||
| 22 Sep 2020 | How To Build a High-Impact Career as a Growth Leader | 00:28:59 | |
While the concept of a growth leader is new, it is something Andrew Capland knows like the back of his hand. Andrew is the head of growth at Postcript, the SMS marketing product for growing Shopify stores. In this episode, Andrew shared his thoughts on mentorship, the top skills growth people have, and the biggest challenge one experiences when making a transition. Show Notes [02:42] How he got into growth [06:36] Top skills growth people have [09:00] How he learns how to learn [12:42] Landmines people that are new in a company should look at [13:53] How to know when to move on to the next job or next opportunity [15:54] Impactful books he has taken to heart [17:25] Biggest challenge when making a transition [19:07] His thoughts on mentorship [22:38] How he started giving back [25:15] His advice to his younger self/others in terms of growth [27:05] How he gets over the fear of failing [28:15] Where people can find out more about him About Andrew Capland Andrew Capland is the head of Growth at Postsciript, an SMS marketing product for growing Shopify stores. He is also the founder of Delivering Value where he coaches growth marketers and product growth managers. Andrew has spent more than a decade working in the SaaS marketing tech. While he has handled many roles, he specializes in growth. Links Books
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| 29 Mar 2022 | How to Straddle Product-Led and Sales-Led Motions to a $3.5 Billion Dollar Valuation with Krish Subramanian, CEO of Chargebee | 00:47:18 | |
Krish Subramanian, CEO, and Co-founder of the leading subscription and billing software called Chargebee, will be sitting in today’s show to answer that question. Chargebee is a global subscription management platform that automates revenue operations of over 4,500 high-growth subscription-based businesses from startups to enterprises across verticals, including SaaS, eCommerce, e-learning, IoT, Publications, and more. Krish and his extremely dynamic mind will be sharing first-hand experiences on how they evolve their go-to-marketing strategy over the years and learn how to straddle sales-led and product-led motions together to drive fast growth. He also talks about the trials and setbacks that they’ve encountered and how they move past those obstacles to generate wins. Shownotes [0:59] Krish talks about their journey of reflecting on their mistakes and wins at Chargebee [1:56] What got them into solving this problem of helping subscription companies understand their business much better? [7:11] The relevance of understanding your subset of customers [8:42] How do they identify their best customers? [10:36] Getting that value metric and Northstar metric is the biggest revelation for them [15:33] On building more features for your most successful customers [{21:21 Why does he think the pricing is so important to be Product-Led as a business? [25:03] Your end user’s success will eventually become your success [30:00] Advantages of having both self-service and pre-sales [31:15] How did Chargebee evolve the way they structure their teams? About Krish Subramanian: Krish Subramanian is the co-founder and CEO of Chargebee, a global leader in subscription billing and revenue management solution for scaling businesses. He is an engineer by profession and a problem solver at heart with over 20 years of experience in the software field. As an ex-consultant, Krish strongly believes that business value is defined by service and experience to the customers and the people. He is referred to as the “nice guy” within the company, the tech community, the media, and his mom. Profile | |||
| 15 Nov 2021 | The Role of Product Vision in PLG | 00:35:36 | |
Partho Ghosh is the Senior Director of Product and Growth at Hootsuite, the leading social media and marketing dashboard. In this episode, he talks about Hootsuite as a platform and how the company has been structured. He then weighs in on the relation between product-led growth and acquisition, sharing some experiments that Hootsuite has done. He also offers advice on onboarding. Show Notes [02:48] How Hootsuite is looking to elevate in terms of product-led growth [04:55] An overview of Hootsuite’s onboarding approach [09:50] What the platform has to offer [14:35] How product-led growth works in the acquisition space [17:52] About the onboarding checklist and the onboarding funnel [23:32] How Hootsuite measures success [28:50] On the company’s product growth team and what needs to be changed [31:40] Product-led growth takes a village but it’s kickass About Partho Ghosh Partho Ghosh is a customer-obsessed, data-informed product executive and product-led growth expert who can create measurable product processes that lead to large-scale growth. He brings over a decade of experience in B2B SaaS, MarTech, and eCommerce—leading the charge for numerous product transformations at hyper-growth startups. On the side, Partho is a constant connector who has spoken at numerous conferences such as Pendomonium, the Traction Conference, Pavilion, and ProductCamp. He is also an avid scuba diver. Links Profile | |||
| 05 Apr 2022 | How MongoDB Used PLG To Generate 500M ARR | 00:43:40 | |
When you reach that prime of triumph, it’s so easy to count the wins, but what we don’t realize is that it takes years of reinvention to get there. Justin Dignelli and Peter Zawistowicz are the masterminds behind helping MongoDB drive from sales-led to product-led growth. To give you an overview, MongoDB is an open source database platform that is designed to unleash the power of software and data for developers and the applications they build. In this episode, we got a chance to chat with these two moguls as they look back on their years of helping MongoDB in fortifying its systems, building special product teams and achieving continued success. Show Notes [1:46] The genesis of Atlas: Why did MongoDB start incorporating Atlas? [2:49] What is the main focus of MongoDB? [6:11] What does their initial team look like? [13:03] The benefits of incentives and how it drives people’s behavior? [19:57] How did they come up with their initial wins? [27:20] What are some milestones that contributed to their success? [31:46] What are some of the biggest changes that their sales team has to make to reach their company goals? [33:46] Collaborations and being thoughtful when it comes to making broader changes [39:33] 5 useful steps in transitioning from Sales-Led to Product-Led About Justin Dignelli Justin is the former Senior Director at MongoDB. He helped in expanding and drove the company towards a cloud-first go-to-market. He also contributed to MongoDB’s transformation into a more product-led growth model plus enterprise sales. About Peter Zawistowicz The former Growth Marketing Manager at MongoDB. He pioneers in driving demand and growth at product-focused, enterprise software companies (with a specialty in SaaS/cloud). Moreover, Peter has experience with developer-focused programs, product-led development (PLG), digital acquisition, field marketing, and the like. Links: Profiles: | |||
| 12 Oct 2021 | The Last Product-Led Growth Cohort For 2021 | 00:14:30 | |
Wes Bush appears in today’s episode to talk about the upcoming Product-Led Growth Certificate™ program. He provides an in-depth overview of the 4-week long program that helps small businesses and large companies transition from sales-led to product-led. He shares the goals of the program, what people can expect each week, and other benefits of joining. Show Notes [01:10] Important dates to take note of [01:32] The main goal of the program [03:25] The sales-led way versus the product-led way [04:50] A sneak peek of weeks 1 to 3 [07:28] Why product-led monetization is included in the program [09:22] What makes the Product-Led Growth Certificate™ Course different from other courses [11:13] There will be real-world weekly projects About Wes Bush Wes Bush is the founder and CEO of ProductLed, the bestselling author of “Product-Led Growth: How To Build a Product That Sells Itself”, and one of the most sought-after product experts in the world. After working for some of the world’s fastest growing companies in the world, today he trains teams around the globe how to turn their product into a powerful growth engine. Link | |||
| 31 Mar 2020 | How Vendasta Went All-In on Product-Led Growth | 00:29:55 | |
A few years ago, many noted a dramatic change in the world of buying and selling: companies that have adapted the “product first” strategy were outpacing those that rely primarily on high friction sales models. One of the companies that really went all in on product-led growth is Vendasta. In this episode, Jacqueline Cook, Vendasta’s chief strategy officer shares what made them decide to do it and how they were able to transition successfully. Show Notes [01:15] How she became the chief strategy officer at Vendasta [02:30] What a chief strategy officer does [03:29] What Vendasta does [05:24] Trends she saw in their business [07:36] What made her decide it’s time to take Vendasta to the next level [09:37] How they transitioned from a sales-led company to a more product-led business [11:37] How she got the buy-in from the team [14:54] How their organisation is structured [18:29] Some of the early experiments she ran [22:43] Things that need to be in place to maximise the learning curve [24:29] Things other companies should avoid [26:49] Some of her biggest worries about going product-led [29:03] Where people can find out more about Vendasta About Jacqueline Cook Jacqueline Cook is the chief strategy officer at Vendasta. Vendasta is a Canadian-based business that provides an end-to-end commerce platform to firms who sell digital services and products to small and medium businesses. The company is also known for their innovation, thought leadership, and rapid growth. Links Profile | |||
| 02 Mar 2021 | Product-Led Podcast Turns One Year Old - $2k Giveaway | 00:12:55 | |
This show is memorable as Product-Led Podcast turns one! A great year of featuring world-class product leaders and learning how they grow their business through the product. Get excited as Ramli and Wes make this episode special in celebration of its first anniversary. With that, both will be sharing the Top Three big year-worth of learnings from the podcast. Listen until the end to know what surprise awaits the listeners as PLP’s way of saying thank you! Show Notes [01:21] Wes’ biggest takeaways around the podcast [02:30] Ramli on recalling podcasts on empathy [04:00] Wes’ takeaway on on-going optimization [05:23] The triple-A model in Wes’ book [06:01] Ramli’s takeaway on the importance of working as a team [09:06] Making PLP better throughout the year and their requests from the listeners [10:28] PLP’s surprise for the listeners [11:16] Wes’ thank you message for the listeners About Product-Led Podcast The Product-Led Podcast is available on all of your favorite mobile apps so you can listen wherever and whenever. Click below and subscribe on: | |||
| 07 Jul 2020 | How Drift Built a Product That Acquires Users | 00:32:00 | |
Hailed as the first conversational marketing platorm, Drift is also considered the new way businesses buy from businesses. In today’s show, Drift’s head of product lead, growth, and lifecycle shared how the platform built a product that acquires users. Matt Bilotti owns Drift’s entire self-service business unit and is responsible for retention and sales figures on a monthly, quarterly, and yearly basis. In this episode, Matt talked about the importance of market alignment, the metrics the product team focuses on, and his thoughts on product channel fit, among others. Show Notes [00:30] How things are in his end [01:24] What Drift is [02:16] Why market alignment is important [04:32] How product co-owns the website with marketing and how it works [07:32] How their team dynamics work [09:15] On the metrics the product team focuses on [13:18] How they’ve evolved into a more unified team [15:38] What their quarterly planning looks like [17:40] His thoughts on product channel fit [23:00] His take on building APIs that people can build on top of [24:39] The impact of having an end goal in their sign up process [27:14] The purpose of the last two tasks [28:46] Piece of advice he’d like to leave the listeners with [31:06] How people can get in touch with him About Matt Bilotti Matt Bilotti is employee number 9 at Drift and he helped make the product a reality. From product manager, he’s now the head of product lead, growth, and lifecycle of the company. Drift is the first conversational marketing platform that emphasized the value of human connection and interaction. The brand is trusted by over 50,000+ businesses to create pipeline and drive revenue. Some of Drift’s valued clients include Smartling, Keap, ConnectWise, Aventri, and Marketo. Links
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| 23 Feb 2023 | PLG Trailblazers: How Tim Geisenheimer built Correlated | 00:43:15 | |
We record our remote interviews with Riverside. Try it out here and use code PRODUCTLED for 15% off! -- Join us as we kick off a series of interviews with the founders of successful product-led companies at different stages of their growth. In this week’s episode, Tim Geisenheimer shares an insider look at how his team at Correlated designed a tool that allows you to leverage your customer data to find customers who are most likely to buy your product. Tune in as we talk about Correlated’s journey from its product ideation, market research, and team expansions. Learn more about how the founding team approached validating their problem and eventually raising $8 million dollars in their seed funding stage. ShowNotes [1:40] Tim’s Aha! Moment [4:40] How Correlated Can Identify Which Users Are Most Likely To Convert [5:55] A Behind The Scenes Look at Correlated [8:50] Breaking Down Team Structures Of An Early Stage Startup [13:25] The Power of Market Research [18:10] On Correlated’s 2nd Year [20:10] When’s the Best Time to Invest in Go-To-Market Methods? [23:46] Correlated’s Strategies To Win [26:57] Predicting The Future Landscape of PLG [30:10] How To Create A Focused Workplace Culture [39:05] Words of Wisdom From Tim About Tim Geisenheimer Tim Geisenheimer is the current CEO and Co-Founder at Correlated. Correlated is committed to delivering crucial insights from your customer data in order to connect your sales teams to the right buyers. Profile Sponsor Resources Website: https://riverside.fm/ Promocode: productled | |||
| 30 Jul 2024 | How Clearbit Operationalized Product-Led Sales to 5x Pipeline | 00:41:27 | |
Kevin Tate was former Chief Revenue Officer at Clearbit. His expertise lies in strategic marketing, specifically in eCommerce, enterprise SaaS, social media, digital marketing and the like. He has over 24 years of experience in the field and has led several go-to-market software professional services and hardware-enabled SaaS companies. In this talk, he explains how Clearbit boosted their product-led to a 5x pipeline as well as how the company creates a seamless experience for their corresponding prospects. There's a lot to dig into this episode. Tune in to find out. Show Notes [0:36] What brought Kevin to Clearbit? [1:56] Some of the big steps that he took in order to get to where he’s at [4:12] Kevin talks about MEL’s (marketing engages leads). [8:24] Creating the weekly visitor report [11:06] What type of problem space do they want to help companies explore with these tools? [18:41] What metric do they use to reach out to people? [28:56]. How to further accelerate your pipeline growth? [31:19] Try to make your tools as accessible, available, and convenient as possible. [32:07] How can you identify the best person for your ICP and prioritize your best accounts better? [34:07] The importance of having a portable segmentation approach [36:28] Kevin’s recommendations in nailing the company’s segmentation process About Kevin Kevin Tate is a charismatic leader who likes to work swiftly to adhere to the vision, mission, and goals of his company. With over 24 years of experience, Kevin is well-seasoned to help people fully succeed when they deep dive into the market. He is currently the Chief Revenue Officer of Clearbit, an investor, mentor, and business tycoon at heart. Links Profile | |||
| 26 Sep 2023 | How to Elevate Your Product Development Journey | 00:49:57 | |
We're exploring the world of product management alongside Dan Olsen, the author of "Lean Product Playbook." This book contains insights, strategies, and wisdom to turbocharge your product development journey. But here's the twist – this book is not meant for a single cover-to-cover reading. Instead, it's your go-to reference manual. Slap on some post-it notes on the pages that resonate most with you, and revisit them as needed. Guiding today's episode is your host, Wes Bush. Together, they discuss everything from customer-centric approaches to perfecting your value proposition. Dan emphasizes the importance of tackling customer problems before jumping into solutions and offers invaluable insights on measuring product-market fit. Key Takeaways: [00:10] Intro of Dan Olsen, author of Lean Product Playbook [01:00] Using the book as a reference manual [02:20] Practicality and real-world application of the book's concepts [08:15] Distinction between Dan's process and others, tailored to company size [10:15] Importance of starting with a clear target customer and exploring customer problems [15:25] Importance versus satisfaction framework for evaluating customer needs [20:45] Identifying opportunities [23:40] Prioritize problem exploration before solutions [25:05] Emphasize solving real customer problems [28:30] Learn through the experiential application of lean principles [31:25] Caution against over-scoping during minimum viable product (MVP) design [32:10] Value iterative testing with prototypes [35:00] Use tools like Figma and InVision for feedback [40:35] The retention curve concept: How users return over time [42:40] Flattening retention curve signals product-market fit About Dan Olsen: Dan Olsen is an entrepreneur and consultant specializing in Lean product development. He collaborates with CEOs and product leaders at Olsen Solutions to foster exceptional products and product teams, often taking on the interim VP of Product role. With a track record spanning diverse businesses, from startups to industry giants like Facebook and Microsoft, Dan brings extensive experience. Links: | |||
| 25 May 2021 | How Cobalt Transitioned from Sales-Led to Product-Led | 00:40:41 | |
Esben Friis-Jensen is the Co-Founder and Chief Growth Officer at Userflow, the fastest way for user onboarding for modern SaaS businesses. He is also the Co-Founder and Adviser at Cobalt, a modern application security platform enabling businesses to run on-demand Penetration Testing and vulnerability assessments - Pentest as a Service. The goal of this episode is to accelerate learning while transitioning from sales-led to product-led. Esben will talk about the whole transition: What other leaders are doing in this transition and what mistakes they make to avoid doing it again. Show Notes [01:09] A brief background about Esben [03:38] His thoughts when they started the product-led movement [07:11] Reasons why they started out as more sales-led [11:15] The challenges they experienced along the way [15:40] How they fostered organizational change [18:55] The process they went through to get the rest of the team onboard [23:32] How they got buy-in from the teams in the process of transitioning [28:49] First quick wins they had in testing the unknowns [34:50] More advice on iteration from Esben [37:42] The next thing for him at Userflow [39:47] Where to find Esben About Esben Friis-Jensen Esben Friis-Jensen is originally from Denmark but has lived in the United States for the last eight years. Aside from Userflow and Cobalt, he has also worked as a consultant in the SAP division of Accenture, responsible for managing the test and deployment of global large-scale SAP implementations. Link
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| 09 Jun 2020 | The Transition from Sales-Led to Product-Led | 00:45:59 | |
Over the years, many companies have made the shift from high touch and high friction sales models to product-led growth. Today’s guest made the same transition and shared what his journey from sales-led to product-led has been like. Brennan McEachran is the CEO and co-founder of SoapBox Innovations. He was also 2015’s Ontario Young Entrepreneur of the Year winner. In this episode, Brennan shared what the transition to product-led growth has been like—from the challenges they encountered down to how he changed the team’s mindset, he covered it all. Show Notes [00:54] How he started Soapbox [02:47] How they pivoted into product-led growth [03:28] What prompted them to pivot into product-led growth [07:29] How he managed the transition [11:23] Biggest challenge of the whole transition [13:32] The experiments he made prior to making the transition and the results he got [21:35] His advice to those who would like to make the jump [25:01] What their org chart looks like [29:15] How support has contributed to growth [37:09] How he changed the team mindset from selling first to adoption first About Brennan McEachran Brennan McEachran is the co-founder and CEO of Soapbox Innovations. Soapbox is the first people platform made to revolutionize management. The amazing tool is designed to help managers coach, collaborate, and communicate with their teams better. Soapbox is trusted by over 100, 000 companies around the globe including HubSpot, GoDaddy, Adobe, Coca-Cola, and Netflix. Links Profile | |||
| 07 Jan 2025 | How Userflow Bootstrapped to 7-Figure ARR With 3 People and a Product-Led Approach | 01:02:01 | |
Esben Friis-Jensen is the Co-founder and Chief Growth Officer at Userflow, a no-code builder for in-app onboarding and surveys that allows SaaS businesses to be more product-led. Userflow is 100% bootstrapped, and with just 3 people they have achieved 400+ customers and a 7-figure ARR (annual recurring revenue). Let's learn how they have been able to do this by having a product-led growth approach that focuses on the UI/UX of their product as well as building the strongest product possible. Show Notes [2:59] Do they just need a growth person, and how did the whole idea start? [5:35] Product-Led Growth facilitates the retention of direct customer feedback [8:13] What are the first big initial steps that he took to scale up his business? [11:43] You need to have a lot of integrity and certainty in what you’re doing.You need to believe in the product that you’re selling [14:15] How does he differentiate SEM from SEO? [17:12] What’s the next big step that he took to 5x the business? [21:12] Esben walks us through how he refines value propositions [33:26] The more open your messaging is, the more different kinds of users you will have [42:44] How does his company maintain customer focus? [50:12] Esben’s deliberate game plan for his business About Esben Friis-Jensen Esben Friis-Jensen is the co-founder of Userflow, a no-code platform for building onboarding guides and product tours.Before working on Userflow, he co-founded an application security platform called Cobalt. Additionally, he has a background as an Accenture consultant with more than three years of experience in test and deployment management of global IT implementations. Links Profile | |||
| 23 Aug 2022 | Introducing the ProductLed Scorecard | 00:04:32 | |
We’re launching something new and we’re excited to share it with you! Introducing the Product Led Scorecard, a free tool that helps you understand what those levers in your business that you really need to be focusing on are. Tune in because we have a little treat to offer to our loyal podcast listeners by the end of this episode. Show notes: [0:42] The four main levers of growth for product-led businesses [1:35] Make sure that you’re making progress in your Product Led journey [2:05] The benefits of Product-Led Scorecards for your company [3:16] You’ll get a chance to have a personalized video and go through your results Link: | |||
| 04 Jun 2024 | How to Grow a 7-Figure SaaS Business With Product-Led Growth | 00:33:31 | |
Alison Taylor and Trevor Johnston are the co-founders and co-CEOs of Jane, an online platform for health and wellness practitioners that makes it simple to book, chart, schedule, bill, and get paid. They join Ramli on the show to talk about product-market fit and how customer service is at the heart of a product-led business. They then go through the steps they have taken (and still take) to overcome growing pains. Show Notes [01:17] How the Jane app came to be and scaled with just one “customer support” team [05:34] The signup process is a way to get customers committed and to get them on the product journey [08:00] Why Alison and Trevor decided not to go with the freemium model [09:48] About Jane’s high-touch onboarding experience [12:26] Prioritize loyal customers over sales [15:23] The evolution of Jane’s signup process [19:30] About Jane’s org structure and support system [23:48] The challenge of hiring and helping people develop their careers [28:05] How marketing and engineering fit in Jane’s org structure [30:05] Alison and Trevor’s advice for product-led startups About Alison Taylor and Trevor Johnston Alison Taylor has been in the healthcare space as a business manager since 2008, and she believes in the integration of work into life and life into work. She hired Trevor’s creative agency to brand her clinic, Canopy Integrated Health, which she opened in 2011. Trevor Johnston loves doing creative things with technology to create enjoyable experiences and to solve people’s problems. He co-founded Thought Shop Creative Inc. and was its lead digital guy until 2016. Jane is his first app and his first foray into coding. Profile | |||
| 29 Jul 2021 | How to Successful Pivot a Product | 00:38:08 | |
Hiten Shah is the founder of several popular software startups—Crazy Egg, KISSmetrics, and most recently, Nira. In this episode, Hiten talks about FYI and its transition to Nira, weighing in on the importance of access control in the hierarchy of collaboration needs. He also talks about pricing and the emotional aspect of pivoting. Be sure to tune in until the end where Hiten shares great advice for SaaS founders. Show Notes [01:05] On the creation of FYI and what inspired Hiten and his team to shift focus [06:35] The problem Nira addresses [12:22] The 3 types of pivots: problem pivot, customer pivot, and product pivot [14:08] The differences between a pivot and a “hop” [17:32] When is it time to pivot? [24:08] About Hiten’s team, their approach to product building, and how they reacted to the change in direction [28:18] On doing product-pricing research [31:00] How to counter the pains of attachment [35:05] Lean into your fears About Hiten Shah Hiten Shah is the co-founder and CEO of Nira, a real-time access control system that provides visibility and management over who has access to company documents in Google Workspace. He is a founder at heart, having started multiple well-known companies. He has also helped thousands of other people with their startups. Links Profile | |||
| 08 Nov 2023 | How to Go From Zero to 10,000+ Monthly Users in Just Two Years | 00:33:12 | |
Join host Wes Bush in an exciting episode as he uncovers the impressive journey of Gal Deitsch, co-founder of Align, a collaborative workspace platform. Gal's story is a testament to going from zero to over 10,000 monthly active recurring users in less than two years despite having no prior product-led experience. They talk about how the startup tackled the challenge confronted by sales teams in dealing with complex enterprise deals. Gal also touches on Align’s initial team, achieving product-market fit and fostering engagement and virality within their user base. Key Takeaways: [00:45] Introducing Gal and Align’s purpose [08:05] Second-year growth tactics and funding [17:55] CEO to CPO shift, user psychology, and sales-oriented product leadership [21:35] Deeply understanding end users is essential for product success [22:40] Shifting to a product-led sales approach [28:30] Prioritizing a product that intuitively conveys its value [31:35] Adopting a hybrid approach: product-led sales About Gal Deitsch: Gal Deitsch is the co-founder and CPO of Aligned. He is dedicated to revolutionizing the world of sales and collaboration, with a passion for reshaping how deals are managed, and customers are onboarded. Gal has created a cutting-edge customer collaboration platform that empowers reps to craft winning journeys and succeed in the buyer-led era. Links: | |||
| 03 Nov 2020 | The Product-Led Organization | 00:21:56 | |
Todd Olson is the CEO and founder of Pendo, a product cloud that provides user insight, user communication, and user guidance for digital product teams. Driven by their mission to improve the world’s experiences with software, Pendo combines powerful product usage analytics with feedback, communication, user guidance, and planning tools to offer an integrated and complete integrated platform for digital product teams. In this episode, Todd talked about the role of sales in a product-led organization, what people need to keep in mind when it comes to freemiums, and the metrics product-led organizations should look at. Show Notes [00:35] The story behind the writing of his book [01:51] How becoming product-led has changed things for different teams [03:11] How becoming product-led changed things for the engineering team [04:17] What he’ll tell organizations that want to become product-led [08:18] The role of sales in a product led organization [10:22] What people need to think about when it comes to freemium [12:15] What he meant when he said “product is the new marketing” [14:06] Metrics product-led organizations should look at [17:22] How things have changed in terms of delivering products in a product-led organization [18:30] What product ops is and how it fits into a product-led organization [19:47] Advice he’d give to those who want to shift to product-led [20:38] Where people can find him online About Todd Olson Todd Olson is the CEO, founder, and the brilliant mind behind Pendo, a product cloud that helps drive software adoption, which leads to more effective employees and happier customers. Some of Pendo’s clients include the world’s leading digital enterprises and software companies including Salesforce, Zendesk, LabCorp, Okta, and Verizon. Profile | |||
| 08 Nov 2021 | How Building a Community Can Drive Growth | 00:32:19 | |
Lloyed Lobo is the co-founder and president of Boast.AI, a fintech platform that helps companies identify, claim, and finance R&D tax credits and government incentives. In this episode, he shares how the Traction community came to be. He then weighs in on community-led growth and the value of making an impact. He also goes into what Boast.AI has to offer and the different phases of product-led, sharing advice for early founders. Show Notes [03:02] About Lloyed’s background and the philosophy behind Boast.AI and Traction [08:20] The company’s big vision [10:58] The 2 things that transcend companies [11:28] How to measure impact [14:12] Build a community and you won’t become a commodity [16:25] How Boast.AI evolved from a sales-led model [21:35] What Lloyed learned from the different phases that the company went through [27:22] Why you shouldn’t do things that scale [29:00] Lloyed’s advice on transitioning from sales-led to product-led About Lloyed Lobo After graduating with a degree in software engineering, Lloyed Lobo went into product and growth while working for a few venture-backed companies. He co-founded Boast.AI with his college friend, Alex Popa. He co-founded Traction as a non-profit initiative with his friend Ray Walia, CEO of Launch Academy to provide resources to help innovators become successful. Links Profile | |||
| 24 Dec 2024 | Mastering Goal Setting for 2025: Unlock SaaS Growth with the Impossible to Inevitable Framework (Ep. 247) | 00:25:56 | |
Welcome to the final episode of The ProductLed Podcast for 2024! In this solo session, Wes dives deep into goal-setting strategies for 2025 using the game-changing "Impossible to Inevitable Framework." After hosting the incredible ProductLed Founders Strategy Summit, which drew hundreds of SaaS founders, Wes is ready to share with you the key insights from this event experience. Here’s what you will learn in this episode:
Whether you’re looking to scale your SaaS with PLG, identify the bottlenecks you’re currently facing, or focus on one specific growth area in 2025, this episode is packed with actionable advice to help you crush your targets. By the end, you’ll walk away with a clear roadmap to not only set audacious goals but also ensure you achieve them. Jump to your favorite section: [0:00] The groundbreaking framework for SaaS growth in 2025 [2:22] The top goal-setting mistakes you’re probably making [6:45] Why one goal can change everything [11:10] The 80/20 Path to Achieving Big Goals [15:22] Making Sure You Actually Achieve Your Goals [19:35] The Secret to Overcoming Roadblocks Faster [24:05] A Free Gift to Help You Plan Your 2025 Goals Links & Resources:
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| 27 Jan 2024 | How to get more Product Qualified Leads (PQLs) for your SaaS | 00:24:34 | |
In this episode, Wes Bush and Laura Kluz examine the use of Product Qualified Leads (PQLs) in a product-led business. Wes explains why PQLs are so important, and how they drive user success. He also addresses the common challenges product-led companies face when identifying PQLs. Wes then break down the four essential components of a PQL so you can identify your own, and shares some specific strategies you can employ with your team to get more PQLs. To read more about PQLS, be sure to check out this article. Highlights: [1:45] Wes introduces the concept of PQLs and their importance. [03:40] Why PQLs are important for startups. [10:20] The common challenges of identifying PQLs. [12:05] The four milestones that make up a PQL [17:15] Importance of tracking PQLs from early stages. [19:56] Wes recounts a success story with his first client using PQLs. About the ProductLed System™️ Stop guessing how to execute a product-led strategy. Instead, follow a proven system that dials in your focus to 2x your self-serve revenue in 12 months by focusing on the nine components that make up a product-led business. You can learn more here. | |||
| 07 Apr 2020 | Why You Need Transparency to Improve Product Engagement | 00:28:34 | |
For DevOps platforms like GitLab, transparency is crucial as it can provide feedback instantaneously. In this episode, Kenny Johnston, senior director of product at GitLab talks about product engagement, why transparency is important, and how people can build a successful product-led business. Show Notes [00:33] How he became the senior director of product at GitLab Inc. [02:38] How he transitioned from being a web developer to someone who leads product [04:03] What GitLab is [05:20] His process in terms of product engagement [08:56] Where to start when improving product engagement [11:02] How they handle trolls [12:53] How they find ideas and potential products from the feedbacks [15:09] What they look for when analyzing product engagement [17:03] Common mistakes he’s seen people make when improving product engagement [18:37] Signals they look out for when pulling the plug [20:04] Frameworks or methodologies he uses to improve product engagement [22:49] Why transparency is important and how to make it a reality in the business [25:37] How people can build a successful product led business [27:24] Where people can find out more about him and what he does About Kenny Johnston Kenny Johnston is the senior director of product at GitLab, a DevOps platform that changes the way security, development, and Ops teams collaborate and build software. The fast-growing, all-remote company has team members located in over 50 countries. Profile | |||
| 07 Jun 2022 | Growth Loops with Ognjen Bošković | 00:49:22 | |
Ognjen Bošković is Growth Lead at CXL, one of the strongest communities in the growth and marketing. He's also the founder of Executors, a community of growth experts driving real growth. In this interview, we will reveal why growth loops are the new funnels and how the CXL has become one of the strongest players in our field, relying on content marketing. Show Notes [2:45] How did your career lead you to CXL? [7:53] From his experience, how does he balance his time and resources between content creation and content distribution? [13:39] Experimentation is key in figuring out what type of content are you looking for [14:10] Consistent output is the secret to growth metric [17:48] Product-led companies sometimes hesitate to invest in investing a lot into content marketing due to the perception that the ROI is insecure and it takes a while [21:49] Focus on building the growth model and understanding how things will grow. [23:33] The effect of doing proper content marketing is building one of the most secure modes you can build. [27:20] Growth loops are what make the company grow fast [29:13] What are some of the super cases that excite him about growth loops? [33:13] Advice on how people who are new to growth loops should approach growth loops? How can product-led companies manifest growth loops into their daily lives? [34:15] Look for elements in your product that bring the most value to your users [38:51] How is the growth loop connected with the customer life cycle? About Ognjen Ognjen is the founder of Executors, a community for 5% of the growth experts that do the 95% of the work. He's obsessed with growth models and loops. He's been responsible for growth at agencies, SaaS and education businesses. The mantra he follows is to do good work, document it and then distribute lessons learned along the way. Links Profile | |||
| 05 Dec 2023 | Top lessons from 12 years of building and selling a 7-figure PLG business | 00:30:37 | |
Discover the secrets to building and scaling a bootstrapped product-led business to seven-figure success. Our guest is Elie Khoury, the founder and CEO of Woopra, a company specializing in customer journey and product analytics. Elie shares the nuances of when a product-led model makes sense (and when it doesn't), emphasizing the importance of swiftly establishing the perception of value. He also sheds light on AI's role in driving product-led growth strategies. Key Takeaways: [01:40] Strategic product-led evolution [07:50] AI Integration for quick value [15:00] AI as the next UI/UX iteration [18:00] Data control and AI [20:20] Reflecting on mistakes and learnings [28:45] Future of AI and product-led businesses About Elie Khoury: Elie is a product-first CEO who believes innovation and user experience are, above all else, the keys to creating great companies. Sales, marketing, recruiting, and every other aspect of a company is meaningless without an exceptional product. He co-founded Woopra, Inc., which Appier acquired in 2022. Links: | |||
| 07 Apr 2024 | Why you need to map out an accountability chart for your product-led business | 00:29:58 | |
In this episode, Wes Bush and Laura Kluz share the significance of mapping out an accountability chart within organizations to ensure clarity and efficiency in role distribution and task execution. They discuss the impact of well-defined responsibilities on accelerating progress and reducing confusion commonly encountered in businesses. Wes shares insights from his leadership experiences, emphasizing common pitfalls such as premature hiring and the importance of aligning team roles with business growth phases. The episode is a valuable resource for leaders seeking to optimize their team's performance and align with organizational goals Accountability Chart Template: https://www.figma.com/community/file/1354471146215372798 Key Highlights [0:35] Why accountability charts matter [03:10] The most common hiring mistakes [08:25] Core beliefs you need to adopt [12:30] What an accountability chart looks like [17:45] How to create one yourself About Wes Bush: Wes Bush is the founder and CEO of ProductLed and the world’s leading expert on product-led growth. He is the bestselling author of Product-Led Growth: How to Build a Product That Sells Itself and the upcoming Product-Led: Your Go-To Manual for Scaling a Product-Led Business, due in August 2024 (Read the first three chapters for free). Links: | |||
| 05 Sep 2023 | Outcome-Driven Innovation with Tony Ulwick (Strategyn) | 00:45:44 | |
Today’s episode dives into understanding your customers' unmet needs and mastering the art of building products the right way. Our guest is Tony Ulwick, innovation leader and the bestselling author of "Jobs to Be Done: Theory to Practice." Tony offers a simplified approach to the innovation process, and together with host Wes Bush, they discuss Outcome-Driven Innovation as a framework for market success. The focus here is on discovering what customers aim to achieve (their "jobs to be done") rather than rushing into product features or solutions. Explore the roles of different customer segments, a systematic approach to customer discovery, valuable segmentation for product development and marketing, and more. Key Takeaways: [1:00] Tony Ulwick’s IBM experience and ongoing innovation challenges [2:10] His desire to predict product success before development [3:15] Understanding customer needs [9:00] Defining customer groups [10:40] Targeting underserved segments [13:10] Finding segments of opportunity [15:00] Step-by-step process for understanding customer needs [16:00] Mapping out desired outcomes [20:45] Discussion of platform-level solutions [21:40] Mapping out desired outcomes [24:00] The collaborative approach [25:00] Categorizing desired outcomes [28:00] Finding segments of opportunity [30:00] Segmentation based on unmet needs [30:40] Focus on the job to be done [31:00] Example in dentistry where patient segments are identified based on their unmet needs. [32:10] Identifying unmet needs to inform product strategy [33:00] Shifting the value proposition based on identified unmet needs. [34:15] Innovations and unmet needs [38:30] Free book “Jobs to be Done” theory About Tony Ulwick: Tony Ulwick is the CEO of Strategyn, an innovation consultancy. He's known for pioneering Jobs-to-be-Done Theory and inventing Outcome-Driven Innovation® (ODI) with an 86% success rate. Tony works with Fortune 500 companies to make innovation more predictable and oversees the JTBD + ODI publication. Links: | |||
| 13 Dec 2022 | How To Decide If PLG Is Right For Your Business | 00:37:51 | |
Do you want to know if Product Led Growth is right for your company? Are you not sure if this is the best option for your company? How will we find out? In today's podcast, Wes Bush welcomes Kieran Flanagan, SVP of Marketing at HubSpot, to share his insights and knowledge that you can use to determine whether Product-led Growth is right for your business. If you're starting to wonder whether Product Led Growth is right for your company or if you're not sure if this is the best option for your company, take a seat, relax, and listen to this podcast right now! Show Notes [01:50] Kieran begins to provide insight into whether PLG is a good fit for your company. [03:19] What goals should you be acquiring in terms of PLG? [6:52] Consider whether you have all of the components required to run a successful PLG business. [15:16] How do you know if PLG is right for your company if you're in the early stages and don't yet have product-market fit? [20:58] Consider your target audiences and users when determining whether PLG is right for your company. [21:57] Keep an eye out for these two major factors that can have an impact on your PLG business. [25:03] Making features available for free to a smaller market can result in a higher level of market fit. [28:05] This important advice can help you strive and win as a business in the field of product led growth. [30:51] What are some great offensive plays that businesses can make to emerge stronger from the recession? [35:16] Consider this final piece of advice when deciding whether PLG is right for your company. [36:00] Always care about winning, that's why we're here! About Kieran Flanagan Kieran works with SaaS companies to increase traffic, users, and revenue by millions of dollars. He also writes one post per month about topics for people who want to build scalable marketing and growth playbooks, as well as discuss, and speak with experts about scale-ups—that stage when companies have moved past the start-up stage and are entering the growth stage. Profile | |||
| 16 Jun 2020 | Optimizing The Free Trial Experience | 00:27:51 | |
While seemingly trivial, the shift from sales-led to product-led is actually a massive one. And today’s guest will give us some insight into what it was like. Giovanni Hobbins is a designer, entrepreneur, and product manager. He co-founded (and sold) Nightly Labs and Campus Bubble. He was formerly built product at FullStory. Currently, he is the head of product at Matcha. In this episode, Giovanni shared their journey from sales-led to product-led including the reason they had to make the transition, how he motivated the team around the shift, and how he facilitated culture change. Show Notes [00:50] His background and how he became the head of product at Matcha [01:57] A quick overview of what Matcha is all about [04:00] What the transition to product-led has been like [08:46] What pushed them to make the transition to product-led [10:54] How he motivated the team around the shift [12:31] How he convinced the investors and the board to pursue product-led [13:44] How the shift affected the service component of the business [15:48] The role support plays in a product-led business [18:07] How he structures their roadmap and the inputs he looks for [21:41] Effective way to get everyone on the same page [25:48] How he facilitated culture change [26:08] Where people can find him About Giovanni Hobbins Giovanni Hobbins is the head of product at Matcha, the content marketing experts for e-commerce and lifestyle brands. Aside from creating a technology platform designed to help marketing teams scale content production and measure results, Matcha also provides a done-for-you content service in the form of data analysis, distribution management, and original content production. Matcha’s mission is to give every brand the power of storytelling so they can can deliver more meaningful customer experiences and achieve sustainable growth. Links Profile | |||
| 28 May 2024 | The Power of a Unique Point of View in SaaS with the Founder of Basecamp | 00:40:01 | |
In this episode of the ProductLed Podcast, Wes Bush chats with Basecamp co-founder Jason Fried about its distinct and challenging perspective that has set Basecamp up for success. Jason explains why every business should have a unique point of view and shares how his team thinks through them, as well as his philosophy around the process of finding one. He also details the role that books play in his overall business strategy. Key Moments:
About Jason Fried Jason Fried is the co-founder and CEO of Basecamp, a project management and team collaboration software company. He is the co-author of several bestselling books, including Rework, and It Doesn't Have to Be Crazy at Work. Jason Fried | LinkedIn About Wes Bush: Wes Bush is the founder and CEO of ProductLed and the world’s leading expert on product-led growth. He is the bestselling author of Product-Led Growth: How to Build a Product That Sells Itself and the upcoming Product-Led: Your Go-To Manual for Scaling a Product-Led Business, due in August 2024 (Read the first three chapters for free). Wes Bush | LinkedIn | |||
| 06 Apr 2021 | When Acquisition & Retention Work Together with Fung-Lin Wu and Tatiana Morozova from MongoDB | 00:21:11 | |
Fung-Lin Wu and Tatiana Morozova are powerful women handling important roles at MongoDB. It is an open-source document database used in many modern web applications. They are behind the successful acquisition and retention alignment. They have proven that working together is possible and will bring positive results to the company, especially on customer activation. Show Notes [00:51] Their background and roles at MongoDB [02:42] How they keep the funnel flow smoothly from acquisition to retention [04:34] How they measure quality sign-ups at MongoDB [06:47] Frequency of their meetings to keep track of progress [08:51] Success metrics and OKRs used across the teams at MongoDB [11:32] What they do to maintain the alignment of teams [13:52] A proof of their success in working together [15:39] Teams they work with closely to ensure Product Led success [17:45] Their bits of advice on acquisition retention alignment About Fung-Lin Wu and Tatiana Morozova Fung-Lin Wu is the Director of Retention Marketing at MongoDB who focuses on driving user activation and engagement throughout a customer's lifecycle. She is passionate about impacting business initiatives through customer lifecycle marketing, digital marketing, demand generation, and marketing analytics. Her experience includes Growth Marketing, Digital Marketing, Marketing Operations, and Marketing Analytics in the technology industry. Tatiana Morozova is the Growth Marketing Lead at MongoDB. She is a seasonal marketing professional with a strong ability to optimize business processes and scale user growth. Profile | |||
| 26 Nov 2024 | Episode 8: The Product-Led Playbook: Pinpoint Your Biggest Bottleneck with a Simple Scorecard | 00:26:29 | |
In this limited series of the ProductLed Podcast, Wes Bush shares the contents of his new book—The Product-Led Playbook. Each week, we’re releasing one chapter at a time, providing you with practical, no-nonsense guidance on how to build a multi-million-dollar product-led business with a lean team. In today’s episode, Wes outlines the three phases of the data component essential for scaling a SaaS business. First, he reveals the six core metrics that matter most. These metrics are crucial to understanding user behaviour and pinpointing bottlenecks. Next, Wes introduces the weekly scorecard, a simple yet powerful tool to monitor these core metrics over time, making it easier to spot trends, identify bottlenecks, and make data-driven decisions. Finally, he explains the concept of Product Qualified Leads (PQLs) users who demonstrate high engagement and are likely to upgrade. By installing PQL tracking, teams can prioritize and convert users who are already getting value from the product. Key Highlights:
Here’s where you can purchase The Product-Led Playbook. | |||
| 27 Aug 2024 | How monday.com's Customer Success and Product Teams Work Closely Together | 00:23:03 | |
Tom Ronen is the head of customer success at monday.com. Monday.com is a global software company founded in 2014. Its product is a simple and super customizable Work Operating System (Work OS), a tool that powers teams to run projects and workflows with confidence. In this episode, Tom will talk about how product and customer success collaborate on monday.com. Show Notes [01:56] What monday.com is and its customers [03:05] The importance of customer success and product teams to work closely together for him [06:14] On finding the north star for both teams and KPIs to prioritize [08:00] Who are the ‘active customers’ for monday.com [10:13] Propagating the culture of transparency in all teams at monday.com [12:31] Strategies to encourage collaboration from the teams at monday.com [14:28] The evident effects of the system of doing things at monday.com [18:00] His advice for product-led leaders and growth people on setting priorities [20:25] His advice for customer success people in product-led organizations on getting their voices heard [22:08] How to connect with Tom About Tom Ronen Tom Ronen is an experienced Customer Team Lead working for various companies in the software industry. He possesses the following skills in sales, public speaking, management in a fast-paced startup environment. Aside fromHe was previously connected with Israeli Defense Forces (IDF) as a Commanding Officer - Combat Patrol Ship Unit for three years and two months. Profile | |||
| 05 Mar 2025 | Decide What to Give Away vs. What to Monetize | 00:45:46 | |
In this limited series of the ProductLed Podcast, Wes Bush shares the contents of his new book—The Product-Led Playbook. Over the next three months, we’re releasing one chapter at a time, providing you with practical, no-nonsense guidance on how to build a multi-million-dollar product-led business with a lean team. In today’s episode, Wes explores the critical decision-making process of what to give away versus what to monetize in a product-led business. He emphasizes that the most successful models are intentional and strategic. Using real-world examples like Tettra, Wes illustrates how a freemium model can unlock long-term user value and how offering limited free features can lead to higher retention and conversions. He dives into the different types of free models—such as freemium, opt-in, and usage-based trials—and provides actionable tips on finding the best fit for your business. He introduces the DEEP framework (Desirable, Effective, Efficient, Polished) to help businesses design a powerful free model that delivers tangible value upfront without overwhelming users. Key Highlights:
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| 21 Jun 2022 | How a $4B Business Made The Transition From Sales-Led to Product-Led | 00:42:46 | |
Ian Robertson is an innovative thought leader with undeniable skills in business strategy, employee development, software management, and product-led growth. He is currently the head of Product-Led Growth at Boomi and has spearheaded its transition from Sales-Led to Product-Led. Ian has proven himself to be a highly skilled and dedicated leader who always strives to bring out the best in his colleagues and the company. Today he’ll be sharing the big steps that Boomi had to implement during their sprint to achieve product-led growth. You’ll learn so much as we talked about, pricing strategies, operational efficiencies and customer satisfaction. Catch him in this episode and stay tuned for more. Show Notes [1:18] What are the big steps that he had to take to be able to achieve product-led growth? [2:28] Boomi is the way to connect various endpoints in your digital ecosystem to create better business outcomes. [7:28] What did they cover during the two-week sprint? [16:12] When they started the sprint for PLG, was the pricing iteration in the works? [28:09] If you bother to sign up for a trial, you should have a good trial experience. [30:00] They can now use Boomi for all use cases, not just large use cases, and that allows them to win more deals to reduce the operational debt of having multiple integration platforms and sell more services. [31:34] We need to align the objectives of the team. About Ian Ian has directly led Boomi in terms of acquisition, operations, and automation of teams. He also established a global program management team to support the transition into the enterprise and other multi-organizational initiatives.Ian excels at all tasks and work assigned to him, and he strives to produce the highest quality work possible. He is not afraid of challenges and approaches each problem with new and creative solutions. Link Profile | |||
| 14 Mar 2023 | PLG False Starts: The Pitfalls of Wrong Sales Incentives and Silos | 00:28:16 | |
This is the first episode in our PLG False Starts series with Mario Araujo. Pivoting your company towards a product-led motion can be challenging. As upper management, how can you address friction happening within your organizational structure and your external business strategies? As the founder of Sherlock and current Head of Product and Engineering at Copper, Derek shares his wealth of knowledge and experiences. Tune in for this week’s episode with Mario Araujo as Derek shares three powerful learning experiences in creating an organizational culture and structure optimized for PLG. We also dive into the warning signs that your company is in a false start, the potential ways you may be harming the growth of your Sales team, and how to marry the PLG values with the goals of your Sales teams. Show Notes [1:20] Introduction to Derek Skaletsky and Copper [4:18] Looking Back On Copper’s False Start [8:20] Identifying The Warning Signs Of A False Start [9:30] The Anatomy of a Cross-Functional Team [13:25] How Misaligned Sales Incentives Can Hinder Growth Dd [18:05] Pivoting a Sales Commission Model [19:55] Side Effects of the Customer [21:30] Handling An Influx In Customer Leads About Derek Skaletsky Derek is the founder of Sherlock and current Head of Product and Engineering at Copper, the only Google-recommended CRM that helps teams build better relationships to drive lasting revenue. Profile | |||
| 13 Apr 2021 | How monday.com's Customer Success and Product Teams Work Closely Together | 00:23:03 | |
Tom Ronen is the head of customer success at monday.com. Monday.com is a global software company founded in 2014. Its product is a simple and super customizable Work Operating System (Work OS), a tool that powers teams to run projects and workflows with confidence. In this episode, Tom will talk about how product and customer success collaborate on monday.com. Show Notes [01:56] What monday.com is and its customers [03:05] The importance of customer success and product teams to work closely together for him [06:14] On finding the north star for both teams and KPIs to prioritize [08:00] Who are the ‘active customers’ for monday.com [10:13] Propagating the culture of transparency in all teams at monday.com [12:31] Strategies to encourage collaboration from the teams at monday.com [14:28] The evident effects of the system of doing things at monday.com [18:00] His advice for product-led leaders and growth people on setting priorities [20:25] His advice for customer success people in product-led organizations on getting their voices heard [22:08] How to connect with Tom About Tom Ronen Tom Ronen is an experienced Customer Team Lead working for various companies in the software industry. He possesses the following skills in sales, public speaking, management in a fast-paced startup environment. Aside fromHe was previously connected with Israeli Defense Forces (IDF) as a Commanding Officer - Combat Patrol Ship Unit for three years and two months. Profile | |||
| 02 Feb 2021 | How to Become a Product-Led Pro with Wes Bush and Ramli John | 00:15:02 | |
In this special episode, Wes and Ramli will introduce a new and unique product to support companies or teams in climbing up the ladder of success in handling their Product-Led business: the Product-Led Pro Accelerator Program. This program uses a nonlinear approach to learning. It helps in transitioning or scaling up a Product-Led business and being successful through learning from the experts. Learn more about the program as Wes and Ramli will answer these questions: Who are the target participants/audiences? What are the benefits for those who will be joining the enriching program? What are the four components of the program cycle and other features of the program? If this is what you need in your business, then, this is an episode that you do not want to miss! Show Notes [00:31] The 6-weeks Product-Led Pro Accelerator Program [03:51] What companies need to consider in joining the program [05:13] The target participants/audiences of the program [06:39] What big groups or teams joining the program awaits [09:01] What makes the program unique [10:01] The Interactive learning component of the program [11:18] The “seeing what drives results” component of the program [12:29] The “doing what best works” component of the program [13:03] The review component to complete the program cycle [13:30] Other features of the program in the future Profile
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| 03 Jan 2023 | How to Turn Signups Into Revenue | 00:35:17 | |
A better understanding of product-led sales will help you succeed and grow as a successful product-led business. In today’s podcast, Wes Bush welcomes Thomas Schiavone, co-founder, and CEO of Calixa to share his insights on how to turn signups into revenue. Learn about the different tests to implement, how to prioritize your projects, and the crucial questions you need to ask yourself to monetize your product-led funnel. Show Notes: [02:12] These are the three questions you need to consider. [04:25] What should you think about your sign-ups? [07:08] Why you need to test your PLG motion. [09:48] It’s important to prioritize users, but what’s next? [17:29] These are what you should consider to start an effective revenue machine. [21:29] What else can you to for testing and generating revenue? [30:17] The two crucial elements you need to watch out for. [32:02] Yes – company size matters, too About Thomas Schiavone He is a co-founder and CEO of Calixa, a platform for product-led sales. Thomas Schiavone has also worked as a Product Team at Twilio in the past. About Calixa Calixa offers sales teams the insights they need to prioritize, close, and develop clients in a sea of self-service signups. Profile | |||
| 16 Jul 2024 | How Amplitude Went From 1M to 200M ARR in 7 Years | 00:46:08 | |
Justin Bauer is known for his expertise in product analytics. He is always one step ahead in helping companies build better products by amplifying their growth. His primary role as an SVP in Amplitude involves creating teams that establish a deep customer understanding and generate inspired visions to produce unique product experiences that users can enjoy. He’s on the show today to share his insights in building excellent product analytics so you can increase engagement, growth, and revenue for your growing company. Show Notes [0:44] Justin’s journey in the institute [1:47] The most significant milestones, experiences, and learnings along his company journey [3:59] How do we drive growth? [9:00] Shifting balance: How did they shift from product-led to an enterprise? [18:53] Changing the brand of the company as part of going enterprise [20:33] How has pricing changed for their business? [21:56] Focusing on the product analytics market by making sure to build the best product [28:25] How do they continue to build an excellent analytics product? [28:56] Make sure to understand your consumers because people want to buy from a company that understands them. [30:44] How investing in high-quality content can produce better results? [32:23] Always start with a strategy in mind [37:04] Understanding the Vision Strategy Roadmap About Justin Bauer Justin Bauer is the senior vice president of product at Amplitude. In his role at Amplitude, he leads product management, design, education, growth, and analytics for Amplitude's Digital Optimization System. Before he joined Amplitude, he was the CEO and co-founder of Rivalry Games, which was acquired by You42 in 2015. Profile | |||
| 19 Mar 2025 | Top Lessons from 12 years of Building and Selling a 7-figure PLG Business | 00:30:37 | |
Discover the secrets to building and scaling a bootstrapped product-led business to seven-figure success. Our guest is Elie Khoury, the founder and CEO of Woopra, a company specializing in customer journey and product analytics. Elie shares the nuances of when a product-led model makes sense (and when it doesn't), emphasizing the importance of swiftly establishing the perception of value. He also sheds light on AI's role in driving product-led growth strategies. Key Takeaways: [01:40] Strategic product-led evolution [07:50] AI Integration for quick value [15:00] AI as the next UI/UX iteration [18:00] Data control and AI [20:20] Reflecting on mistakes and learnings [28:45] Future of AI and product-led businesses About Elie Khoury: Elie is a product-first CEO who believes innovation and user experience are, above all else, the keys to creating great companies. Sales, marketing, recruiting, and every other aspect of a company is meaningless without an exceptional product. He co-founded Woopra, Inc., which Appier acquired in 2022. Links: | |||
| 09 Aug 2022 | Signing Up for 50 ProductLed Companies With Gina Allman | 00:20:39 | |
Gina Allman is ProductLed’s content specialist. Her diverse background goes from finance to marketing. Despite the disparity, Gina can still draw the line from those various disciplines and apply it to marketing and product-led growth. She shares how she creates original content for the blog even when there is not much to find out there. Show Notes [00:58] Researching for content is not an easy task [03:58] The 50 best PLG examples and what stood out the most [08:37] A major principle of PLG is a great user experience [10:08] What made other companies stand out [14:28] Two key takeaways for freshly transitioning businesses About Gina Allman Gina Allman is a content specialist at ProductLed. She has held positions in a variety of disciplines, including finance, marketing, and content writing. Link Profile | |||
| 19 May 2020 | The 2020 State of Product Analytics | 00:15:46 | |
To find out how product teams drive growth using data, Mixpanel surveyed close to 500 leading product managers. From the survey, they uncovered the latest trends, focuses, and struggles of product teams across the world. To give us some more insight, we talked to Jeff Beckham, the head of product and content marketing at Mixpanel. In this episode, Jeff shared how their report came together, the key metrics product managers are focusing on these days, and his advice for product teams and managers. Show Notes [01:32] What Mixpanel is and what his role is [02:16] Key metrics product managers are focusing on these days [04:22] How the report came together [05:25] Things that have gotten in the way of product innovation [09:02] Tools that are used to increase KPIs and how Mixpanel stacks up [10:36] His advice for product teams [12:00] His advice to product managers in terms of the skills they need to learn [13:35] How product managers can find the balance [14:05] Where people can find him and the report once it comes out About Jeff Beckham Jeff Beckham is the head of product and content marketing at Mixpanel. Mixpanel is the most powerful self-serve product analytics designed to help businesses understand their users better and to convert, engage, and retain them. Trusted by forward-thinking companies like Microsoft, BMW, Shutterfly, and Microsoft, Mixpanel has provided the support companies need to succeed in their user analytics, from implementation to ongoing support, down to technical consultation, they have it all covered. Profile | |||
| 01 Mar 2022 | How Product Qualified Leads May not be the Next Big Thing in Product-Led Growth | 00:16:20 | |
Chase Wilson is a PLG specialist who focuses on solving product led-growth issues. Chase has just launched his new company, Flywheel, a platform that helps hasten self-serve revenue by bridging in-product behaviour and marketing tactics. And today, he sits down with us and tackles areas such as improving your range of vision by making effective marketing strategies. He will also discuss the significance of user experience and pointers on structuring data. And how the company's perspective has become a game-changer in giving customer experience. Show Notes [1:10] Starting Flywheel to solve the product-led growth issue [2:24] His idea of Product Qualified Leads? [5:05] The concept of MQL and why is it problematic? [6:52] Product led growth is highly flexible, and every journey that the company goes down is pretty unique. [7:08] How does changing your perspective of PQL, MQL, and SQL affect the customer's experience? [8:41] You need to take the product usage data, the sales interaction data as well as the marketing interaction data and put it together as an overall timeline. [10:41] Why is it called team qualified leads? [13:30] Advice to listeners About Chase Wilson Chase Wilson is an alumnus of the University of Chicago and is now the Co-Founder and CEO of Flywheel. Chase is known for his determination, creativity, and resourcefulness when it comes to managing his team and marketing insights. Chase’s talent is his capacity to communicate his rare ideas in a way that inspires multitudes. Which makes him a force to be reckoned with in the industry. Links Profile Email Address: chase@theflywheel.app | |||
| 24 Jul 2024 | How OpenPhone Went From 0 to 1000 Customers | 00:42:38 | |
Daryna Kulya, Co-founder of OpenPhone, is with us today. She enjoys serving consumers with the best customer experience by creating products that suit their needs. OpenPhone is an app built for teams and individuals so they can level up and use their phones for business anywhere. It’s everything that you and your team need in a phone system! Daryna gives us an overview of how they were able to come up with this unique vision and how they skyrocketed from 0 to 1000 customers. Are you on the lookout for a business phone? If so, then catch her on the show and stay tuned for more. Show Notes [4:47] They want to be a part of an environment that is a lot more inspiring and that allows them to make progress. [5:50] The reason why they joined Velocity [6:47] Why did they initially give their product for free? [9:42] People should be getting value out of the product, so see if that’s true [12:54] They always knew that OpenPhone would ultimately end up being a product that starts with one person in the company and then scales to the whole team [19:26] One of the most fundamental lessons learned was that a lot of times you overcomplicate things unnecessarily. [23:17] Daryna shares some of the biggest milestones that they have achieved throughout the years [27:08] How were they able to build a team and what did that journey look like? [34:27] Biggest leadership mistakes and lessons learned from the presence of scale [35:57 Daryna’s advice on delegation, building a business, and scaling it up About Daryna Kulya Daryna Kulya is the COO and co-founder of OpenPhone. She was previously a product manager at Vidyard, where she helped to establish and grow Vidyard GoVideo (ViewedIt). She also worked at Deloitte's Digital Innovation Lab, and helped them with their prototypes and innovations. Back in 2014, she established Product Hunt Toronto, one of the city's largest product events and the world's first Product Hunt community-run meeting. But what’s more interesting is Daryna is adventurous. She loves hiking trails in her free time.
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| 11 Aug 2022 | Innovation Systems that Empower Product Teams with Brian Crofts | 00:12:34 | |
Brian Crofts, Chief Product Officer at Pendo shares the five main parts of the Innovation System Pendo uses to help their Product Teams become more outcome orientated. In this talk, you will learn the core principles of the Innovation System that can be applied to any team. And when applied correctly these principles don't just empower your team but also create trust and produce consistent results. Learn how empowered teams become trusted teams when given the right set of tools. Key Takeaways - How to create trust - How innovation systems can help you maintain outcomes consistently - What sort of environments foster a high-performing team - Design system in context with your team's innovation system Additional Resources How to Be a Great SaaS Product Manager→ https://productled.com/saas-product-manager/?utm_source=video&utm_medium=Webinar+Highlights&utm_campaign=Brain+Croft Data-Driven Storytelling: A Guide for SaaS Product Managers→ https://productled.com/blog/data-driven-storytelling-saas-product-managers/?utm_source=video&utm_medium=Webinar+Highlights&utm_campaign=Brain+Croft Trend Forecasting for Product Managers→ https://productled.com/blog/trend-forecasting-for-product-managers/?utm_source=video&utm_medium=Webinar+Highlights&utm_campaign=Brain+Croft Learn more about PLG by reading the bestselling book: Product-Led Growth: How to Build a Product That Sells Itself → https://productled.com/book?utm_source=video&utm_medium=Webinar+Highlights&utm_campaign=Brain+Croft Stay Connected Don't forget to subscribe to our channel and follow us on LinkedIn and Twitter for many more product-led growth tips! LinkedIn: https://www.linkedin.com/company/productledinc/ Twitter: https://twitter.com/productled SUBSCRIBE to become great at Product-Led Growth! | |||