The Product-led Go-to-Market podcast

Eckhart Boehme's Wheel of progress is here to answer questions like: Under what conditions do human beings change to a different product long-lasting?  The interviewee:Eckhart Boehme is an independent product manager of innovation.With 30+ years of global experience in marketing, product management, and skills development he developed Customer Progress Design (CPD). CPD is a method for identifying how people struggle for progress and developing targeted solution concepts. As part of a 5 steps process, tailor-made market development concepts are created. CPD is based on the innovative Jobs to Be Done theory and The Wheel of Progress® canvas that he co-developed. His vision is to make effective customer research accessible for organizations of all sizes with the purpose to help people improve their lives.The interviewer: Aggelos Mouzakitis is the founder of Growth Sandwich. He created Growth Sandwich, back in 2017 with a sole vision: to help promising early-stage teams get their products to market in a solid manner. He has worked or trained more than 500 marketers and founders on how to get to the market with the right mix of tactics and a product that drives engagement and happiness.About Growth Sandwich: Growth Sandwich is the first European Product-led Go-to-Market Strategy agency. We specialize in helping SaaS products and businesses that operate in the subscription economy. Our approach is 100% customer-centric and we help post-Product/Market fit companies establish a repeatable selling motion and recurring revenues.

Imagine you work for a company making ice cream. Would you like to sell more of it? If yes, think like a customer and ask yourself why you had ice cream the last time. The Jobs-to-be-done concept and its applications are alive in this interview. The interviewee:Stephen Wunker leads a consulting firm based in Boston with offices in Paris and Sn Huan Puerto Rico. He has worked on Innovation strategy, Jobs-to-be-done-based market research and has spent the last 16 years operationalizing Jobs-to-be-Done.He has a long track record of creating successful ventures for his own companies and on behalf of clients. He is also a frequent writer and speaker on how firms can create new growth platforms. His award-winning books include Capturing New Markets (McGraw-Hill, 2011), Jobs to be Done (Amacom/HarperCollins, 2016), and Costovation (HarperCollins, August 2018).The interviewer: Aggelos Mouzakitis is the founder of Growth Sandwich. He created Growth Sandwich, back in 2017 with a sole vision: to help promising early-stage teams get their products to market in a solid manner. He has worked or trained more than 500 marketers and founders on how to get to the market with the right mix of tactics and a product that drives engagement and happiness.About Growth Sandwich: Growth Sandwich is the first European Product-led Go-to-Market Strategy agency. We specialize in helping SaaS products and businesses that operate in the subscription economy. Our approach is 100% customer-centric and we help post-Product/Market fit companies establish a repeatable selling motion and recurring revenues.

The interviewee: Bob Moesta is a founder, maker, innovator, speaker & now a professor. Pioneer of Jobs To Be Done Theory; Innovation & new venture expert on creating, developing & launching of new products & services. "I would never have bet, in a million years that I would ever write a book about sales, says Bob Moesta, President and CEO of Re-Wired Group and continues, "I'm an engineer, I love to build things, I like to do things alone, so this whole notion of sales has never been in my radar. I've done 7 startups and I realized that the hardest thing of anyone of the startups I've done and the hardest thing I had to learn over time is how to sell and sell my ideas. At some point, I took the role of a VP of Sales and it was very very difficult." The interviewer: Aggelos Mouzakitis is the founder of Growth Sandwich. He created Growth Sandwich, back in 2017 with a sole vision: to help promising early-stage teams get their products to market in a solid manner. He has worked or trained more than 500 marketers and founders on how to get to the market with the right mix of tactics and a product that drives engagement and happiness. About Growth Sandwich: Growth Sandwich is the first European Product-led Go-to-Market Strategy agency. We specialize in helping SaaS products and businesses that operate in the subscription economy. Our approach is 100% customer-centric and we help post-Product/Market fit companies establish a repeatable selling motion and recurring revenues.

Experiments help us understand how to increase a metric -not just increase it but why is happening-which often means getting more customers and generating more revenue. The interviewee: David Ly Khim - Head of growth at Fishtown Analytics (makers of dbt) and co-founder of Omniscient Digital, a premium content marketing agency. Previously, he was at HubSpot for 6 years serving as a growth product manager and a growth marketer before that. He helps businesses grow through data and content. He is also a Global Keynote Speaker who teache's around the world, speaking about product management, growth, content marketing, and SEO The interviewer: Aggelos Mouzakitis is the founder of Growth Sandwich. He created Growth Sandwich, back in 2017 with a sole vision: to help promising early-stage teams get their products to market in a solid manner. He has worked or trained more than 500 marketers and founders on how to get to the market with the right mix of tactics and a product that drives engagement and happiness. About Growth Sandwich: Growth Sandwich is the first European Product-led Go-to-Market Strategy agency. We specialize in helping SaaS products and businesses that operate in the subscription economy. Our approach is 100% customer-centric and we help post-Product/Market fit companies establish a repeatable selling motion and recurring revenues.

How to Use machine learning and AI within Product Management. We discuss with Andrew Yu some very cool and interesting thoughts he has on Building AI products to Power Growth. In this interview, we cover three major parts: What is Growth PM, What is an ML/AI product, How do we use ML for product growth. The interviewee: Andrew Yu Growth Product Manager, LinkedIn The person behind the scenes, behind the My Network on LinkedIn. He is one of the key persons helping all of us building the right network, being productive and successful. The interviewer: Aggelos Mouzakitis is the founder of Growth Sandwich. He created Growth Sandwich, back in 2017 with a sole vision: to help promising early-stage teams get their products to market in a solid manner. He has worked or trained more than 500 marketers and founders on how to get to the market with the right mix of tactics and a product that drives engagement and happiness. About Growth Sandwich: Growth Sandwich is the first European Product-led Go-to-Market Strategy agency. We specialize in helping SaaS products and businesses that operate in the subscription economy. Our approach is 100% customer-centric and we help post-Product/Market fit companies establish a repeatable selling motion and recurring revenues.

As product managers, we might try to make our products sticky, addictive, we might even seek disruption. How much do we consider though the impact all these have on people? How do we react to whatever people do with our product in the world? The interviewee: Sophia Benhaddou Co-Founder, Excelway Excelway is building a product to help teams thinking and solving problems together. Especially problems that need a lot of brainpower out, need structure, prioritize all the thoughts flowing from everyone's hand. We made a tool that can be seen as a whiteboard tool for a product session or a problem-solving session. It is a tool that comes handy in managing the flow of input. Sophia doesn't come from the tech industry and that makes it even more interesting. She studied political science and specializes in the power of cultural and irrational factors on major political decisions. The interviewer: Aggelos Mouzakitis is the founder of Growth Sandwich. He created Growth Sandwich, back in 2017 with a sole vision: to help promising early-stage teams get their products to market in a solid manner. He has worked or trained more than 500 marketers and founders on how to get to the market with the right mix of tactics and a product that drives engagement and happiness. About Growth Sandwich: Growth Sandwich is the first European Product-led Go-to-Market Strategy agency. We specialize in helping SaaS products and businesses that operate in the subscription economy. Our approach is 100% customer-centric and we help post-Product/Market fit companies establish a repeatable selling motion and recurring revenues.

In this interview with Francis Brero, cofounder at Madkudu, we are discussing the 4 most common myths of the Product-led onboarding that are heard these days. Francis is using statistics and real case study examples to explain why not everything we believe or heart is actually validated by data in reality.

Living in the product-led era comes with changes in how are we approaching product development and optimisation. User research is not perceived as a theoretical exercise we should do once in a while but as a necessity. In this interview with Paulina Wojciak, we are exploring some practical examples of how user research data can lead to actionable changes and optimisations in the product. Key takeaways: - What user research can give you that product analytics cannot - What is the critical difference between speaking with external testers versus your real users and customers - What is the role of personas in your Product-led user research process. The interviewee: Paulina brings over 10 years experience in the technology industry, building and developing not only products and services but also growing software engineering and product teams. The interviewer: Aggelos Mouzakitis is the founder of Growth Sandwich. He created Growth Sandwich, back in 2017 with a sole vision: to help promising early-stage teams get their products to market in a solid manner. He has worked or trained more than 500 marketers and founders on how to get to the market with the right mix of tactics and a product that drives engagement and happiness. About Growth Sandwich: Growth Sandwich is the first European Product-led Go-to-Market Strategy agency. We specialise in helping SaaS products and businesses that operate in the subscription economy. Our approach is 100% customer-centric and we help post-Product/Market fit companies establish a repeatable selling motion and recurring revenues.

The Product-Led Growth Flywheel is a proven framework for growing your business through investing in a product-led user experience. In this discussion with Eric Keating, VP of Marketing at Appcues, he is explaining the Flywheel model and how Product-led businesses can use it to segment their users and optimise their performance. Key Takeaways: - What is the Flywheel model? - How can we do user segmentation with the Flywheel mode? - What actionable insights can this segmentation offer us? The interviewee: Eric Keating is the VP of Marketing at Appcues. The interviewer: Aggelos Mouzakitis is the founder of Growth Sandwich. He created Growth Sandwich, back in 2017 with a sole vision: to help promising early-stage teams get their products to market in a solid manner. He has worked or trained more than 500 marketers and founders on how to get to the market with the right mix of tactics and a product that drives engagement and happiness. About Growth Sandwich: Growth Sandwich is the first European Product-led Go-to-Market Strategy agency. We specialise in helping SaaS products and businesses that operate in the subscription economy. Our approach is 100% customer-centric and we help post-Product/Market fit companies establish a repeatable selling motion and recurring revenues.

In this discussion with Stuart Balcombe, he is sharing with me his process of conducting qualitative research, in the form of customer interviews, in order to support product development decisions and minimise their risk. Key Takeaways: - How to design and launch a research project to validate product decisions - How to collect and organise the insights - What to ask users and how The interviewee: Stuart helps early-stage SaaS companies build better products by getting closer to their customers and focusing on outcomes, not outputs. The interviewer: Aggelos Mouzakitis is the founder of Growth Sandwich. He created Growth Sandwich, back in 2017 with a sole vision: to help promising early-stage teams get their products to market in a solid manner. He has worked or trained more than 500 marketers and founders on how to get to the market with the right mix of tactics and a product that drives engagement and happiness. About Growth Sandwich: Growth Sandwich is the first European Product-led Go-to-Market Strategy agency. We specialise in helping SaaS products and businesses that operate in the subscription economy. Our approach is 100% customer-centric and we help post-Product/Market fit companies establish a repeatable selling motion and recurring revenues.

Should we prioritise the x feature or the y feature? What should be left out of our MVP? Is there a framework we can use to decide effectively? In this interview with Janna Bastow, Co-founder at Prodpad and Mind the Product, we are discussing about Product managers' biggest challenge: Prioritization. Janna shares her way of thinking in regards to the topic and shares actionable frameworks that can help our thinking process. Key takeaways: - Which is the best framework to prioritise as a product manager - How to prioritise the personas for which you are building the product - How to filter out feedback that should be considered in the product development phase The interviewee: Janna Bastow is co-founder of ProdPad, product management and roadmapping software for product people. The interviewer: Aggelos Mouzakitis is the founder of Growth Sandwich. He created Growth Sandwich, back in 2017 with a sole vision: to help promising early-stage teams get their products to market in a solid manner. He has worked or trained more than 500 marketers and founders on how to get to the market with the right mix of tactics and a product that drives engagement and happiness. About Growth Sandwich: Growth Sandwich is the first European Product-led Go-to-Market Strategy agency. We specialise in helping SaaS products and businesses that operate in the subscription economy. Our approach is 100% customer-centric and we help post-Product/Market fit companies establish a repeatable selling motion and recurring revenues.

This whole product-led discussion has raised the bar really high for some tech businesses up to the point that sales are not considered necessary if your product is good enough. But is this true or it a myth? In this interview with Francis Brero, we are busting some common myths about product-led businesses and explaining how sales are not expired but just...different in the product-led era. Key Takeaways: - How to do sales in a product-led organisation - How popular businesses like Slack or Invision actually do sales - How your product can signal you that you need to reach out and try to upsell The interviewee: Francis Brero is the Co-founder and Chief Revenue Officer of MadKudu, the leading marketing operations platform for B2B. The interviewer: Aggelos Mouzakitis is the founder of Growth Sandwich. He created Growth Sandwich, back in 2017 with a sole vision: to help promising early-stage teams get their products to market in a solid manner. He has worked or trained more than 500 marketers and founders on how to get to the market with the right mix of tactics and a product that drives engagement and happiness. About Growth Sandwich: Growth Sandwich is the first European Product-led Go-to-Market Strategy agency. We specialise in helping SaaS products and businesses that operate in the subscription economy. Our approach is 100% customer-centric and we help post-Product/Market fit companies establish a repeatable selling motion and recurring revenues.

In this interview, we are hosting Shiv Patel, Growth Product manager of Funnelguard and former growth at Autopilot and WeWork. Shiv is sharing his framework and philosophy for a frictionless User Onboarding, one of the most challenging areas of the SaaS business.

During this interview with Abby Hammer, Head of Products and Customer Success at Churn Zero, we explored the connection and the relationship between Customer Success and Product management in a tech company that wants to keep innovating. Abby shared with me her internal process of building this intersection and gave me practical examples of how Churn Zero, collects, prioritises feedback and translates it into product changes. Key Takeaways: - How to become a customer-driven company - What to do with the customer feedback - How to set up a healthy intersection between Customer Success and Product The interviewee: Abby is the Head of Products and Customer Success at ChurnZero. The interviewer: Aggelos Mouzakitis is the founder of Growth Sandwich. He created Growth Sandwich, back in 2017 with a sole vision: to help promising early-stage teams get their products to market in a solid manner. He has worked or trained more than 500 marketers and founders on how to get to the market with the right mix of tactics and a product that drives engagement and happiness. About Growth Sandwich: Growth Sandwich is the first European Product-led Go-to-Market Strategy agency. We specialise in helping SaaS products and businesses that operate in the subscription economy. Our approach is 100% customer-centric and we help post-Product/Market fit companies establish a repeatable selling motion and recurring revenues.

How can we onboard users in a complex yet powerful SaaS product? Do we always need to offer a self-serve experience? In this interview with Ashwin Gupta, Head of Growth at VWO, we are discussing how VWO is nailing user onboarding and activation through customer success excellence at scale. Key Takeaways: - How to onboard users at scale without risking activation - How to convert MQLs to PQLs - How to deal with your product's steep learning curve in a product-led manner The interviewee: Product and Growth Expert with an entrepreneurial flair and strong experience in the B2B space. Hands-on, roll-up-your-sleeves kind of guy who analyzes and solves tough business and product problems. The interviewer: Aggelos Mouzakitis is the founder of Growth Sandwich. He created Growth Sandwich, back in 2017 with a sole vision: to help promising early-stage teams get their products to market in a solid manner. He has worked or trained more than 500 marketers and founders on how to get to the market with the right mix of tactics and a product that drives engagement and happiness. About Growth Sandwich: Growth Sandwich is the first European Product-led Go-to-Market Strategy agency. We specialise in helping SaaS products and businesses that operate in the subscription economy. Our approach is 100% customer-centric and we help post-Product/Market fit companies establish a repeatable selling motion and recurring revenues.

How can we figure out the best-performing acquisition channels for our SaaS business? Are we actually analysing our data correctly? In this interview with Francis Brero, he is explaining to me how statistics can help us analyse our acquisition data more effectively. Key Takeaways: - How statistical analysis can help us optimise our acquisition The interviewee: Francis Brero is the Co-founder and Chief Revenue Officer of MadKudu, the leading marketing operations platform for B2B. The interviewer: Aggelos Mouzakitis is the founder of Growth Sandwich. He created Growth Sandwich, back in 2017 with a sole vision: to help promising early-stage teams get their products to market in a solid manner. He has worked or trained more than 500 marketers and founders on how to get to the market with the right mix of tactics and a product that drives engagement and happiness. About Growth Sandwich: Growth Sandwich is the first European Product-led Go-to-Market Strategy agency. We specialise in helping SaaS products and businesses that operate in the subscription economy. Our approach is 100% customer-centric and we help post-Product/Market fit companies establish a repeatable selling motion and recurring revenues.

In the product-led era, products become our main marketing channel. The bar is set too high for a new product that needs to do the job that is hired for effectively and in an efficient manner. Under these circumstances, businesses just don't have the luxury not to speak with their customers any more. Whereby (former Appear.in) is one of the businesses that do so. In this interview with Sean Percival, CMO at Whereby and former partner at 500startups and Vice President of Marketing at Myspace explains how he and his team, managed to reduce churn in half through user research and experimentation. Key takeaways: - How to get user feedback that will lead to successful experiments - How to structure the whole process from 0 to 1 - How to create an experiment-driven culture internally The interviewee: Sean has 12+ years of online marketing experience in both large companies and startups. The interviewer: Aggelos Mouzakitis is the founder of Growth Sandwich. He created Growth Sandwich, back in 2017 with a sole vision: to help promising early-stage teams get their products to market in a solid manner. He has worked or trained more than 500 marketers and founders on how to get to the market with the right mix of tactics and a product that drives engagement and happiness. About Growth Sandwich: Growth Sandwich is the first European Product-led Go-to-Market Strategy agency. We specialise in helping SaaS products and businesses that operate in the subscription economy. Our approach is 100% customer-centric and we help post-Product/Market fit companies establish a repeatable selling motion and recurring revenues.

How can we capture more SaaS leads? How can we optimise our top of the funnel in the product-led era? How can we figure out our ideal audience? In this interview with Aaron Krall, he is teaching us how to identify our niche and capture more leads across stages. Key Takeaways: - How to scale above 100k per year - How to figure out our ideal messaging and tailor our product to the ideal persona - Which are the awareness stages that we want to focus to maximize acquisition? The interviewer: Aggelos Mouzakitis is the founder of Growth Sandwich. He created Growth Sandwich, back in 2017 with a sole vision: to help promising early-stage teams get their products to market in a solid manner. He has worked or trained more than 500 marketers and founders on how to get to the market with the right mix of tactics and a product that drives engagement and happiness. About Growth Sandwich: Growth Sandwich is the first European Product-led Go-to-Market Strategy agency. We specialise in helping SaaS products and businesses that operate in the subscription economy. Our approach is 100% customer-centric and we help post-Product/Market fit companies establish a repeatable selling motion and recurring revenues.

For a long time, we marketers have abused the right to email potential customers. These days, any type of cold approach is more difficult than ever. In this interview, Guillaume Moubeche is showing us real examples of cold emailing campaigns that worked amazingly for him and his business, Lemnist, while they were still an early-stage business. Key takeaways: - How to go from 0 to 1 in building a super successful cold email campaign - How to personalise for success - How to stay cool and interesting in the eyes of your potential customers even when you are cold approaching them The interviewee: Guillaume is a Co-founder and CEO of Lemlist, the coolest email automation software ever created. In a year he and his team grew Lemlist from 0 to 8000+ customers worldwide (more than $250,000 ARR) without any fundings. The interviewer: Aggelos Mouzakitis is the founder of Growth Sandwich. He created Growth Sandwich, back in 2017 with a sole vision: to help promising early-stage teams get their products to market in a solid manner. He has worked or trained more than 500 marketers and founders on how to get to the market with the right mix of tactics and a product that drives engagement and happiness. About Growth Sandwich: Growth Sandwich is the first European Product-led Go-to-Market Strategy agency. We specialise in helping SaaS products and businesses that operate in the subscription economy. Our approach is 100% customer-centric and we help post-Product/Market fit companies establish a repeatable selling motion and recurring revenues.

In this interview with Ruben Ugarte, we are discussing the most important Product metrics for a SaaS business across the Pirate Funnel or AARRR.

We are living in a Product-led world where PQLs tend to replace MQLs, right? Maybe yes, maybe not. Traditional digital means of digital marketing such as SEO are still and will be effective. In this mind-blowing interview, Bernard Huang, Co-founder at Clearscope is showing us, in a step-by-step manner, how SEO should be approached in the product-led company so that it produces results even when we are still in an early stage. Key takeaways: - Is SEO a tactic early-stage founders should use - What type of content should we write while our product is still in early-stage - How can we make our content rank. The interviewee: Bernard was the SEO point of contact for all 500 Startups portfolio companies and co-founded Mushi Labs, an SEO consulting agency with clients including Strava, DoorDash, and AllTrails. The interviewer: Aggelos Mouzakitis is the founder of Growth Sandwich. He created Growth Sandwich, back in 2017 with a sole vision: to help promising early-stage teams get their products to market in a solid manner. He has worked or trained more than 500 marketers and founders on how to get to the market with the right mix of tactics and a product that drives engagement and happiness. About Growth Sandwich: Growth Sandwich is the first European Product-led Go-to-Market Strategy agency. We specialise in helping SaaS products and businesses that operate in the subscription economy. Our approach is 100% customer-centric and we help post-Product/Market fit companies establish a repeatable selling motion and recurring revenues.

In this interview with Sherlock's CEO Derek Skaletsky, we are exploring a simple (yet genius) strategy to perform product engagement scoring that gives actionable insights to pretty much all the company's functions, from the Marketing and Product to Customer Success and Sales, from the Activation phase until the Referral. Listen this amazing interview and comment on your questions or thoughts below. Super useful for SaaS product CEOs, Product Managers, Product marketers and Customer success.

Data are flowing from all different directions. Setting up your product analytics for success can become a hassle especially if you don't know where to start from and where to focus at. In this interview with Fatih Koca, Director of Analytics at Mixpanel, he is sharing a framework to go from 0 to 1 or a hundred with your product analytics. Key takeaways: - How to put an order in your huge amount of data - How to go from vision to KPIs to metrics to product analytics in a step-by-step manner - How to set up your product analytics for success and not create another legacy system The interviewee: Fatih Koca is Director of Analytics Strategy at Mixpanel. He advises Mixpanel customers on developing their analytics strategy and improving data-informed decision making. He is also guest lecturing on analytics at various Bay Area universities. The interviewer: Aggelos Mouzakitis is the founder of Growth Sandwich. He created Growth Sandwich, back in 2017 with a sole vision: to help promising early-stage teams get their products to market in a solid manner. He has worked or trained more than 500 marketers and founders on how to get to the market with the right mix of tactics and a product that drives engagement and happiness. About Growth Sandwich: Growth Sandwich is the first European Product-led Go-to-Market Strategy agency. We specialise in helping SaaS products and businesses that operate in the subscription economy. Our approach is 100% customer-centric and we help post-Product/Market fit companies establish a repeatable selling motion and recurring revenues.

In the previous interview with Jane, she shared with us the most important events we need to take into consideration when emailing our customers. But what exactly should we send? In this interview with Jane Portman, Co-founder at Userlist, we are digging deeper into exactly what you need to send, what specific campaigns you need to have running. Key takeaways: - What to send, when to send it and how does this need to look - How to segment your campaigns according to users' product maturity - How to convert more free users with the right timely emails The interviewee: Jane Portman is a UI/UX consultant specializing in web application design, co-founder of Userlist and host of UI Breakfast Podcast. At Userlist, Jane's goal is to provide flawless UX and help users be awesome at their customer messaging. The interviewer: Aggelos Mouzakitis is the founder of Growth Sandwich. He created Growth Sandwich, back in 2017 with a sole vision: to help promising early-stage teams get their products to market in a solid manner. He has worked or trained more than 500 marketers and founders on how to get to the market with the right mix of tactics and a product that drives engagement and happiness. About Growth Sandwich: Growth Sandwich is the first European Product-led Go-to-Market Strategy agency. We specialise in helping SaaS products and businesses that operate in the subscription economy. Our approach is 100% customer-centric and we help post-Product/Market fit companies establish a repeatable selling motion and recurring revenues.

How can we do effective lead prospecting? Which are the tools and strategies we need to use to be efficient in our outreach and BD efforts? In this interview with Mark Colgan, he is sharing his 15 strategies on how to do lead prospecting like a boss if you are a SaaS founder. Key Takeaways: - How to use signals, intent data or similar technologies to do lead prospecting - How and what to scrape - Which are the tools that will automate all these processes for you The interviewee: Mark helps companies optimise their Sales and Marketing strategies with their Marketing Technology Stack to acquire new customers, increase LTV of existing customers and reduce churn. The interviewer: Aggelos Mouzakitis is the founder of Growth Sandwich. He created Growth Sandwich, back in 2017 with a sole vision: to help promising early-stage teams get their products to market in a solid manner. He has worked or trained more than 500 marketers and founders on how to get to the market with the right mix of tactics and a product that drives engagement and happiness. About Growth Sandwich: Growth Sandwich is the first European Product-led Go-to-Market Strategy agency. We specialise in helping SaaS products and businesses that operate in the subscription economy. Our approach is 100% customer-centric and we help post-Product/Market fit companies establish a repeatable selling motion and recurring revenues.

Jobs to be Done is a theory of consumer action. It describes the mechanisms that cause a consumer to adopt an innovation. The theory states that markets grow, evolve, and renew whenever customers have a Job to be Done, and then buy a product to complete it (get the Job Done). This makes a Job to be Done a process: it starts, it runs, and it ends. The key difference, however, is that a JTBD describes how a customer changes or wishes to change. With this in mind, we define a JTBD as follows: A Job to be Done is the process a consumer goes through whenever she aims to change her existing life-situation into a preferred one, but cannot because there are constraints that stop her.

In this interview with Adi Bandi, Director of Product Management at ChartMogul, we are discussing one of the most common challenges of every product manager: Prioritisation Adi exposes his tactics of prioritising short term and long term items in his roadmap, for ChartMogul, and gives actionable tips that can be replicated in any business. Key Takeaways: - How to prioritise roadmap items - How to processize and democratize the process of prioritisation - What should be dealt first and why The interviewee: Adi is the Head of Product at ChartMogul. The interviewer: Aggelos Mouzakitis is the founder of Growth Sandwich. He created Growth Sandwich, back in 2017 with a sole vision: to help promising early-stage teams get their products to market in a solid manner. He has worked or trained more than 500 marketers and founders on how to get to the market with the right mix of tactics and a product that drives engagement and happiness. About Growth Sandwich: Growth Sandwich is the first European Product-led Go-to-Market Strategy agency. We specialise in helping SaaS products and businesses that operate in the subscription economy. Our approach is 100% customer-centric and we help post-Product/Market fit companies establish a repeatable selling motion and recurring revenues.

The product-led approach is rapidly changing the way we are approaching new products and customers. The silos give their place to cross-functional, multi-disciplinary teams that work under the same goals. In this interview with Kieran Flanagan, VP of Marketing and Growth at Hubspot, we are exploring how Hubspot managed to shift from a purely marketing-led business to a product-led one. Kieran is teaching us how to build high-performing cross-functional teams that are set for success. Key takeaways: - How to change from a marketing-led to a product-led structure - How to break the internal silos with effective goal setting - How Hubspot proactively added freemium elements to its go2market in order to keep dominating. The interviewee: Kieran Flanagan has a proven track record in helping SaaS businesses, from start-ups to enterprise-level grow their traffic, users, and revenue. The interviewer: Aggelos Mouzakitis is the founder of Growth Sandwich. He created Growth Sandwich, back in 2017 with a sole vision: to help promising early-stage teams get their products to market in a solid manner. He has worked or trained more than 500 marketers and founders on how to get to the market with the right mix of tactics and a product that drives engagement and happiness. About Growth Sandwich: Growth Sandwich is the first European Product-led Go-to-Market Strategy agency. We specialise in helping SaaS products and businesses that operate in the subscription economy. Our approach is 100% customer-centric and we help post-Product/Market fit companies establish a repeatable selling motion and recurring revenues.

In this interview with Moritz Dausinger, we are discussing the concept of Product Qualified leads and how they can help us improve the quantity and the quality of our conversions. Moritz is sharing with us his definition of PQLs which doesn't only include activation criteria and helps us understand how can we optimise our sales process. Key Takeaways: - What is a PQL? - Why should we care about PQLs and how to define them? The interviewee: Moritz is the CEO of Refiner. The interviewer: Aggelos Mouzakitis is the founder of Growth Sandwich. He created Growth Sandwich, back in 2017 with a sole vision: to help promising early-stage teams get their products to market in a solid manner. He has worked or trained more than 500 marketers and founders on how to get to the market with the right mix of tactics and a product that drives engagement and happiness. About Growth Sandwich: Growth Sandwich is the first European Product-led Go-to-Market Strategy agency. We specialise in helping SaaS products and businesses that operate in the subscription economy. Our approach is 100% customer-centric and we help post-Product/Market fit companies establish a repeatable selling motion and recurring revenues.

A contextual (or just-in-time) onboarding approach is an excellent alternative for upfront tutorials or walkthroughs. Product experts who follow this approach try to provide helpful information at the point of user action: the guidance you offer is specific to the user's point in the journey. It's a simple, yet powerful design technique which can be implemented in many different ways. In this interview with Yazan Sehwail, we are discussing contextual onboarding and why it's way more effective than walkthroughs. Yazan is teaching us in a step-by-step manner and answers some important questions that help us to fully grasp how contextual onboarding might actually change the way we onboard our users. Key takeaways: - Why product tours are not effective any more - How to enhance your UX with a contextual onboarding layer - How to onboard users in primary and secondary features The interviewee: Yazan is the CEO of Userpilot. Helping teams increase user adoption with better product experiences. The interviewer: Aggelos Mouzakitis is the founder of Growth Sandwich. He created Growth Sandwich, back in 2017 with a sole vision: to help promising early-stage teams get their products to market in a solid manner. He has worked or trained more than 500 marketers and founders on how to get to the market with the right mix of tactics and a product that drives engagement and happiness. About Growth Sandwich: Growth Sandwich is the first European Product-led Go-to-Market Strategy agency. We specialise in helping SaaS products and businesses that operate in the subscription economy. Our approach is 100% customer-centric and we help post-Product/Market fit companies establish a repeatable selling motion and recurring revenues.

In this interview with Samantha Crowell, we discussed about Product-led growth, how it happened and happens next. We also talked about the social aspects of the "Rise of the user" and what does that mean for SaaS businesses and VCs. Key TakeAways: - How did we end up in the Product-first era? - How does that change the way SaaS businesses and VCs are doing business? - What comes after PLG? The interviewee: Samantha is the Director of Growth at Openview Partners. The interviewer: Aggelos Mouzakitis is the founder of Growth Sandwich. He created Growth Sandwich, back in 2017 with a sole vision: to help promising early-stage teams get their products to market in a solid manner. He has worked or trained more than 500 marketers and founders on how to get to the market with the right mix of tactics and a product that drives engagement and happiness. About Growth Sandwich: Growth Sandwich is the first European Product-led Go-to-Market Strategy agency. We specialise in helping SaaS products and businesses that operate in the subscription economy. Our approach is 100% customer-centric and we help post-Product/Market fit companies establish a repeatable selling motion and recurring revenues.

Is paid acquisition a no-touch tactic or we don't know how to run it effectively? Which metrics should we optimise for? How can we figure out our ideal CAC? All these questions and more are answered in this genius interview with Jake Steiner, former Head of Performance at Typeform. Jake is sharing with us 5 -not so known- secrets to scaling our paid acquisition. Key takeaways: - How your LVP tells you exactly what type of marketing you need to run - Which are the activation metrics you should optimise for and how to find them - How to attribute non-click channels The interviewee: Jake is currently Head of Digital Growth at TravelPerk, Founder of Papora, Founder at InflectionGrowth.com and before spent 4 years growing Typeform from $1m - $25m ARR. The interviewer: Aggelos Mouzakitis is the founder of Growth Sandwich. He created Growth Sandwich, back in 2017 with a sole vision: to help promising early-stage teams get their products to market in a solid manner. He has worked or trained more than 500 marketers and founders on how to get to the market with the right mix of tactics and a product that drives engagement and happiness. About Growth Sandwich: Growth Sandwich is the first European Product-led Go-to-Market Strategy agency. We specialise in helping SaaS products and businesses that operate in the subscription economy. Our approach is 100% customer-centric and we help post-Product/Market fit companies establish a repeatable selling motion and recurring revenues.

The most effective onboarding emails are event-triggered and not time-triggered any more. You want your customers to receive emails that they actually want to read instead of an irrelevant set of emails that will end up in the junk folder. In this hands-on interview, Jane Portman, Co-founder at Userlist is sharing the most important events based on which we should trigger onboarding emails to our customers. She is providing real examples and a more practical than theoretical approach on how to set them up yourself. Key takeaways: - What's the difference between properties and events - Which are the events and properties you should track - Which are the use cases that you should fire an event-triggered email to support onboarding The interviewee: Jane Portman is a UI/UX consultant specializing in web application design, co-founder of Userlist and host of UI Breakfast Podcast. At Userlist, Jane's goal is to provide flawless UX and help users be awesome at their customer messaging. The interviewer: Aggelos Mouzakitis is the founder of Growth Sandwich. He created Growth Sandwich, back in 2017 with a sole vision: to help promising early-stage teams get their products to market in a solid manner. He has worked or trained more than 500 marketers and founders on how to get to the market with the right mix of tactics and a product that drives engagement and happiness. About Growth Sandwich: Growth Sandwich is the first European Product-led Go-to-Market Strategy agency. We specialise in helping SaaS products and businesses that operate in the subscription economy. Our approach is 100% customer-centric and we help post-Product/Market fit companies establish a repeatable selling motion and recurring revenues.

How can you overcome the fear of exposure that comes along with sales? What's the best way to approach Linkedin BD? What's the difference between SMB and Enterprise sales practically? In this interview, that evolved into almost a therapy session, Kyle Racki is sharing his path from running an agency to becoming a SaaS founder. He is explaining in a simple and approachable manner how can we obtain a sales culture, no matter our background and apply it without fearing the exposure. Key takeaways: - How to do lead prospecting and start discussions confidently - Why offering value is the best sales technique and how to implement it effectively - How to find your way through different decision-makers within an enterprise The interviewee: Kyle is CEO of Proposify, a SaaS company based out of Canada that helps more than 8,000 sales teams eliminate the frustration caused by the proposal-process. . The interviewer: Aggelos Mouzakitis is the founder of Growth Sandwich. He created Growth Sandwich, back in 2017 with a sole vision: to help promising early-stage teams get their products to market in a solid manner. He has worked or trained more than 500 marketers and founders on how to get to the market with the right mix of tactics and a product that drives engagement and happiness. About Growth Sandwich: Growth Sandwich is the first European Product-led Go-to-Market Strategy agency. We specialise in helping SaaS products and businesses that operate in the subscription economy. Our approach is 100% customer-centric and we help post-Product/Market fit companies establish a repeatable selling motion and recurring revenues.

OKRs are getting more and more popular these days as a communication tool that helps product teams align better. But, like every tool, if it's not used correctly it can prove useless or even counterproductive. In this interview with Bruce McCarthy, author of Product Roadmaps Relaunched and Founder of Product Culture, we are discussing how Product teams can adopt OKRs to align themselves with the highest vision and strategy of the business. Key Takeaways: - How to use OKRs effectively - Common mistakes when adopting OKRs internally - What is the intersection between OKRs and customer feedback The interviewee: Ever since he was a child, Bruce has been making things. Having spent a lifetime as a builder and innovator, today he has a passion for helping teams work together better to develop compelling products and services. He's been called the face of Boston product management and (for Top Gear fans) the product management Stig. The interviewer: Aggelos Mouzakitis is the founder of Growth Sandwich. He created Growth Sandwich, back in 2017 with a sole vision: to help promising early-stage teams get their products to market in a solid manner. He has worked or trained more than 500 marketers and founders on how to get to the market with the right mix of tactics and a product that drives engagement and happiness. About Growth Sandwich: Growth Sandwich is the first European Product-led Go-to-Market Strategy agency. We specialise in helping SaaS products and businesses that operate in the subscription economy. Our approach is 100% customer-centric and we help post-Product/Market fit companies establish a repeatable selling motion and recurring revenues.

What are the first 2-4-6 months of a successful SaaS product? To answer this question, we could not find a better person to interview, probably in the world. Sujan Patel, serial successful entrepreneur and founder of Mailshake, Web Profits, Narrow.io and lots of other successful SaaS businesses, is sharing with us how he managed to drive success for almost of his SaaS businesses in the first 6 months. Key takeaways: - How to understand what should you be building in the first crucial 6 months - How to find your early users and customers - How to enter a red ocean market and still succeed The interviewee: Sujan Patel is a data-driven marketer and entrepreneur. He is a high energy individual fueled by his passion to help people and solve problems. The interviewer: Aggelos Mouzakitis is the founder of Growth Sandwich. He created Growth Sandwich, back in 2017 with a sole vision: to help promising early-stage teams get their products to market in a solid manner. He has worked or trained more than 500 marketers and founders on how to get to the market with the right mix of tactics and a product that drives engagement and happiness. About Growth Sandwich: Growth Sandwich is the first European Product-led Go-to-Market Strategy agency. We specialise in helping SaaS products and businesses that operate in the subscription economy. Our approach is 100% customer-centric and we help post-Product/Market fit companies establish a repeatable selling motion and recurring revenues.

Why do some products capture widespread attention while others flop? What makes us engage with certain products out of sheer habit? Is there a pattern underlying how technologies hook us? Nir Eyal answers these questions (and many more) by explaining the Hook Model—a four-step process embedded into the products of many successful companies to subtly encourage customer behaviour. Through consecutive “hook cycles,” these products reach their ultimate goal of bringing users back again and again without depending on costly advertising or aggressive messaging. Key takeaways: - Which are the hooks your product needs to have in order to be habit-forming - How to help your users overcome the learning curve of your product - Which the most important metrics to follow The interviewee: Nir is the author of the bestselling book, Hooked: How to Build Habit-Forming Products and Indistractable: How to Control Your Attention and Choose Your Life. He founded two tech companies since 2003 and has taught at the Stanford Graduate School of Business and the Hasso Plattner Institute of Design at Stanford. The interviewer: Aggelos Mouzakitis is the founder of Growth Sandwich. He created Growth Sandwich, back in 2017 with a sole vision: to help promising early-stage teams get their products to market in a solid manner. He has worked or trained more than 500 marketers and founders on how to get to the market with the right mix of tactics and a product that drives engagement and happiness. About Growth Sandwich: Growth Sandwich is the first European Product-led Go-to-Market Strategy agency. We specialise in helping SaaS products and businesses that operate in the subscription economy. Our approach is 100% customer-centric and we help post-Product/Market fit companies establish a repeatable selling motion and recurring revenues.

Acquiring new customers has become really difficult and expensive. Instead of focusing on sales and marketing, Product-led companies now focus on improving their product and making it their main marketing channel. In this interview with Eric Boduch, co-founder at Pendo, we discuss Product-led growth. What the heck is that and how can a new SaaS business become product-led? Key takeaways: - How to structure your organisation in a product-led manner - How traditional roles evolve in the product-led era - How can a product with a steep learning curve apply the 'show/don't tell' principle without risking. The interviewee: Eric Boduch serves as the Founder, Board Member, VP of Marketing and Chief Evangelist of Pendo.io. The interviewer: Aggelos Mouzakitis is the founder of Growth Sandwich. He created Growth Sandwich, back in 2017 with a sole vision: to help promising early-stage teams get their products to market in a solid manner. He has worked or trained more than 500 marketers and founders on how to get to the market with the right mix of tactics and a product that drives engagement and happiness. About Growth Sandwich: Growth Sandwich is the first European Product-led Go-to-Market Strategy agency. We specialise in helping SaaS products and businesses that operate in the subscription economy. Our approach is 100% customer-centric and we help post-Product/Market fit companies establish a repeatable selling motion and recurring revenues.

Can we forecast what our customers need based on simple signals of behaviour? The answer is yes. Elad Levy, Co-founder and Head of Growth at Fixel shares with us specific cases where simple actions might prove to be more important than we thought and drive actions from our side which might prevent churn. Key takeaways: - Which are the soft signals that reveal the users' struggle - What actions to trigger when you identify these soft signals - When is the right time to automate your reactions to these signals The interviewee: Veteran digital marketer with over 9 years of experience in Web Analytics, working with major local and international brands in Software, Retail, Banking, Network Television, and other industries. The interviewer: Aggelos Mouzakitis is the founder of Growth Sandwich. He created Growth Sandwich, back in 2017 with a sole vision: to help promising early-stage teams get their products to market in a solid manner. He has worked or trained more than 500 marketers and founders on how to get to the market with the right mix of tactics and a product that drives engagement and happiness. About Growth Sandwich: Growth Sandwich is the first European Product-led Go-to-Market Strategy agency. We specialise in helping SaaS products and businesses that operate in the subscription economy. Our approach is 100% customer-centric and we help post-Product/Market fit companies establish a repeatable selling motion and recurring revenues.

What is the VCs perspective on your product metrics and how are these impacting their investment decisions? How are they perceiving and evaluating our Product/Market fit? Colin Gutman, Managing Director at SaaS Ventures, explains us the VC's point of view on this discussion and helps us understand in an informal manner, how he and his team evaluate new products that might end up in their portfolio. Key takeaways: - How VCs are seeing your product metrics - How VCs evaluate your Product/Market fit - Which are the metrics that VCs are sensitive about The interviewee: Collin has been investing in early-stage enterprise tech companies for 8 years, with a portfolio of over 100 investments. The interviewer: Aggelos Mouzakitis is the founder of Growth Sandwich. He created Growth Sandwich, back in 2017 with a sole vision: to help promising early-stage teams get their products to market in a solid manner. He has worked or trained more than 500 marketers and founders on how to get to the market with the right mix of tactics and a product that drives engagement and happiness. About Growth Sandwich: Growth Sandwich is the first European Product-led Go-to-Market Strategy agency. We specialise in helping SaaS products and businesses that operate in the subscription economy. Our approach is 100% customer-centric and we help post-Product/Market fit companies establish a repeatable selling motion and recurring revenues.

Well, you have an idea but how can you effectively test it in a low-cost manner before even writing a single piece of code? In this interview, Billy Carlson, Design education consultant at Balsamiq is teaching simple yet effective ways of prototyping our ideas quickly and getting the necessary feedback. The secret? High-fidelity wireframes. Enjoy! Key takeaways: - How to quickly share ideas and get feedback - How to build high-fidelity wireframes - How to refine your idea while it's still early The interviewee: Billy is an expert in digital product design, having created products used by millions of people across many types of experience. He is a design educator and writer at Balsamiq, and a frequent facilitator for design thinking and innovation workshops. The interviewer: Aggelos Mouzakitis is the founder of Growth Sandwich. He created Growth Sandwich, back in 2017 with a sole vision: to help promising early-stage teams get their products to market in a solid manner. He has worked or trained more than 500 marketers and founders on how to get to the market with the right mix of tactics and a product that drives engagement and happiness. About Growth Sandwich: Growth Sandwich is the first European Product-led Go-to-Market Strategy agency. We specialise in helping SaaS products and businesses that operate in the subscription economy. Our approach is 100% customer-centric and we help post-Product/Market fit companies establish a repeatable selling motion and recurring revenues.

Is Churn rate a metric that mainly product managers care about? What is the role of customer success in a product-led company? Can actually customer success helps us prevent churn? In this insightful interview, Andy Mura, Head of Marketing at Userlane, explains how exceptional customer success is actually our biggest weapon against customer churn. Key takeaways: - How to increase product adoption and retention with great customer success - How to give a great first impression that will last - How great customer success can (temporarily) cover for your bad UX The interviewee: Andy has been working in tech for almost ten years as a consultant, initiator, mentor, founder/co-founder, or CMO. Andy joined Userlane from the very beginning and has been researching and analyzing SaaS product management and customer success trends, tactics, and strategies for the past three years primarily focussing on onboarding, UX, and customer retention. The interviewer: Aggelos Mouzakitis is the founder of Growth Sandwich. He created Growth Sandwich, back in 2017 with a sole vision: to help promising early-stage teams get their products to market in a solid manner. He has worked or trained more than 500 marketers and founders on how to get to the market with the right mix of tactics and a product that drives engagement and happiness. About Growth Sandwich: Growth Sandwich is the first European Product-led Go-to-Market Strategy agency. We specialise in helping SaaS products and businesses that operate in the subscription economy. Our approach is 100% customer-centric and we help post-Product/Market fit companies establish a repeatable selling motion and recurring revenues.