Podcasts about mainstream customers

Nan Yu is the head of product at Linear, one of the most beloved and fastest-growing B2B SaaS products out there today, and the gold standard for high-performing tech teams. In our conversation, we discuss:• Why speed and quality aren't actually at odds• Linear's unique approach to product development• Nan's systematic approach to creativity• Linear's philosophy on deadlines• The “double triangle” framework for product management• Nan's approach to landing his dream product roles• Much more—Brought to you by:• Sinch—Build messaging, email, and calling into your product• Paragon—Ship every SaaS integration your customers want• Wix Studio—The web creation platform built for agencies—Find the transcript at: https://www.lennysnewsletter.com/p/linears-secret-to-building-beloved-b2b-products-nan-yu—Where to find Nan Yu:• X: https://x.com/thenanyu• LinkedIn: https://www.linkedin.com/in/thenanyu/—Where to find Lenny:• Newsletter: https://www.lennysnewsletter.com• X: https://twitter.com/lennysan• LinkedIn: https://www.linkedin.com/in/lennyrachitsky/—In this episode, we cover:(00:00) Introduction to Nan Yu and Linear(04:54) Survey insights: Linear vs. Jira(07:51) The speed vs. quality myth(09:24) Building and iterating quickly(15:31) Avoiding bloat in enterprise software(23:57) Understanding user needs deeply(30:09) How to approach customer calls(34:10) Creating strong emotional hooks(40:31) Managing the product backlog(44:46) Systemizing creativity(48:16) Demo: Saving drafts in Linear(51:38) Breaking constraints and building at extremes(54:15) Adopting new tools(58:22) The “double triangle” framework for product management(01:04:23) Effective job-hunting strategies for PMs(01:09:15) Thoughts on deadlines(01:14:15) Lightning round—Referenced:• Jira: https://www.atlassian.com/software/jira• Linear: https://linear.app/• Patrick Collison's post on X: https://x.com/patrickc/status/1869422495985750459• Magnus Carlsen on X: https://x.com/magnuscarlsen• Hikaru Nakamura on X: https://x.com/gmhikaru• Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market: https://www.lennysnewsletter.com/p/geoffrey-moore-on-finding-your-beachhead• Customer Request feature on Linear: https://linear.app/customer-requests• Everlane: https://www.everlane.com/• Schlep Blindness: https://paulgraham.com/schlep.html• Linear's triage tool: https://linear.app/docs/triage• Patrick Collison's post about mental models on X: https://x.com/patrickc/status/1443215022029619200• Brian Chesky's new playbook: https://www.lennysnewsletter.com/p/brian-cheskys-contrarian-approach• Unpacking Amazon's unique ways of working | Bill Carr (author of Working Backwards): https://www.lennysnewsletter.com/p/unpacking-amazons-unique-ways-of• Mode: https://mode.com/• The Diplomat on Netflix: https://www.netflix.com/title/81288983• Sakura Micron pens: https://www.amazon.com/SAKURA-PIGMA-MICRON-ESSENTIAL-COLORS/dp/B07VJFXT3C/—Recommended books:• Crossing the Chasm: Marketing and Selling Disruptive Products to Mainstream Customers: https://www.amazon.com/Crossing-Chasm-3rd-Disruptive-Mainstream/dp/0062292986• The Design of Everyday Things: https://www.amazon.com/Design-Everyday-Things-Revised-Expanded/dp/0465050654/—Production and marketing by https://penname.co/. For inquiries about sponsoring the podcast, email podcast@lennyrachitsky.com.—Lenny may be an investor in the companies discussed. Get full access to Lenny's Newsletter at www.lennysnewsletter.com/subscribe

Eilon Reshef is the co-founder and chief product officer at Gong, one of the most ubiquitous B2B products in the world. In our conversation, we discuss:• Gong's unique approach to working with design partners• Their unique pod model• Why Eilon makes big decisions quickly• Lessons learned from being early in AI• The power of extreme focus• His “spiral method” for learning complex topics quickly• How to maintain quality while optimizing for speed—Brought to you by:• WorkOS—Modern identity platform for B2B SaaS, free up to 1 million MAUs• Think Fast Talk Smart—Tools and techniques to help you communicate more effectively• Vanta—Automate compliance. Simplify security—Find the transcript at: https://www.lennysnewsletter.com/p/inside-gong-eilon-reshef—Where to find Eilon Reshef:• LinkedIn: https://www.linkedin.com/in/eilonreshef—Where to find Lenny:• Newsletter: https://www.lennysnewsletter.com• X: https://twitter.com/lennysan• LinkedIn: https://www.linkedin.com/in/lennyrachitsky/—In this episode, we cover:(00:00) Eilon's background(04:20) The pod model(06:33) Working with design partners(09:13) Finding and coordinating design partners(13:12) Balancing customer feedback and vision(15:10) Gong's 95% feature adoption(17:05) The importance of autonomy and trust(23:30) How to implement this unique way of working(27:15) Speed and decision-making(31:47) Early AI adoption and lessons learned(35:50) Building effective AI teams(38:16) The spiral method for learning(41:36) Narrowing down the initial customer profile(44:24) Failure corner(46:35) Lightning round—Referenced:• Gong: https://www.gong.io• Cisco: https://www.cisco.com/• How Gong builds product: https://www.lennysnewsletter.com/p/how-gong-builds-product• What is Montessori education?: https://amshq.org/About-Montessori/What-Is-Montessori• Isaac Asimov: https://en.wikipedia.org/wiki/Isaac_Asimov• Amit Bendov on LinkedIn: https://www.linkedin.com/in/amitbendov/• Lessons from scaling Spotify: The science of product, taking risky bets, and how AI is already impacting the future of music | Gustav Söderström (Co-President, CPO, and CTO at Spotify): https://www.lennysnewsletter.com/p/lessons-from-scaling-spotify-the• Nvidia: https://www.nvidia.com• Figma: https://www.figma.com• The Spiral Method: https://www.gong.io/blog/using-the-spiral-method/• Webex: https://www.webex.com/• L'Oréal: https://www.lorealparisusa.com/• American Express: https://www.americanexpress.com/• Slow Horses on AppleTV+: https://tv.apple.com/us/show/slow-horses/umc.cmc.2szz3fdt71tl1ulnbp8utgq5o• Dishwasher basket: https://www.amazon.com/Munchkin-High-Capacity-Dishwasher-Basket/dp/B07ZPMYKKS/• What most people miss about marketing | Rory Sutherland (Vice Chairman of Ogilvy UK, author): https://www.lennysnewsletter.com/p/what-most-people-miss-about-marketing• Occam's razor: https://en.wikipedia.org/wiki/Occam%27s_razor• Hanlon's razor: https://en.wikipedia.org/wiki/Hanlon%27s_razor• Sabich: https://en.wikipedia.org/wiki/Sabich#Ingredients_and_description• Careers at Gong: https://www.gong.io/careers—Recommended books:• Marty Cagan's books: https://www.amazon.com/stores/Marty-Cagan/author/B00J21JTNM• “The Machine That Won the War”: https://www.goodreads.com/book/show/18402398-the-machine-that-won-the-war• Crossing the Chasm: Marketing and Selling Disruptive Products to Mainstream Customers: https://www.amazon.com/Crossing-Chasm-3rd-Disruptive-Mainstream/dp/0062292986• The Ideal Executive: https://www.amazon.com/Ideal-Executive-Ichak-Kalderon-Adizes/dp/0937120030/• Crucial Conversations: Tools for Talking when Stakes Are High: https://www.amazon.com/Crucial-Conversations-Tools-Talking-Stakes/dp/1260474186/—Production and marketing by https://penname.co/. For inquiries about sponsoring the podcast, email podcast@lennyrachitsky.com.—Lenny may be an investor in the companies discussed. Get full access to Lenny's Newsletter at www.lennysnewsletter.com/subscribe

Dan Olsen is a product management trainer, consultant, author, and speaker who has worked with both small startups and large public companies. He began his career designing nuclear-powered submarines and later transitioned into product leadership roles at Intuit and several startups. As a product management trainer and consultant with Olsen Solutions, Dan helps CEOs and product leaders build high-performing product teams that drive growth and innovation. His impressive list of clients includes Google, Walmart, Amazon, Facebook, Box, Microsoft, Medallia, and One Medical Group. Dan is the author of the best-selling book, The Lean Product Playbook, and is a frequent speaker at business and tech events. Dan has a Bachelor of Science degree in Electrical Engineering from Northwestern, a Master of Business Administration degree from Stanford, and a Master's degree in Industrial Engineering from Virginia Tech.   Today, Dan and I discuss the best practices every software product manager should follow for optimal success. Dan shares his observations about the increase in product management roles, training new product managers, and the global tech expansion. We dissect remote work, whether it's preferable to employees returning to the office, and the trend of getting rid of leased office spaces in favor of it. Dan also describes his journey into product management and what he learned from designing nuclear submarines for the Navy.   “If you really want your software to be successful, you need product managers to be there.” - Dan Olsen   This week on Innovation Talks:   ●     How Dan transitioned from designing nuclear submarines to product management ●     The best practices that all product managers should follow ●     The bell curves of product management in different types of companies ●     Best practices with respect to product management ●     How to train new product managers ●     The core roles of design and development teams ●     Why product managers are more in demand than ever before   Resources Mentioned:   ●     Book: Crossing the Chasm, 3rd Edition: Marketing and Selling Disruptive Products to Mainstream Customers (https://www.amazon.com/Crossing-Chasm-3rd-Disruptive-Mainstream/dp/0062292986) by Geoffrey Moore ●     Book: What Customers Want: Using Outcome-Driven Innovation to Create Breakthrough Products and Services (https://www.amazon.com/What-Customers-Want-Outcome-Driven-Breakthrough/dp/0071408673) by Anthony Ulwick   Connect with Dan Olsen:   ●     Dan Olsen Website (https://dan-olsen.com/) ●     Dan Olsen Newsletter (https://dan-olsen.com/get-tips/) ●     Book: The Lean Product Playbook: How to Innovate with Minimum Viable Products and Rapid Customer Feedback (https://www.amazon.com/Lean-Product-Playbook-Innovate-Products/dp/1118960874/) ●     Dan Olsen on LinkedIn (https://www.linkedin.com/in/danolsen98/) ●     Dan Olsen on YouTube (http://www.youtube.com/c/danolsen/) ●     Dan Olsen on Twitter (https://twitter.com/danolsen)   This Podcast is brought to you by Sopheon   Thanks for tuning into this week's episode of Innovation Talks. If you enjoyed this episode, please subscribe and leave a review wherever you get your podcasts.   Apple Podcasts (https://podcasts.apple.com/us/podcast/innovation-talks/id1555857396) | TuneIn (https://tunein.com/podcasts/Technology-Podcasts/Innovation-Talks-p1412337/) | GooglePlay (https://www.google.com/podcasts?feed=aHR0cHM6Ly9pbm5vdmF0aW9udGFsa3MubGlic3luLmNvbS9yc3M%3D) | Stitcher (https://www.stitcher.com/s?fid=614195) | Spotify (https://open.spotify.com/show/1dX5b8tWI29YbgeMwZF5Uh) | iHeart (https://www.iheart.com/podcast/263-innovation-talks-82985745/)   Be sure to connect with us on Facebook (https://www.facebook.com/SopheonCorp/) , Twitter (https://twitter.com/sopheon) , and LinkedIn (https://www.linkedin.com/company/sopheon/) , and share your favorite episodes on social media to help us reach more listeners, like you.   For additional information around new product development or corporate innovation, sign up for Sopheon's newsletter where we share news and industry best practices monthly! The fastest way to do this is to go to sopheon.com (https://www.sopheon.com/) and click here (https://info.sopheon.com/subscribe) .

David DeSanto is the chief product officer of GitLab, which is the largest remote-only company in the world. They share many of their team meetings on YouTube, and they've grown from being an open-source code management product competing with GitHub to a multi-product platform that covers security, compliance, continuous integration, project management, and deployment tools, many of which are infused with AI magic. In our conversation, we discuss:• How GitLab operationalizes transparency• The philosophy behind recording and sharing team meetings on YouTube• Their extensive public employee handbook• GitLab's core value of having “short toes”• Challenges and advice for doing remote work well• Strategies for ensuring effective communication in a remote work environment• GitLab's breadth-over-depth strategy• The company's unique approach to AI• The value of using humor in high-stakes conversations—Brought to you by:• Orb—The flexible billing engine for modern pricing• Eppo—Run reliable, impactful experiments• Paragon—Ship every SaaS integration your customers want—Find the transcript at: https://www.lennysnewsletter.com/p/the-gitlab-way—Where to find David DeSanto:• X: https://twitter.com/david_desanto• LinkedIn: https://www.linkedin.com/in/ddesanto/• Threads: https://www.threads.net/@david.the.beard—Where to find Lenny:• Newsletter: https://www.lennysnewsletter.com• X: https://twitter.com/lennysan• LinkedIn: https://www.linkedin.com/in/lennyrachitsky/—In this episode, we cover:(00:00) David's background(04:20) Maintaining an epic beard(05:29) Why GitLab publicly shares team meetings(09:49) The GitLab Handbook(11:30) GitLab's issue tracker(14:29) How to successfully build a culture of transparency(18:11) Benefits of operating with transparency(19:55) The value of building in public(21:53) How GitLab implements their core value of kindness(25:16) What it means to have “short toes”(27:41) Other core values(32:16) Common reasons for not fitting in at GitLab(34:42) Advice for remote teams(42:04) Advice for getting into product(43:52) Advice for PMs who are struggling in a remote world(48:25) Specific tools that help with remote work(53:13) Time zones and remote work(57:18) Breadth-over-depth strategy(01:04:14) AI at GitLab(01:13:11) GitLab's products and solutions(01:14:54) Lightning round—Referenced:• GitLab: https://about.gitlab.com/• UX Showcase—David DeSanto introduction to UX team and AMA: https://www.youtube.com/watch?v=fEdsmnVKNj4• The GitLab Handbook: https://handbook.gitlab.com/• Sid Sijbrandij on LinkedIn: https://www.linkedin.com/in/sijbrandij/• Y Combinator: https://www.ycombinator.com/• GitLab issues: https://docs.gitlab.com/ee/user/project/issues/• Salesforce: https://www.salesforce.com/• GitLab values: https://handbook.gitlab.com/handbook/values• GitLab organizational structure: https://handbook.gitlab.com/handbook/company/structure• GitLab direction: https://about.gitlab.com/direction/• Dogfooding: A simple practice to help you build better products: https://medium.com/agileinsider/dogfooding-a-simple-practice-to-help-you-build-better-products-b5954af4d5f7• The ultimate guide to adding a PLG motion | Hila Qu (Reforge, GitLab): https://www.lennysnewsletter.com/p/the-ultimate-guide-to-adding-a-plg• Zigging vs. zagging: How HubSpot built a $30B company | Dharmesh Shah (co-founder/CTO): https://www.lennysnewsletter.com/p/lessons-from-30-years-of-building• HubSpot: https://www.hubspot.com/• Crossing the Chasm: Marketing and Selling Disruptive Products to Mainstream Customers: https://www.amazon.com/Crossing-Chasm-3rd-Disruptive-Mainstream/dp/0062292986• Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market: https://www.lennyspodcast.com/geoffrey-moore-on-finding-your-beachhead-crossing-the-chasm-and-dominating-a-market/• Open-core model: https://en.wikipedia.org/wiki/Open-core_model• GitLab Duo: https://about.gitlab.com/gitlab-duo/• GitLab Docs: https://docs.gitlab.com/• Anthropic: https://www.anthropic.com/• GitLab Acquires UnReview to Expand Its DevOps Platform with Machine Learning Capabilities: https://about.gitlab.com/press/releases/2021-06-02-gitlab-acquires-unreview-machine-learning-capabilities/• Essentialism: The Disciplined Pursuit of Less: https://www.amazon.com/Essentialism-Disciplined-Pursuit-Greg-McKeown/dp/0804137382• The Mission Critical Core/Context Model for Product Managers: https://secretpmhandbook.com/the-mission-critical-corecontext-model-for-product-managers/• The Devil's Hour on AppleTV+: https://tv.apple.com/us/show/the-devils-hour/umc.cmc.3zw4tyzd4lvor5mwhujms63x3• Glass Onion: A Knives Out Mystery on Netflix: https://www.netflix.com/title/81458416• Taylor Swift's The Eras Tour on Prime Video: https://www.amazon.com/TAYLOR-SWIFT-ERAS-EXTENDED-VERSION/dp/B0CP99SN2B• The STAR method: https://capd.mit.edu/resources/the-star-method-for-behavioral-interviews/• Artifact News: https://artifact.news/• Superhuman: https://superhuman.com/• Arc browser: https://arc.net/• An inside look at how The Browser Company builds product: https://www.lennysnewsletter.com/p/competing-with-giants-an-inside-look—Production and marketing by https://penname.co/. For inquiries about sponsoring the podcast, email podcast@lennyrachitsky.com.—Lenny may be an investor in the companies discussed. Get full access to Lenny's Newsletter at www.lennysnewsletter.com/subscribe

Learn how to navigate complex organizational changes, empower teams, and optimize outcomes through strategic planning, stakeholder involvement, and fostering a culture of adaptability and growth. Gain practical strategies for driving meaningful change in your organization! Join Dave Salciccioli, Chief Strategy Officer at Singing River Dental Partners, as he shares invaluable insights on change leadership in Dental Service Organizations (DSOs). With extensive experience and a demonstrated history of strategic leadership, Dave leverages industry insights to foster growth and innovation. Also, his passion for coaching and consulting enables him to empower individuals and teams to thrive within the dynamic dental industry landscape, driving excellence and success beyond conventional boundaries. [00:59] From Pastoral Paths to Dental Transitions: A Journey of Strategy and Change Leadership [05:58] Frameworks and Curiosity in Organizational Diagnosis [11:17] Synthesizing Strategy: Organizational Alignment and Execution [16:34] Embracing Boredom: Sustaining Success in Organizational Growth [22:21] The Change Leadership Process: From Vision to Execution [31:51] A Must-Have Skill for Future Success Resources: Connect with Dave: LinkedIn: linkedin.com/in/dave-salciccioli   Mentioned in the episode: The Five Dysfunctions of a Team: A Leadership Fable: amazon.com/Five-Dysfunctions-Team-Leadership-Fable Leading change: amazon.com/Leading-Change-New-Preface-Author Change: How Organizations Achieve Hard-to-Imagine Results in Uncertain and Volatile Times: amazon.com/Change-Organizations-Hard-Imagine-Uncertain Accelerate: Building Strategic Agility for a Faster-Moving World: amazon.com/Accelerate-Building-Strategic-Agility-Faster-Moving Crossing the Chasm, 3rd Edition: Marketing and Selling Disruptive Products to Mainstream Customers: amazon.com/Crossing-Chasm-3rd-Disruptive-Mainstream

There are incredible obstacles when it comes to moving a new technology like electric vehicles from the early adopters to the mass market. But if you have the right insight, you may be able to predict what the future has in store. On this episode of Driving Ahead, from NADA, host Jonathan Collegio chats with Geoffrey Moore, organizational theorist, management consultant and author, known for his book Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers. Jonathan and Geoffrey dive into the challenge of getting technological products from early adopters into the mass market, and how that can apply to electric vehicles, including how EV maintenance costs affect consumer behavior, overcoming charging infrastructure issues, and so much more. So press play and listen in to this insightful episode of Driving Ahead, from NADA.Follow UsX @NADAUpdateInstagram @NADAYouTube @NADAUpdateLinkedIn @NADAFacebook @NADAUpdatePresented by The National Automobile Dealers Associationhttps://www.nada.org/

Geoffrey Moore is an author, speaker, and advisor, widely known for his seminal book Crossing the Chasm: Marketing and Selling Disruptive Products to Mainstream Customers, which many consider the most important book ever written on go-to-market strategy. Moore's work is focused on the market dynamics surrounding disruptive innovations, and how one overcomes the challenge of transitioning from serving early adopters to the mainstream. In this episode, we discuss:• What “crossing the chasm” means• What steps to take before you try crossing the chasm• The importance of winning a marquee customer• The role of executive sponsors in the sales process• The differences between visionaries and pragmatists, and how to build for each• Geoffrey's four go-to-market playbooks based on stage: Early Market, Bowling Alley, Tornado, and Main Street• The problem with discounting before crossing the chasm• “Deadly sins” to avoid when crossing the chasm—Brought to you by:• CommandBar—AI-powered user assistance for modern products and impatient users• WorkOS—An API platform for quickly adding enterprise features• Arcade Software—Create effortlessly beautiful demos in minutes—Find the full transcript at: https://www.lennyspodcast.com/geoffrey-moore-on-finding-your-beachhead-crossing-the-chasm-and-dominating-a-market/—Where to find Geoffrey Moore:• X: https://twitter.com/geoffreyamoore• LinkedIn: https://www.linkedin.com/in/geoffreyamoore/• LinkedIn posts: https://www.linkedin.com/in/geoffreyamoore/recent-activity/articles/—Where to find Lenny:• Newsletter: https://www.lennysnewsletter.com• X: https://twitter.com/lennysan• LinkedIn: https://www.linkedin.com/in/lennyrachitsky/—In this episode, we cover:(00:00) Geoffrey's background(04:03) What people often get wrong about Crossing the Chasm(05:58) Finding your beachhead segment(09:29) The four inflection points of the technology adoption lifestyle(15:45) Geoffrey's bonfire and bowling alley analogies(18:36) Steps to take before trying to cross the chasm(22:19) Signs you're ready to cross the chasm(25:19) Advice for startups on where to start(27:31) Thoughts on venture capital(27:53) A general timeline for crossing the chasm(30:52) What exactly is the “chasm”?(32:35) The difference between visionaries and pragmatists(36:05) Finding the compelling reason to buy(43:45) The Early Market playbook(45:46) The Bowling Alley playbook(48:39) Different sales approaches for early market and bowling alley(51:26) Changing the value state of the company(53:28) The Tornado playbook(57:35) Why combining playbooks doesn't work(59:10) Using generative AI in different market phases(01:03:02) The risks of discounting(01:04:21) Other “deadly sins” of crossing the chasm(01:09:09) Positioning in crossing the chasm(01:10:36) Product-led growth and crossing the chasm(01:13:54) The challenges of software and entrepreneurship(01:16:35) How Geoffrey's thinking has evolved(01:19:30) The importance of entrepreneurship and impact(01:20:42) His book The Infinite Staircase(01:23:58) Connect with Geoffrey Moore—Referenced:• Crossing the Chasm: Marketing and Selling Disruptive Products to Mainstream Customers: https://www.amazon.com/Crossing-Chasm-3rd-Disruptive-Mainstream/dp/0062292986• Oracle: https://www.oracle.com/• Documentum: https://www.opentext.com/products/documentum• Figma: https://www.figma.com/• Notion: https://www.notion.so/• Salesforce: https://www.salesforce.com/• Intel: https://www.intel.com/• Jason Fried challenges your thinking on fundraising, goals, growth, and more: https://www.lennyspodcast.com/jason-fried-challenges-your-thinking-on-fundraising-goals-growth-and-more/• The Mayo Clinic: https://www.mayoclinic.org/• Coda: https://coda.io/• An inside look at how Figma ships product: https://coda.io/@yuhki/figma-product-roadmap• Dylan Field on LinkedIn: https://www.linkedin.com/in/dylanfield/• Regis McKenna on Crunchbase: https://www.crunchbase.com/organization/regis-mckenna-inc• Andrew Grove: https://en.wikipedia.org/wiki/Andrew_Grove• A step-by-step guide to crafting a sales pitch that wins | April Dunford (author of Obviously Awesome and Sales Pitch): https://www.lennyspodcast.com/a-step-by-step-guide-to-crafting-a-sales-pitch-that-wins-april-dunford-author-of-obviously-awesom/• Sales Pitch: How to Craft a Story to Stand Out and Win: https://www.amazon.com/Sales-Pitch-Craft-Story-Stand/dp/1999023021• B2B Go-to-Market Playbooks and the Technology Adoption Life Cycle: https://www.linkedin.com/pulse/b2b-go-to-market-playbooks-technology-adoption-life-cycle-moore/• Juniper: https://www.juniper.net/us/en.html• Sal Khan on LinkedIn: https://www.linkedin.com/in/khanacademy/• Khan Academy: https://www.khanacademy.org/• How the Star Wars Kessel Run Turns Han Solo Into a Time-Traveler: https://www.wired.com/2013/02/kessel-run-12-parsecs/• Atlassian: https://www.atlassian.com/• Martin Casado on LinkedIn: https://www.linkedin.com/in/martincasado/• The Infinite Staircase: What the Universe Tells Us About Life, Ethics, and Mortality: https://www.amazon.com/Infinite-Staircase-Universe-Ethics-Mortality/dp/1950665984—Production and marketing by https://penname.co/. For inquiries about sponsoring the podcast, email podcast@lennyrachitsky.com.—Lenny may be an investor in the companies discussed. Get full access to Lenny's Newsletter at www.lennysnewsletter.com/subscribe

How can you bring your cutting-edge products to a larger market, far beyond the walls of your own industry? Cross the chasm that separates us from the marketplace in today's episode! Helping you navigate is the legend in the go-to-market world, Geoffrey Moore. He is an American organizational theorist, management consultant, and author of Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers. Geoffrey shares the guide to navigate across the chasm of technologies with a game plan for marketing in high-tech industries. He provides insights into a great framework called ‘Target Market Initiatives' and how it provides the avenue to overcome the challenges in a high-tech industry. Grab onto your seats as Geoffrey takes us across the chasm of technologies and towards a thriving business.Love the show? Subscribe, rate, review, and share! http://stratyve.com/

In today's episode of Category Visionaries, we speak with Greg Fallon, CEO of Geminus, an industrial AI optimization platform that's raised $12 Million in funding. Topics Discussed: Greg's background in mechanical engineering, being a lifelong nerd and having a passion for innovation Geminus' goal of making machines more efficient  How increasing the efficiency of big plants and equipment can positively impact the environment Strategies Greg uses to cut through the noise in the AI industry 3 important lessons Greg learned from fundraising   Favorite book:  The Lonely Sea and the Sky Crossing the Chasm: Marketing and Selling Technology Projects to Mainstream Customers

It's frustrating to see the widespread misuse of business terminology in the corporate world. Terms such as strategy, positioning, and vision are frequently interchanged or confused. Today, I'll clarify these terms, discussing when and how to use them. I'll share with you: The difference between strategy, vision, and positioning  Pitching to investors vs. pitching to potential customers The importance of adapting positioning An explanation of Geoffrey Moore's “bowling pin” strategy Examples of implementing the “bowling pin” strategy earlier in my career Why you don't need a story for your strategy The importance of having a shared vocabulary within your organization Thanks for listening!  If You Want To Skip Ahead: (00:17) How the book tour is going (01:02) A brief overview of vision, strategy, and positioning  (04:02) The difference between pitching to investors and potential customers  (06:30) How positioning evolves as your strategy progresses (07:18) How to use the “bowling pin” strategy  (08:21) “Bowling pin” strategy examples from Janna Systems and Tulip Retail (13:51) Common pitfalls people make in discussing strategy (17:24) The importance of clarifying terminology with your team members (18:55) Closing thoughts — Where To Find April Dunford: Podcast Website: https://www.positioning.show/  Personal Website: https://www.aprildunford.com/  LinkedIn: https://www.linkedin.com/in/aprildunford/  Instagram: https://www.instagram.com/aprildunford/  Twitter: https://twitter.com/aprildunford — Referenced: Good Strategy Bad Strategy: The Difference and Why It Matters: https://www.amazon.com/Good-Strategy-Bad-Difference-Matters/dp/0307886239 Crossing the Chasm: Marketing and Selling Disruptive Products to Mainstream Customers: https://www.amazon.com/Crossing-Chasm-3rd-Disruptive-Mainstream/dp/0062292986 — Production and marketing by https://penname.co/

In today's episode of Category Visionaries, we speak with Raghu Gollamudi, CEO and Co-Founder of Included, a people analytics platform that's raised $5.4 Million in funding. Topics Discussed: Raghu's experimenting with tech as a kid, which included blowing a TV fuse in a country where TVs were very expensive His background in engineering and telecommunication in India, building a startup during the .com crash, and working at Microsoft Why Raghu admires an innovator who's making sanitary napkins more accessible  Creating an AI-powered HR analytics platform that provides insights and actionable recommendations to leaders Lessons Raghu learned from fundraising, and what his vision is for the future of Included   Favorite book:  Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers

Growing up in a big manufacturing family, Rishabh Agarwal, CEO of Peer Robotics, got an early look at the challenges manufacturers are facing. Now he's working to solve them - one robotic solution at a time.   Peer Robotics builds robots that solve some of the most simple, yet time and labor consuming tasks - moving materials around your shop floor. Rishabh's solutions aim to free up employees to do their most valuable work.   Best yet, the solutions are simple enough for any employee to implement - you don't need an expensive consultant or engineer spending hours to program and reprogram these robots. Simple solutions for complex problems will change the face of manufacturing.   Rishabh also talks to Ari about the Connecticut ecosystem and how it lead to starting his company here. They talk about the importance of embracing i4.0 technology and how it will help overcome labor shortages and improve quality.   Rishabh's favorite business books: The E Myth: Why Most Businesses Don't Work and What to Do About It, Michael E. Gerber Crossing the Chasm, Marketing and Selling Disruptive Products to Mainstream Customers, Geoffrey A. Moore   Rishabh Agarwal, Peer Robotics Website: https://www.peerrobotics.ai/ YouTube: https://www.youtube.com/channel/UC9hHXh2UC1jJVbcdLolid1A LinkedIn: https://www.linkedin.com/company/peer-robotics/ Twitter: https://twitter.com/RoboticsPeer Rishabh's LinkedIn: https://www.linkedin.com/in/rishabh-agarwal-160413101/   Ari Santiago, CEO, CompassMSP Company Website: https://compassmsp.com/ Company LinkedIn: https://www.linkedin.com/company/compass-msp/ Podcast Facebook: https://www.facebook.com/MadeinAmericaPodcast Podcast LinkedIn: https://www.linkedin.com/company/made-in-america-podcast-with-ari Podcast YouTube:  https://youtube.com/c/MadeinAmericaPodcastwithAri Company LinkedIn: https://www.linkedin.com/company/compass-msp/ Ari's LinkedIn: https://www.linkedin.com/in/asantiago104/   Podcast produced by Miceli Productions: https://miceliproductions.com/   Rishabh and Ari discuss: Robotics I4.0 Stanley Black and Decker Techstars State support

Brought to you by Superhuman—The fastest email experience ever made | Microsoft Clarity—See how people actually use your product | Eppo—Run reliable, impactful experiments—Nikhyl Singhal is VP of Product at Meta, overseeing teams building messaging, groups, stories, and the main Facebook feed. Before that, he served as the Chief Product Officer at Credit Karma and held various leadership roles at Google, leading teams on Google Photos and Google Hangouts. Nikhyl was also co-founder of three startups, including SayNow and Cast Iron Systems, which were acquired by Google and IBM, respectively. Alongside his successful career, he is passionate about coaching and mentoring, sharing his knowledge through the Skip podcast, newsletter and CPO community. In this episode, we discuss:• Finding your North Star and building a long and meaningful career• Why your superpower may actually be holding you back• Wisdom for aspiring product managers in the early stages of their career• Reasons you aren't getting promoted, and advice on what to change• How to avoid short-term thinking early in your career and how to become a better manager long-term• Signs you work at an “ex-growth” company and that it's time to leave• Signs the IC path is a reasonable pursuit• The importance of finding a community—Find the transcript at: https://www.lennyspodcast.com/building-a-long-and-meaningful-career-nikhyl-singhal-meta-google/#transcript—Where to find Nikhyl Singhal:• Twitter: https://twitter.com/nikhyl• LinkedIn: https://www.linkedin.com/in/nikhyl/• Newsletter: https://theskip.substack.com/• Podcast: https://www.skip.community/• Skip CPO Community: https://www.linkedin.com/company/skip-community-for-cpos/—Where to find Lenny:• Newsletter: https://www.lennysnewsletter.com• Twitter: https://twitter.com/lennysan• LinkedIn: https://www.linkedin.com/in/lennyrachitsky/—In this episode, we cover:(00:00) Nikhyl's background(04:37) Nikhyl's mentoring approach during critical periods of change(07:07) The power of long-term career planning(10:36) The value of gaining varied experiences rather than merely collecting logos on your resume(12:52) The unique benefits of working at a “MAGMA” company(14:50) Ex-growth companies and the impact of 0% interest rates(20:19) Signs your company may be struggling to find the right product-market fit(21:32) When you should stay at an ex-growth company(22:34) Early career advice for product managers(25:25) Mid-career strategies for promotion(29:47) Summarizing the 4 reasons you may not be getting promoted(30:15) The value of authentic feedback(33:29) Tactical tips for getting better feedback(34:46) Addressing management challenges in tech(39:50) Opportunities for those who prefer the IC path(45:25) How to become a better manager through community building(47:40) Nikhyl's community, The Skip(51:27) Lenny's Slack community(52:54) Late-career advice and identifying skills that need reshaping(57:07) Why it's so important to listen to contradictory feedback(59:45) Nikhyl's “superpower” and “shadow”(1:02:20) Mental health challenges and the third act of your career(1:08:44) Examples of North Star metrics in the third act of your career(1:12:20) Lightning round—Referenced:• Annie Pearl on Lenny's Podcast: https://www.lennyspodcast.com/behind-the-scenes-of-calendlys-rapid-growth-annie-pearl-cpo/• The Skip podcast episode about ex-growth companies: https://www.skip.community/should-i-join-or-leave-an-x-hypergrowth-company/• Jules Walter on Lenny's Podcast: https://www.lennyspodcast.com/leveraging-mentors-to-uplevel-your-career-jules-walter-youtube-slack/• Skip Community for CPOs on LinkedIn: https://www.linkedin.com/company/skip-community-for-cpos/• Crossing the Chasm: Marketing and Selling Disruptive Products to Mainstream Customers: https://www.amazon.com/Crossing-Chasm-3rd-Disruptive-Mainstream/dp/0062292986/• Leadership and Self-Deception: Getting Out of the Box: https://www.amazon.com/Leadership-Self-Deception-Getting-Out-Box/dp/B07H3G1KCN• Rise on Disney+: https://www.disneyplus.com/movies/rise/6Yv1uRnw2uAJ• Arc browser: https://arc.net/• Josh Miller (CEO of The Browser Company) on Lenny's Podcast: https://www.lennyspodcast.com/competing-with-giants-an-inside-look-at-how-the-browser-company-builds-product-josh-miller-ceo/—Production and marketing by https://penname.co/. For inquiries about sponsoring the podcast, email podcast@lennyrachitsky.com.—Lenny may be an investor in the companies discussed. Get full access to Lenny's Newsletter at www.lennysnewsletter.com/subscribe

Over the course of its history, DevRel has changed and evolved, both in the day-to-day responsibilities but also in the identify of what DevRel is. External influences as well as internal influences have changed the definitions, expectations, and roles within DevRel, for better and for worse. in this episode, we'll talk about * what's working * what's not working * how we can move forward to a future where DevRel makes sense. Checkouts Ben Greenberg * Rationality: What It Is, Why It Seems Scarce, Why It Matters (https://stevenpinker.com/publications/rationality-what-it-why-it-seems-so-scarce-and-why-it-matters) by Steven Pinke Jason Lengstorf * The Range (https://davidepstein.com/the-range/) Mia Moore * Chickpea Magazine (https://chickpeamagazine.com/): A whole foods vegan lifestyle magazine & blog Wesley Faulkner * Crossing the Chasm: Marketing and Selling Disruptive Products to Mainstream Customers (https://www.amazon.com/Crossing-Chasm-3rd-Disruptive-Mainstream/dp/0062292986) by Geoffrey A. Moore PJ Hagerty * Music League (https://musicleague.com/) Mary Thengvall * Whalebone Magazine (https://whalebonemag.com/): “a community of like-minded individuals who all believe that being delightfully disoriented and putting some fun into the world isn't the worst way to spend some time.” Enjoy the podcast? Please take a few moments to leave us a review on iTunes (https://itunes.apple.com/us/podcast/community-pulse/id1218368182?mt=2) and follow us on Spotify (https://open.spotify.com/show/3I7g5WfMSgpWu38zZMjet?si=565TMb81SaWwrJYbAIeOxQ), or leave a review on one of the other many podcasting sites that we're on! Your support means a lot to us and helps us continue to produce episodes every month. Like all things Community, this too takes a village. Artwork photo by Jackson Simmer (https://unsplash.com/@simmerdownjpg?utm_source=unsplash&utm_medium=referral&utm_content=creditCopyText) on Unsplash (https://unsplash.com/@simmerdownjpg?utm_source=unsplash&utm_medium=referral&utm_content=creditCopyText) Special Guests: Ben Greenberg, Jason Lengstorf, and Mia Moore.

Dan Olsen is a product management trainer, consultant, author, and speaker who has worked with both small startups and large public companies. He began his career designing nuclear-powered submarines and later transitioned into product leadership roles at Intuit and several startups. As a product management trainer and consultant with Olsen Solutions, Dan helps CEOs and product leaders build high-performing product teams that drive growth and innovation. His impressive list of clients includes Google, Walmart, Amazon, Facebook, Box, Microsoft, Medallia, and One Medical Group. Dan is the author of the best-selling book, The Lean Product Playbook, and is a frequent speaker at business and tech events. Dan has a Bachelor of Science degree in Electrical Engineering from Northwestern, a Master of Business Administration degree from Stanford, and a Master's degree in Industrial Engineering from Virginia Tech.  Today, Dan and I discuss the best practices every software product manager should follow for optimal success. Dan shares his observations about the increase in product management roles, training new product managers, and the global tech expansion. We dissect remote work, whether it's preferable to employees returning to the office, and the trend of getting rid of leased office spaces in favor of it. Dan also describes his journey into product management and what he learned from designing nuclear submarines for the Navy.  “If you really want your software to be successful, you need product managers to be there.” - Dan Olsen This week on Innovation Talks: ●     How Dan transitioned from designing nuclear submarines to product management ●     The best practices that all product managers should follow ●     The bell curves of product management in different types of companies ●     Best practices with respect to product management ●     How to train new product managers ●     The core roles of design and development teams ●     Why product managers are more in demand than ever before  Resources Mentioned: ●     Book: Crossing the Chasm, 3rd Edition: Marketing and Selling Disruptive Products to Mainstream Customers by Geoffrey Moore●     Book: What Customers Want: Using Outcome-Driven Innovation to Create Breakthrough Products and Services by Anthony Ulwick Connect with Dan Olsen: ●     Dan Olsen Website●     Dan Olsen Newsletter●     Book: The Lean Product Playbook: How to Innovate with Minimum Viable Products and Rapid Customer Feedback●     Dan Olsen on LinkedIn●     Dan Olsen on YouTube●     Dan Olsen on Twitter This Podcast is brought to you by Sopheon Thanks for tuning into this week's episode of Innovation Talks. If you enjoyed this episode, please subscribe and leave a review wherever you get your podcasts. Apple Podcasts | TuneIn | GooglePlay | Stitcher | Spotify | iHeart Be sure to connect with us on Facebook, Twitter, and LinkedIn, and share your favorite episodes on social media to help us reach more listeners, like you. For additional information around new product development or corporate innovation, sign up for Sopheon's newsletter where we share news and industry best practices monthly! The fastest way to do this is to go to sopheon.com and click here.

Brought to you by Vanta—Automate compliance. Simplify security | Public—Invest in stocks, treasuries, crypto, and more | LMNT—Zero-sugar hydration—Shweta Shrivastava is a Senior Product Leader at Waymo, an autonomous driving technology company backed by Alphabet. Prior to joining Waymo, she was the CPO of Nauto, where she also worked on AI-assisted driver tools. Shweta has worked in product for over 15 years in senior roles at several companies, including Amazon and Cisco. In today's episode, we discuss:• How Waymo builds trust with riders• Product management at Waymo vs software-only products• The state of self-driving technology• The importance of being a disruptor and why large companies need to disrupt more• Underrated product management skills—Find the full transcript at: https://www.lennyspodcast.com/product-lessons-from-waymo-shweta-shrivastava-waymo-amazon-cisco/#transcript—Where to find Shweta Shriva• LinkedIn: https://www.linkedin.com/in/shshrivastava/—Where to find Lenny:• Newsletter: https://www.lennysnewsletter.com• Twitter: https://twitter.com/lennysan• LinkedIn: https://www.linkedin.com/in/lennyrachitsky/—In this episode, we cover:(00:00) Shweta's background(03:47) What Shweta and her team are responsible for at Waymo(05:30) About the autonomous driving vehicle hardware, software, and simulation tools (08:14) Differences in working at Waymo vs. a more traditional software company(11:02) How Waymo builds trust with riders and the difference between driver assist and fully autonomous(13:57) An example of how Waymo builds trust with riders(15:55) The commercial, operational, and system behavior metrics Waymo uses (20:38) What are L5 autonomous vehicles and why Shweta thinks L4 vehicles are good enough(22:53) How to keep investors enthusiastic when it's a long-term investment(25:24) Building successful teams and successful products(26:39) Determining what you're not building, especially before product-market-fit(27:49) Why large companies need to disrupt their own models (29:33) The most underrated product management skills(33:07) Tips for getting promoted(35:19) Where is Waymo and how to try it out(36:46) Lightning round—Referenced:• Waymo: https://waymo.com/• Nauto: https://www.nauto.com/• Working Backwards: Insights, Stories, and Secrets from Inside Amazon: https://www.amazon.com/Working-Backwards-Insights-Stories-Secrets/dp/1250267595• Crossing the Chasm: Marketing and Selling Disruptive Products to Mainstream Customers: https://www.amazon.com/Crossing-Chasm-3rd-Disruptive-Mainstream/dp/0062292986• The Innovator's Dilemma: When New Technologies Cause Great Firms to Fail: https://www.amazon.com/Innovators-Dilemma-Technologies-Management-Innovation/dp/1633691780• Top Gun: Maverick on Amazon Prime: https://www.amazon.com/Top-Gun-Maverick-Tom-Cruise/dp/B0B18G8R9B—Production and marketing by https://penname.co/. For inquiries about sponsoring the podcast, email podcast@lennyrachitsky.com. Get full access to Lenny's Newsletter at www.lennysnewsletter.com/subscribe

There is no secret that our online activity and research are constantly monitored. But what really happens when you accept “cookies” and consent to your data being collected by websites? How do companies use that data to configure their marketing and sales strategies?Two years after his wife's passing, Dan Frechtling was still inundated with ads related to treatments and studies about cancer. That made him realize how abusive and invasive social media can be and how sometimes ineffective privacy laws are in protecting customers. Through his work as the CEO of Boltive, he is dedicated to helping brands and publishers ensure that websites and ad platforms comply with data privacy laws and adhere to the choices of internet users.In today's episode of the Jake Dunlap Show, Dan shares his journey from journalism to entering the world of B2B sales and marketing and later joining Boltive in their mission to secure advertisers and publishers against invasive media. He talks about the beginnings of targeted advertising, what really happens when we accept sharing our personal information online and how new legislation on data privacy and online security is forever changing B2B companies marketing practices.  Time stamps: (02:32) Back in time- growing up in the D.C. area and getting intrigued by journalism;(04:20) Getting into Northwestern University and realizing journalism wasn't the right path for him; deciding to stay on and choosing economics as his second major;(05:41) Going back to school and getting his MBA;(06:19) Learning Chinese after his parents housed a student who ran away from China after the Tiananmen Square protests; visiting China, studying at the Nankai University and working with different developers there;(07:43) His innate curiosity and desire to learn new things attracted him to business- making a pit stop in public relations and working on the Gatorade account, getting hired as an undergrad at General Mills, and leading the marketing department for Stamps.com;(11:03) Deciding to make the leap into the B2B sales world and learning a new approach to sales and attracting customers;(16:33) The beginnings of targeted advertising and marketing (from the apparition of the cookie to interest-based ads, online behavioral advertising, and the GDPR protection policy);(22:09) Do you really understand what happens when you “accept cookies” and allow access to your private data?(26:35) What you need to know about privacy laws and how they impact the sales marketing world;(30:30) Boltive's mission- making the internet safer; launching “Privacy Guard”, a secret-shopper technology ensuring that privacy violations are detected and opportunities to reach a targeted audience aren't missed;(38:16) The future of marketing- strategies need to be optimized so that they respect customers need for privacy.  Quotes “From the first day, I showed up on campus I realized that journalism school was not for me, but what do you do? You're there, you're enrolled so what do you do? So I stuck with the program and added economics cause I was getting more interested in business.” “There's a storytelling in Journalism that's also reflected in Marketing. When you think about messaging, when you think about persuasion there's a lot of what's going to be meaningful to the listener you're pitching and how can you be creative in that regard.” “With B2B you have the opportunity to craft differentiation and to position yourself, and to put facts in case studies and evidence behind what you're saying.” “You've got this hyper-targeting and tracking that started with the cookie and then you've got this data protection rise from these alarming incidents and that's leading to changing consumer attitudes (...) and GDPR which is still regarded as the most comprehensive privacy and security regime in the world.” “I didn't use to get two hoots about privacy until I experienced my own privacy being shared when my wife was diagnosed with cancer and I started doing all kinds of research on the internet to figure out what were the treatments and little did I know that while I was visiting those websites I was being tracked (..) that completely changed my mind about how abusive data privacy can be.” “There's this thing called the GPC (Global Privacy Control) that the California attorney general's office is requiring all businesses to honor (...) Yet, 90% plus of U.S. businesses do not honor that, and Sephora was one of them.” “It gets to national security implications. There was an organization called RuTarget which was a subsidiary of Russia's Sberbank (...) For 4 months during the Ukraine invasion, RuTarget was receiving data from Google and from other advertisers unknowingly. This led to understanding the risks of surveillance from foreign governments.”______________________________  Get in contact with Dan: Linkedin- http://linkedin.com/in/frechtlingTwitter- http://lshrt.xyz/4ox5v  Boltive- social links: Website - https://www.boltive.com/Linkedin- https://www.linkedin.com/company/boltive/ ______________________________  Mentions: Tiananmen Square protests and massacre (1989)- student-led demonstrations suppressed by the Chinese government through military intervention; Gatorade- an American brand of sports-themed beverage and food products, built around its signature line of sports drinks; Website | Twitter | Youtube | Facebook | Instagram  General Mills- an American multinational manufacturer and marketer of branded processed consumer foods; Website | Twitter | Youtube | Facebook | Instagram | Linkedin Cheerios- a brand of cereal manufactured by General Mills;Website | Twitter | Youtube | Facebook | Instagram| Tik Tok Starbucks- an American multinational chain of coffeehouses and roastery reserves; Website | Twitter | Youtube | Facebook | Instagram | Spotify| Pinterest Geoffrey Moore-an American organizational theorist, management consultant, and author, best known for his work Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers. In his book he offers  a template for a positioning statement; Website | Twitter | Youtube | Linkedin HTTP cookies- pieces of data from a website that is stored within a web browser and that the website can retrieve at a later time; Edward Snowden- former computer intelligence consultant who leaked highly classified information from the National Security Agency (NSA); __________________________  Follow Jake:Website- https://www.jakedunlap.com/Instagram- https://www.instagram.com/jake_dunlap_/Linkedin- https://www.linkedin.com/in/jakedunlapTwitter- https://twitter.com/jaketdunlap

Adam Grenier is the former Head of Growth Marketing and Innovation at Uber, where he helped build Uber's growth infrastructure from the ground up. He is also the former VP of Product and Marketing at LambdaSchool, and former VP of Marketing at Masterclass. These days, Adam is a growth and marketing advisor to many companies, as well as a teacher through Reforge. In today's episode, Adam shares how to determine whether a new channel is worth exploring, the rise of the growth CMO, and how improv classes can improve team bonding and create a more positive ‘yes' culture. He also speaks candidly about his own struggles with burnout and depression and shares some incredible tools that have helped him along the way.—Where to find Adam Grenier:• Twitter: https://twitter.com/AKGrenier• LinkedIn: https://www.linkedin.com/in/akgrenier/—Where to find Lenny:• Newsletter: https://www.lennysnewsletter.com• Twitter: https://twitter.com/lennysan• LinkedIn: https://www.linkedin.com/in/lennyrachitsky/—Thank you to our wonderful sponsors for making this episode possible:• Whimsical: https://whimsical.com/lenny• Coda: http://coda.io/lenny• Amplitude: https://amplitude.com/—Referenced:• OOT: https://en.wikipedia.org/wiki/Over-the-top_media_service• Grin: https://grin.co/• Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers: https://www.amazon.com/Crossing-Chasm-Marketing-High-Tech-Mainstream/dp/0060517123•Hacking Marketing: Agile Practices to Make Marketing Smarter, Faster, and More Innovative:  https://www.amazon.com/Hacking-Marketing-Practices-Smarter-Innovative/dp/1119183170• Adam's twitter thread about burnout: https://twitter.com/akgrenier/status/1285275433282359296•Why Buddhism is True: https://www.amazon.com/Why-Buddhism-True-Philosophy-Enlightenment/dp/1439195455—In this episode, we cover:(00:35) Adam's background(05:34) How improv can improve creativity and collaboration(13:09) What we'll cover in this episode(13:52) Determining when an acquisition channel is a good match(25:38) Advice for how long to test a new channel(30:11) Emerging platforms that are worth exploring(36:53) Influencer marketing tools(37:55) When to broaden your audience(41:22) What is a Growth CMO?(49:36) Why marketing leaders should learn product development(51:32) Red flags that your CMO isn't a good fit(55:33) Dealing with depression and burnout(1:03:00) Tools to help you through difficult times(1:05:20) Signs you're facing burnout(1:07:15) What's next for Adam—Production and marketing by https://penname.co/. For inquires about sponsoring the podcast, email podcast@lennyrachitsky.com. Get full access to Lenny's Newsletter at www.lennysnewsletter.com/subscribe

Gadi Shamia is the CEO and Co-Founder of Replicant, a conversational AI platform founded on the belief that machines are ready to have useful, complex conversations that will transform the way they interact with the world. Prior to Replicant, Gadi helped take Talkdesk, a $10B contact centre software market leader from a seed-stage company to a Unicorn startup as its COO, and played a key role in architecting and executing its 20X growth in people and revenue.   Questions   Could you share with our listeners a little bit about your journey? Can you share with us a little bit about how organizations are using AI to enhance customer experience? And have you seen that change more drastically, especially in the last 2 to 3 years? Could you also share with us how the intelligent voice automation is helping to improve business outcomes for companies who don't have enough manpower to keep up with demand? What's the one online resource, tool, website or app that you absolutely can't live without in your business? Could you share with us maybe one or two books that have had the biggest impact on you, it could be a book that you read a very long time ago or even listened to, or one that you have engaged with recently, but has really left a big mark on you. Could you also share with us what's the one thing that's going on in your life right now that you're really excited about? Either something you're working on to develop yourself or your people. Where can listeners find you online? Do you have a quote are saying that during times of adversity or challenge, you tend to revert to this quote, it kind of helps to get you back on track if for any reason you got off track, or you got derailed? Do you have one of those?   Highlights   Gadi's Journey   Gadi shared that he likes this question because it gives him an opportunity to share with people that a lot of one's journey is luck, and maybe early smart decisions. But some of them in some cases no way to predict how one decision will lead to the next opportunity.   He got into tech as an accident actually, he studied accounting and economics. The tech industry at the time in the 90s was not really evolved actually even studying computer science was one of the easiest degrees to get to. And accounting economics management type degrees were really hard to get to at the time, really reverse from what is today.   And he got into tech because his university was on strike, because their tuition was increased. So, all the students went on an almost a semester long strike. And back in Tel Aviv, and a friend of his said, “Hey, you seem bored. Somebody's looking for a quality assurance person, a tech company.” He said, “I don't know what quality assurance is, don't know exactly what tech is but let me give it a try.”   And he jumped in, he really liked it and they really liked him and his journey in technology really started because he was bored during a strike in university, he could have been an accountant by now.   And then from there one thing led to the other, joining a tech company was great, it later on split into two. I stayed was one of the two sides is a Co-Founder and build an ERP and accounting software that is still used today. It's called SAP Business One it was acquired by SAP back in 2002. Had a chance because of its acquisition to spend 6 years as senior executive at SAP. And really one thing led to the other in a way that eventually led him to do what he does today. So, some luck, some hard choices, some easy choices, and you can find yourself in a great career.   Organizations Using AI to Enhance Customer Experience   Me: Now you have a lot of experience working with AI. And of course, there's a growing demand for it globally. Can you share with us a little bit about how organizations are using AI to enhance customer experience? And have you seen that change more drastically, especially in the last 2 to 3 years?   Gadi stated that yes, they actually at very beginning of wider adoption of AI in organizations, AI has been here as an option for several years, but we're just seeing it become more mainstream because in any area, any new technology, the first generation tend to not be great.   If you've compared Google Maps to some of the older versions of navigation software, in almost all cases, the first generation paves the way to better products that are using more advanced technology and some of the learnings of the previous generation. So he thinks we're in the first era of wide adoption of AI because it finally works.   And we see AI used across multiple use cases. The first adoption of AI was actually for quality assurance and call analytics. Traditionally in contact centres, calls were this black box and you record them for quality assurance and training purposes but really no one ever listens to them because the time it takes to listen to a phone call, the time the call takes. So it's pretty hard to listen to call especially on mass.   So what we see is more and more companies were adopting call analytics as a way to listen quote unquote, to many calls at the same time and derive insights but also training materials back to the agents. And this is really helpful because it allows us to train agents and help them learn faster. But it actually doesn't solve the fundamental issue we see today in the customer service space, which is lack of agents.   So it's great that we can train agents better but over the last couple of years, we've seen a problem, it used to be pretty bad becoming almost catastrophical. Agent availability was always an issue in the contact centre space and the pandemic made it much worse. We all heard about the great resignation, where more and more people choose not to participate in this type of job, tends to be entry level, mundane and repetitive. So the available pool of agents decreased quite dramatically.   And an added disruption that the pandemic added was childcare, was people becoming sick themselves, people caring for maybe older parents, and agent availability dropped even further.   So if you talk with customers today, the question they're asking is not how we train agents is how we hire more agents if it's even possible. And then can we train them and onboard them faster, but more importantly, can we start using AI to automate some of the most mundane and repetitive work of those agents, so we can free up these agents to do more meaningful work.   And the reason he's so excited about this change is that it's a triple win to everyone. If you can take away from the agents the most menial, repetitive tasks, their work is going to be more rewarding, companies are going to be inclined to pay them more, they're more likely to stay longer in their jobs, and customers are less likely to wait hours to speak with an agent. So it's a pretty interesting intersection where AI can really create a relief for the first time in a meaningful way. Intelligent Voice Automation Helping to Improve Business Outcomes for Companies   Gadi shared that this is the core of what Replicant does. And they have many, many examples of what the impact of that and he'll give a couple of examples. As he said, they hear constantly from their customers that hiring became their biggest challenge. And they hear quotes like, “I now try hiring 9 people for every five roles because I know that in the first two months, 4 will leave.” So you have to hire more people for the same exact number of openings. People stay for a shorter period of time, it used to be a year to year and a half. Now agents will call it quits after 6, 7 months. So that's an ongoing problem.   And couple of interesting examples. One of them was one of their customers ECSI in a financial service area. So they deal with student loans and other payment products and their hot season is somewhere between January and tax time, which last year was May, this year, hopefully will stay April.   And the first four months of the year, they get the majority of their calls around student loans, tax forms, and so on. So every year the ritual was similar, you have to go and hire extra 20, 25, 30 agents to just help with the seasonal increase and this is a very hard task. Everybody high season agent knows that you have to hire people for a short period of time, they're less committed to the business, they come there to plug a hole, if you train them but then the whole thing goes away at the end of the season and you have to repeat the whole thing every time you have a predicted increase in call volume.   So, for ECSI, this is the first year when they don't have to hire seasonal agents to deal with the tax issues because they're able to automate a majority of their simple calls and repeatable calls around tax and tax forms, “I didn't get the form, please send it again to me.” And so on.   It's created a really interesting experience, for the callers, it used to be or this is the hot season, I have to wait more to speak with an agent just to get the form I probably lost in the mail. Now they get an answer within seconds and the solution was in 2, 3 minutes.   For the company, they don't have to go through the rigmarole of starting somewhere in October to identify, interview agents, hire them in December, train them over the holidays, and make sure they are ready to take calls in January, just to let them go in April.   So, the win here is both on the customer side where the calls don't have to wait on hold anymore. But also on the company side that doesn't have to go through this process which takes a lot of time, effort and energy from management, instead of focusing on continuous improving of customer service. So, that's one example where it's really helpful.   Another one, which he really likes is one of their customers in the roadside assistance space, they are serving large areas of Canada, Canada has a pretty hard winter this year and literally they told them they could not have answered all the emergency roadside service calls they got in some of the coldest days.   Because as you can imagine, a cool day and people try to start that car and they can't and they need roadside assistance and when a day like this happen, all of a sudden, instead of getting X number of calls, 100 calls, you get 300 calls and it's really hard to summon up enough agents in a day like this. Also, because the agent might be stuck at home with a dead battery.   So, the ability to answer any number of calls that came their way and be able to help all their customers in the coldest, hardest days was a big, big change from previous years for them, where some calls had to wait for 20, 30 minutes on hold, sometimes stuck out of the car in 5 degrees weather.   App, Website or Tool that Gadi Absolutely Can't Live Without in His Business   When asked about an online resource that he cannot live without in his business, Gadi shared that he thinks for everyone it would be Google. He really forgets how he looks for information and either way, Google became this notepad that allows you to really get quick answers for questions. But then also got kind of deepen your research. This is one that comes to mind first, but he will say that it's so much easier to consume information today that he can't really name one tool, he thinks if he had to, it's Google.   But he learned a lot from Twitter because of the randomness of that. He follows an interesting selection of people that covers a lot of areas of his interest. And it helps you learn from a less structured way, in Google, you go and seek an answer to a question, in Twitter in a way, you stumble upon topics you may have not thought of often and kind of open a new way of thinking for you. So, he likes the randomness of Twitter, but also a huge fan of audiobooks and podcasts.   And he constantly listened to at least one audiobook and maybe a couple of podcasts that he's excited about and it's interesting. His style of doing that, he likes to walk the dog and listen to a podcast and it helped him think freely about some other areas which may not be directly related to what he does, but can lead to interesting thoughts and solutions at work. So, just a way to provoke thinking much more than maybe learn something new. So if you look at what he's using every day is Twitter, Audible, Google and whatever his favourite podcast platform. Currently, he's using Spotify, but it changes over time.   Books that Have Had the Biggest Impact on Gadi   When asked about books that have had the biggest impact, Gadi shared that he wants to give credit to Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers by Geoffrey Moore, which was one of the first technology books he's ever read. And he's not sure that if the impact of this book, the book is amazing and impactful, he will explain why. But also it was one of the first books that he read so it may have been the transformation he went through was more impactful because it was just one of the first books like the first call you may have had on cell phone in the middle of the desert, it's always more impactful than the new version of the iPhone that seems a little bit more of the same.   But he read the Crossing the Chasm, he worked on his first ever product that eventually is the one that was acquired by SAP and now turned to BSAP Business One. And they had this classic crossing the chasm problem. They launched this product and the first day they launch it, it literally was on DVDs, this is this was mid 90s and literally, they couldn't print enough DVDs to deal with the demand they had. And 30 days later, everybody returned the product, not everybody but 80% of the customers use the 30 days money back guarantee and return the product. And it became much, much harder to sell to mainstream customers and it took them 3 years to kind of crack the code of what a robust ERP product needed to look like until they're able to get to the mainstream and start getting wide adoption that eventually led to SAP acquiring a company and taking this product globally.   And he thinks the reason the book was so impactful was one, it came at exactly the right time, he was in a chasm was his company unable to move from early adopters to more mainstream buyers. The second is, it provide reusable useful tools that he use actually across his career. There's a concept of nine point checklist of product launch that he's still using today even as Replicant, one of the first exercise they've done as a leadership team is use the nine point checklist from this book that he read in 1995 to define the target market, the focus customer, the problem they're trying to solve. So having a reusable tool in the book that you can use 25 years after you read it, is just unique. There are so many books that just talk about small specific topic and they're really no more impactful than an article. And he thinks this book having this long lasting impact on him, is very unique. Now, he has read hundreds of books after that, each one of them left a small mark but this is definitely the most impactful book he has ever read in a business sense.   What Gadi is Really Excited About Now!   Gadi shared that it's a really interesting time when it comes to people development; it's something that he cares about greatly. So, as you said at the beginning, people can start calculating his age just by his years of experience and work in different companies. And his perspective, not shifted but evolved to really believe that the most important thing we can do as business leaders is be accountable and responsible to help our own team develop and grow. When you work in technology, especially when you're young, at least his perspective was that was really cared about the product he built and technology he built and he got a lot of traction from building a product that sold a lot of customers, like he still gets a lot of traction from it. But when you look in retrospect, he doesn't miss the products and now own and run by other people, he misses the people he works with and he feels most rewarded by seeing their career.   The intern that worked with him at ASAP and now CEO of a company that is probably going to be lasting for generations. Or the product manager that he hired 20 years ago and now is a Senior VP in a large public company running their entire product line and she's now by the way, a consultant and helping Replicant as kind of part of the give back programme in the Silicon Valley. So, if this is the most rewarding thing for him, he wants to make sure they as a company, continue to help their team launching their careers and make their stay at Replicant maybe 5 years or 10 years or 20 years a meaningful stop in their career.   So a lot of what he's focused on right now as they kick off 2022 is how do they provide this type of support to their team, being a remote company having people in Canada, in the U.S, some people in Europe. How do they create a platform that allows everybody to launch and improve their career and find Replicant to be a learning and growing experience.   Another area where he's really excited about is finding ways to support people in a more personal way. Companies traditionally stayed away from anything mental health or too personal especially in the U.S culture, we supposed to kind of keep things separated, you only work here, let's not talk about your emotions. And he thinks now, and maybe the pandemic helped with that, it became more normal to talk about mental health in the workplace and the impact of the pandemic and the impact of isolation and the impact of working remotely. So, he's excited to kind of tackle this relatively new problem and find ways to define a new SAT score between companies and its employees, about how might they support people also in their mental health journey and in their mental well being, maybe better than mental health, but their mental well being.   Me: All right, sounds good, very good, very forward thinking of an organization because you really have to take care of the person as a whole.   Where Can We Find Gadi Online   Twitter – @gadishamia LinkedIn – Gadi Shamia Website – http://www.replicant.ai   Quote or Saying that During Times of Adversity Gadi Uses   When asked about a quote or saying that he tends to revert to, Gadi shared that he doesn't have a quote, but he has a story. Early on in his life, he served in the military and he was in several situations that were really complicated, it's not necessarily a matter of life and death, as much as they were just complicated, where it looks like everything that could have gone wrong, went wrong, and then another time over and another time over and another time over. And the stress was real, and impactful and physical.   He used to remind myself a story a lot when he was younger, and just the fate memory of the story is very helpful by just remembering being stuck in the mud without being able to move at night far away and having series of issues happening one after the other. And then after a couple of days of intense work being able to get out of this mess. And he just reminds himself that, “Most of the issues he faced today are not at the scale.” And they're not really life and death and they could be resolved in different ways.   So, when he feels like he's overwhelmed mainly, he remembers the feeling of being overwhelmed when he was 22, much less experienced with much more severe consequences of a mistake. And he just says, you know what, we can just go through it and just having this peace of mind that he will be able to navigate it because it's not going to be as bad as that helped him a lot, especially early in his career.   Please connect with us on Twitter @navigatingcx and also join our Private Facebook Community – Navigating the Customer Experience and listen to our FB Lives weekly with a new guest   Grab the Freebie on Our Website – TOP 10 Online Business Resources for Small Business Owners   Links Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers by Geoffrey Moore   The ABC's of a Fantastic Customer Experience   Do you want to pivot your online customer experience and build loyalty - get a copy of “The ABC's of a Fantastic Customer Experience.”   The ABC's of a Fantastic Customer Experience provides 26 easy to follow steps and techniques that helps your business to achieve success and build brand loyalty. This Guide to Limitless, Happy and Loyal Customers will help you to strengthen your service delivery, enhance your knowledge and appreciation of the customer experience and provide tips and practical strategies that you can start implementing immediately! This book will develop your customer service skills and sharpen your attention to detail when serving others. Master your customer experience and develop those knock your socks off techniques that will lead to lifetime customers. Your customers will only want to work with your business and it will be your brand differentiator. It will lead to recruiters to seek you out by providing practical examples on how to deliver a winning customer service experience!

Are your reps generating enough pipeline? It's a question that keeps every sales leader up at night. So Revenue.io, RevOps², TenBound and DemandBase decided to do some research. On today's episode, Ray Rike (Founder of RevOps²) joins us to discuss the results. In addition to getting pipeline and benchmark averages from over 200 companies, we found that there's a sweet spot for how much pipeline and revenue your sales reps should create (if you go past it you'll actually create less revenue). So if you want to start counting sheep instead of pipeline numbers, this is the episode you need to put all your sales worries to bed. Books Mentioned: Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers by Geoffrey A. Moore Traversing the Traction Gap by Bruce Cleveland 2022 Sales Pipeline and Revenue Benchmarks

Memoori Research sat down with Geoffrey Moore, best selling author and business strategist known for his working including 'Crossing the Chasm: Marketing and Selling Disruptive Products to Mainstream Customers'. We discussed the impact of technology innovation on commercial real estate and strategies that businesses can adopt to manage the disruptive forces of innovation.

Get the audiobook for free with a free trial of Audilbe: https://geni.us/chasm-free-audiobook (https://geni.us/chasm-free-audiobook) Get the full PDF, infographic and animated summary on our free app: http://www.getstoryshots.com (http://www.getstoryshots.com) Disclaimer: This is an unofficial summary and analysis. Crossing the Chasm: Marketing and Selling Disruptive Products to Mainstream Customers by Geoffrey Moore Life gets busy. Has https://geni.us/chasm-free-audiobook (Crossing the Chasm) been gathering dust on your bookshelf? Instead, learn the key insights now. We're scratching the surface here. If you don't already have the book, order it https://geni.us/crossing-chasm (here) or get the audiobook https://geni.us/chasm-free-audiobook (for free) on Amazon to learn the juicy details. Synopsis https://geni.us/chasm-free-audiobook (Crossing the Chasm) offers an outline of the process of transitioning your product through the five segments of the market. These segments begin with innovators and move to early adopters, early majority, late majority, and laggards. There is a vast chasm between the early adopters and the early majority. Early adopters are willing to sacrifice for the advantage of being first. However, the early majority wait until they know that the technology offers productivity improvements. The challenge for innovators and marketers is to narrow this chasm and ultimately accelerate adoption across every segment. Geoffrey Moore's Perspective https://geni.us/geoffrey-moore (Geoffrey Moore) is a bestselling author, speaker, and advisor who splits his consulting time between start-up companies and established high-tech enterprises such as Salesforce, Microsoft, and Google. Moore has a bachelor's in American literature from Stanford University and a Ph.D. in English literature from the University of Washington. After teaching English for four years at Olivet College, Moore began a career in high-tech as a training specialist. Over time, he transitioned first into sales and then into marketing. Moore found his niche in marketing consulting. He first worked at Regis McKenna Inc, then with the three firms he helped found: The Chasm Group, Chasm Institute, and TCG Advisors. Today he is chairman emeritus of all three.    StoryShot #1: The Technology Adoption Life Cycle Discontinuous/disruptive innovations require a change in consumer behavior. Subsequently, market penetration often requires consistent, discontinuous innovation. To outline the stages one should adopt for market penetration, Moore introduces The Technology Adoption Life Cycle. Within this model, customers fall into one of five graph segments. This graph displays a bell curve with segments related to psychological and demographic characteristics. Segment 1: Innovators The first segment consists of deeply engaged technologists. These are the customers you can rely on to buy a new product purely as a form of adventure and exploration. You must win these customers at the beginning of your marketing journey if you wish to succeed. The reason innovators are so important is that their recommendations carry significantly greater credibility than the average consumer. They will also speak at length about your product and offer excellent feedback to improve your product during the early stages. As this is a lower part of the bell curve, there are not many innovators. However, winning this group over is key to winning the next segment. Segment 2: Early Adopters Moore describes the early adopters as visionaries. They have the charisma and strategic opportunities to make a genuine difference in a project. Early adopters generally have access to multi-million dollar budgets. Due to their considerable budget, early adopters are within the least price-sensitive segment. The key to marketing to visionaries is to understand their strategic dream. If you can cater to this dream, you can...

Martin is a serial entrepreneur spanning three continents and 25 years Martin is the Co-founder & CEO of Gaine, the next-generation master data management platform specializing in healthcare and life sciences. specializing in enterprise data management, including co-founding Delos Technology which became Siperian and is now owned by Informatica and recognized as the leading enterprise MDM platform globally. Book Recommendations; Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers, by Geoffrey A. Moore

This is a special episode.  Our guest today is Geoffrey Moore, Author of Crossing The Chasm: Marketing and Selling Disruptive Products to Mainstream Customers which is on Inc. Magazines list of top 10 Marketing Books of All time.  He has written several other books on marketing relative to disruptive technologies.  Geoff is highly regarded throughout the high-tech world. Today, Geoff will take us on a tour of the Technology Adoption Life Cycle and then we dive into details of early market challenges and then the ultimate challenge of crossing the chasm into the mainstream market. We talk about disruptive technologies, early adopters, key opinion leaders, signs you are approaching the chasm, the pragmatists on the other side of the chasm, pragmatists in pain, the bowling alley, the tornado, mistakes to avoid and much much more. By the way, in our discussion the terms visionary and early adopter are interchangeable.  Also, the terms pragmatists and early majority are also interchangeable.  Everyone involved in leading a MedTech company and marketing and sales will learn a lot from this episode. You will hear me refer to several attendees to this event. Three countries are represented. The Netherlands, the Czech Republic and the United States.  These people are all members of the MedTech Leaders community.  I always set up interviews as live virtual events so members can attend.  If you want to learn more about the community, go to medtechleaders.net. Now Go Win Your Week! Geoffrey Moore's LinkedIn profile link Geoffrey Moore's website link Great books by Geoff: Crossing the Chasm, Marketing and Selling Disruptive Products to Mainstream Customers. This third edition brings Moore's classic work up to date with dozens of new examples of successes and failures, new strategies for marketing in the digital world, and Moore's most current insights and findings. Amazon Link Zone to Win - Moore's classic bestseller, CROSSING THE CHASM, has sold more than one million copies by addressing the challenges faced by start-up companies. Now ZONE TO WIN is set to guide established enterprises through the same journey. Amazon Link Escape Velocity - Addresses the central dilemma established firms face: how to continue to harvest past success while driving the organization, its people and its processes, toward future growth and opportunities. Amazon Link Inside the Tornado - A follow-on work to Crossing the Chasm that deals with the dynamics of post-chasm markets, in particular the market share battle during hyper-growth that results in the anointing the market leader or gorilla. Amazon Link Ted Newill's LinkedIn Profile link More Medical Device Success podcasts link Medical Device Success website link MedTech Leaders Community link Link to Ted's contact page

In other words, a brand prescription for MedTech. Matthew has walked the walk. Or, maybe I should say conquered the mountain of marketing and sales challenges. He says, “It's the only thing busy docs care about. They care about you and I aligning with their perspective; relieving them of internal, external, philosophical and practical pains; and solving their problems.” On the sales side he talks about one tactic that results in a 75% attention rate and a 3X increase in consultations. On the marketing side it is video and content that earns attention.  “Earn” is the key word because promoting features and benefits and straight up outcomes does not work.  And, much more. We also share our respect for Geoffrey Moore, author of “Crossing the Chasm, Marketing and Selling High-Tech Products to Mainstream Customers”. Dr. Moore will be a guest on the Medical Device Success podcast on September 22.  It will start as a live event in the MedTech Leaders Community. You can learn more about the community at medtechleaders.net.  There is a free trial. And finally, last week a fellow podcaster revealed to me a link to the top 20 medical device podcasts.  I didn't know such a ranking existed.  Medical Device Success was ranked second in the top 20. Needless to say, I was pleasantly surprised and very humbled at the same time.  Medical Device Success does not have large company or media group helping with production like many others on the list.  It is just me a webcam, an inexpensive microphone, a MAC desktop and some software.  Thanks again to my listeners, the C-suite guests and the subject matter experts for all the support.  It means a lot. Now…Go Win Your Week!! Matthew Ray Scott's LinkedIn Link FEED. The Agency. Link Matthew's Medical Sales Rx Course Link Books Matthew recommends: Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers, by Geoffrey Moore. Link The War of Art, by Steven Pressfield Link Turning Pro, by Steven Pressfield Link The Legend of Baggar Vance, by Steven Pressfield Link Ted Newill's LinkedIn Profile link More Medical Device Success podcasts link Medical Device Success website link  MedTech Leaders Community link Link to Ted's contact page

Sabrina Horn(@SabrinaHorn) on Leading with authenticity for real results! #FutureofWork #Work2dot0 #Podcast In this podcast, Sabrina Horn discussed his book Ruthless Consistency, the insights it carries and shared how his journey has helped him craft a strategy that could work on the testing times. He sheds light on the importance of ruthless consistency and how any leader could adopt it in their day to day activities and succeed in leading. Sabrina's Recommended Read: Good to Great: Why Some Companies Make the Leap and Others Don't https://amzn.to/3aRbr8p Crossing the Chasm, 3rd Edition: Marketing and Selling Disruptive Products to Mainstream Customers https://amzn.to/3eKuLVU The Hard Thing About Hard Things: Building a Business When There Are No Easy Answers https://amzn.to/3nAgNu8 Sabrina's Book: Make It, Don't Fake It: Leading with Authenticity for Real Business Success https://amzn.to/3gPft5a Podcast Link: iTunes: http://math.im/jofitunes Youtube: http://math.im/jofyoutube Sabrina Horn is a tech industry communications expert, thought leader, and executive suite advisor with more than thirty years of experience. She is the founder of the PR firm Horn Group, which has received national acclaim as Best US Employer, Best US Tech Agency, Silicon Valley Hall of Fame winner, and PR Entrepreneur of the Year. Horn splits her time between San Francisco and New York City. Here's the GPS for the questions (These are just the boundaries questions to give a rough journey for the conversation): Stage 1: Lead-in 1. Starter: Give your starter pitch 1 point that this book points to: 2. Vishal briefly introduce guest Stage 2: Subject Matter Expertise 3. How has the world of PR evolved over last couple of years? 4. What is the role of a PR? 5. What people get it wrong about their perception? 6. What are some common pitfalls most business fall into when it comes to their brand perception? 7. What are some easy 1-2-3 steps that one could take to improve their market perception? Stage 3: Introduction as an author 8. Why write this book? 9. Who should read this book? 10. Is “faking it” the same thing as lying? 11. Why is running a business with integrity hard? 12. What is the FUD factor? 13. In an era of fake news and minimizing realties, what can we learn about the value of being honest, especially when it's hard? 14. Why should honesty be the foundation of every business? 15. You talked about the Founder's curse, what is that and why should I worry? Stage 4: Rapid Fire with Sabrina [Say what comes to your mind, make the answer one sentence crisp] 16 a. #Business 16 b. #Entrepreneur 16 c. #Leadership 16 d. #Culture 16 e. #PRNightmare 16 f. #Things That Keep You Up At Night 16 g. #Success 16 h. #Failure 16 i. #Being Authentic 16 j. #Destiny 16 k. #MakeItDontFameIt Stage 5: Closing 17. What are 1-3 best practices that you think are the key to success in your journey? 18. Do you have any favorite read? 19. As a closing remark, what would you like to tell our audience? About TAO.ai[Sponsor]: TAO is building the World's largest and AI-powered Skills Universe and Community powering career development platform empowering some of the World's largest communities/organizations. Learn more at https://TAO.ai About WorkPod: Work Pod takes you on the journey with leaders, experts, academics, authors, and change-makers designing the future of work, workers, and the workplace. About Work2.org worked is managed by Work2.org, a #FutureOfWork community for HR and Organization architects and leaders. Sponsorship / Guest Request should be directed to info@tao.ai Keywords: #FutureofWork #Work2.0 #Work2dot0 #Leadership #Growth #Org2dot0 #Work2 #Org2

Denis n'a pas le profil type du startupper que l'on a l'habitude de voir. Et pourtant, après une première immersion chez The Family, il se lance dans le grand bain. Frustré par le manque de solutions d'enrichissement de CRM, il lance Dropcontact en 2016. Un projet qu'il démarre seul. Mais cela ne l'a pas empêché de cartonner Son SaaS est aujourd'hui devenu incontournable pour la prospection BtoB. D'ailleurs, il l'utilise dans son business pour obtenir des résultats explosifs. Sa secret sauce ? L'automatisation et un ciblage ultra précis de ses prospects. Aujourd'hui, Dropcontact c'est : +2 000 clients. Avec 0€ de pub. Une croissance mensuelle à deux chiffres Une quinzaine de collaborateurs Au cours de cet épisode, on parle de(s) :

Fight the Technology Adoption Life Cycle Curve and you will lose.  It is science. Why do MedTech leaders and sales and marketing pros continue to fight the TALC Curve?  And, why am I bringing it up?  Because in the past several weeks I have had conversations with startups that have been either not recognizing the curve or fighting it.  Important Note! This applies primarily to New Concept Products.  In this Episode: Quick review of the Technology Adoption Life Cycle.Why is this important?The Good News and Bad News about Innovators and Early Adopters.How to identify Innovators and Early Adopters.How to sell to Innovators and Early Adopters. Enjoy! Now Go Win Your Week! Recommended Book: Crossing the Chasm, Marketing and Selling Disruptive Products to Mainstream Customers by Geoffrey Moore Kindle book linkPaperback book link Ted Newill's LinkedIn Profile link Medical Device Success website link MedTech Leaders Community link Link to Ted's contact page  

Steven Van Belleghem Show Notes   Steven Van Belleghem is a global thought leader in the field of customer experience. His passion is spreading ideas about the future of customer experience.   Steven believes in the combination of common sense, new technologies, an empathic human touch, playing the long-term game and taking your social responsibility to win the hearts and business of customers over and over again.   Steven is the author of multiple international bestselling books including ‘The Conversation Manager', ‘When Digital Becomes Human', ‘Customers the Day After Tomorrow', ‘The Offer You Can't Refuse' and a technology thriller called Eternal.   Questions   Could you share a little bit about your journey in your own words, share with us how you got into this whole field of customer experience. And just a little bit about why you think it's so important to the success of a business? So in one of your more recent books, The Offer You Can't Refuse, you focus a lot on the importance of what you should focus on as it relates to the new generation of customer expectations. Three of the things you mentioned are ultimate convenience, partner in life and save the world. So could you share with us just explain to our listeners, what that really means, explain those concepts to us and why it is, as a business owner? Those are some things that you should really be paying attention to. So we have to really, really focus on ensuring that we are able to manage the expectations of our customers, do you find that customers' expectations have changed a lot since the pandemic? Could you give us maybe one two or three tips that you recommend to our listeners who are business owners of small, medium as well as managers in different organizations, across different industries. Maybe one, two or three things that you think they need to pay attention to, that would be an emerging innovation or an emerging expectation of customers within the next three to five years. Could you share with us what's the one online resource, tool, website or app that you absolutely can't live without in your business? Could you share with us maybe one or two books that have had the biggest impact on you? Can you share with us; do you have anything that's going on in your life right now? Or one thing that's going on in your life right now that you're really excited about, it could be something that you're working on to develop yourself or your people? Where can listeners find you online? Do you have a quote or saying that during times of adversity or challenge, you will tend to revert to this quote because it kind of gets you back on track and gets you refocused if it is that you feel derailed or off track in any way, do you have one of those?   Highlights   Steven's Journey   Steven shared that he started his journey in his childhood, his parents had a small photography store in Belgium, that's where he lives in Europe. And looking back to how they've run the business, he came to the conclusion later on that they were obsessed with their customers, they were always talking about their customers, they were always trying to find solutions and they were also very innovative in the way how they reached out to customers and he's talking about the 1980s, so it's a long time ago. But they were working with database marketing already back then, they were they were working with personalized marketing and they were really trying to give people a smile on their face when they left their store.   And for him, that was like the most natural thing in the world. It's only when he grew up and when he went to other places that he started to learn how exceptional that was to be in a place where the customer is your most important inspiration and the reason why you get up in the morning.   So that's how he got basically almost injected with an obsession for customers in his DNA and in the way he was educated by his parents and he still believes that today.   If you look to the success or failure of a company, it is just linked to the fact how excited and how happy customers are, how well you have managed to exceed their expectations, how excited they become of what you've done for them, that defines your success or your failure. And then everything else that you do is a result of that and everything that you achieve is a result of how you treat your customers.   And he's convinced that he's obsessed with that, this is what his research is about, that's what he tries to do in his own businesses and it's a part of who he is.    The Concepts of the New Generation of Customer Expectations   Me: So in one of your more recent books, The Offer You Can't Refuse, you focus a lot on the importance of what you should focus on as it relates to the new generation of customer expectations. Three of things you mentioned are ultimate convenience, partner in life and save the world. So could you share with us just explain to our listeners, what that really means, explain those concepts to us and why it is, as a business owner those are some things that you should really be paying attention to.   Steven shared that in his latest book, The Offer You Can't Refuse, he tried to build a model with different components and each of those components bring value to the modern customer.   And the whole bottom line is actually just having a good product service and a competitive price and that's still of course, extremely important, without that you cannot make customers happy but it's the minimum the amount, it's not how you positively differentiate yourself.   And then in today's world, especially after the big digital jump forward that we've seen in the last 14 months, digital convenience has also become the new normal, it has become a commodity, if you have it fine, if you don't have it, your organization is suffering.   So digital convenience is seen as the most natural thing in the world, so it's not a positive differentiator anymore, it becomes a negative one when you're not playing that game. So that's not how you win, that's your ticket to get on board of the train but that's not how you win.   And then the question is how do you win?   And then he plays with those two components that Yanique mentioned, partner in life, which is about bringing positive change in the life of the customer. This is not about how can we sell more to our customers; this is how we can bring more value in their life. This is not about optimizing your customer journey, it's about optimizing their life journey of customers, and being part of their life journey in a way that you proactively bring value to them, that's what a partner in life is all about.   And then that last element, change the world, save the world, he recently talked about changing your world because if you're a small company in Belgium or if you're a small company in Jamaica, probably those companies cannot change the world but they do have the possibility to change their world, change your world, every organization has strengths, doesn't matter the size that they have, this even goes for an individual.   Everyone, every business has strengths that they can leverage to contribute to a better world. And to add value to society in a way that goes beyond sustainability, he's also talking about social value, he's talking about the ethics that you apply in your own community. And if you work with that, you can actually make a difference.   And there are more and more people who expect that from organizations, there are more and more people that want organizations to take the responsibility.   And then you have like four components, good product service price, as the lowest part of it, the digital convenience, partner in life, changing your world. And those four components individually, they bring value to a customer but if you figure out a way, how to bring that story as one storyline, as one experience towards your customers, where you connect those four elements, that's when you create what he calls the offer you cannot refuse for your customers.   The Changing of Customers' Expectations Since the Pandemic   Steven shared that he believes that on the elements that he just talked about, he feels that we made a big jump forward that it almost feels like we stepped into some sort of Time Machine.   If you take digital for instance, the latest study that he has seen from McKinsey actually mentioned that we made a jump of seven years into the future in terms of behaviour, without a pandemic, it would have taken seven years to bring us where we are today so that is changing expectations, that obviously this is changing how we look at things and what we expect.   But also look at the top of the model, changing your world. He thinks the pandemic was for many of us a wakeup call, that we suddenly valued much more the things we had and that we used to take for granted. And more and more people are worried about the future of our planet, not just in terms of sustainability and climate change but also the increase in poverty that we've seen because of COVID unfortunately. The higher demand for health care solutions to deal with the next pandemic and how we can avoid that and how we can be more ready for that. Those are all questions that are now on top of our mind that wasn't so 15 months ago.   And the way that people look to organizations has changed in that perspective that they also understand how companies can bring value in their life, how companies can bring joy into their life and they expect these companies to keep on doing that and they expect these companies to proactively try to become part of the solution of some of those global challenges that we're facing.   And all of that was already happening before 2020 but it all stepped into a time machine. And many of the trends that people like you and me have been talking about in the last couple of years are now suddenly a reality. It's like the day after tomorrow became today, that's the feeling that he has.   Tips for Emerging Expectations of Customers Within the Next 3-5 Years   Me: Could you give us maybe one two or three tips that you recommend to our listeners who are business owners of small, medium as well as managers in different organizations, across different industries. Maybe one, two or three things that you think they need to pay attention to, that would be an emerging innovation or an emerging expectation of customers within the next three to five years. Because I know you said we've advanced digitally about seven years ahead of our time. But what are maybe other things in the customer experience realm that don't tap into digital, there's that human aspect as well that you think the organizations need to focus on that you think will become as an emerging need within the next three to five years?   Steven agreed and shared that the human part of the customer relationship will become more premium than before the pandemic.   We always thought digital would replace humans and he thinks the conclusion is that that will never happen.   There's this old economic law of scarcity and it learns us if something becomes scarce, it actually increases in value, well, the human part in a customer relation has never been lower than today.   And because of that, we value it more than ever, and being helped by a human in real life is more premium than ever before. He doesn't know how it is in Jamaica right now, but in Belgium, the restaurants are closed, they have to live from takeaway food or have to take care of their own stuff, and that's fine.   But sometimes you miss the hospitality of a restaurant, that there's a friendly human there that actually tries to give you a memorable time, a good time that you can enjoy life without having to worry about anything else, that's what humans do, that's not what machines does.   Machines will take care of the convenience and the efficiency in our life and that's fine. And if companies don't have that they're in trouble, but most of them understand that and are building that convenience.   But the winners, in terms of customer experience will be the ones that have most empathy in their organization. Because understanding what people want, how people feel, and anticipating to that, that will be the crucial skill that will make a difference in the next couple of years.   Me: So you touched on a topic that I get asked all the time when I have different training sessions, doesn't even matter what level they fall in the organization, whether they're level one frontline staff, or they're level four, let's say you're a C suite type of individual in the organization, empathy. What is empathy? In your own words, based on your own research. And can empathy be taught? Or is it something that you have to learn? Does it come as a learnt experience kind of thing? Because people ask me that question all the time, “These people lack empathy, I don't know what else to do. I put them through all of these different certification and training programmes, they're just not doing what we want them to do with our customers.” How do you get your team members to that point?   Steven stated that this is a crucial question, he gets it quite a lot as well. And the question is, is this the responsibility of the team members? Or is this the responsibility of the senior leader?   And first of all, there are a number of people who don't have any empathy whatsoever and they don't know how to work with other humans. And they're really bad in delivering a good customer service and that percentage of people, which he believes is a very small percentage, but they do exist, that percentage of people cannot be trained, they will never be capable of helping customers in a fantastic way. So probably, they will have to look for another job where they're not involved customers, because they don't have the capabilities for that.   And then you have a small group of people that has a natural talent of doing these things wonderfully no matter which context they're in. The majority of us humans, we have the potential to listen to customers, to anticipate, to proactively help them and show a positive intent and that's what people really like to see, a positive intent.   Steven shared that that large group of people mainly behaves based on the leadership style that they have in their organization. He'll take it to a completely different market.   Take soccer players, isn't it strange that sometimes the soccer player is scoring goals like crazy and is the best player in the team in Team A, and then that player gets sold to Team B, and it's a total disaster. It seems like he cannot score any goal anymore. Is that the fault of that player? Or did that player lose his trust and capabilities because he arrived in a different context?   And he thinks this is what is crucial. He's an optimist and he believes that the large majority of all people that are working in an organization want to help customers in a positive way, because that gives you positive energy back.   So the question is, why don't they do it? And the answer usually can be found in the fact that they don't feel safe in their own environment where they are not sure what the management is expecting them to do, where they're not sure if they are allowed to help that customer. Because the day before the senior leader said, “Yeah, you help the customer but that was very expensive for us to help that person. And now we have to pay $50 extra. Hopefully we have more clients, otherwise we're going to lose money.” If an employee hears that, they think, “Oh, my God, if you help a client, we're losing money and my leader becomes really angry. So I'm not going to do that next time.”   So they change their behaviour based on what they hear and feel from senior leaders and the fact that you feel safe or that you don't feel safe, determines if you will show the behaviour that customers expect. So for all your business owners that are listening, the first step before blaming your employees is just look in the mirror and ask yourself, “How can I change my behaviour to make sure that my employees feel safer to act in a positive way towards customers?”   Me: Wow, that is a very, very, very good answer. And I like the way you framed it in terms of taking responsibility for what are you contributing to how that person is feeling and how that person is behaving rather than saying it's their fault, it's their responsibility. Really, really a great response!   App, Website or Tool that Steven Absolutely Can't Live Without in His Business   When asked about an online resource that he cannot live without in his business, Steven shared that for him personally, that is probably WhatsApp. He uses WhatsApp all the time and he thinks it's so convenient to communicate. He uses it to communicate with his clients, of course his family and friends, but also with his clients. He uses it to find jokes, but I use it to get inspiration and they have these inspiration groups that they share stuff with each other. So he thinks that's the one that he would miss most. He asked Yanique what's the one app she cannot live without.   Me: The one app that I absolutely can't live without in my business? I asked that question all the time and I don't think I've ever had a guest ask me back that question. I guess for me, the one app that I probably couldn't live without is maybe the Notes app on my phone and my computer. I'm an Apple user, so all of my devices are synced across, my phone, my MacBook and my iPad, and you may go somewhere and you see something and you take a picture, or maybe it's just to reference maybe an article that I want to write or maybe a topic that I'm looking for a particular guest on this particular area. And it just allows me to consolidate all of my thoughts and all of the things that I want to jot down in one place and I don't need to go back to my computer after I'm on my phone at the supermarket, for example, or at the beach and then copy and paste that information because it already synced across all devices, so I can jump on to the next device and click on the note that I wrote there, and I'm able to reference it. So, it's made life more convenient and seamless for me. And I think that's one of the reasons why I am definitely a loyal Apple customer because I find that they're always finding ways to make people's lives easier.   Steven agreed and shared that that's what they do best. And he's with her, he's an Apple user as well and he also loves to use the Notes.   Me: And Notes has really evolved over the years, now you can like do scans in there and you can doodle with the Apple Pencil, or even a regular, one of those pens that has the tip that you can use on the phone. If you're an Apple user, let's say for the last five to seven years, and you see how they've evolved Notes, it's really has become a tool that is not just to jot things down, but you can, as I say, save pictures in there, PDF, signatures, write with your finger or with a pen, it has become so indispensable that you really value it very much. So I would say that's probably the one app that I absolutely couldn't live without in my personal or professional life.   Books That Have Had the Greatest Impact on Steven   When asked about books that have had the biggest impact, Steven shared that it's been a while but he thinks the book that has the biggest impact to really open up his point of view on how customers make decisions to buy something, at the decision making in their buying process. It was a book came out in the late 1990s from Geoffrey Moore it's called, Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers. And it's a book that speaks about the adoption cycle of customers. And one of the conclusions is that the marketing and the communication that you use to convince the innovators and early adopters in the market, and that creates the early success.   The communication that you use there should be completely different than the communication and the approach that you use to reach out to the early majority. Because this first group is excited about technology and new features and stuff like that. The early majority is the opposite, they're afraid of new things. So, they need to be convinced that everything is easy to use and safe, so they don't want to hear all the specs and everything like that, it's a different kind of communication.   And a lot of new products fail because the people who make them think that everyone is an innovator or an early adopter, and because of that, they just focus on that and they have an early success, they think, “Okay, we're on a roll,” and then they fail. And they fall into chiasm between this first and second group. And I read that in the late 90s and of course, if you would read the book today, the examples and stuff like that are completely outdated. But he believes the theory, the model that is used in that story is still very relevant today. And that was like the first business book that he read that really had a big impact on him.   What Steven is Really Excited About Now!    When asked about something he's doing to develop himself or his people, Steven shared that it actually started last year, he had a hobby, a dream project that got a little bit out of hand. It was always his dream to write a fiction book, a novel thriller. And Yanique mentioned it in the introduction in the beginning of the podcast. He wrote a thriller, it's called Eternal. Unfortunately, it's only available in Dutch so far, that's his native language. But he got really excited about it and he was really scared because he has been writing business books for years, he has written five of them and he's very thankful for the success that he had with them. And he's getting a little bit used to that whole process and how it goes, but then when he launched this new book, this fiction novel, he was scared to see what the reactions would be, he was so nervous. And now when the first reactions came in and they were positive and people were actually reading it and buying the book for Christmas gifts, he was really, really happy with that.   And then the publisher got really excited as well. And then they asked him, “We know that this is a hobby that got a little bit out of hand. But what do you think about the idea of writing three books in the series instead of one?” And he's currently working, he's finishing the manuscript of the second one, he does that in the evenings, early mornings, I does that in the weekend, I does that in between, but he really loves the writing process. And it's given him a lot of pressure on the one hand, but on the other hand, he's also enjoying that he can do something completely new. So he's excited and still nervous about this project.   Where Can We Find Steven Online   YouTube – Steven Van Belleghem Instagram – Steven Van Belleghem LinkedIn – Steven Van Belleghem Twitter – @StevenVBe   Quote or Saying that During Times of Adversity Steven Uses   When asked about a quote or saying that he tends to revert to, Steven shared that he one of those, it's a quote from Churchill actually, he's a fan of Sir Winston Churchill and his quotes. And one of his favourite quotes is, “Success is the consequence of failure after failure after failure without losing your enthusiasm.”   Me: And that has definitely helped you over the years.   Steven said absolutely and he was very fortunate he had a good time so far, COVID was a challenge in the beginning but then he said they need to fight back and make sure that the business keeps on going. And that actually worked. And moments like that it really helps to be focused and to keep that mindset positive and motivated to keep on going even if you don't have short term results with that.   Please connect with us on Twitter @navigatingcx and also join our Private Facebook Community – Navigating the Customer Experience and listen to our FB Lives weekly with a new guest   Grab the Freebie on Our Website – TOP 10 Online Business Resources for Small Business Owners   Links   Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers by Geoffrey A. Moore   The ABC's of a Fantastic Customer Experience   Do you want to pivot your online customer experience and build loyalty - get a copy of “The ABC's of a Fantastic Customer Experience.”   The ABC's of a Fantastic Customer Experience provides 26 easy to follow steps and techniques that helps your business to achieve success and build brand loyalty. This Guide to Limitless, Happy and Loyal Customers will help you to strengthen your service delivery, enhance your knowledge and appreciation of the customer experience and provide tips and practical strategies that you can start implementing immediately! This book will develop your customer service skills and sharpen your attention to detail when serving others. Master your customer experience and develop those knock your socks off techniques that will lead to lifetime customers. Your customers will only want to work with your business and it will be your brand differentiator. It will lead to recruiters to seek you out by providing practical examples on how to deliver a winning customer service experience!

Today we are joined by Tariq Shaukat, the current President for Bumble; the dating/social app!   Tariq has had some amazing experiences in the consulting world and the entertainment industry from gaming to technology. Previous to his role at Bumble, he served as the President of Google Cloud, the Chief Commercial Officer at Caesars Entertainment Corporation, and a Partner at McKinsey & Company. In addition, he is currently a Member of the Board of Trustees of Public Storage and a Member of the Board of Directors of Ellipsis Health.   In this episode, Tariq shares some of his rich stories of how he took risks and leveraged his varied experiences and competencies to become an exceptional leader and operator in some of the world's top companies. He speaks about the importance of having range and being a generalist in a specialized world, the key components of what leads to success in any industry, and some of his insights around soft networking.   This was a fascinating episode and I cannot wait for you all to tune in!   Key Takeaways: [:50] About today’s episode with Tariq Shaukat! [1:20] Welcoming Tariq to the podcast. [1:26] Tariq shares about his background, standout career highlights, and what led him to do what he does today. [6:38] Tariq shares about his early years in consulting. [7:49] Key lessons that Tariq took with him from his years in consulting into his first General Manager role. [9:25] How and why did Tariq become the Chief Commercial Officer at Caesars Entertainment Corporation? What are some of the common threads between the industries Tariq has been a part of? [14:28] Tariq has many competencies that he is able to apply across many different industries and roles regardless of not having been formally trained or having previous experiences in them. Many people have the self-limiting belief that if they don’t have the “proper experience” they shouldn’t apply to a certain role when, in actuality, your competencies are what truly matter. Tariq shares his thoughts on this topic. [17:15] The importance of having range and being a generalist in a specialized world.[18:31] Some of the downsides and challenges to being a generalist. [20:07] Tariq shares some key components of what our success is often tied up in. [23:44] About Tariq’s time as President for Google Cloud for four years. [27:10] Tariq elaborates on the geographical movies he made throughout his career and how it impacted his family. [31:03] Has Tariq’s awareness of his wife’s experiences with gender disparities and inequalities in the workforce informed his leadership decisions? [34:27] What attracted Tariq to Bumble? [38:21] The difference between a CEO and a President. [40:34] Tariq shares some final words of wisdom on soft networking. [42:57] Thanking Tariq for taking his time to share his insight and wisdom with us on Fifth Dimensional Leadership!   Mentioned in this Episode: Tariq Shaukat Bumble Crossing the Chasm: Marketing and Selling Disruptive Products to Mainstream Customers, by Geoffrey A. Moore McKinsey & Company Caesars Entertainment Corporation Range: Why Generalists Triumph in a Specialized World, by David J. Epstein   About Fifth Dimensional Leadership & Ginny Clarke Fifth-Dimensional Leadership is a podcast about leadership — knowing yourself, speaking your truth, inspiring love, expanding your consciousness and activating your mastery. As an executive recruiter and career expert currently leading executive recruiting at a Fortune 20 tech company, Ginny Clarke is a passionate and authentic thought leader with a unique and deliberate perspective on work and life. She synthesizes aspects of her life as an African-American single mother who has successfully navigated corporate America for over 30 years. She has inspired, uplifted, and changed the lives of thousands and is intentional about bringing conscious awareness to people of all ages and stages.   Every other week, a new edition of Fifth-Dimensional Leadership will include fascinating guests, covering a variety of topics: power, personal branding, self-awareness, networking, fear, and career management   Stay Connected! To find more episodes or learn more, visit: GinnyClarke.com Connect with her on social media: Facebook, Twitter, LinkedIn, and Youtube

My guest today is Geoffrey Moore; a speaker, advisor, and best-selling author of some of the most influential business books of the past decade — including the world-famous book, Crossing the Chasm: Marketing and Selling Disruptive Products to Mainstream Customers. It is no exaggeration to say that Geoffrey’s books have molded my product career throughout the years. From Crossing the Chasm to Inside the Tornado, Dealing with Darwin to Zone to Win — his deep insights into how the B2B market works have been a critical component of how I approach product strategy and innovation. This is just one of the reasons why I’m so excited to have Geoffrey on the show today. In this episode, we discuss how an enterprise’s structure needs to adapt to drive innovation, how leaders should incorporate technology trends (such as AI, IoT, and 5G) into their product innovation roadmap, as well as the difficult topic of why so many B2B products die during the pilot stage. This is a very insightful episode. I cannot wait for you all to tune in and learn just as much as I did from this conversation with Geoffrey Moore!   Episode Details: Crossing the Chasm: How to Effectively Drive Innovation with Geoffrey Moore: “Crossing the chasm is the first move for taking your innovation away from just a technology focus to a customer focus.” — Geoffrey Moore   About Geoffrey Moore: Geoffrey Moore is an author, speaker, and advisor who splits his consulting time between start-up companies in the Wildcat Venture Partners portfolios and established high-tech enterprises, most recently including Salesforce, Microsoft, Autodesk, F5Networks, Gainsight, Google, and Splunk. Moore’s life’s work has focused on the market dynamics surrounding disruptive innovations. His first book, Crossing the Chasm, focuses on the challenges start-up companies face transitioning from early adopting to mainstream customers. It has sold more than a million copies, and its third edition has been revised such that the majority of its examples and case studies reference companies that have come to prominence from the past decade. Moore’s most recent work, Zone to Win, addresses the challenge large enterprises face when embracing disruptive innovations, even when it is in their best interests to do so. It’s time to stop explaining why they don’t and start explaining how they can. This has been the basis of much of his recent consulting.   Topics We Discuss in this Episode: About Geoffrey’s career background and the work he is currently doing today The four organizational zones that companies need to have in order to drive innovation (as outlined in his new book, Zone to Win) Why there is a massive need for organizations to innovate in an accelerated and repeatable way (and the ways that sometimes prevent them from doing so) How Geoffrey has helped companies get leadership to understand that there needs to be an investment in all four of these zones in order to successfully innovate The downsides of being reactive instead of proactive Key lessons in innovation The challenges you’ll face in the process of innovation and how to persevere through them How leaders should incorporate technology trends (such as AI, IoT, and 5G) into their product innovation roadmap Why Crossing the Chasm is the first step in taking innovation from a technology-focus to a customer-focus (and why this is KEY to propelling your business forward) What a “whole product” means and why it is important How to graduate past the early market The difference between horizontal products and vertical products Why you should start with the application dynamic before transitioning to the platform dynamic The key to a successful partnership The difference between a product vs. a solution Where a small company has an advantage over a big company Why so many B2B products die during the pilot stage and Geoffrey’s advice to product leaders   Product Leader Tip of the Week: How to approach innovation in this era of high uncertainty: Don’t try to solve it all with one tool. Start at the beginning with a set of technology-oriented tools that are designed to explore the technology and get familiar with the properties. Simply try and figure out if this new technology affects your customer’s industry and if it is really right for your company or not. Once you cross the chasm, you want to shift the framework from product to solution. As a product leader, you really need to be thinking about where you are as a company and really consider which framework you should be using.   To Learn More About Geoffrey Moore: GeoffreyAMoore.com Crossing the Chasm: Marketing and Selling Disruptive Products to Mainstream Customers, by Geoffrey A. Moore Zone to Win: Organizing to Compete in an Age of Disruption, by Geoffrey A. Moore Dealing with Darwin: How Great Companies Innovate at Every Phase of Their Evolution, by Geoffrey A. Moore Inside the Tornado: Strategies for Developing, Leveraging, and Surviving Hypergrowth Markets, by Geoffrey A. Moore   Related Resources: DanielElizalde.com/Template — Download Daniel’s free IoT Product Strategy Template here!   Want to Learn More? Sign up for my newsletter at DanielElizalde.com/Join for weekly advice and best practices directly to your inbox! Visit DanielElizalde.com/Podcast for additional information, show notes, and episodes. Subscribe on Apple Podcasts so you don’t miss out on any of my conversations with product and thought leaders!  

In this video I will talk about the Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers book by Geoffrey A. Moore and Regis McKenna. Twitter: https://twitter.com/AttilaonthWorld YouTube video: https://youtu.be/HlGZ7T_a7-A My Goodreads profile: https://www.goodreads.com/user/show/124834970-attila

In the final episode of the first season of The Idealcast, Gene Kim sits down with Jeffrey Fredrick, coauthor of Agile Conversations, to synthesize and reflect upon some of the major themes from the entire season.  In Gene’s continued quest to understand why organizations behave the way they do, Fredrick helps connect the dots and points to new areas that deserve more study. They discuss the nature of knowledge work, including how software creation requires so much more conversation and joint cognitive work, and the challenges this presents. They also dive into the bodies of knowledge that are required as we push more decision making and value creation to the edges of the organization.  Then, Gene and Fredrick revisit the concept of integration and why it’s so much more important now than 50 years ago. And finally, they discuss why “Are you happy?” and “Are you proud of your work?” are two very powerful questions and what they actually reveal about people and the work they’re performing. And why this is all so important as we try to create organizations that maximize learning for everyone. BIO: Jeffrey Fredrick is an internationally recognized expert in software development with over 25 years’ experience covering both sides of the business/technology divide. His experience includes roles as Vice President of Product Management, Vice President of Engineering, and Chief Evangelist. He has also worked as an independent consultant on topics including corporate strategy, product management, marketing, and interaction design. Jeffrey is based in London and is currently Managing Director of TIM, an Acuris Company. He also runs the London Organisational Learning Meetup and is a CTO mentor through CTO Craft.   Twitter: https://twitter.com/Jtf  LinkedIn: https://www.linkedin.com/in/jfredrick/ Website: https://www.conversationaltransformation.com/   YOU’LL LEARN ABOUT The nature of knowledge work and how it requires more conversation and joint cognitive work and the challenges it presents The body of knowledge required in decision making and value creation for the organization Concepts of integration and why it’s important now What the questions, “Are you happy?” and “Are you proud of your work?,” reveal about people and their work How Dr. Thomas Kuhns’s work pertains to management models RESOURCES Agile Conversations: Transform Your Conversations, Transform Your Culture by Douglas Squirrel and Jeffrey Fredrick Continuous Integration and Testing Conference (CITCON) The Structure of Scientific Revolutions by Dr. Thomas Kuhn A Collection of Unmitigated Pedantry (ACOUP) The Five Dysfunctions of a Team by Patrick Lencioni Dr. Steve Spear’s episode on The Idealcast Dr. Steve Spear’s 2020 DevOps Enterprise Summit Talk Michael Nygard’s episode on The Idealcast MIT’s Beer Game Thinking, Fast and Slow by Daniel Kahneman The DevOps Enterprise Journal Reinventing Organizations by Frederic Laloux Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers by Geoffrey A. Moore Command in War by Martin van Creveld Continuous Deployment at IMVU: Doing the impossible fifty times a day by Timothy Fitz Sooner Safer Happier: Antipatterns and Patterns for Business Agility by Jonathan Smart   TIMESTAMPS   [00:11] Intro [03:13] Meet Jeffrey Fredrick [03:54] Why conversations are important [08:03] Why conversations are more important now than 100 years ago [11:02] The Five Dysfunctions of a Team [13:08] Integration [16:33] The need for better integration now [20:18] What is information hiding and why it’s important [26:32] The pace of change moves the trade-off [31:41] Two important questions to ask [42:17] The system of fast and slow [48:25] Selection bias [51:07] Thank you from Gene [52:13] Jeffrey’s significant a-ha moment [59:45] Injecting change [1:06:24] Structure and dynamics [1:12:44] Command in War [1:23:39] Complaining about a feature factory [1:25:40] Standardized work and integrating feedback [1:22:21] Two elements of information flow [1:36:49] Insights on peer programming [1:43:54] Learning more and learning earlier [1:45:55] Is there something missing? [1:48:50] Contacting Jeffrey Fredrick [1:49:55] Outro

Geoffrey Moore is an American organizational theorist, management consultant and author, known for his work Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers.I ask him:1. Can you tell me about a time when you had no idea what you were doing and what you learned?2. How do you describe your book, Crossing the Chasm, to someone that has not read the book?3. In your experience, is technology adoption different in medical vs. other non-healthcare sectors? 4. You've spent a career focused on the market dynamics surrounding disruptive innovations. Disruption is a term that's thrown around. What does it mean to you?5. How do we overcome the obstacle of being stuck in one chasm?6. If you wrote Crossing the Chasm, during Covid-19, would your premise and perspective be that different?7. What advice would you give sales and marketing leaders launching products in the season of a pandemic? 8. I remember reading in Harvard Business Review, your article, Darwin and the Demon - Innovating Within Established Enterprises. Can you share what you learned?9. Crossing the Chasm is just one of your many books - Zone to Win, Inside the Tornado, The Gorilla Game, Escape Velocity, Dealing with Darwin, and Living on the Fault Line. What's the process like for you when you decide to write a new book? 10. What book are you reading?11. What local restaurant and why can we say Geoff sent us?

How can the most cutting-edge start-ups fail? Start-ups fall to their death in the deep chasm that separates early tech adopters and the pragmatic mainstream followers. They are two different markets with entirely different customer profiles and purchase requirements. Crossing The Chasm by Geoffrey Moore is widely considered "the bible” for entrepreneurial marketing. Read the summary to get the blueprint for chasm crossing, and master the ways to choose your target segment, craft your market positioning, and leverage it to become the undisputed market leader.

So excited to talk to Doug Kessler about one of my favourite topics - creating engaging content for your audience. Doug is co-founder and creative director of Velocity Partners, the London- and New York-based B2B multi-award winning marketing agency. Doug wrote a lot of very strong content pieces like “the B2B Content Strategy Checklist, Insane Honesty in Content Marketing and Crap: Why the Biggest Threat to Content Marketing is Content Marketing”. In this interview we cover different angles of content such as: what b2b can learn from b2c Doug’s 5 step storytelling framework and how you can apply it what can you do better as a marketer right now Learn more about Doug Example of his work The search for meaning in B2B marketing If you’d like to share what you think about this episode, connect with me on Linkedin Resources mentioned on the show: “Marketing Myopia” article by Theodore Levitt The Innovator's Dilemma: When New Technologies Cause Great Firms to Fail by Clayton M. Christensen Crossing the Chasm, 3rd Edition: Marketing and Selling Disruptive Products to Mainstream Customers by Geoffrey A. Moore Find out more at https://sergey-ross-podcast.pinecast.co

How do we create a hot-selling technology product? How can high-tech enterprises win more business? This book tells you the marketing secrets behind high-tech products. The author, Geoffrey Moore, examines the psychological traits of different kinds of consumers, and discloses the serious marketing mistakes that are often made by high-tech enterprises. He then gives a detailed explanation of how a high-tech company could expand and secure its business, while surviving and thriving among fierce competition.

Samm Anderegg is on a mission to fix healthcare through his company DocStation. DocStation a software platform for healthcare teams, enabling pharmacists to provide value-based care to patients. Samm talks about his shift from a traditional career path to starting his own company and how his work with DocStation aligns with his vision for the future of pharmacy practice. Mentioned on the Show Refinance Your Student Loans  DocStation The Pitch Techstars PillPack Ohio Pharmacists Association Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers by Geoffrey A. Moore and Regis McKenna Behind the Cloud: The Untold Story of How Salesforce.com Went from Idea to Billion-Dollar Company-and Revolutionized an Industry by Marc Benioff and Carlye Adler Good to Great: Why Some Companies Make the Leap and Others Don’t by Jim Collins The Hard Thing About Hard Things: Building a Business When There are No Easy Answers by Ben Horowitz Get Started with DocStation Connect with Samm on LinkedIn Follow Samm on Twitter  Connect with DocStation on LinkedIn Follow DocStation on Twitter  Follow DocStation on Facebook  

What you will learn in this episodeHow to learn from your business failures Lessons from relying too heavily on Facebook ads Influencer campaigns don’t work for every ecommerce campaignLessons on how to tell your brand story in a single post Engagement on Instagram means nothing unless it translates to sales Marketing advice to business owners who are just starting an ecommerce store How to learn new marketing skills User experience – the balance between simplicity and accuracy How to introduce technology into industries that are reluctant to change (you need to be naive + stupid + throw in a bit of ego :)Why Zoltan wouldn’t outsource tech again  Resources mentioned in this episodeEric Phu – Co Founder at Citizen Wolf1 in 3 pieces of clothing made every year goes straight to landfill, often with the tags on. The brand that made them can't afford to dilute their brand by selling at a significant discount. So I'm talking luxury brands or they're burnt. There's an identifiable percentage of Sweden's power that comes from burning H&M clothes.FishburnersCitizen Wolf Sydney shopfront @ 2 Steam Mill La, Haymarket NSWCitizen Wolf Instagrammaggie.the.goldie on Instagram Sydney Golden Retreiver Meetup :)Zoltan’s magic fit algorithmEarth Overshoot DayShopifyMailchimpSendgrid15 minutes with a dog increases your serotonin levels by two to three times.The Business of Fashion Book RecommendationsCrossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers by by Geoffrey A. Moore (Author), Regis McKennaThe Five Dysfunctions of a Team by Patrick Lencioni What business you would build on Mars?So, I was thinking about this and there's a lesson that I like to think about from Levi Strauss actually who made a lot more money than anybody mining gold ever did right. And as the old adage, you don't mine the gold, you sell the shovels. Or in this case, the jeans that they were wearing. So I tried to apply that Mars and I was like, "Well, what would that be?" And I guess it would be starting a business that provides the tools for people looking for water on Mars because there is water there and we need if you're going to make it habitable village or city, we need to solve it. And it's much easier to extract it probably than get it from any other means. So yeah, I don't quite know what that would be but I guess I've got nine months on the rocket ship to figure it out and talk to the scientists that know. Get in touch with ZoltanCitizen Wolf websiteCitizen Wolf InstagramZoltan on LinkedIn To see the full episode transcript and get a listener exclusive 3 month free trial of Metigy, visit metigy.com/podcast

Personalization and customized content is everywhere. From recommended products on your Amazon homepage to the local pizza place knowing your order before you call, businesses have figured out how to deliver custom content to their customers. Nonprofits have to catch up. Those who can will see tremendous lift in their giving. The good news is, marketing automation can help you figure out what your donors are interested in, and enable you to deliver personalized content on a massive scale with just a few hours of work. In this episode of the Go Beyond Podcast, we sat down with Gabe Cooper of Virtuous CRM to discuss why it's critical for nonprofits to focus on scaling their ability to deliver personal content to donors across the giving spectrum. More engaged donors = higher lifetime value across the board.  Giving is one of the most personal things you’ll ever do. The causes we care about have affected our lives very directly, but the nonprofit world has lagged behind businesses in tailoring their communication at the individual level. In the episode, Gabe references "Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers," which you can purchase here: https://www.amazon.com/Crossing-Chasm-Marketing-High-Tech-Mainstream/dp/0060517123 Download the 2019 Pursuant Giving Outlook here:https://www.pursuant.com/trends/the-2019-pursuant-giving-outlook/ Learn more about Virtuous Nonprofit CRM here: https://www.virtuouscrm.com/

David Komlos teaches ways to dramatically shorten the process of solving your organization’s most complex challenges.   You'll Learn: The 3 types of challenges and how to approach them The 10-step process to tackle challenges faster and more effectively How to structure a problem-solving meetings to get the best results   About David: David Komlos, CEO of Syntegrity, is an entrepreneur, early-stage investor and speaker who has helped change the way many global leaders approach their top challenges. From Fortune 100 transformation to international aid, content creation in sports and entertainment to improving access to life-saving products, David advises top leaders and enterprises on how to dramatically accelerate solutions and execution on their defining challenges. He frequently speaks on topics related to complexity, fast problem-solving and mobilization, and scaling talent. He lives with his family in Toronto. David’s Book: “Cracking Complexity: The Breakthrough Formula for Solving Just About Anything Fast”  David’s website: Website: CrackingComplexity.com   Resources Mentioned in the Show: Tool: Cynefin framework Tool: Requisite variety Book: “Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers” by Geoffrey A. Moore Book: “Good to Great” by Jim Collins   Thank You Sponsors! The Simple Habit meditation app has offers has enriching variety for everyone. The first 50 listeners to sign up at SimpleHabit.com/Awesome get 30% off premium subscriptions. ZipRecruiter is the smartest way to hire. You can try them for free at Ziprecruiter.com/HTBA   View transcript, show notes, and links at http://AwesomeAtYourJob.com/ep460

Bryn, Laurier, and Andreas discuss ideas from the classic book, “Crossing The Chasm: Marketing and Selling Disruptive Products to Mainstream Customers” by Geoffrey A. Moore.Until Moore’s book codified and revolutionized how marketers think and talk about product marketing, a “customer” was perceived as anyone who might potentially buy a product. But there are vastly different optimum buyer types at different times in a product marketing life cycle, and understanding them is pivotal to developing a successful launch strategy.“The Chasm” is the yawning product marketing gap between Early Adopters and the Early Majority, whose buying choices are guided by entirely separate references. That means brands must think about their segmentation strategy as a phased approach to building momentum. How do you target the right early adopters to secure beachheads to the much larger Early Majority? That’s what we explore.The book: www.amazon.ca/Crossing-Chasm-Marketing-Disruptive-Mainstream/dp/0060517123

O pós-venda do funil, que gera o efeito em rede através do boca-a-boca, é, segundo Seth Godin, a parte mais negligenciada do funil. Seth cita o livro “Crossing the Chasm - Marketing and Selling Disruptive Products to Mainstream Customers” que descreve o efeito em rede dos primeiros usuários como a forma de cruzar o abismo entre os early adopters e a massa populacional, para gerar escala em um negócio. Essa ponte entre os early adopter e a massa é resolvida respondida em duas perguntas: O que eu vou contar para os meus amigos? Por que eu vou contar para eles? Com clareza na resposta dessas duas perguntas, você consegue moldar o seu marketing no direcionamento de gerar um efeito em rede pelos early adopters. ~ Fale comigo: Instagram / Facebook / YouTube

Embracing the digital landscape, Aditya Jagannathan transforms marketing thought leadership. CEO of SCI Creations, LLC, Aditya and his team provide a concierge service for any start-up or established business where innovation meets entrepreneurship. Follow a road map which allows you and your brand to execute scalable tactics to achieve brilliant results. As Steven Covey says; "Begin with the end in mind." Let this be the guiding component of your vision. Build your theme, and educate yourself in digital marketing. Appreciate the difference between working on your business and working in your business. Take the opportunity to discover your conversion tactics and engagement levels, and nurture yourself and your company. Resources SCI Creations – The Digital Brand Growth Experts You can download a version of the Start-up Map by clicking here. Mentions Joe Polish - also at AES Nation Stephen Covey Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers - by Geoffrey Moore Michael Gerber Russell Brunson John’s 3 Key Take-aways Get on your road map to success with your start-up map from aha to exit. As Steven Covey says; "Begin with the end in mind." There will be plenty of challenges along the way. Ask yourself where you want to go, and where you will end up. Build a team by getting the right people on the bus, as Jim Collins says—both internally and externally. Make time in your business and on your business. Digital marketing is now and the wave of the future. Try new initiatives and testing with low dollar amounts. Prefer Audio? Read the Transcript You can download a complete transcript of this entire episode by clicking here.

We have a transatlantic feel to this episode as it features a conversation with Dr. Carl Marci, the Chief Neuroscientist at Nielsen Consumer Neuroscience who I met in the freezing city of Boston, Massachusetts, I’m pretty sure it has thawed a little by now. You’ll know how cold it was if you’ve seen my recent video that was posted, filmed just outside City Hall, where you can see the statue of one of the greatest basketball players of all time Bill Russell, now I filmed this on purpose, as what you can’t see is that this statue is surrounded by plinths depicting what Bill champions. On each was a different statement – teamwork, craftsmanship, imagination, commitment, words to inspire and motivate and this reminded me of why I started this podcast in the first place. I am passionate about what I do and the profession of Marketing, so if I can inspire one of you commit to developing your skills, dream bigger than you currently are, work harder to perfect your craft or build a culture around you that allows people to thrive then this would be more that I could ever have imagined would be possible for me to achieve with this podcast, and this is what I aim to do in the valuable time that you have allowed me access, so thank you. Back to Dr. Carl Marci (taking a deep breath here as his accolades extensive) – A BA in psychology, an MA in psychology and philosophy, before becoming a Doctor at Harvard Medical School. But that wasn't enough as he went on to train in biometrics and the neuroscience of emotion and now is a provider of consumer based neuroscience using biometrics, and other technologies for measuring non-conscious processes related to media and marketing and how they effect consumer behavior and decision making. Happy Marketing Everyone! Peter www.marketingstudylab.co.uk www.linkedin.com/company/marketing-study-lab/ www.facebook.com/marketingstudylab/ https://twitter.com/mktstudylab (@mktstudylab) Music Featured on this Podcast: Sleepy in the Garden Lobo Loco www.musikbrause.de Creative Commons License LinksNielsen: http://www.nielsen.com/uk/en.html Nielsen Neuroscience: http://www.nielsen.com/us/en/solutions/capabilities/consumer-neuroscience.html Williams-Sonoma Bread Maker Price Case Study:http://myemail.constantcontact.com/Williams-Sonoma-Pricing-Tactic-Grows-Sales-for-Bread-Machine.html?soid=1102052405533&aid=JioWyC1Fesc CIM Mentoring Program: https://www.cim.co.uk/more/mentoring/ Books:Crossing the Chasm: Marketing and Selling Technology Products to Mainstream Customers: https://amzn.to/2jhp2e8 App:New York Times: http://www.nytimes.com/services/mobile/index.html Theory:Ontogeny recapitulates Phylogeny: https://en.wikipedia.org/wiki/Recapitulation_theory Idol:Bill Bradley: http://www.billbradley.com

In this episode of The Expat Business Hero I talk (& laugh) with Keven Gambold who created a drone consulting business in the USA after leaving the British Royal Air Force as a Bomber Pilot.  Show Notes:  "How to Blow 1 Million Dollars - An Ex-Entrepreneurs Guide on What NOT to do". By Keven Gambold - Available on Amazon Today Keven runs www.UnMannedExperts.com a leading Drone Consulting Business. In the episode he refers to the book: "Crossing the Chasm :  Marketing and Selling Disruptive Products to Mainstream Customers (available on Amazon)   Subscribe on iTunes

New, repeat and referral business all come from one place. Your relationships. Contactually CEO Zvi Band comes on the podcast to show us how to take the heavy lifting out of reaching out to and following up with your important business relationships. In this episode we cover: How to use a game to sort and 'bucket' your contacts. How to use Contactually to: remind you to follow up with important contacts create personalized email templates make an introduction efficiently keep up with your contact's social media tag contacts based on location and personal interests schedule emails to go out on a future date keep personal notes on contacts The power of a $10 basketball and doggie bowties. What to say when reaching out to your network. How many relationships you can realistically expect to keep track of. The one thing that separates the most successful and least successful Contactually users. Quotables: "The best businesses in the world are built off of authentic relationships with their clients and partners." - Zvi Band "80-90% of my revenue has come from Contactually follow up reminders and nudges to reach out to my network." - Zachary Sexton Links and resources mention: Real Relationships Podcast Crossing the Chasm Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers by Geoffrey A. Moore Alfred - productivity application for Mac OS X, which boosts your efficiency with hotkeys, keywords and text expansion. Contactually (affiliate link) - Strengthen your professional relationships and grow your business by following up with the right people at the right time. Connect with Zack and Zvi: Guest Twitter: @skeevis Guest Website: zviband.com Zack's Twitter: @zwsexton Zack's LinkedIn: @ZacharySexton Leave iTunes Review: zacharysexton.com/review Subscribe to the podcast on iTunes, Stitcher, Overcast, PocketCast or your favorite podcast player. It’s easy, you’ll get new episodes automatically, and it also helps the show gain exposure. The shownotes can be found at zacharysexton.com/41 or zacharysexton.com/contactually

Zvi Band is a software developer and entrepreneur, the CEO and co-founder of Contactually which is a software service that gives people everything they need to easily organize and stay in touch with the most important people in their network. He built the company from an idea in his Evernote to 60 employees (and growing), millions in revenue, 12M+ in venture backing, numerous awards, and thousands of paying customers in SMB and mid-market. He previously led Workstreamer as CTO from its initial product development to acquisition. Prior to Contactually, Zvi ran a software consultancy firm, working for clients such as Ford, NYSE AND Volkswagen. He also serves as a mentor to two DC-Based incubators, 1776 and Acceleprise. He founded DC Tech Meetup and ProudlyMadeinDC to promote DC entrepreneurship. He has been named a DC “Tech Titan” 3 times. ……….. Book recommendation for entrepreneurs:  Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers – Geoffrey A. Moore (has been a key part of the business strategy behind Contactually) The Hard Thing About Hard Things: Building a Business When There Are No Easy Answers – Ben Horowitz Zero to One: Notes on Startups, or How to Build the Future – Peter Thiel >>> Legacy: To be remembered as someone who made a positive impact in the world and made a lasting effect in some way – Zvi. >>> Best way to connect: @skeevis – Zvi's Twitter Handle (His favourite way of communicating) http://www.contactually.com/ (www.contactually.com) – Zvi's business website  

My guest this week is Andy Rachleff, who is the CEO of the automated investing platform Wealthfront. Andy was also a co-founder and long-time partner at Benchmark capital--one of the most interesting and successful venture capital firms in the world. We spend most of our conversation discussing venture capital investing and entrepreneurship. Andy coined the now ubiquitous term “product/market fit,” and has great insight into how investors and entrepreneurs should think about business. In that vein, we discuss both what we refer to as the value hypothesis: building a product or service that customers love, and the growth hypothesis: scaling that product or service to a large market. We finish our conversation by talking about Andy and his teams mission at Wealthfront, and this conversation is perfectly timed, as Wealthfront just released a new feature that allows investors to buy factor portfolios, similar to Smart Beta ETFs. Above all, I’ll remember Andy’s advice to “put the gun in the other person’s hand,” a strategy that we explore in the middle of our talk.   For comprehensive show notes on this episode go to http://investorfieldguide.com/andy For more episodes go to InvestorFieldGuide.com/podcast. Sign up for the book club, where you’ll get a full investor curriculum and then 3-4 suggestions every month at InvestorFieldGuide.com/bookclub. Follow Patrick on Twitter at @patrick_oshag   Books Referenced The Four Steps to the Epiphany The Lean Startup: How Today's Entrepreneurs Use Continuous Innovation to Create Radically Successful Businesses Millennial Money: How Young Investors Can Build a Fortune Diffusion of Innovations Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers   Show Notes 2:36 – (First question) – The partnership setup and how they came to be 5 equal partners 7:57 – Why benchmark would not take on the chairman role in companies they invested in 9:28 – What made John Doerr the greatest capitalist investor ever 11:59 – Looking at the venture process and what made it an attractive investment for Benchmark, using eBay as an example. 18:06 – If you are willing to help other people, without an expectation of return, it can create other opportunities 20:08 – Andy is asked to explain the idea of Product Market Fit, a term that he coined 22:18 – How does one go about finding a Product Market Fit             23:05 – The Four Steps to the Epiphany             23:19 – The Lean Startup: How Today's Entrepreneurs Use Continuous Innovation to Create Radically Successful Businesses 25:55 – What are the components of the Growth hypothesis 26:51 – Why you can learn more professionally from success vs failure 28:13 – What it’s like to shift from venture capitalist to operator/CEO 30:24 – The rate at which technology gets adopted and what will help Wealthfront             30:53 – Millennial Money: How Young Investors Can Build a Fortune             31:26 – Diffusion of Innovations             31:38 – Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers 32:38 – What does it look like to innovate on top of current platforms 41:07 – Will platforms like Wealthfront help to democratize access to private markets 44:23 – Kindest thing anyone has done for Andy     Learn More For more episodes go to InvestorFieldGuide.com/podcast.  Sign up for the book club, where you’ll get a full investor curriculum and then 3-4 suggestions every month at InvestorFieldGuide.com/bookclub Follow Patrick on twitter at @patrick_oshag

There once was a time when technology was sold just to business to help create new and “softer” consumer products.  Today, we know there is a mass market for technology itself and it’s often sold directly to consumers.Given that new, particularly disruptive, technology usually begins with a blank page, an audience of zero for products that did not exist, how has the market for these products changed and what’s the nexus with our habits and adoption of the technology itself?Geoffrey Moore’s book Crossing the Chasm, has long been the bible for entrepreneurs  bringing products to larger and larger markets...but what’s different today.?Moore is just out with a new and updated volume, Crossing the Chasm, 3rd Edition: Marketing and Selling Disruptive Products to Mainstream Customers.My conversation with Geoffrey Moore: