Podcasts about plg

Jake Mor is the founder of Superwall (superwall.com), a mobile app paywall platform that generates $3.6 million ARR with just 12 employees by powering over 100 million paywall views monthly for 3,000 customers. His company processes $25-50 million in customer revenue each month and has built over 4,000 custom paywalls while facilitating 4-5 million new user conversions monthly across their customer base. Jake reveals his exact hybrid PLG-to-enterprise strategy that starts customers at $200-300 monthly on self-serve plans then graduates them to $1,000-1,500 negotiated enterprise deals, plus his AI demand scoring system that delivers 20-30% revenue lifts overnight for apps generating $5-10 million MRR. In this episode, Jake breaks down how 2 lines of code became a $3.6 million business, his white-glove onboarding process that takes over customer paywalls for 4 weeks to prove value, and the failed experiment database that helps customers avoid costly mistakes while achieving conversion rates of 20-30%.

In this episode of SaaS Fuel, Jeff Mains sits down with Andrew Seidman, former poker player and now co-founder of Digital Reach Agency. Andrew shares hard-earned lessons on B2B branding, go-to-market strategy, and how SaaS founders can scale smarter.We cover the balance between product-led growth and ABM, the dangers of relying only on bottom-of-funnel tactics, and why your brand must make people feel—not just function.Whether you're stuck in lead generation purgatory or wondering why your messaging isn't landing, this episode is your guide to aligning brand, demand, and revenue.Key Takeaways00:00 - Do you even know your audience?01:08 - Welcome to SaaS Fuel02:06 - Why brand is more than a logo03:41 - Guest intro: Andrew Seidman05:00 - From poker tables to pipeline growth10:10 - Most common GTM mistakes for $3–$20M SaaS13:25 - Why bottom-of-funnel dries up15:33 - Make your customer the hero18:55 - Balancing PLG and ABM23:08 - Before you run ads, ask this27:20 - The Captain's Keys: Leadership book plug28:21 - Brand vs. product messaging35:27 - The logo test: can your brand be swapped?36:41 - Liquid Death vs. generic bottles40:16 - How much content is enough?43:46 - Where to invest in the next 90 days47:41 - Fixing GTM without hiring a CRO50:59 - Where to find AndrewTweetable Quotes“Are you trying to run ABM at Joe's Crab Shack or PLG at IBM? That's a fatal mismatch.” — Andrew Seidman“Brand is emotional leverage. It's not your logo—it's how people feel after encountering you.” — Andrew Seidman“Your best growth engine might be your current customers. Don't overlook advocacy.” — Jeff Mains“If your brand materials work with a competitor's logo, you've got a commodity, not a brand.” — Jeff Mains“Stop chasing leads if you're not ready to nurture them. Otherwise, you're lighting lemonade on fire.” — Andrew Seidman“Great growth strategy isn't just PLG or ABM—it's how you blend them and fuel with content.” — Andrew SeidmanSaaS Leadership LessonsDefine your audience before running anything.Without clarity, your GTM efforts are just expensive guesswork.Brand is emotional leverage.It's not just your logo—it's how people feel after encountering your company.Bottom-funnel-only = short-term growth.You must build pipeline long before buyers are “ready.”PLG + ABM > Either Alone.Hybrid models give you better reach and retention when done right.Customer advocacy is a growth engine.Your best marketing may already be using your product—elevate their stories.If your brand can be swapped with a competitor's, you don't have a brand.Own your identity. Generic is invisible.Guest ResourcesEmail - andrew@digitalreachagency.comWebsite -http://digitalreachagency.com/ Linkedin - https://www.linkedin.com/in/andrew-seidman/Episode SponsorSmall Fish, Big Pond – https://smallfishbigpond.com/ Use the promo code ‘SaaSFuel'Champion Leadership Group –

In today's episode, Wes Bush announces the launch of the Product-Led MBA, a comprehensive nine-week program designed to address the massive talent shortage in product-led growth (PLG). After nine years of helping over 400 companies generate $1 billion in self-serve revenue, he identifies a critical gap: there's a real shortage of talent that understands the full spectrum of PLG implementation.  The Product-Led MBA teaches "full stack product-led growth," covering everything from strategy and user research to pricing, data analytics, and team building. This implementation-focused program provides real-world skills, templates, and a proven system that participants can immediately apply to any company, making it a valuable career investment in an AI-driven economy where PLG skills remain highly sought after. Key Highlights: 00:47: Massive talent shortage in PLG 03:49: Get templates and systems we use with our clients05:16: AI-proof your career with high-demand PLG skills07:34: Limited time: $549 (50% off) for first 100 people Learn more about the Product-Led MBA program

Rational thinking might drive economics, but emotional behavior drives decisions. And no one understands that better than Dan Ariely, author of Predictably Irrational, a book that's reshaped our assumptions about how people make decisions.In this episode, we're unpacking key lessons from Dan Ariely's work with the help of our special guest, Leslie Alore, SVP of Marketing at Flexera.Together, we explore what B2B marketers can learn from setting the right expectations, why fewer choices close more deals, and how the power of “free” and fear of loss can drive serious retention.About our guest, Leslie AloreAs the SVP of Marketing, Leslie Alore leads Flexera's marketing strategy with an aim to create great experiences and outcomes for our customers.Her passion for people and technology—combined with more than 15 years of marketing leadership in the tech space—has established her as a successful, results-driven executive who enables teams to do their best work.Prior to joining Flexera, Leslie served as the Global SVP of Lifecycle Marketing at Ivanti. Before that, she held various marketing, operations and GTM strategy roles at Iron Mountain. Leslie is an active speaker and mentor in the GTM community, and has been recognized among “Top Women in Marketing” by Ragan Communications and “Women of the Channel” by CRN.Leslie holds a BBA in Management, and an MBA with a concentration in Strategic Leadership from Walsh College of Accountancy and Business Administration.What B2B Companies Can Learn From Predictably Irrational:Set expectations to shape reality. Great marketing doesn't just reflect value, it creates the conditions for it. Leslie highlights how expectations shape reality. When buyers believe something is good, they interpret every detail through that lens. This isn't about manipulation, it's about clarity and consistency. Leslie says, “The effect of expectations… believing beforehand something is good, therefore it will be or the reverse.” So stop hoping your audience connects the dots. Tell them what to expect, then deliver on it. Perception isn't a bonus, it's the foundation.Shrink your options to speed the decision. Too many options stall progress. The paradox of choice tells us more isn't better, it's paralyzing. Leslie urges marketers to curate the path forward: “You actually want to give people fewer options and take control of the options that they see.” Don't just join the shortlist, define it. When you narrow the frame, you speed up the decision for your customers. Turn “free” into staying power with loss aversion. There's magic in “free,” but the real power lies in what people fear losing. Once someone uses your product, whether it's a freemium tool or an ungated resource, they've invested. Now there's skin in the game. Leslie puts it simply, “People will overvalue something that's free and ignore kind of the trade-off costs associated. And loss is psychologically painful. We don't want to lose that, which we already have.” Whether you offer software, content, or services, create early wins. Then make the cost of leaving feel higher than the cost of staying.Quotes*“ There's many organizations that lean into that power of positivity…What's very interesting is that consumer brands do this a lot very, very well. B2B organizations tend to do almost the opposite. They tend to lean more into FUD. And that's a harder road to tread.”*“ If you're an organization that is selling software, the software is designed to provide a business outcome. It's designed to solve a business problem. Instead of focusing on, here's the business problem. Doesn't that suck for you? You can say, ‘here's the solution.*“You have the power, you can feel confident about your ability to achieve X, Y, Z because you've solved this problem.' It's saying the same thing, but orienting it in a positive way and being very, very, very consistent in that message. Beat that drum over and over and over again.”*“ Narrow down the competitive options for them. Your sales process will move faster. You will be able to take better control of the narrative if you say, ‘this is us and these are the two other vendors that look like us. And here's why we are different and better, and here's what you can expect from these guys.' And that doesn't mean saying negative things about them.  It's just highlighting your strengths and your virtues.”*“People are willing to accept trade-offs for something that is perceived to be free…This is the exact reason that PLG, product-led growth, is so powerful. Because if you can get people in the door with some sort of freemium offering, people will actually work harder to do the legwork to get a free product to work and interact with it, than they might be willing to put in for something that they have to go pay for. And then once they have it and they've put in the work, they don't wanna lose it.”Time Stamps[00:55] Meet Leslie Alore, SVP of Marketing at Flexera[00:56] Why Predictably Irrational?[02:20] The Role of SVP of Marketing at Flexera[02:47] Understanding Predictably Irrational[09:56] B2B Marketing Lessons from Predictably Irrational[37:49] Cognitive Dissonance in Buying Behavior[42:17] Emotional Marketing in B2B[46:18] Final Thoughts and TakeawaysLinksConnect with Leslie on LinkedInLearn more about FlexeraAbout Remarkable!Remarkable! is created by the team at Caspian Studios, the premier B2B Podcast-as-a-Service company. Caspian creates both nonfiction and fiction series for B2B companies. If you want a fiction series check out our new offering - The Business Thriller - Hollywood style storytelling for B2B. Learn more at CaspianStudios.com. In today's episode, you heard from Ian Faison (CEO of Caspian Studios) and Meredith Gooderham (Head of Production). Remarkable was produced this week by Jess Avellino, mixed by Scott Goodrich, and our theme song is “Solomon” by FALAK. Create something remarkable. Rise above the noise.

On today's episode, our guest is Lauren Schuman, VP of Product Growth at Bitly & former Sr. Dir. of Product Growth at MailChimp. In this episode, we discuss: How Lauren created product-led growth (PLG) as a discipline at MailChimp and turned it into a systematic growth engine The turnaround story behind a failed product launch, and how it led to a 183% spike in adoption overnight Why lagging engagement pushed her to lead a ground-up rebuild of MailChimp's core email editor to improve growth Links LinkedIn: https://www.linkedin.com/in/laurenschuman/ Chapters 00:00 Introduction to Lauren Schumann 03:09 Transition to E-commerce and PLG 07:15 Joining MailChimp and Early Challenges 09:50 Implementing PLG at MailChimp 13:43 Navigating Organizational Politics 19:03 Improving User Experience at MailChimp 19:26 Defining Key Customer Journey Metrics 20:30 Challenges and Solutions in Email Activation 21:40 Balancing Core Competencies and Expansion 22:59 The Role of AI in Product Management 24:50 Human Touch in the Age of Automation 27:48 Future of AI and Personalization 34:50 Outro Follow LaunchPod on YouTube We have a new YouTube page (https://www.youtube.com/@LaunchPod.byLogRocket)! Watch full episodes of our interviews with PM leaders and subscribe! What does LogRocket do? LogRocket's Galileo AI watches user sessions for you and surfaces the technical and usability issues holding back your web and mobile apps. Understand where your users are struggling by trying it for free at LogRocket.com (https://logrocket.com/signup/?pdr). Special Guest: Lauren Schuman.

Neste episódio, Vini Maia e Edson Ferreira discutem a essência do Product Led Growth (PLG), abordando a jornada do usuário, a importância do onboarding, e como a cultura de experimentação e colaboração são fundamentais para o sucesso. Eles também falam sobre a análise de clientes, estratégias para lidar com churn, e a importância do trabalho em equipe e da responsabilidade extrema na gestão de produtos. O episódio oferece insights práticos e reflexões sobre como implementar PLG de forma eficaz.TakeawaysA essência do PLG é ter o produto como motor principal.A jornada do usuário deve ser contínua e intuitiva.Cultura de experimentação é vital para o crescimento.O onboarding é a porta de entrada para os usuários.Análise RFM ajuda a segmentar e entender os clientes.Churn é um fenômeno natural em SaaS.Trabalho em tríade entre equipes é essencial.Responsabilidade extrema deve ser adotada por todos.A comunicação clara entre equipes melhora a eficiência.O sucesso do PLG depende de um alinhamento estratégico.Capítulos00:00 Introdução ao Papo de Produto02:17 O que é PLG?04:42 Desafios e Exemplos de PLG07:46 A Experiência do Usuário e Onboarding10:35 Estratégias de PLG e Responsabilidade Extrema13:49 Análise de Clientes e Métricas de Sucesso21:08 Análise RFM e Segmentação de Clientes25:05 Cohorts e Adoção de Produtos29:03 Desafios de Deploy e Gestão de Risco30:32 Trabalho em Triade e Colaboração Interdepartamental36:23 Gestão de Prazo e Escopo em Projetos40:47 Resiliência e Aprendizado em Lançamentos de Produtos41:36 Essência do PLG44:16 Jornada do Usuário e Ativação Contínua47:16 Cultura de Experimentação e Colaboração50:08 Uso de AI e Futuro do Trabalho Acesse o material gratuito do episódio.⁠Curadoria de conteúdos organizadas em um NotebookLM com +40 Fontes de alta relevância no tema de PLG.⁠Série sobre Churn citada está no perfil do Walmir Junior.Apoie o Papo de ProdutoSiga no Spotify e deixe sua avaliação para nos ajudar a alcançar mais pessoas de produto.KeywordsPLG, Product Led Growth, jornada do usuário, onboarding, cultura de experimentação, análise de clientes, churn, responsabilidade extrema, trabalho em equipe, RFM, cohorts

durée : 00:55:16 - Côté Club - par : Laurent Goumarre - Rap au féminin et masculin ce soir dans Côté club avec BEN plg et son nouvel album "Parait que les miracles n'existent pas" et Adés the planet et son single "24 carats" - réalisé par : Stéphane LE GUENNEC, Matthias Volant

durée : 00:55:16 - Côté Club - par : Laurent Goumarre - Rap au féminin et masculin ce soir dans Côté club avec BEN plg et son nouvel album "Parait que les miracles n'existent pas" et Adés the planet et son single "24 carats" - réalisé par : Stéphane LE GUENNEC, Matthias Volant

איך משתנה המרקטינג בחברה שצומחת דרך המוצר (PLG), כשמוסיפים מנוע צמיחה שמונע דרך מכירות (SLG)? איך זה משפיע על הלקוחות שאנחנו מכוונים אליהם, על ערוצי השיווק, ועל המטריקות שאנחנו מודדים? ומה הקשר של כל זה לדגים גדולים ודגים קטנים? בחירת אסטרטגיית צמיחה לסטארטאפ היא החלטה מורכבת, כזו שמשפיעה על כל אזור בחברה, מהאופן שבו מפתחים את המוצר ועד הדרך שבה מגיעים ללקוחות חדשים. בסדרת פרקים חדשה: ״הכל על PLG ו-SLG" אנחנו משתפים בדרך של מאנדיי בבחירת מנוע הצמיחה שלה: תחילה בהתבסס על המוצר בלבד, ובהמשך גם עם שילוב של מנוע מכירות. בפרק השבוע אדוה שיסגל מדברת עם רועי מן, Co-CEO וקו-פאונדר במאנדיי, על השינוי שעבר המרקטינג בעקבות השינוי באסטרטגיית הצמיחה של החברה: אם בעבר השיווק התבסס בעיקר על פרפורמנס וערוצי פוש שהציגו את הפיצ'רים של המוצר לקהל רחב, היום הוא גם שם דגש על פתרון בעיות ומכוון לקהל מצומצם ומדויק יותר. זה תהליך שבו אנחנו לא מחכים שמישהו יגיע אלינו, אלא מזהים מראש את הלקוחות שאנחנו רוצים לעבוד איתם ובונים איתם מערכת יחסים. בפרק רועי משתף בשינויים שהמרקטינג עבר, למה השינוי הזה היה נחוץ בכלל, איך ניגשנו אליו, מה היו האתגרים, וגם מה עדיין לא מפוצח. חסר לכם קצת רקע? קישור לפרק הראשון בסדרהSee omnystudio.com/listener for privacy information.

Ashley Kent - Founder & CEO of Clear Star Creative, a boutique marketing growth agency specializing in venture-backed health tech companiesKey Topics DiscussedBuilding a Sustainable Business and Life BalanceManaging a 15-employee company while raising two young children (ages 4 and 6)Finding joy in simple pleasures: working out, good food, and family timeThe reality of being a working mom in a small community where she's often in the minorityWhat Clear Star Creative DoesBoutique marketing/growth agency focused on venture-backed health tech startupsTwo main service phases:"Crawl Phase": Helping companies validate their target audience and go-to-market strategy"Walk Phase": Building scalable marketing and sales systems beyond founder-led salesThe Evolution of Venture CapitalShift from investing in "dreams and ideas" (2015-2020) to requiring tangible resultsVCs now demand sustainable, repeatable business models rather than relying on individual foundersImportance of building "moats" and differentiation in crowded marketsMarketing PhilosophyThree ways CEOs typically view marketing:Core revenue driverSales enablement ("make things look pretty")Brand awareness generatorFocus on impacting business outcomes, not just creating contentTaking a whole customer lifecycle approach from acquisition to renewalAI's Role in MarketingUsing AI as an efficiency tool, not a replacement for human relationshipsCurrent tech stack includes ChatGPT for ideation and image generation, AI note-taking toolsEmphasis on maintaining human oversight and the relationship-driven nature of businessThe Transition from Founder-Led SalesCommon challenge for companies in the $10-50M rangeDifference between lifestyle businesses and venture-scalable companiesBuilding repeatable systems that don't depend on the founder's personal relationshipsProduct-Led Growth in HealthcareHealthcare traditionally being sales-led but slowly adopting PLG approachesThe complexity of implementing PLG - requires buttoned-up systems and user experienceWarning about pulling product resources away from core developmentRecent Business ChallengesAshley candidly shared experiencing her "hardest six months ever":Lost entire core team within two weeksLost major clients within two monthsHad to rebuild while maintaining operations and caring for familyLearning to balance investment in clients' success with her own company's needsHiring and Team ManagementFocus on behavioral interviews and work ethic assessment90-day probationary period to ensure good fitEmphasis on preventing burnout in high-paced startup/agency environmentImportance of setting clear expectations and boundariesParenting and BusinessExposing her daughter to the business world and strong working womenBalancing being present for family while running a demanding businessTeaching children about the value of hard work and financial independenceKey Quotes"I'm in the people business. We are in the services business where we are building relationships.""If we turned [marketing] off tomorrow, would it really impact our business? Probably not... We have to make sure that we are impacting the business in every single thing we're doing.""The strategic person climbs to the top of the ladder, looks over the trees and says, 'guys, we're in the wrong forest.'""Don't let the facade fool you. It is hard as hell to do this and it will push you in every single capacity."Resources MentionedClay (AI-enabled sales outreach tool)Apollo (sales outreach platform)ChatGPT (AI for ideation and content)Clear Star Creative websiteEpisode TakeawaysFocus over busy work: Strategic thinking means identifying the one thing that will truly move the needleRelationships drive business: Especially in B2B services, human connections remain irreplaceableTransparency builds trust: Being honest about capabilities and limitations creates stronger client relationshipsSystems enable scale: Moving beyond founder-dependent operations requires intentional system buildingResilience through adversity: Even successful entrepreneurs face major setbacks - persistence and support systems are crucialFortune's Path podcast helps service and technology businesses address root causes that prevent rapid growth. Music and editing by Ted Noser.

國泰世華 CUBE Podcast 節目「解鎖從容理財」由主持人小詹與證券投資分析師薯哥分享財經情勢與理財小故事的與你一起創造「從容投資、品味理財」的態度生活。立即收聽 ➡️ https://fstry.pse.is/7l4x2c —— 以上為 KKBOX 與 Firstory Podcast 廣告 —— 「PLG在打冠軍戰，你們怎麼都沒有討論？」類似的私訊，過去一周多次出現在小人物上籃社群信件夾中。其實有喔！小人物聽眾們應該有注意到每場賽後的會員特輯，現在EP.176全部集結一次公開，來回顧這系列台籃史上少有的7場打好打滿大決戰！ 這次PLG冠軍賽，Roy現場看了G2、G5，小枚看了G3、G7，兩位主持人的現場觀賽心得、加上Kong每場直播督軍、以及隔壁棚海神助教Sean期間的插花，小人物聽眾們可以跟著每場賽後討論既真實又及時的情緒起伏，回想戰況是如何發展到最後的搶七大戰、兩隊如何糾纏到第四節最後時刻。這個被許多球迷笑稱半前年就已經決定好的決賽隊戰組合，兩隊賽前做了哪些準備？期間做了哪些調整？每場賽後討論與預測，哪些有發生？哪些沒有？哪些出乎意料之外？！ 當橘色彩帶撒下，球賽的結局只有一隊能舉起冠軍盃，但能夠出現在這樣堪稱經典的系列賽的最終舞台，兩支球隊、全場球迷、看直播與聽節目的每一個人，一起成就並經歷過程的我們，都是贏家！ 成為

I'm taking you behind the scenes of ProductLed's wild 8-year ride. From our embarrassing original name (“Traffic is Currency” - yikes) to helping 400+ companies generate $1B in self-serve revenue, it's been anything but linear. I share the honest truth about riding the pandemic capital wave, the year I was completely lost, and how accidentally discovering our implementation program changed everything. Key Takeaways: [00:01:55] My first client took a chance on me [00:05:03] I was making $33K/month but was miserable [00:09:44] Writing my book in a 6-month sprint [00:13:23] How COVID forced us to pivot from workshops to cohorts [00:20:07] The accidental discovery that transformed our business model Looking back, my journey followed exactly what Jim Collins calls the “Hedgehog Concept” - first finding what makes money, then following my energy to PLG, and finally creating a unique system that could become world-class. The intersection of these three elements is where unstoppable businesses are built.

This is going to make all the PLG fan boys & girls angry...Today we talk about why Romanticizing PLG is dangerous.With AI companies hitting $50M ARR overnight (amazing product, credit cards, and a golden retriever named Kevin), a dangerous myth is spreading:

Hej – pewnie kojarzycie to stwierdzenie, albo słyszycie je podczas kłótni z drugą osobą bądź jak wściekacie się na swoją latorośl – jednak my razem z Jankiem zwracamy uwagę na absurd odpowiedzi na ważne pytania o przyszłość naszego kraju. Dość eksperymentalnie chcieliśmy wziąć na tapet jeden temat główny i trochę o nim pogadać – wyszły gorące jak ziemniaki z pieca w ostatnim tygodniu Debaty prezydenckie 2025. Trochę o historii, trochę o tym jak wyglądają w USA i o tym dlaczego tak dziwnie wypadają u nas? Chyba nie jesteśmy w stanie znaleźć lepszej formy, a może wy macie jakiś lek na taki stan?Przed głównym tematem nawiązaliśmy do nowej książki Sylwii Czubkowskiej – Bóg cechy – nowa, mająca swoją premierę w mijającym tygodniu książka, pokazująca jak bardzo właśnie te “techy” są miejscem westchnięć – jak lubicie takie mocne reporterskie książki to serdecznie zapraszamy do krótkiej analizy przez Janka. Zachęcamy do kupienia książki Pani Sylwii. Na końcu, krótko o streamingu Maxie albo hbo Maxie, albo Maxie hbo – my już się sami pogubiliśmy. Dodatkowo zdradzamy jaki jest najbardziej ceniony i znienawidzony zawód w Polsce! Dajcie znać czy forma jednego głównego tematu Wam siedzi. Zapraszamy na stronę naszego partnera podcastu firmę Kawawbiurze.pl z kodem – LPK2025 -20% na kawki marki Venezia! Dobrego tygodnia i pamiętajcie o niedzieli! Rozdziały:00:00:00 – Intro00:00:40 – Czy to na pewno maj?00:06:48 – Bóg techy- Sylwia Czubkowska00:11:18 – Minuta na odpowiedź00:49:05 – Max, HBO, HBO max, max HBO itd.00:51:38 – Najgorzej oceniane zawody00:52:52 – Podsumowanie00:53:40 – OutroPozdrawiamyAdam i JanInstagram: @LuznoPrzyKawieTwitter: @LuźnoPrzyKawieFacebook: @LPKpodcastProjekt okładki: Adam BorodoIdentyfikacja wizualna: High5Studio.plGłosy: Adam Borodo, Jan Urbanowicz

Today on the show we have Ryan Seams, the Head of Customer Success at  AssemblyAI.In this episode, Ryan shares his experience transitioning from Deloitte to the fast-paced world of startups, where he spent nearly a decade at Mixpanel scaling customer success and navigating product analytics.We then discussed the evolution of pricing models — from events-based to monthly tracked users and back again — and how that shaped customer behavior, retention, and satisfaction.We wrapped up by discussing how AI-native companies like  AssemblyAI are redefining usage-based pricing, customer segmentation, and churn forecasting in a rapidly changing landscape.Mentioned ResourcesAssemblyAI Mixpanel Google Analytics Adobe Omniture OpenAI Churn FM is sponsored by Vitally, the all-in-one Customer Success Platform.

In this episode of Scrappy ABM, host Mason Cosby chats with Catie Ivey, CRO of Walnut, about how interactive product demos can supercharge account-based marketing by delivering hyper-personalized, use-case-driven experiences that actually convert.Best Moments:(01:31) What interactive demos are—and why they matter in ABM(03:37) Going beyond generic walkthroughs to build tailored demo flows(06:01) Case study: boosting PLG conversion with demo customization(08:26) How to personalize even when you don't have access to a customer's product(11:27) Why AI alone isn't enough—industry-specific context is key(13:34) Avoiding common demo mistakes: keep it simple, keep it relevant(15:15) The 12-click rule for building demos that people actually finishGuest BioCatie Ivey is the Chief Revenue Officer at Walnut, a platform that helps companies build interactive product demos that resonate. A leader in revenue operations and GTM strategy, Catie champions a “product-led everything” mindset—bringing the product experience into every stage of the buyer's journey to fuel engagement, conversion, and long-term adoption.

Most SaaS teams claim they're “doing PLG,” but very few are doing it well. This week on GTM Live, Carolyn and Trevor sit down with Wes Bush, CEO of ProductLed, to unpack why product-led growth often fails—and what to do about it. They explore why PLG isn't just a pricing model or trial strategy, but a deep, systems-level shift that most teams underestimate.Wes shares the “PLG iceberg” framework: how surface-level features (like a free trial) are only a fraction of the equation, and what's really beneath the waterline. Carolyn draws parallels to GTM systems and explains why execution gaps usually stem from unseen issues like misaligned metrics, siloed teams, or weak infrastructure. Trevor reveals why so many companies stall out after initial traction and how to diagnose whether PLG is truly viable for your product and team.If your version of PLG starts and ends with a self-serve signup, this conversation will change your thinking.Key topics in this episode:Why most PLG initiatives stall or fail to scaleThe “iceberg” analogy for understanding real PLG systemsHow internal misalignment derails otherwise solid PLG ideasWhy surface-level success metrics are misleadingWhat CEOs and GTM leaders get wrong when trying to “go PLG”What foundational systems need to be in place before you can succeed with PLG

What turns a free trial user into a paying customer? For Ola Sars, founder and CEO of Soundtrack, the answer is all about behavior. In this episode, we break down how his team uses product-led growth (PLG) and product-qualified leads (PQLs) to drive conversions.  You'll hear how playing 100 tracks became a key signal for purchase intent, the tactics Soundtrack deploys to help self-serve customers experience value fast, and what it takes to scale a SaaS business in a market ruled by consumer giants. If you're building a PLG motion or trying to convert lookie-loos into cash customers, listen in. RUNTIME 45:20 EPISODE BREAKDOWN (3:11) “ It's 20 years now I've been trying to make a living here in the intersection of audio, music and technology.” (5:22) How Ola became a member of Beats' founding team. (9:37) Why he returned to Stockholm to build Soundtrack instead of remaining stateside. (13:38) When Ola started to learn about product-led growth. (15:38) “ It's a $40-50 billion market on an annual basis. And we're kind of the only company going after that market right now.” (18:54) “ We had this approach that everything had to be done self-serve.” (20:33) Creating a framework to ID and leverage product-qualfied leads (PQLs). (26:06) What role will AI play in music distribution and production? (28:23) The gaps Ola sees in today's music technology marketplace. (32:04) Why AI-generated music “ doesn't make any sense.” (35:03) Ola reflects on several cultural shifts that have made it “much easier now” to build in Europe. (38:12) Stockholm's entrepreneurs are “kind of hybrid Americans in a way how we think about business.” (42:08) The biggest myth Americans believe about starting up in Europe. (44:09) If you were interviewing for a job with an early-stage startup, what's one question you'd have to ask the CEO before you could accept an offer? LINKS Ola Sars Soundtrack B2B music streaming service Soundtrack Your Brand raises $15 million, Tech.eu ​​What is “lagom?”, Study in Sweden The English term "mid" matches the Swedish term "bland, mellan,” tok-pisin.com SUBSCRIBE

Episode 379 of The VentureFizz Podcast features Graham Brown, Managing Partner at Lerer Hippeau. It seems like just yesterday when I first interviewed Graham seven years ago back for Episode 32 (https://soundcloud.com/venturefizz/episode-32-graham-brown-partner-at-lerer-hippeau) when Lerer Hippeau was announcing its sixth fund. This puts Graham in elite company as one of the very few people who have made a repeat appearance on The VentureFizz Podcast – which I'm sure is an incredible honor for Graham to achieve… just kidding obviously. But in all seriousness… in that first interview, we discussed Graham's background (he's actually a fellow native of New Hampshire) and the early innings of his career, so in this interview, we were able to get much deeper into other topics around startups and fundraising. As you might know, Lerer Hippeau is one of the top early stage VC firms in the country and they recently announced another new fund, that one being LH Fund IX, a $200M fund which is exclusively focused on early stage companies. In this episode of our podcast, we cover: * How to land a job in venture capital. * How our original interview discussed AI seven years ago and what Graham is excited about in terms of this platform shift. * The renewed interest in energy startups and the innovation in this sector. * What he's looking for out of a first meeting with an entrepreneur & the process of getting funded. * PLG versus founder led sales and advice on avoiding entrepreneurial envy. * The latest on the NYC tech ecosystem. * And so much more Episode Sponsor: As a longtime champion of the local startup ecosystem, Silicon Valley Bank supports innovative companies with the solutions and financing they need through every stage of growth. With more than 1,500 bankers and relationship advisors, and $42B in loans as of Q2 2024 – SVB delivers the right people, service and resources to support your entire financial journey. Learn more at SVB.com.

In this episode, we're joined by Gaurav Agarwal, COO of ClickUp, who's led the company's explosive growth to over 10 million users while slashing CAC by 3X and achieving profitability. Gaurav dives into why ClickUp's hybrid motion is crushing it and how to align both for compounding returns, how they reduced CAC by ruthlessly optimizing spend and embracing incrementality over attribution, how to build teams that thrive under high accountability, and more.Thanks for tuning in!Join the revenue leaders redefining growth at Pavilion's CRO Summit 2025, which will be held on June 3rd at the Denver Art Museum. Register today.Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast!Subscribe to the Topline Newsletter to get the latest industry developments and emerging go-to-market trends delivered to your inbox every Thursday.Tune into The Revenue Leadership Podcast with Kyle Norton every Wednesday. Kyle dives deep into the strategies and tactics that drive success for revenue leaders like Jason Lemkins of SaaStr, Stevie Case of Vanta, and Ron Gabrisko of Databricks.Key Moments:(00:00) Introduction to Gaurav Agarwal and ClickUp(02:54) Gaurav's Journey from Banking to Startups(06:04) Growth Strategies and Challenges at ClickUp(14:54) Branding vs. Performance Marketing in SaaS(21:54) Navigating Brand Marketing and Measurement(24:44) The Importance of Self-Awareness in Leadership(27:39) The Role of Pain in Leadership and Growth(35:57) The Dichotomy of Being Liked vs. Respected(40:39) Building Resilient Teams Through Real Challenges(51:14) The Dynamics of PLG and SLG(52:37) Fragmentation in Go-to-Market Strategies(56:42) The Role of Marketing in Revenue Generation(01:00:45) Influences and Inspirations in Business

In this short segment of the Revenue Builders Podcast, we revisit the discussion with Matt Nolan, CRO of Redwood Software, to discuss what it really takes to scale a revenue organization beyond the $200M mark. Matt shares what he's learned stepping into the CRO role—shifting from deal-maker to system-builder, navigating cultural integration post-acquisition, managing board dynamics, and building trust through authentic leadership. If you're a sales leader, aspiring CRO, or operating in a private equity-backed company, this candid conversation is loaded with actionable insights.KEY TAKEAWAYS[00:00:30] The shift from deal involvement to systems thinking as a CRO[00:01:40] Navigating complexity: PLG, SLG, and assisted motions in one org[00:02:15] Tackling organizational friction points no one else can move[00:03:00] Building credibility with a board that has a different go-to-market background[00:03:45] The challenge of balancing learning vs. initiating change as a new leader[00:05:00] Why being authentically yourself is the best leadership strategy[00:06:15] How to build trust without gutting legacy teams[00:06:45] Culture wins: no account conflicts, cross-region harmony, and shared mission[00:07:15] Going from “best kept secret” to magic quadrant leaderQUOTES[00:01:45] “My job is to go turn all the ‘what's not working' into ‘what's working.'”[00:02:10] “There are some rocks in the business that only the CRO can move."[00:03:05] “You've got to earn trust to make big moves—especially when your vision differs from the board's.”[00:05:00] “The only way to do it is to be yourself—even if that means being more open than most."[00:06:50] “I'm proud of a very corny thing: no account conflict has ever escalated to me in three years.[00:07:00] “We were the best kept secret in software—now we're in the magic quadrant.”Listen to the full conversation through the link below:https://revenue-builders.simplecast.com/episodes/navigating-the-cro-role-while-building-a-great-culture-with-matt-nolanEnjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDCCheck out Force Management's Ascender platform here: https://my.ascender.co/Ascender/Force Management is hiring for a Sales Director. Apply here: https://hubs.li/Q02Zb8WG0Read Force Management's eBook: https://www.forcemanagement.com/roi-of-sales-messaging

Po dwóch tygodniach przerwy wracamy z nowym odcinkiem – tym razem nagrywanym w wyjątkowo sielankowych warunkach, bo z ogrodu, w przedmajówkowym słońcu. A tematy? Różnorodne jak zawsze – od technologii i promocji, przez blackouty, aż po reklamację rysika i gwiezdne wojny. Zobaczcie, co przygotowaliśmy! 

票選連結

W dzisiejszym odcinku:

Go-to-market is defined as a cohesive, interconnected machine involving sales, marketing, product, and customer needs working together like a flywheel. A successful GTM strategy centers on four key elements: understanding the customer's pain points, delivering clear product value, ensuring ease of consumption, and aligning cross-functional teams toward common goals.In this insightful podcast, Ramesh Prabagaran, a Silicon Valley-based entrepreneur and two-time founder, shares his journey from product manager to successful founder and CEO. With over 20 years in the computer networking industry, Ramesh discusses his experiences at Juniper Networks, his co-founding of Viptela (acquired by Cisco), and his latest venture, Prosimo. He dives deep into go-to-market strategies, the iterative process of startup development, and the challenges of finding the right customer segments and value propositions. Ramesh provides valuable lessons on fundraising, mentorship, and navigating the shifting landscape of cloud networking, with particular emphasis on product-led growth (PLG) and enterprise sales. His story highlights the importance of capital constraints, building the right team, and developing a cohesive, customer-centric strategy.Connect with Ramesh Prabagaran on LinkedIn:https://www.linkedin.com/in/ramsbaConnect with Vijay Damojipurapu on LinkedIn:https://www.linkedin.com/in/vijdam/Brought to you by: stratyve.comChapters: 00:00 - How Ramesh Defines B2B Marketing in Startups 06:47 - From PM at Juniper to Multi-Time Founder: Ramesh's Career Journey 12:35 - Why Ramesh Entered the Networking Space 15:22 - First Startup: Identifying Market Disruption Through Cost Arbitrage 18:40 - Second Startup: Lessons in Timing, Buyer Personas, and Messaging 39:32 - How to Fundraise Smartly Based on Market Readiness 48:56 - Ramesh's Three Deepest Sources of Support 53:50 - The Power of Giving Back and the Silicon Valley Culture 56:00 - Advice to His Younger Self: Deprivation Drives Clarity 

In this episode, Wes Bush, founder and CEO of ProductLed, joins the Passetto team to discuss the critical shifts SaaS companies must make to win with product-led growth (PLG). Wes breaks down the misconceptions around PLG, why so many companies fail at it, and the 9 components needed to build a scalable PLG motion. We unpack what it takes to move beyond surface-level PLG and into a strategy that actually drives conversion, retention, and revenue. From onboarding mistakes to pricing psychology and team alignment, Wes brings a tactical, no-fluff approach to adopting PLG the right way. Key Takeaways: [00:03:19] Why most SaaS free trials fail with

Most teams are messing up their opportunity to scale their product into higher-value deals—without even realizing it.They're following someone else's Product-Led Sales playbook. ICPs are fuzzy. Qualification is weak. Sales motions aren't landing.Some teams are stuck in the messy middle: a PLG motion that's working (sort of), but sales is jumping in too early—or not at all. Customers are confused. Deals stall.Others know it's time to evolve beyond pure PLG—but aren't sure how to layer in sales without breaking what's already working.In this episode of The Forget the Funnel Podcast, Georgiana Laudi and April Dunford break down the real meaning of product-led sales, and the common mistakes that keep even experienced teams stuck—like unclear ICPs, poor qualification, and misapplied sales motions. Whether you're adding sales to a PLG motion, or trying to make your sales-led org more product-led, this episode will help you avoid costly missteps and find clarity fast.What you'll learn:Why PLG alone isn't enough to close bigger dealsThe real role of sales in a product-led motion (and how to get it right)How to identify product-qualified accounts and avoid jumping the gunWhat's in the episode:(00:00) What is product-led sales, really?(03:00) Why your users ≠ your buyers—and why that matters(06:00) The shadow IT opportunity most teams miss(09:30) Postman's evolution from PLG to strategic sales(14:00) The biggest misstep: Sales jumping in too early(20:00) What smart outbound looks like today(25:00) Faux freemium and low-risk PLG experiments(30:00) How to know when your product is ready to support salesLinks & ResourcesLenny's newsletter on GTM motions of 30 startups Explore April's workCheck out April's books Follow Georgiana on LinkedInForget The Funnel Podcast Forget The Funnel on YouTube As always, you can learn more about Forget The Funnel here: Read the Forget The Funnel Book Check out Forget the Funnel's website

人家罷賽會被沒收比賽，但我們就算天打雷劈也是會繼續錄音。本週台籃有個令人振奮的消息，鋼鐵人終於拿下第二勝啦！擊敗的不是別人，正是聯盟龍頭aka台籃模範生桃園領航猿，到底他們施了什麼魔法，讓領航猿like a baby一樣，敗在他們手上？ 除了PLG，TPBL的卡位戰依舊激烈進行中，本以為雲豹前一週輸給戰神後要下去了，沒想到上週馬上討回來，屋漏偏逢連夜雨，戰神輸完雲豹還要再對上聯盟龍頭國王，毫無懸念吞下二連敗。目前戰神只領先雲豹1場，第三的海神更是和特攻只差0.5場，到底誰能搶到季後賽的最終席次，我們拭目以待。 聊完本週比賽，我們要跟大家隆重宣布，一年一度的台籃非官方獎項正式開跑啦，不管是哪個聯盟，哪支球隊，都都有參賽的資格，在開始投票前，我們預先討論了年度洋將和自創獎項：最佳副手獎，還沒想到投誰嗎？不妨收聽我們的節目，看看誰才是你心中最佳人選吧~ 成為

In the latest episode of “Path to Market,” Natasha and Micah are joined by Fanny Talagrand, Head of EMEA sales for startups and SMBs at Stripe to discuss key sales strategies from startups to enterprises. Drawing from her extensive experience in global tech companies like Google Cloud and Stripe, Fanny emphasizes the importance of understanding user needs and journeys, leveraging user feedback, and the different dynamics between selling to startups versus enterprises.  She also provides advice for hiring the first sales reps, highlighting the need for candidates to be smart, driven, and coachable. She stresses the significance of onboarding processes and embedding new hires with users early on. Additionally, she explores how to balance product-led growth with enterprise sales and shares metrics to optimize sales performance. Tune in to learn about: - how to align sales strategies with the needs and journeys of different types of users; - how PLG and enterprise motions can coexist with careful planning and differentiation in user journeys; - why as companies grow, including a sales team becomes vital to extend market reach and support users who require more comprehensive solutions; - and more practical strategies for founders looking to enhance their sales operations and build successful teams. Show Notes: Fanny Talagrand - linkedin.com/in/fanny-talagrand-a51a81b Natasha Lytton – linkedin.com/in/natasha-lytton Micah Smurthwaite – linkedin.com/in/micah-smurthwaite-2283b49 Overview: 00:00 Introduction to Path to Market 01:17 Meet Fannie Talegrand, Head of EMEA Sales for Startups and SMBs at Stripe 02:13 Fannie's Career Journey 04:29 Comparing Sales at Google Cloud and Stripe 06:58 The Importance of Product and User Feedback 13:31 Sales Metrics and Funnel Optimization 16:32 Differences in Selling to SMBs vs. Enterprises 24:07 Hiring the Right Sales Leader 34:29 Onboarding New Sales Hires 40:09 Conclusion and Final Thoughts

Shalin Jain is the founder and CEO of HappyFox, a successful bootstrapped company that provides modern help desk management software for customer service, support, and IT management organizations. Shalin and his small team in India built many successful products from 2000-2010, then focused on HappyFox and moved to the US in 2011. HappyFox is a mid-market product that sells across industries and departments with an efficient product-led growth (PLG) approach. The product has matured with successful add-on products for live chat, AI support, business intelligence, and workflows. The company has over 2200 customers, 110 employees, and now $20 million in revenue. Shalin plans to keep growing and leverage modern AI technology to become a much bigger company based on the disciplined product culture they have created. Quote from Shalin Jain, founder and CEO of HappyFox “I think software and its pricing need to be deflationary, just like hardware, where memory prices, hardware prices, and server prices have all been deflationary. But we are now going through a phase where software is actually getting more and more expensive. “With the advent of AI and automation, software will become cheaper and more usage-driven. So, the best survivors in that phase would be the efficiently run companies that have not bloated themselves by charging more today to have more employees and spend more on ads. “I believe software needs to get cheaper because it's getting cheaper to run software every day; it's getting cheaper to outsource to AI and build stuff with the help of AI as well. So software cost should not go up; it should go down.” Links Shalin Jain on LinkedIn HappyFox on LinkedIn HappyFox website The Practical Founders Podcast Tune into the Practical Founders Podcast for weekly in-depth interviews with founders who have built valuable software companies without big funding. Subscribe to the Practical Founders Podcast using your favorite podcast app or view on our YouTube channel. Get the weekly Practical Founders newsletter and podcast updates at practicalfounders.com.

Ishan Mukherjee is the Co-Founder/CEO of Rox, a Sequoia-backed AI-powered sales productivity platform. Before Rox, he was the Chief Growth Officer at New Relic where he scaled the self-serve business from $0-$100M in ARR. Prior to New Relic, Ishan founded Pixie Labs (acq by New Relic). Before that he led product at Siri Knowledge Graph at Apple, Lattice Data (acquired by Apple), Premise Data, and Amazon Robotics. Ishan was also an early engineer in Kiva (acquired by Amazon) where he joined after graduating from MIT. In Today's Episode We Discuss: 04:50 Biggest Lessons Scaling New Relic's PLG to $100M in ARR 05:59 How to Do PLG and Enterprise at the Same Time 07:00 How to do Content in a PLG World 08:50 Performance Marketing or Organic Content: What Works for PLG 10:27 Why You Should Stop Marketing at Events 11:47 Why SEM is a Cartel 14:15 Why Unpaid Design Partners are BS 17:17 How AI Changes the World of Enterprise Sales: Commit-Based vs. Usage-Based  20:49 How to do Sales Compensation Plans 24:44 How to Ramp New Sales Reps 25:03 The Impact of AI on Sales Research 29:18 How to do Deep Customer Research in an AI World 35:56 Changing Spending Patterns in SaaS 41:41 Retention and Churn in Enterprise AI 43:31 The Future of Sales Teams with AI 44:45 Hiring and Scaling Sales Teams 54:28 Quickfire    

In this episode of McKinsey on Building Products, host Rikki Singh and Zeynep Ozdemir, CMO at Atlassian, discuss the critical role of marketing in product-led growth (PLG). They explore the alignment between marketing and product teams, the interplay between PLG and sales-led growth (SLG), and insights on leveraging data, fostering innovation, and navigating market expansion to drive success in product management. This conversation originally took place as part of the McKinsey Product Academy speaker series.See www.mckinsey.com/privacy-policy for privacy information

Wróciliśmy! Po trzech tygodniach przerwy w końcu udało się usiąść i nagrać kolejny odcinek – trochę przez choroby, trochę przez brak czasu, ale… jesteśmy z powrotem.Na start – brak ogarnięcia, kawał o korku i misiu z lasu (nie pytajcie – po prostu posłuchajcie

Clay is one of THE success stories of the last years.  But in early 2022, after 5 years of building, Clay did close to 0 in revenue. Two years later, Clay did approximately 30 million in ARR (Annual Recurring Revenue). Kareem Amin, co-founder and CEO of Clay, shares the journey of building one of the most innovative AI-powered tools for go-to-market teams. From the early days of experimentation in 2017 to achieving hypergrowth and scaling to over $30 million ARR, Kareem dives deep into the challenges and lessons of building a product-led growth (PLG) company. He explains how Clay helps teams turn ideas into reality by leveraging AI for data enrichment and personalized outreach, and why focusing on customer feedback, community building, and iterative improvements were key to their success.  What You'll Learn in This Episode: The Journey to Product-Market Fit: How Clay evolved from a no-code builder to a go-to-market tool for sales and marketing teams Why narrowing down the product's focus was critical to finding the right customers Building a Product-Led Growth Engine: The importance of removing friction in the user journey to drive adoption How Clay used community-driven growth and partnerships with agencies to scale Iterating Based on Customer Feedback: Why Kareem believes in focusing on the few customers who love your product to build momentum How Clay's Slack community became a key driver for product improvements and user engagement Lessons in Leadership and Team Building: How to balance flexibility and structure when scaling a team during hypergrowth The importance of hiring people who bring unique perspectives and foster a culture of learning The Future of Go-To-Market Teams: How AI and tools like Clay are reshaping sales and marketing roles Why the rise of GTM engineers is changing how companies approach growth ALL ABOUT UNICORN BAKERY: https://zez.am/unicornbakery  Where to find Kareem: LinkedIn: https://www.linkedin.com/in/kareemamin/  Clay (3.000 free credits): https://clay.com?via=73e581 Join our Founder Tactics Newsletter: 2x die Woche bekommst du die Taktiken der besten Gründer der Welt direkt ins Postfach: https://www.tactics.unicornbakery.de/  Chapters: (00:00:00) The early beginnings of Clay (00:08:08) Moving from developers to sales people (00:16:20) Kareem's advice for teams currently building (00:21:36) How Kareem approaches the launch of new features (00:25:39) How close was the team to ending Clay? (00:33:45) How to make momentum stay (00:45:17) Current mayor shift in go to market (00:52:06) The hardest part about hyper growth (00:57:16) How Kareem manages his schedule (01:01:52) The best early-stage team members (01:06:17) The hardest part about building a product-led-growth motion

Wes Bush wrote the original bestseller on Product-Led Growth—and then watched everyone try to copy Dropbox and Slack without truly getting it. Now, he's here to break down exactly what goes wrong when early-stage founders jump into PLG, how to spot your product's “million-dollar free problem,” and how to fix the three biggest onboarding gaps that sabotage new users.He'll show you why some sales-led companies die when they try freemium, how to carve out a simpler “first strike” moment, and the reason you need bumpers (like an onboarding checklist) to guide people to success. If you're still using the “Request a Demo” button, this episode could totally transform your approach and give you a self-serve funnel that scales faster than any sales deck ever could.Why You Should Listen1. Make Users “Smell the Cologne” – Learn Wes's approach for letting users experience the core value before they buy.2. Turning Complex Setups into a No-Brainer – How to map out product, skill, and knowledge gaps so anyone can get started.3. Bowling Alley Onboarding – A framework to slash unnecessary steps, guide users to that “aha” moment, and cut churn.4. Freemium vs. Free Trial vs. Reverse Trial – How to pick the perfect model for your startup.5. Sales-Led to Product-Led – Why some founders fight this shift, and how to pull it off without blowing up your funnel.KeywordsProduct-Led Growth, PLG Strategies, SaaS Onboarding, Freemium Model, Free Trial Optimization, User Adoption, Customer Success, B2B SaaS Growth, Onboarding Framework, Go-to-Market TacticsTimestamp(00:00:00) Intro(00:01:27) What is Product Led Growth(00:04:37) When to use PLG(00:18:20) Why Simplicity is the key(00:20:15) Wes's Favorite Case Study(00:25:42) The Bowling Alley Framework for Onboarding(00:31:02) Free Trials Must Have Progression(00:36:28) Finding Those Ideal Limits on your TrialsSend me a message to let me know what you think!

Product-Led vs. Sales-Led Growth: Which model is right for your agency? In this episode, Corey breaks down the key differences between product-led growth (PLG) and sales-led growth (SLG) for agencies. Learn how each approach impacts scaling, client acquisition, and long-term success—and why specialization is the secret to standing out in a crowded market. Whether you're building self-serve solutions or relying on high-touch sales, this conversation will help you choose the best strategy for sustainable growth. Here's what we cover in this episode: - The Founder-Led Sales Trap: Why many agencies rely on the founder's reputation and referrals, and how this limits long-term growth. - Master Your Vertical: How to build a better product, better client experience, attract better clients, and charge more. - When to Make the Shift: Signs that an agency needs to transition from product-led to sales-led growth for sustainable scaling. - Building a Predictable Sales System: Steps to transition from founder-driven sales to a repeatable, team-driven sales process. - The Role of Specialization in Scaling an Agency: Why narrowing focus and refining expertise can help agencies break out of stagnation. - Gift-Based Outbound: The simple method Corey uses to establish trust and book more sales calls with high-value prospects. Bottom Line: - Strengths and Weaknesses of a Product-Led Agency: Strong client relationships, high retention, but limited scalability and founder dependency. - Strengths and Weaknesses of a Sales-Led Agency: Scalable growth, predictable revenue, but higher costs and potential sales-delivery misalignment. “As you begin to build expertise in the market serving that vertical market, you'll be able to build a better product, a better experience for your clients… then you'll be able to attract better clients and charge more.” - Corey Quinn The resources mentioned in this episode are: Escape the generalist trap with Corey's best-selling book “Anyone, Not Everyone” and discover how to become the go-to agency in a vertical market https://www.AnyoneNotEveryone.com

My guest today is Steve Rotter, Chief Marketing Officer (CMO) at DeepL, a global communications platform that enables over 100,000 businesses to transform communications, reach new markets, and improve productivity. Steve is an entrepreneur, evangelist, and author, bringing over two decades of tech marketing leadership experience to his role as CMO. A two-time founder, he has had three successful exits and has been part of three unicorn companies. Steve is deeply passionate about innovative marketing, AI, and branding. Prior to DeepL, Steve served as CMO of FourKites, where he spearheaded remarkable growth and revenue increases through targeted, account-based, and product-led growth (PLG) strategies, serving industry titans like Coca-Cola, Walmart, and Ford. His expertise also extends to CMO roles at OutSystems and Acrolinx, where he drove unicorn growth, established category leadership, and facilitated successful acquisitions. He has also held leading marketing positions at Adobe. 

Everyone's journey before and after abortion is different. For some, the days before and after their abortion have been reduced to a fuzzy haze, where the mother or father may struggle to recall almost any detail, large or small, as their mind and body has attempted to erase the entire event from their memory. For others, these memories are crystalized in their mind, and may return with a flood of emotion at a moment's notice.In today's episode, host Cam is joined by Janelle Stickell, who courageously shares about her own journey through having three abortions before finding forgiveness and healing in the arms of Jesus. Her powerful recounting of her heart-breaking years as an isolated and abused youth, before her three abortion, and finally her heart-warming recovery through her new-found faith are sure to not only bring a tear to your eye, but help each of us better understand the journey so many in our communities are on.Please like and subscribe to help the PLG podcast reach more people with valuable tools for changing hearts and minds!Reach out to Cam with your comments, questions, and ideas at email@prolifeguys.com

Tommy Nicholas is the Co-founder and CEO of Alloy, the identity and fraud prevention platform trusted by over 700 financial service companies.Our conversation explores the early days of fintech, why more consumer financial protections actually lead to more fraud, and gets into the weeds of various tactics he's learned building a technical platform company like Alloy.We talk about embracing that the hard parts of company building are actually the best parts, why you're most likely to give up when things first start getting better, using hands-on sales implementations in the early days to gave Alloy product market fit on steroids, how hiring changes as you scale, getting 100's of no's over 20 months raising their Seed round, and why TAM doesn't matter.Thanks to Charley Ma for his help brainstorming topics for Tommy!Thanks to Numeral for supporting this episode, the end-to-end platform for sales tax and compliance. Try them here: https://bit.ly/NumeralThePeelTimestamps:(3:56) The platform to manage fraud(5:48) What fintech risk was like in the early 2010's(14:34) Why company building never gets easier(19:30) Reasons the hard stuff is actually the good stuff(24:00) You're most likely to give up when things start getting better(33:47) Doing hands-on sales implementation to get PMF on steroids(42:26) Deciding when PLG or hands-on sales will work best(52:33) Why more consumer financial protections leads to more fraud(58:14) 20 months to raise $2m vs $200m from a spreadsheet(1:06:32) “Make yourself look like a good investment”(1:10:14) Why TAM doesn't matter(1:14:35) How to hire collaborative problem solvers(1:24:38) Why Alloy didn't do much marketing early onReferencedTry Alloy: https://www.alloy.com/Charley Ma's Pod Episode: https://youtu.be/5cxgB1_q2lwTry Artie: https://www.artie.com/Follow TommyTwitter: https://x.com/tommyrvaLinkedIn: https://www.linkedin.com/in/tommynicholasFollow TurnerTwitter: https://twitter.com/TurnerNovakLinkedIn: https://www.linkedin.com/in/turnernovakSubscribe to my newsletter to get every episode + the transcript in your inbox every week: https://www.thespl.it/

Too many SaaS founders and GMT leaders confuse positioning with messaging—and it's holding back their growth. If you've ever struggled with homepage copy, sales messaging, or team alignment, this episode is for you.Georgiana Laudi (Forget The Funnel) and April Dunford (author of Obviously Awesome and Sales Pitch) break down why messaging can't work without clear positioning—and how this confusion leads to weak differentiation, internal misalignment, and wasted marketing and product growth efforts.If your SaaS messaging feels scattered or ineffective, your positioning might be the real problem. Listen in to learn how to fix it.Positioning ≠ Messaging – Positioning defines who you compete against, what makes you different, and why customers choose you. Messaging is how you communicate that in different contexts.Why SaaS Teams Get This Wrong – Many founders try to “fix” messaging when the real issue is unclear positioning.The Problem with Guessing – How teams waste time on tactics instead of using customer insights to drive strategy.Why a Messaging Document is Non-Negotiable – April shares why teams without one end up in a game of "broken telephone."The PLG vs. Sales-Led Divide – Gia explains why positioning is different for self-serve SaaS vs. sales-led B2B and how each model should approach it.Why Homepage Teardowns Are Mostly BS – And what actually makes a homepage (or any messaging) effective.00:03:10 – Why Founders Confuse Positioning & Messaging (And Why It's a Problem)00:06:45 – The Core Components of Strong Positioning00:12:00 – The Messaging Mistake That Creates Internal Chaos00:24:30 – How PLG & Sales-Led SaaS Should Approach Positioning Differently00:30:00 – The Problem with Homepage Teardowns & Why Context Matters00:43:20 – How to Stop Guessing & Get Positioning RightApril's books: Obviously Awesome (on positioning) & Sales Pitch (on sales narratives)April's podcast: The Positioning Show with April DunfordForget The Funnel: Book & Consulting – Helping PLG SaaS teams build growth strategies based on customer insights, not guesswork. Follow Georgiana on LinkedIn: https://www.linkedin.com/in/georgianalaudi/ Check out the Forget the Funnel website: https://forgetthefunnel.com/

In this latest episode of the "Grow Your B2B SaaS Podcast," host Joran sits down with Pablo Asensio, founder of 8% Growth, to discuss how to master product-led growth (PLG) for SaaS companies. Pablo explains that PLG is a strategy that shifts away from traditional methods of relying on sales and marketing to acquire and retain customers. Instead, it positions the product itself as the main driver of growth. This approach allows users to see the product's value before committing financially, making it easier to grow revenue naturally. Key aspects of PLG include self-serve onboarding, viral loops, and in-product upsells. Successful companies like Slack, Dropbox, Calendly, and Miro have effectively used PLG to expand their user base.Key Timecodes(1:19) - Guest Introduction(1:32) - Defining PLG(2:50) - Key Elements of PLG(3:23) - When to Consider PLG(5:29) - Misconceptions About PLG(6:12) - Importance of Organizational Alignment(7:13) - Aligning Stakeholders(8:15) - Four-Step Framework for Alignment(10:37) - Viral Loops and PLG(12:52) - Moments to Ask for Referrals(14:53) - Common Mistakes in PLG(16:12) - Managing Expectations(17:29) - Misconceptions About Implementing PLG(19:06) - Tools and Frameworks for PLG(21:12) - Monetization Strategy(23:31) - Aligning Sales with PLG(25:25) - Best Practices for PLG Implementation(28:12) - Importance of Data(30:27) - When to Add a Sales Component(33:19) - Summarizing PLG Advice(33:54) - Advice for Growing SaaS to 10K MRR(35:29) - Advice for Scaling to 10 Million ARR(38:52) - Episode Summary(39:02) - Contact Information

Executives from DataRobot, LaunchDarkly and ServiceNow share strategies, actions and recommendations to achieve profitable growth in today's competitive SaaS landscape.Topics Include:Introduction of panelists from DataRobot, LaunchDarkly & ServiceNowServiceNow's journey from service management to workflow orchestration platform.DataRobot's evolution as comprehensive AI platform before AI boom.LaunchDarkly's focus on helping teams decouple release from deploy.Rule of 40: balancing revenue growth and profit margin.ServiceNow exceeding standards with Rule of 50-60 approach.Vertical markets expansion as key strategy for sustainable growth.AWS Marketplace enabling largest-ever deal for ServiceNow.R&D investment effectiveness through experimentation and feature management.Developer efficiency as driver of profitable SaaS growth.Competition through data-driven decisions rather than guesswork.Speed and iteration frequency determining competitive advantage in SaaS.Balancing innovation with early customer adoption for AI products.Product managers should adopt revenue goals and variable compensation.Product-led growth versus sales-led motion: strategies and frictions.Sales-led growth optimized for enterprise; PLG for practitioners.Marketplace-led growth as complementary go-to-market strategy.Customer acquisition cost (CAC) as primary driver of margin erosion.Pricing and packaging philosophy: platform versus consumption models.Value realization must precede pricing and packaging discussions.Good-better-best pricing model used by LaunchDarkly.Security as foundation of trust in software delivery.LaunchDarkly's Guardian Edition for high-risk software release scenarios.Security for regulated industries through public cloud partnerships.GenAI security: benchmarks, tests, and governance to prevent issues.M&A strategy: ServiceNow's 33 acquisitions for features, not revenue.Replatforming acquisitions into core architecture for consistent experience.Balancing technology integration with people aspects during acquisitions.Trends in buying groups: AI budgets and tool consolidation.Implementing revenue goals in product teams for new initiatives.Participants:Prajakta Damle – Head of Product / SVP of Product, DataRobotClaire Vo – Chief Product & Technology Officer, LaunchDarklyAnshuman Didwania – VP/GM, Hyperscalers Business Group, ServiceNowAkshay Patel – Global SaaS Strategist, Amazon Web ServicesSee how Amazon Web Services gives you the freedom to migrate, innovate, and scale your software company at https://aws.amazon/isv/

When Melissa cofounded eWebinar, she had no idea it was going to be “product-led”. Before becoming an entrepreneur, she had always been in B2B sales and biz dev roles. She was always a sales-led founder as both her previous startups were enterprise SaaS. The word “product-led growth” didn't even exist in her vocabulary!When she ran out of leads to sell to in her network 9 months after launching eWebinar, she asked other founders for help. You can imagine her surprise when she learned that low cost, self-serve SaaS products were sold in a completely different way. Turns out, people don't pick up the phone for $99/month products; they prefer to do their own research and sign up at their own pace.On this episode, Melissa and Todd dive into the 9 most important PLG (product-led growth) lessons learned as they powered through and figured things out by trying everything under the sun from playbooks, experts, and friends.Takeaways:• Marketing strategies that worked, and ones that didn't• Why you should invest in high quality, engaging content• Why customers aren't always your greatest source of info• Hardships and beauty of making a self-serve SaaS startup workContact ProfitLed Tweet us at @profitledfm. Find show notes of each episode on ProfitLed.fm. Connect with our host Follow Melissa Kwan on LinkedIn where she share stories & lessons from her founder journey weekly. Subscribe to 'your founder next door', Melissa's bi-monthly newsletter on how to build a company without an abundance of resources and friends in high places. Follow @themelissakwan on Instagram and YouTube where she shares short videos of business advice and other truth-bomb sound bites. This podcast was brought to you by eWebinar.Learn more at ewebinar.com and find out how you can turn pre-recorded videos into automated webinars that perform better than a live webinar.Thanks for listening!

本週霹靂鍵盤全員攻戰大巨蛋，不過這次是真的看棒球了，Kong快閃台灣一天只為了統一獅和火腿鬥士的比賽，到底在台灣又遇到什麼趣事呢，且聽主持人們娓娓道來。 當然每位主持人還是心繫籃球，在大巨蛋也不忘拿手機出來關注P和TPBL的比賽，本週適逢P的登錄球員截止日，而TPBL也將在3月24日截止，所以本週有大量新洋將等著大家開箱，到底抽到的是福袋還是雷包？未來戰力版圖會怎麼改變？讓主持人幫你們關注每場比賽！ 最近緯來的節目『籃球話事人』找來未過濾的主持人，談到去年P和今年TPBL的行銷差異，在網路引起一陣討論，甚至讓TPBL執行長Larry一口氣發了20篇限動，讓大家知道他們有在做行銷，作為吃瓜代表的霹靂鍵盤，當然要來討論兩聯盟行銷上面的差異，究竟新聯盟有哪些做得好？還是說需要修正的方向？來聽聽主持人不負責任的評論！ 更多小人物上壘盡在霹靂鍵盤，歡迎各位聽眾到各大podcast平台搜尋「小人物上籃」收聽~ 成為

About the Episode Elena Verna is a renowned growth consultant who has worked at and with a glittering array of well-known tech companies. She's a strong advocate of career optionality and solopreneurship, as well as the author of a popular growth newsletter, Reforge instructor and popular LinkedIn content creator with her insightful posts and searing memes. Just don't call her an influencer. Episode highlights:   1. Solopreneurship is about having optionality; it doesn't mean you never take a full-time job again. You can build a portfolio career with a variety of different offerings, and get involved in the types of problems that excite you. This feels risky, but people get laid off from "real" jobs all the time. The most important thing is to optimise for what you're passionate about, and it may well be that you move between full-time employment and advisory or fractional roles. It's not a one-way street, and you're in control. 2. Humour disarms people, so memes are a great way to talk about difficult topics and build empathy Content creators should not be scared of poking fun at meaningful topics. Using humour is a great way to help build connections with people around potentially sensitive areas. That doesn't mean you should make everything a joke, but you can certainly mix it up. You might think it's risky for a solopreneur, needing to build credibility, to be seen as an unserious clown. But, do you really want to work with people who can't take a joke? 3. Product-Led Sales is all about using self-service as a lever to fill up your sales pipeline with healthy, qualified leads Speaking of knowledge (nice segue!), Elena has written a lot about Product-Led Growth (PLG) and Product-Led Sales (PLS). PLG is the strategy of using your product as its own acquisition channel through enabling a great self-service experience, quick time-to-value and all the other things that B2C apps have had to worry about for years. PLS, on the other hand, is about filling your sales team's pipeline with high-quality leads that have already experienced your product through PLG, and demonstrated enough usage to make it worth having a data-backed conversation with the buyers at that organisation. 4. There are signals that it's time to try out Product-Led Sales Don't adopt PLS for the sake of it; instead, look for signals that it's appropriate for you. Traditional sales-led motions focus on the buyer but, if you solve a problem that matters more to end users than buyers, you should consider Product-Led Sales as a method for building internal champions and advocacy for your product. You should also be conscious of competitive threats; your traditional, top-down buyer-led sales motion may work today, but keep your eyes open for new PLG players attacking your underbelly. 5. You probably need new capabilities (and talent) within your organisation if you want to get started with Product-Led Sales. Let's face it, most sales-led organisations are terrified of giving sales prospects access to their product without supervision. The user experience is almost certainly terrible and there's no "Aha!" moment to speak of, just a pile of features that got added to satisfy procurement teams. You need to get a good product manager in to overhaul the experience, good product marketers to work on optimising acquisition, and great data analytics so you can make sure you aren't just sending garbage to the sales team. If you don't send them high-quality leads, they'll stop trying to sell to them. 6. Product-Led Sales is not an on/off switch but a dial. Traditional sales-led organisations that are crushing their quotas don't need to go down the product-led growth or product-led sales route if it doesn't work for them. Similarly, product-led companies shouldn't have to go upmarket to succeed. The most important thing to consider is how to build on your existing strengths and complement them, and getting the mix right. You can run both at the same time, and this is better than throwing all-in on a go-to-market motion where you have no credibility, experience or right to win. Contact Elena Check out Elena's newsletter and other work: ElenaVerna.com Follow Elena on LinkedIn: https://www.linkedin.com/in/elenaverna/

How's PLG different from outbound? We asked someone who's worked with both motions. And the interesting part? They used a very simple trick to accelerate their PLG: Defining their ICP.(00:00) - Introduction (10:02) - Finding the ICP (19:37) - Acquisition and Sales Strategy (20:04) - Brand equity (22:53) - Trigger for engaging (25:55) - Self-Onboarding and Offboarding Dynamics (28:44) - Outbound Strategies and AI-Enabled Lifecycle (41:54) - Conclusion and Final Thoughts This episode is brought to you by by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc.,You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage's RevOps experts—crafted for enterprise teams to maximize performance.Never miss a new episode, join our newsletter on revenueformula.substack.com

Growth envy. We've all been there. Another company just blows up in what feels like seconds.Immediately you wonder, how could we achieve the same? Well, first step is understanding, and in this episode we break down the conditions that enabled Cursor to grow incredibly fast.(00:00) - Introduction (02:20) - Cursor and 0-100 (05:09) - The Power of Top Funnel (11:56) - The Future of Code Writing (12:10) - Teleportation and Sales (12:49) - Understanding the Funnel (13:05) - The Simplicity of PLG (14:45) - Developer Tools and Market Size (19:02) - Freemium Models in Enterprise Sales (23:09) - Challenges of Rapid Growth (27:05) - Retention and Competition This episode is brought to you by by Everstage - the highest rated Sales Commissions Platform on G2, Gartner Peer Insights, Trustradius with over 2,000+ customer reviews. Some of their customers include leading brands like Diligent, Wiley, Trimble, Postman, Chargebee etc.,You can go to https://www.everstage.com/revenue-formula to check out Everstage and mention Revenue Formula to unlock a personalized Sales Compensation Strategy Session with Everstage's RevOps experts—crafted for enterprise teams to maximize performance.Never miss a new episode, join our newsletter on revenueformula.substack.com

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Send us a textEver wonder what it takes to scale a brand from $3.5M to nine figures? In this episode, I sit down with MacCoy Merkley, CMO of Portland Leather Goods, to break down exactly how they did it—without relying on overcomplicated marketing tactics.MacCoy started at Portland Leather Goods seven years ago, back when they were just a small Etsy shop. Fast forward to today, and they're the largest leather bag manufacturer in North America. We dive into:The wild Craigslist job interview that landed him the roleHow COVID-19 forced them to pivot—and ended up accelerating growthThe single biggest driver of their success (hint: it's not ads)Why discounting isn't the enemy—and how they do it strategicallyThe future of e-commerce in 2025 (and why great products win every time) Meet MacCoy MerkleyCMO of Portland Leather GoodsFormer wedding photographer who landed a marketing job through CraigslistHelped scale Portland Leather Goods from $3.5M to over $100M+ in revenueA big believer in great products > marketing hacksLinkedIn: https://www.linkedin.com/in/maccoy-merkley-95146815bTwitter: https://x.com/MacCoyMerkley Key Takeaways from the Episode: 1. How MacCoy Landed a Marketing Job With No ResumeAnswered a Craigslist ad for a “Digital Media Specialist” role2. Scaling from Etsy to Direct-to-Consumer (DTC)Curtis (the founder) started Portland Leather Goods by hand-making leather bags in his garage3. How COVID Forced a Business Pivot (That Led to Explosive Growth)COVID-19 shut down their in-house production—forcing them to pause website sales4. Why Product Quality is the #1 Growth Lever30% of their new customers come from referrals—no ad spend needed5. The Future of E-Commerce in 2025Meta (Facebook & Instagram) Ads still work—but only if you have a product worth talking about6. Why Personal Branding Matters (Even for B2C Brands)MacCoy & Curtis post daily on LinkedIn & Twitter—keeping PLG top of mindGrowth Plan: www.upgrowthcommerce.com/growGet 5 Offers for 2 Products (10 in total) along with 10 highly engaging tried and true creatives, 30 captivating headlines, descriptions, and ad texts sent to you for only $99. Go to https://www.upgrowthcommerce.com/offer and order now - this offer is only available for a limited time.We love our podcast community and listeners so much that we have decided to offer a free eCommerce Growth Plan for your brand! To learn more and how we can help, click here: upgrowthcommerce.com/growJoin our community and connect with other eCommerce brand owners and marketers!https://www.facebook.com/groups/secretstoscalingpodcast