Afleveringen

  • 102: John Zeratsky - Fake Products, Real Feedback: Sprinting to Validation

    102: John Zeratsky - Fake Products, Real Feedback: Sprinting to Validation

    · PRODUCTEA with Leah, Growth & Senior Leadership

    John Zeratsky, co-creator of the Sprint Method and VC partner at Character, spills the tea on why "vision-driven" startups often fail, how to validate hypotheses before burning cash, and why your pitch deck needs more grit than glitter. Cue the rapid prototyping, competitor smackdowns, and hot takes on AI hype.

    Timestamps

    00:00 – Intro: John’s journey from Google Ads to VC (and why tall founders have an edge)05:48 – “Vision-driven” is a red flag: Why early-stage startups should ditch grand visions for hypothesis-driven experiments.11:10 – The Foundation Sprint: Building a business case in 2 days (customer, problem, competitors, differentiation)23:34 – Slaying competitors (even if they’re “good enough”): Why substitutes and workarounds are your real rivals30:05 – Fake it ’til you validate it: Prototyping fake products to get real feedback (no coding required)1.39:48 – Case studies: How Slack, Gmail, and AI material science startups de-risk bets early1.45:50 – Closing: Why your MVP’s “surface area” matters more than polish (and where to find John’s book)

    đŸ”„ Hot Takes

    “Vision-driven leaders are early-stage liabilities.”
    Hyping a “beautiful future” without validating assumptions? That’s a 50% failure rate waiting to happen“Your pitch deck is probably BS.”
    Founders: If your “hypothesis” section is just buzzwords, you’re already behind. Investors want actionable experiments, not fairy tales

    Send us a text

    Leah on Linkedin / Twitter / Youtube

  • 101: Srikrishnan Ganesan - “MVPs Are Dead” & Other SaaS Heresies

    101: Srikrishnan Ganesan - “MVPs Are Dead” & Other SaaS Heresies

    · PRODUCTEA with Leah, Growth & Senior Leadership

    Why building opinionated products is the future, why skipping MVPs in established markets works, and how AI will reshape customer onboarding. When I met Srikrishnan Ganesan for the first time, he impressed me with his original framing of what it means to find (and refind) product-market fit constantly.

    Timestamps

    02:23 – From SMB to Enterprise: Scaling Without Losing Vision
    Rocketlane’s year-long stealth build focused on unifying project management, docs, and customer portals. The secret? Start with SMBs to validate core workflows before adding enterprise bells and whistles.

    07:58 – Pricing for Outcomes, Not Seats
    Why Rocketlane charges a premium over Asana: their customer portal drives faster time-to-value. But with AI automating workflows, Sri hints at consumption-based pricing coming soon.

    22:32 – AI’s Role: Doing the Work, Not Just Organizing It
    Charge for work done, not headcount, as teams shrink.

    31:52 – The Compliance Trap
    “Get SOC 2 early, even for SMBs.” Sri shares why skipping compliance torpedoes enterprise deals later. Pain now, payoff later.

    37:37 – Roadmaps in the AI Era
    Their moat? Owning the system of record for onboarding to build AI agents that competitors can’t replicate.

    42:31 – Enterprise Demands vs. Vision
    When some clients demanded features, Rocketlane delivered
 18 months later. Sri’s playbook: bake enterprise asks into broader platform goals to avoid becoming a custom dev shop.

    đŸ”„ Hot Takes

    “MVPs are dead for established markets.”
    Sri’s radical bet: Launch full-featured products from day one in mature categories. Partial solutions get pigeonholed as “just another X”.“SOC 2 isn’t optional—even for startups.”
    Compliance isn’t just for enterprises. Rocketlane prioritized SOC 2 early to avoid losing deals to legacy players. Painful upfront, critical long-term.

    Send us a text

    Leah on Linkedin / Twitter / Youtube

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  • 100: Matt Le May - The Product Manager’s Guide to Driving Business Impact

    100: Matt Le May - The Product Manager’s Guide to Driving Business Impact

    · PRODUCTEA with Leah, Growth & Senior Leadership

    What’s up with the disconnect between product teams and business goals? Why vibes won't pay the bills, and how product teams can avoid the "elephant graveyard" of low-impact work. If you've ever wondered how to align your work with business outcomes - or why your CEO might be the "support worker of the board" - this one's for you.

    Chapters with Timestamps

    00:00–04:30

    The Vibes Economy: Why founders sell visions to investors but fail to communicate existential realities to their teams.The dangers of "pitch deck culture" infiltrating internal strategy.Matt's take: "Reality comes back to get you eventually."

    04:30–15:00

    Product Teams vs. Corporate Reality: Why product managers need to embrace their role as business contributors.Leah and Matt discuss the importance of standing up to "Gary" (or sales) while staying revenue-focused.Gut vs. Data: Are vibes just pattern recognition in disguise?

    15:00–28:00

    Simplifying Strategy: How Matt helps teams draw a direct line from their work to company goals.Christina Wodtke's "Radical Focus" approach: Orbiting company goals instead of cascading confusion.Real-world example: Turning multi-product chaos into measurable customer lifetime value gains.

    28:00–40:00

    The Cost of Low Impact Work: Why Product Managers Must Think Beyond Their Immediate Team Resources.Leah’s rule of thumb: A team’s roadmap should aim for $3–5M in value annually.Survival Metrics vs. Success Metrics: Knowing when to kill a project before it drains resources.

    40:00–52:00

    The Eye of Sauron Effect: Why teams avoid high-impact work and how to overcome it.Aligning incentives across teams and leadership to prioritize meaningful outcomes.Matt’s advice: Treat your CEO like a customer—help them tell the story that aligns work with business success.

    52:00–End

    Long-Term Planning vs. Cadence Chaos: Balancing five-year plans with three-month cycles and monthly check-ins.Leah’s warning: Don’t let sales hijack long-term plans for enterprise promises.Final thoughts on commercially-minded PMs being the happiest (and most impactful) ones.

    Key Quotes

    Matt LeMay: "If you were the CEO, would you fund this team? Twice in my career, asking that question has prompted a team to proactively disband itself."Matt LeMay: "Don’t wait for a perfect strategy from leadership; connect your work directly to what the business cares about most."

    Resources Mentioned

    Books:Impact First Product Teams by Matt LeMay (available now).Radical Focus by Christina Wodtke (for goal alignment strategies).Key Concepts:Survival Metrics (via Adam Thomas).The "Eye of Sauron" phenomenon in corporate environments.

    Send us a text

    Leah on Linkedin / Twitter / Youtube

  • 99: Mackenzie Hughes & Tara Goldman: From Jira Junkies to Profit Prophets

    99: Mackenzie Hughes & Tara Goldman: From Jira Junkies to Profit Prophets

    · PRODUCTEA with Leah, Growth & Senior Leadership

    Connecting your work to business outcomes is a phrase we hear more and more in product and growth. Here's how Mackenzie Hughes and Tara Goldman from Goldhue lay it out and why we can't sleep on this anymore.

    Chapters with Timestamps

    00:00-05:30 Meet the "Therapist for Type A Product Leaders" and the "Ops Whisperer"

    Tara Goldman's journey from VP of Product to coaching PMs on speaking executiveMackenzie Hughes' transition from GTM strategy to the "dark side" of product ops

    05:30-15:00 The Great Disconnect: Why Product Teams Struggle with Business Impact

    The dangers of incentivizing output over outcomesWhy most PMs can't answer "How much revenue do your ideas need to generate?"The critical importance of understanding churn at a granular level

    15:00-30:00 Beyond Metrics: Building a Culture of Commercial Product Leadership

    Why having 40 metrics is worse than having none at allThe power of driving a single metric through your entire organizationRethinking validation: "We've lost the art of experimentation"

    30:00-45:00 The $5 Million Roadmap: Thinking Bigger (and Smarter) About Product Bets

    Why your product ideas need to generate 3-5x their cost (an article I recently wrote on this.)The counterintuitive truth: Bigger bets often require less upfront validationHow to structure gates and learning milestones for major initiatives

    45:00-60:00 Empowering Teams in an Age of Anxiety

    Why "empowered teams" is an overused term few actually implementHow AI will shift the focus from shipping to go-to-market excellenceResources for product leaders looking to boost their business acumen

    Send us a text

    Leah on Linkedin / Twitter / Youtube

  • 98: Ross Pomerantz - Cold Calls, CRMs, and Comedy Gold: Corporate Bro’s Unfiltered SaaS Diaries

    98: Ross Pomerantz - Cold Calls, CRMs, and Comedy Gold: Corporate Bro’s Unfiltered SaaS Diaries

    · PRODUCTEA with Leah, Growth & Senior Leadership

    Ross Pomerantz (aka Corporate Bro) pulls back the curtain on turning sales cringe into viral gold. The ex-Oracle SDR turned B2B comedy king reveals how he monetizes corporate absurdity, why "scalable AI solutions" make audiences snooze, and how to survive when algorithms decide your career. Contains NSFW cold call stories, LinkedIn rage-bait truths, and why Salesforce pays him to roast CRMs.

    Chapters with Timestamps

    00:00–04:30

    From MLB dreams to Oracle’s cold call trenches: “My first prospect told me to blow him – and my manager said ‘that’s normal’”Why 2013 Vine videos mocking sales culture became accidental career fuel

    04:30–15:00

    Influencer Economics 101: Turning “drowning in SaaS spam” into $500B brand partnership opportunitiesWhy Salesforce pays him to clown CRMs: “They know I’ve suffered through 9,462 pipeline updates”

    15:00–28:00

    AI’s Content Apocalypse: Why B2B marketers are “flooding the zone with bot-written bullshit”Survival Playbook: How to outlast AI-generated influencers and OnlyFans-for-CFOs nightmares

    28:00–40:00

    The Algorithm Trap: Why LinkedIn rage bait dies faster than a SDR’s first quotaRoss’s non-negotiables: “Never let brands own your content – unless they pay stupid money”

    40:00–01:00:00

    Hot Takes: Why “product marketing language is corporate ASMR” and how to monetize exec foot pics (allegedly)

    Send us a text

    Leah on Linkedin / Twitter / Youtube

  • 97: Adam Fishman - Killing Projects for a Living: Mozilla’s Stage-Gating Secrets

    97: Adam Fishman - Killing Projects for a Living: Mozilla’s Stage-Gating Secrets

    · PRODUCTEA with Leah, Growth & Senior Leadership

    Adam Fishman, interim SVP of New Products at Mozilla, shares insights on zero-to-one product development, killing unsustainable projects, and navigating AI’s impact on B2B SaaS. He breaks down Mozilla’s stage-gating process for innovation, the challenges of balancing ambition with practicality, and why distribution often trumps product in today’s crowded market.

    Chapters with Timestamps

    00:00–03:30

    Adam’s role at Mozilla: Building beyond Firefox, managing innovation, and why “killing projects” is critical.

    03:30–15:30

    Stage Gating 101: How Mozilla’s framework prioritizes ideas, allocates resources, and avoids “innovation theater.”The 5 stages: Discovery, Exploration, Viability, Growth, and Sustaining.

    15:30–30:00

    AI’s Double-Edged Sword: Turbocharging prototyping vs. drowning in “wrapper” tools.Why distribution (not product) is the new battleground for SaaS.

    30:00–45:00

    Corporate Innovation Realities: Avoiding “software sprawl,” managing founder-minded PMs, and surviving existential pivots.Adam’s take on AI-driven sales tools: “We’re flooding the zone with crap.”

    45:00–01:00:00

    Hot Takes: Why B2B SaaS companies built on “forms + databases” are doomed, and the future of AI agents.

    Send us a text

    Leah on Linkedin / Twitter / Youtube

  • 96: Lidia Oshlyansky - 3 Skills That Outlast Any Tech Shift

    96: Lidia Oshlyansky - 3 Skills That Outlast Any Tech Shift

    · PRODUCTEA with Leah, Growth & Senior Leadership

    Lidia Oshlyansk reflects on navigating decades of tech evolution - from webmaster days to AI - and shares tactical advice for product operatives. Drawing parallels between today’s AI boom and past shifts (web/mobile revolutions), we talk about transferable skills (negotiation, systems thinking) over fleeting tools, debunks "future-proofing," and advocates curiosity-driven adaptability.

    Key Timestamps

    01:58 - Lidia’s unconventional path: From "business architect" to CPO roles at Spotify/Google04:07 - Case Study: How "information architects" evolved into modern UX strategists08:51 - Reality Check: "GPT-5 won’t fix human-centered leadership" (critical systems thinking)14:21 - Data Point: 27 COBOL developer jobs in Sweden today (adaptation > prediction)20:21 - Framework: Transferable skills that outlast tools (with PM/UX examples)27:46 - Leadership Hack: Building "future-proof" teams through skill adjacency mapping34:39 - Candid Talk: Why existential crises plague tech leaders (and how to reframe them)42:02 - Tactical Takeaway: "Block 30 min/week for AI upskilling – no agenda required"50:26 - Counterintuitive: "Stop future-proofing careers – start curiosity-proofing"

    3 Strategic Themes for GTM Leaders

    Navigating AI DisruptionWhy AI adoption curves mirror mobile/web revolutions1The critical human skills that remain automation-resistant (e.g., negotiation, prioritization)Building Resilient TeamsIdentifying "evergreen" skills (e.g., information architecture → modern UX strategy)1Creating psychological safety for continuous reskillingPersonal Adaptation PlaybookCurated peer learning networks > generic upskilling platformsCareer capital vs. career comfort tradeoffs

    Quotes

    "Your ability to negotiate priorities with engineers/designers/execs is the ultimate transferable skill" – Lidia

    "We don’t need future-proof careers – we need curiosity-proof humans" – Leah

    Guest Background

    Current Role: CPO @ Gillian (building the world’s largest growth platform for founders)Career Highlights:Scaled products at Spotify, Google, and EschewPhD in Human-Computer Interaction (early web/UX focus)Pioneer in animated GIFs and 1990s web design

    Send us a text

    Leah on Linkedin / Twitter / Youtube

  • 95: Tal Raviv - AI for PMs: Stop Overthinking, Start Tinkering

    95: Tal Raviv - AI for PMs: Stop Overthinking, Start Tinkering

    · PRODUCTEA with Leah, Growth & Senior Leadership

    From streamlining user research to improving cross-functional alignment, Tal Raviv shares practical tips for PMs to embrace AI without fear. The key? Start small, experiment often, and use AI as a thought partner - not a replacement. Whether it’s summarizing transcripts, building custom assistants, or leveraging tools like ChatGPT and Notion AI, the future of PM work isn’t about avoiding AI - it’s about mastering it.

    Key Takeaways

    AI Won’t Replace PMs, But It Will Change the Job: AI is a tool, not a threat. PMs who learn to use it effectively will thrive.Start Small & Iterate: Don’t wait for the “perfect” AI solution. Experiment with tools like ChatGPT, Claude, and Whisper to find what works for you.Cross-Functional Alignment Gets Easier: AI can surface insights from unstructured data, helping PMs align teams and avoid conflicts.AI as a Thought Partner: Use AI to generate ideas, simulate scenarios, and streamline workflows—but always stay connected to the raw data.The Future is Contextual: Tools like Notion AI and Slack AI are powerful because they have access to your company’s unique context.

    01:36 - 04:16
    Why Product Management Feels Less Fun (And AI Isn’t Helping)
    Tal dives into why product management has become less enjoyable in recent years, citing increased pressure, fewer PMs per team, and the added uncertainty of AI. He emphasizes the importance of staying hands-on and experimenting with AI tools to cut through the noise.

    04:16 - 07:59
    AI’s Impact on PM Workflows: From Discovery to Go-To-Market
    AI isn’t just changing how PMs work—it’s reshaping entire workflows, team structures, and even job applications. Tal breaks down the four key areas where AI is shaking things up and why PMs need to adapt quickly.

    07:59 - 10:07
    The Antidote to AI Fear: Small Experiments & Tinkering
    Instead of fearing AI, Tal advocates for small, hands-on experiments. He shares practical tips for PMs to start tinkering with AI tools, like dedicating time each week to test new tools and iterate on prompts.

    10:07 - 14:20
    AI for User Research: Summarizing Transcripts & Building Craft
    Leah and Tal discuss how AI can streamline user research, from summarizing transcripts to identifying key insights. Tal emphasizes the importance of iterating on prompts and staying connected to the raw data to maintain product intuition.

    14:20 - 18:25
    Trusting AI Outputs: When to Double-Check & When to Let Go
    Leah shares a practical tip: test AI with data you already know well to gauge its accuracy. Tal adds that even when AI gets it right, PMs should still engage with the raw data to keep their intuition sharp.

    18:25 - 22:54
    Cross-Functional Alignment Made Easier with AI
    AI can help PMs connect the dots across departments, like spotting conflicts between marketing campaigns and product launches. Tal and Leah discuss how AI can surface insights from unstructured data, making cross-functional collaboration smoother.

    22:54 - 27:14
    Building Custom AI Assistants: From SQL Queries to API Docs
    Leah shares how she built a custom ChatGPT bot to handle SQL queries and API documentation, saving hours of manual work. Tal highlights the importance of giving AI context to make it truly useful.

    27:14 - 29:53
    AI Isn’t Magic: Start Small & Iterate
    Tal debunks the myth that AI requires “magic spells” (aka perfect prompts) to work. He encourages PMs to start small, iterate, and not overthink the process.

    Send us a text

    Leah on Linkedin / Twitter / Youtube

  • 94: Julia Chatain - Misconceptions and How to Crush Them like a Scientist

    94: Julia Chatain - Misconceptions and How to Crush Them like a Scientist

    · PRODUCTEA with Leah, Growth & Senior Leadership

    Senior Scientist Julia Chantin unpacks how cognitive biases and flawed feedback loops sabotage learning—and why SaaS leaders need to care. From debunking misconceptions (like why “proving” someone wrong often backfires) to the power of embodied learning, Julia reveals how diverse perspectives and physical interaction drive breakthroughs. Learn actionable strategies to challenge assumptions, build resilient teams, and design products that align with how humans actually learn - not just how we think they do.

    "We need to reward effort, not just success."

    01:20 - 07:30
    Why Feedback Loops Fail (And How to Fix Them)
    Julia breaks down why homogeneous feedback reinforces biases, the danger of “echo chambers,” and why SaaS teams need diverse perspectives to challenge assumptions.

    07:30 - 14:45
    Embodied Learning: The Science Behind VR, Physicality, and Retention
    Deep dive into Julia’s research: How physical interaction (e.g., movement, touch) reshapes learning, why traditional education often misses the mark, and implications for SaaS product design.

    14:45 - 22:00
    From Theory to Practice: Actionable Strategies for Leaders
    Tactical advice: Building resilient teams, designing experiments that embrace failure, and fostering curiosity over “convincing.” Includes Leah’s relatable analogies (e.g., gym consistency vs. learning).

    22:00 - 28:50
    The Emotional Side of Learning: Fear, Identity, and Incentives
    Julia explains why emotional engagement matters (e.g., imposter syndrome, fear of failure), and how leaders can align incentives with sustainable learning processes.

    28:50 - 33:00
    Key Takeaways & Closing
    Julia’s final wisdom: Why “explaining to understand” beats “explaining to convince,” and how SaaS leaders can start small (e.g., toy projects, cross-functional feedback).

    Send us a text

    Leah on Linkedin / Twitter / Youtube

  • 93: Emily Kramer - The Death of Marketing Channels

    93: Emily Kramer - The Death of Marketing Channels

    · PRODUCTEA with Leah, Growth & Senior Leadership

    The amazing Emily Kramer talks with me about B2B Marketing, the rise and fall of influencer marketing, and the challenges of navigating the 2025 social media noise.

    What does the future of marketing look like while everything changes so rapidly?

    takeaways

    Influencer marketing is becoming less effective.

    Sound Bites

    "The death of channels might be more accurate.""You have to figure out your strengths first.""You need to shut up about the other things.""Don't run your startup like an enterprise."

    Chapters

    00:00 Understanding Marketing Channels

    05:06 The Evolution of Marketing

    10:07 Influencer Marketing in B2B

    15:13 Navigating the Noise of Social Media

    19:58 Identifying Unique Marketing Advantages

    25:13 The Importance of Focus in Marketing

    26:39 Navigating Brand Messaging and Differentiation

    29:02 The Importance of Focus in Marketing Strategies

    31:11 Balancing Ideas and Execution in Marketing Plans

    33:05 Marketing as a Product: A New Perspective

    35:51 Lifecycle Marketing: Engaging Existing Customers

    39:20 Rethinking Marketing Goals and Metrics

    42:39 The Evolution of Marketing Structures

    45:02 The Future of Marketing: Innovation and Adaptation

    Send us a text

    Leah on Linkedin / Twitter / Youtube

  • 92: Kris Rudeegraap - New Marketing Channels for 2025 and Product-Led Sales

    92: Kris Rudeegraap - New Marketing Channels for 2025 and Product-Led Sales

    · PRODUCTEA with Leah, Growth & Senior Leadership

    Kris Rudeegraap, Co-CEO of Sendoso, talks about Sendoso’s journey from plg to sales-led back to plg and what all of this has to do with personal branding in B2B marketing. Why is Sendoso betting on physical advertising channels like gifts and direct mail as a provider, and what does he see the future of getting attention from the market looking like with AI changing everything?

    Takeaways

    Companies are exploring underutilized marketing channels for 2025.Direct mail and gifting are emerging as effective marketing strategies.The evolution of Sendoso reflects the need for both sales-led and product-led growth.Sales and product-led growth must be balanced for success.

    Sound Bites

    "The inbox on LinkedIn is broken.""Resumes are almost dead."

    Chapters

    00:00 Exploring Underutilized Marketing Channels

    05:00 The Evolution of Sendoso: From Sales-Led to Product-Led Growth

    09:49 Navigating the Challenges of Product Development

    13:50 The Importance of Personal Branding in B2B

    20:11 The Future of Content Creation and Marketing Strategies

    24:39 The Evolving Landscape of Business Growth

    25:57 Rethinking Go-to-Market Strategies

    27:48 The Renaissance of Employee Education

    29:44 Building a Sustainable Outbound Engine

    31:10 Balancing Sales and Product-Led Growth

    33:20 Navigating Customer Success and Sales Dynamics

    35:35 The Future of Account Management

    38:26 AI Agents in Customer Interaction

    41:43 The Integration of AI in Customer Support

    43:37 The Expanding Definition of Go-to-Market

    45:31 The Future of Cross-Functional Teams

    47:27 The Role of AI in Product Optimization

    Send us a text

    Leah on Linkedin / Twitter / Youtube

  • 91: Dave Kellogg - Organizational design: Signs of Health vs. Conflict

    91: Dave Kellogg - Organizational design: Signs of Health vs. Conflict

    · PRODUCTEA with Leah, Growth & Senior Leadership

    “The only time where I saw all the VPs align is when they all hated the CEO” Why do we keep getting organizations wrong? How should you think about your team, the team of teams, and the organization you’re in?

    Our five principles of organizational design and how to navigate growth and scaling challenges, particularly in startups.

    takeaways

    Growth should be a collective responsibility across all departments.High internal conflict is a sign of poor organizational health.C-level executives must act as translators between departments. Internal curiosity is as important as external curiosity.Smaller companies often scale too quickly without solid foundations.Founders should maintain humility about what they don't know.

    Sound Bites

    "We start out with a high-level idea, then complicate it.""You should measure MQLs, not celebrate them.""Make sure you're alive to fight in the next round."

    Chapters

    00:00 Understanding the Dual Role of a CMO

    06:08The Ownership of Growth: A Collective Responsibility

    12:12 Organizational Design: Indicators of Health and Conflict

    17:51 The Complexity of Metrics and Data Overload

    23:56 Cross-Functional Collaboration: The Role of C-Level Executives

    30:38 The Importance of Internal Curiosity

    31:36 Lessons from the GE Hawthorne Experiments

    32:32 Feedback and Communication in Organizations

    34:21 Five Principles of Organizational Design

    36:14 Designing for Healthy Conflicts

    37:40 Rethinking Marketing Qualified Leads (MQLs)

    40:02 The Role of Incentives in Organizational Success

    42:17 Establishing Fail-Safe Processes

    44:13 Challenges Faced by Smaller Companies

    45:08 The Need for Humility in Startups

    48:57 The Complexity of Large-Scale Projects

    50:50 Understanding Time vs. Money in Enterprise Sales

    52:00 Practical Advice for Implementing Change

    56:41 Managing Big Projects Effectively

    59:01 Staying Alive in the Competitive Landscape

    Send us a text

    Leah on Linkedin / Twitter / Youtube

  • 90: Harini Gokul - How to keep things

    90: Harini Gokul - How to keep things "simple" at scale

    · PRODUCTEA with Leah, Growth & Senior Leadership

    The evolution of sales models, the critical role of customer success in driving revenue, and the responsibilities of C-level executives in fostering cross-functional collaboration with Harini Gokul, CCO @ Entrust, from a first principle perspective.

    The challenges of implementing product-led sales strategies and the importance of simplifying metrics for effective decision-making. Why traditional customer metrics don’t work that well anymore and why it’s all about two things in business, no matter the scale:

    Securing and growing customers.

    Takeaways

    C-level roles require a focus on company-wide outcomes, not just departmental interests.Cross-functional problems often feel dangerous with little upside.Sales teams often lack the skills to interpret data effectively.Transforming organizations requires a willingness to challenge the status quo.

    Sound Bites

    "Revenue happens everywhere.""What does good look like?"

    Chapters

    00:00 Rethinking Sales Models for Modern Business

    12:04 The Role of Customer Success in Revenue Generation

    24:06 Understanding C-Level Responsibilities and Cross-Functional Collaboration

    28:19 Bridging Data Silos in Organizations

    32:34 The Challenge of Product-Led Sales

    36:47 Simplifying Metrics for Better Decision Making

    39:11 Rethinking NPS and Customer Success Metrics

    42:56 Time to Value: A Key Metric for Success

    46:48 External Benchmarks and Customer Perspectives

    49:40 Transforming Organizations for Modern Business

    55:50 Closing Thoughts and Future Connections

    Send us a text

    Leah on Linkedin / Twitter / Youtube

  • 89: David Yockelson - Revolutionizing Sales with Interactive Demos

    89: David Yockelson - Revolutionizing Sales with Interactive Demos

    · PRODUCTEA with Leah, Growth & Senior Leadership

    We explore the rising significance of interactive demos in B2B SaaS. How these demos serve as a bridge between potential buyers and products, improving all relevant pipeline numbers.

    The evolution of demo technology, the role of Gen.AI in enhancing demo creation, and the shifting dynamics of the sales process towards a more self-service model.

    How does the future of marketing in a product-led world look like for Sales?

    Takeaways

    Gen.AI will revolutionize demo creation and usage.The market for interactive demos is expanding rapidly.Buyers prefer to explore products independently before engaging sales.Budget holders are becoming more flexible and decentralized.Value-driven marketing will replace traditional methods.

    Sound Bites

    "Interactive demos are a stepping stone towards PLG.""Stop playing with words, play with value."

    Chapters

    03:57 Defining Interactive Demos

    09:46 The Evolution of Demo Technology

    14:02 The Impact of Gen.AI on Demos

    20:04 The Future of Sales and Interactive Demos

    26:05 The Evolving Role of Sellers in Tech Sales

    27:05 Changing Dynamics of Budget Holders

    28:54The Shift in Market Approach

    30:15 The Importance of Market Understanding

    32:05 Navigating the Competitive Landscape

    33:32 The Power of Buyer Enablement

    34:32 The Role of Interactive Demos

    36:50 The Future of Interactive Demos

    39:22 The Impact of Interactive Demos on Sales

    41:13 The Fragmentation of the Interactive Demo Market

    44:05 The Integration of Sales and Product Analytics

    48:50 The Future of Marketing in a Product-Led World

    Send us a text

    Leah on Linkedin / Twitter / Youtube

  • 88: Teresa Torres - Under the hood of Solopreneurship

    88: Teresa Torres - Under the hood of Solopreneurship

    · PRODUCTEA with Leah, Growth & Senior Leadership

    Teresa Torres offers a rare sneak peek behind the curtain of how she runs her business. How can you maximize your chances when you’re reaching out to people like us who have limited attention to go around?

    What is our pricing strategy for what we do, and how did we come up with it? How does Teresa’s demand generation differ from Marty Cagan's or mine?

    takeaways

    Coaching should be a mutual investment of time and resources.Not all requests for help are equal; specificity matters.

    Sound Bites

    "I charge a speaking fee to protect my energy.""Be brief when reaching out for help."

    Chapters

    01:13 Understanding Introversion in a Social World

    04:02 Setting Boundaries: The Challenge of Social Requests

    08:15 The Value of Speaking Engagements and Energy Management

    12:09 Crafting Effective Requests: The Importance of Specificity

    15:27 Navigating the Landscape of Help Requests

    20:30 Monetization and Value: Setting the Right Price

    30:12 The Evolution of Pricing Strategies

    37:19 Final Thoughts: The Importance of Investment in Coaching

    Send us a text

    Leah on Linkedin / Twitter / Youtube

  • 87: Francesca Cortesi - From Market fit to IPO

    87: Francesca Cortesi - From Market fit to IPO

    · PRODUCTEA with Leah, Growth & Senior Leadership

    Why is it so difficult for most companies to shift gears after reaching product market fit? Why can’t we just keep doing what made us successful?

    Francesca Cortesi shares with me insights on the difficult journey from finding product market fit to getting to an IPO. We particularly explore the details of Hemnet, a Swedish B2B2C SaaS marketplace and how they dealt with this challenge.

    takeaways

    Defending existing revenue becomes a priority as companies scale.Diluting your value proposition can occur when scaling too quickly.Sustainable growth should be prioritized over rapid expansion.Post-market fit requires speed within control and structured decision-making.Founders must transition from product-centric to organizational leadership roles.

    titles

    From Market Fit to IPO: The Hemnet JourneyScaling Strategies for Product LeadersNavigating Growth Stages in Tech CompaniesThe Role of Innovation in Sustaining Growth

    Sound Bites

    "It's a matter of taking down your ego.""Don't forget about your core product."

    Chapters

    04:53 The Journey of Hemnet: From Startup to IPO

    09:57 Navigating Company Growth Stages

    14:57 The Importance of Innovation Post-IPO

    20:09 Challenges of Scaling: CFO and CPO Perspectives

    23:53 The Challenges of Scaling and Alignment

    27:59 Mindset Shifts for Sustainable Growth

    30:18 Navigating Post-Market Fit Dynamics

    35:22 The Lottery Win: Managing Growth Expectations

    39:34 Focus and Structure: Keys to Avoiding Pitfalls

    44:27 B2B2C Dynamics: Balancing Customer Needs

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    Leah on Linkedin / Twitter / Youtube

  • 86: Joan Palmiter Bajorek: Layoff Anxiety in Tech and Career Optionality

    86: Joan Palmiter Bajorek: Layoff Anxiety in Tech and Career Optionality

    · PRODUCTEA with Leah, Growth & Senior Leadership

    The pervasive issue of layoff anxiety in the tech industry, particularly in the wake of COVID-19, overvaluation and the rise of AI. Dr. Joan Palmiter explores with me the importance of networking and personal branding as essential tools for job security and career advancement.

    Are multiple income streams and optionality realistic to mitigate the fear of job loss? How does personal career development overlap with product management? The significance of networking and communication skills and the evolving field of AI and how to adapt to it.

    takeaways

    70% of job seekers find opportunities through personal connections.It's important to be open and generous in networking efforts.Finding personal goals is crucial; not everything is monetizable.Continuous learning and adaptation are vital in the tech landscape.

    Sound Bites

    "Don't stay in one lane; connect two lanes."

    Chapters

    12:47 The Importance of Networking and Personal Branding

    24:07 Exploring Optionality and Income Streams

    26:10 Leveraging Product Management Skills in Diverse Fields

    27:09 Finding Personal Goals: Money vs. Joy

    28:31 The Importance of Passion in Career Success

    30:34 Navigating Career Choices and Social Status

    32:54 Building a Career Roadmap: Steps and Strategies

    34:23 Overcoming Hurdles: Grit and Resilience in Career

    37:18 The Art of Follow-Up: Networking and Communication Skills

    41:00 Understanding AI: Getting Started in a New Field

    46:28 The Future of AI: Learning and Adapting to Change

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    Leah on Linkedin / Twitter / Youtube

  • 85: Wes Kao - Strategies for communicating with leaders

    85: Wes Kao - Strategies for communicating with leaders

    · PRODUCTEA with Leah, Growth & Senior Leadership

    The nuances of executive communication and the importance of building buy-in for ideas with Wes Kao. The role of credibility, understanding bandwidth in conversations, and strategies for framing discussions to enhance clarity and reduce cognitive load.

    De-risking strategies to avoid surprises and the significance of celebrating good decision-making processes rather than just successful outcomes.

    Takeaways

    Working autonomously means communicating more, not less.Surprises in the workplace are generally unwelcome.Celebrate the process of good decision-making, not just results.Make your proposals easy for others to present.Communication should be proactive, not reactive.

    Chapters

    01:51 Introduction to Wes Cowell and His Journey

    02:51 Obsession vs. Discipline in Achieving Success

    06:30 The Art of Executive Communication

    07:51 Building Buy-In for Ideas

    11:10 The Role of Credibility in Communication

    15:24 Understanding Bandwidth in Conversations

    19:34 Framing Conversations for Clarity

    22:22 Reducing Cognitive Load in Communication

    27:31 Cross-Functional Communication Strategies

    30:51 Effective Communication in Leadership

    34:06 De-risking Proposals and Feedback Loops

    39:38 Celebrating Good Decisions Over Results

    44:10 The Importance of Rigorous Thinking

    54:30 Preparing Others for Success in Presentations

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    Leah on Linkedin / Twitter / Youtube

  • 84: Kristi Faltorusso - Aligning Customer Success and Product Management

    84: Kristi Faltorusso - Aligning Customer Success and Product Management

    · PRODUCTEA with Leah, Growth & Senior Leadership

    Kristi Faltorusso, a CS executive and coach, joins me in this high-energy conversation about customer success-assisted onboarding, alignment, and the dreaded realities of cross-functional working with product & sales.

    We explore effective onboarding strategies, the importance of aligning customer success with product development, and the necessity of quantifying challenges faced by customer success teams.

    What’s the importance of defining effective KPIs for customer success, focusing on leading indicators rather than lagging ones? How DO we measure customer happiness? Is the NPS as useless as I believe it is?

    takeaways

    Onboarding strategies must focus on delivering value quickly by measuring time to value.Consultative approaches to customer success add significant value.Customer success teams often act as advocates for product improvements.Focus on leading indicators for customer success.Customer segmentation should be based on use cases, not just size.

    Chapters

    04:45 Understanding Customer Success and Onboarding Strategies

    09:48 The Role of Customer Success in Product Development

    14:50 Bridging the Gap Between Customer Success and Product Teams

    19:56 Quantifying Customer Success Challenges and Solutions

    23:41 Understanding Product Impact on Business Metrics

    28:19 Defining Effective KPIs for Customer Success

    33:06 Measuring Customer Engagement and Value

    38:07 The Myth of Customer Happiness

    43:11 Data-Driven vs. Data-Informed Decisions

    Send us a text

    Leah on Linkedin / Twitter / Youtube

  • 83: Tadas Labudis - Overcoming the fear of founder-led selling

    83: Tadas Labudis - Overcoming the fear of founder-led selling

    · PRODUCTEA with Leah, Growth & Senior Leadership

    Founder-led sales done well has a lot of power especially in product-led companies. Tadas Labudis shares his experiences with founder-led sales and how it helped him build confidence in the product and himself.

    How to embrace your vulnerabilities and the importance of leaving a positive impression in sales interactions while getting insights you would never get just by looking at data.

    How to balance product-led growth with effective sales strategies before its too late.

    takeaways

    Sales can be enjoyable once you find your own style.Calculated risks in entrepreneurship are often misunderstood as reckless.Product-led growth can coexist with sales-led strategies.The definition of product growth is evolving. Founder-led sales is crucial for early-stage startups.Hiring salespeople too early can be risky.

    Sound Bites

    "I learned to enjoy sales.""Entrepreneurship is not as risky as it seems.""You cannot hurry your clients.""Sales is about refining the ICP and messaging.""Product-led growth is about cost efficiency."

    Chapters

    03:09 Understanding Risk in Entrepreneurship

    05:59 The Psychology of Product Development

    08:48 Balancing Product-Led and Sales-Led Approaches

    12:06 Navigating Early Sales Challenges

    14:52 The Importance of Customer Retention

    18:11 Building a Product That Sells Itself

    21:00 The Role of Paid Pilots in Sales

    23:57 Leaving a Lasting Impression in Sales

    27:36 The Power of Founder-Led Sales

    30:26 Misconceptions About Sales and Selling Styles

    33:16 The Importance of Personal Sales Experience

    36:19 Leveraging Sales Insights for Product Development

    43:01 Refining Messaging and Understanding Customer Expectations

    48:03 Balancing Product-Led Growth and Sales Strategies

    Send us a text

    Leah on Linkedin / Twitter / Youtube

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