Eilon Reshef is the co-founder and chief product officer at Gong, one of the most ubiquitous B2B products in the world. In our conversation, we discuss:

• Gong’s unique approach to working with design partners

• Their unique pod model

• Why Eilon makes big decisions quickly

• Lessons learned from being early in AI

• The power of extreme focus

• His “spiral method” for learning complex topics quickly

• How to maintain quality while optimizing for speed

—

Brought to you by:

• WorkOS—Modern identity platform for B2B SaaS, free up to 1 million MAUs

• Think Fast Talk Smart—Tools and techniques to help you communicate more effectively

• Vanta—Automate compliance. Simplify security

—

Find the transcript at: https://www.lennysnewsletter.com/p/inside-gong-eilon-reshef

—

Where to find Eilon Reshef:• LinkedIn: https://www.linkedin.com/in/eilonreshef

—

Where to find Lenny:

• Newsletter: https://www.lennysnewsletter.com

• X: https://twitter.com/lennysan

• LinkedIn: https://www.linkedin.com/in/lennyrachitsky/

—

In this episode, we cover:

(00:00) Eilon’s background

(04:20) The pod model

(06:33) Working with design partners

(09:13) Finding and coordinating design partners

(13:12) Balancing customer feedback and vision

(15:10) Gong's 95% feature adoption

(17:05) The importance of autonomy and trust

(23:30) How to implement this unique way of working

(27:15) Speed and decision-making

(31:47) Early AI adoption and lessons learned

(35:50) Building effective AI teams

(38:16) The spiral method for learning

(41:36) Narrowing down the initial customer profile

(44:24) Failure corner

(46:35) Lightning round

—

Referenced:

• Gong: https://www.gong.io

• Cisco: https://www.cisco.com/

• How Gong builds product: https://www.lennysnewsletter.com/p/how-gong-builds-product

• What is Montessori education?: https://amshq.org/About-Montessori/What-Is-Montessori

• Isaac Asimov: https://en.wikipedia.org/wiki/Isaac_Asimov

• Amit Bendov on LinkedIn: https://www.linkedin.com/in/amitbendov/

• Lessons from scaling Spotify: The science of product, taking risky bets, and how AI is already impacting the future of music | Gustav Söderström (Co-President, CPO, and CTO at Spotify): https://www.lennysnewsletter.com/p/lessons-from-scaling-spotify-the

• Nvidia: https://www.nvidia.com

• Figma: https://www.figma.com

• The Spiral Method: https://www.gong.io/blog/using-the-spiral-method/

• Webex: https://www.webex.com/

• L’Oréal: https://www.lorealparisusa.com/

• American Express: https://www.americanexpress.com/

• Slow Horses on AppleTV+: https://tv.apple.com/us/show/slow-horses/umc.cmc.2szz3fdt71tl1ulnbp8utgq5o

• Dishwasher basket: https://www.amazon.com/Munchkin-High-Capacity-Dishwasher-Basket/dp/B07ZPMYKKS/

• What most people miss about marketing | Rory Sutherland (Vice Chairman of Ogilvy UK, author): https://www.lennysnewsletter.com/p/what-most-people-miss-about-marketing

• Occam’s razor: https://en.wikipedia.org/wiki/Occam%27s_razor

• Hanlon’s razor: https://en.wikipedia.org/wiki/Hanlon%27s_razor

• Sabich: https://en.wikipedia.org/wiki/Sabich#Ingredients_and_description

• Careers at Gong: https://www.gong.io/careers

—

Recommended books:

• Marty Cagan’s books: https://www.amazon.com/stores/Marty-Cagan/author/B00J21JTNM

• “The Machine That Won the War”: https://www.goodreads.com/book/show/18402398-the-machine-that-won-the-war

• Crossing the Chasm: Marketing and Selling Disruptive Products to Mainstream Customers: https://www.amazon.com/Crossing-Chasm-3rd-Disruptive-Mainstream/dp/0062292986

• The Ideal Executive: https://www.amazon.com/Ideal-Executive-Ichak-Kalderon-Adizes/dp/0937120030/

• Crucial Conversations: Tools for Talking when Stakes Are High: https://www.amazon.com/Crucial-Conversations-Tools-Talking-Stakes/dp/1260474186/

—

Production and marketing by https://penname.co/. For inquiries about sponsoring the podcast, email podcast@lennyrachitsky.com.

—

Lenny may be an investor in the companies discussed.

This is a public episode. If you'd like to discuss this with other subscribers or get access to bonus episodes, visit www.lennysnewsletter.com/subscribe

Christmas special! (2016 edition)