In this engaging discussion, guest Abhinav Asthana, a seasoned expert in B2B product scaling, shares his insights on navigating the complex landscape of enterprise sales. He dives into strategies for effective go-to-market planning and highlights the critical factors for achieving product-market fit. Abhinav also emphasizes the importance of understanding customer pain points over mere feature requests and discusses the significance of repeatability in scaling products for lasting success.
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Repeatability in B2B
Prioritize repeatability in B2B product scaling by focusing on the same use case, buyer, problem, and value.
Ask if a deal is the first of many and if that segment is worth pursuing.
question_answer ANECDOTE
One-Slide Pitch Deck
Abhinav Asthana shared an anecdote about a salesperson with a one-slide pitch deck.
This salesperson focused on aligning with the customer's worldview and company strategy.
insights INSIGHT
Multiple Customers in B2B
Recognize the multiple customer types in B2B: end-users, buyers, and administrators.
Understand their power dynamics and tailor your approach accordingly, focusing on their specific needs and workflows.
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In 'Essentialism: The Disciplined Pursuit of Less,' Greg McKeown argues that by applying a more selective criteria for what is essential, individuals can regain control of their time and energy. The book is divided into sections such as Explore, Eliminate, and Execute, providing practical advice on distinguishing the vital few from the trivial many and eliminating non-essential activities. McKeown emphasizes the importance of clarity of focus, the ability to say 'no,' and living 'by design, not by default.' This approach helps readers achieve more by doing less and making the highest possible contribution in their personal and professional lives.
Podcast Description:
Join us for an insightful conversation with Abhinav Asthana, a seasoned expert in B2B product scaling. In this episode, we dive deep into the intricacies of B2B product management, exploring strategies for scaling, identifying product-market fit, and overcoming common challenges. Abhinav shares his wealth of experience, offering valuable insights on go-to-market strategies, the importance of repeatability in B2B, and how to navigate the complex landscape of enterprise sales. Whether you're a product manager, founder, or anyone interested in B2B software, this episode is packed with actionable advice and thought-provoking perspectives.
Where can you find Ibrahim Bashir
Newsletter - https://runthebusiness.substack.com/
Linkedin - https://www.linkedin.com/in/ibrahimbashir/
Where to find Srinath
LinkedIn - [https://www.linkedin.com/in/skotela/]
Where to find Phani
Linkedin - ([https://www.linkedin.com/in/phanivuyy...]
Where to find Sid
Linkedin: (https://www.linkedin.com/in/sidsaladi/)
Newsletter: ([https://sidsaladi.substack.com/]
Twitter: ([https://mobile.twitter.com/Sidsaladi]
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Highlights and Timestamps:
0:09 - Introduction to B2B product scaling strategies
1:37 - The importance of repeatability in B2B products
3:00 - Understanding different go-to-market strategies in B2B
5:50 - Identifying product-market fit in B2B
8:54 - The challenges of juggling multiple sales motions
11:56 - How to approach product-market fit quantitatively
14:29 - Key metrics for measuring product-market fit
16:14 - Overcoming challenges in B2B product management
19:58 - Three types of product work in B2B
22:33 - Book recommendation: "Essentialism" by Greg McKeown
24:48 - The importance of psychology in product leadership
25:37 - Understanding the SCARF model in people management
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