266. Founder-Led vs. Product-Led Growth: how to pick the right path for your startup

Most founders dream of creating a product so good it sells itself.

That’s the promise of product-led growth: customers discover, share, and adopt your product with little to no sales effort.

Sadly that's rarely the reality.

In the early stages, almost every founder has to do the hard, unglamorous work of founder-led growth: building trust, making offers and facing rejection.

In this episode, you will learn from Vijay Rajendran, author of The Funding Framework: Secure Startup Funding With Confidence.

Vijay previously led portfolio value at 500 Global, a venture capital firm with $2.7 billion under management, where he supported startups in more than 80 countries. 

Vijay has helped hundreds of founders grow, scale, and raise capital. 

Listen to learn:

• The difference between founder-led and product-led growth — and when each approach works best.

• How design partnerships and pilots can win your first customers (and even get them to fund product development).

• Why “influence” is a better mindset than “sales” — and how listening to customers creates trust.

• Stories from Airbnb to enterprise startups that reveal what growth really looks like behind the scenes.

Whether you’re launching your first product, leading innovation inside a corporate, or backing founders as an investor, this episode is for you.

Resources mentioned in this episode:

• Influence: The Psychology of Persuasion, Robert Cialdini
• Never Split the Difference: Negotiating as if Your Life Depended on It, Chris Voss

Chapters

 

05:24 — The seductive dream of product-led growth (and why it rarely works early on)

07:52 — Design partnerships: how customers can fund your product

13:39 — The Airbnb toilet photos story: why every founder must talk to customers

18:55 — Stop pitching, start listening: turning sales into influence

23:23 — Empathy and persuasion: the human skills behind tech success

28:48 — When to move from founder-led growth to a professional sales team

FREE Course: 5 Tech Concepts Every Business Leader Needs To Know https://www.techfornontechies.co/freecourse

 

Growth Through Innovation

If your organisation wants to drive revenue through innovation, book a call with us here.

Our workshops and innovation strategies have helped Constellation Brands, the Royal Bank of Canada and Oxford University.

For the full transcript, go to https://www.techfornontechies.co/blog/266-founder-led-vs-product-led-growth-how-to-pick-the-right-path-for-your-startup