ProductLed Podcast

Claudia Zúñiga is the manager of customer experience at Jungle Scout, the leading all-in-one platform that helps entrepreneurs sell on Amazon. In this episode, she shares the lessons the company learned during its transition from sales-led to product-led. She also answers questions from the audience, weighing in on different scenarios like what to do if you have a low acquisition-to-activation rate and how to get new users without paid ads. Show Notes [02:20] A little bit about Claudia and Jungle Scout [07:55] Put your product at the center of the customer experience, help your users help themselves, and be data-driven [12:52] On building bridges, cultivating relationships, and the importance of research [16:52] What Jungle Scout’s onboarding experience was like then versus now [20:08] How to activate free trial users [22:30] Some of the tools that Jungle Scout uses [26:38] Try to understand the different customer types [31:20] How Claudia and her team got the organization and stakeholders onboard with the product-led approach [35:18] On Jungle Scout’s plans to release a new freemium product [37:05] What you can do if you have a low acquisition-to-activation rate [42:35] How to get new users without paid ads About Claudia Zúñiga Claudia Zúñiga is used to working under pressure in the high-paced SaaS industry. She likes finding the best resolution by applying creative problem-solving based on data-driven insights with a customer-centric mindset and approach. Claudia is always interested in learning new things so she is constantly looking for new webinars and online courses—especially those that cover product creation, graphic and web design, usability, data, and analytics. Links Pendo Segment Tableau Salesforce AppUse WalkMe ClientSuccess Gainsight Zendesk FullStory Product-Led Growth Slack Community Books Product-Led Growth: How to Build a Product That Sells Itself by Wes Bush Profile Jungle Scout Claudia’s email

Fred Melanson is the co-founder and CEO of Bliinx, the revenue engine for product-led sales. In today’s episode, he weighs in on the role of sales in PLG companies, how Bliinx engages with its users, and the recent shift among salespersons. He also shares some actionable steps for companies that are looking to switch to a product-led sales motion. Show Notes [02:00] Some misconceptions about product-led growth and sales [04:12] How sales and product-led work together in organizations that combine both [09:10] When is the best time to reach out to users [12:10] The qualification metrics by Derek Skaletsky of Sherlock [14:18] Fred’s observations about salespersons in product-led companies [17:28] How to measure the success of a product-led sales strategy [21:20] On getting buy-in, having data to track, and acting on that data [25:25] Fred’s advice on keeping things simple and providing value for users About Fred Melanson Fred Melanson is a McGill University graduate who started Bllinx out of frustration for the current ways to scale business relationships. Bliinx was among the 29 companies that had made the cut for Batch 26 of 500 Startups’ seed program. Fred likes listening to podcasts while walking his dog in the morning. Links How I Built This with Guy Raz  The SaaS Podcast  Sales Transformation Podcast  Millennial Sales Podcast Notion Mero UserPilot Hugo Lemlist Userflow Mixpanel Amplitude Heap Snowflake Flinks Asana Customer.io Segment Census High Touch Profile Bliinx Fred Melanson’s LinkedIn Value First: The Product-Led Sales Podcast

Partho Ghosh is the Senior Director of Product and Growth at Hootsuite, the leading social media and marketing dashboard. In this episode, he talks about Hootsuite as a platform and how the company has been structured. He then weighs in on the relation between product-led growth and acquisition, sharing some experiments that Hootsuite has done. He also offers advice on onboarding. Show Notes [02:48] How Hootsuite is looking to elevate in terms of product-led growth [04:55] An overview of Hootsuite’s onboarding approach [09:50] What the platform has to offer [14:35] How product-led growth works in the acquisition space [17:52] About the onboarding checklist and the onboarding funnel [23:32] How Hootsuite measures success [28:50] On the company’s product growth team and what needs to be changed [31:40] Product-led growth takes a village but it’s kickass About Partho Ghosh Partho Ghosh is a customer-obsessed, data-informed product executive and product-led growth expert who can create measurable product processes that lead to large-scale growth. He brings over a decade of experience in B2B SaaS, MarTech, and eCommerce—leading the charge for numerous product transformations at hyper-growth startups. On the side, Partho is a constant connector who has spoken at numerous conferences such as Pendomonium, the Traction Conference, Pavilion, and ProductCamp. He is also an avid scuba diver. Links  Bananatag Marketo  HubSpot Profile Hootsuite  Partho Ghosh’s LinkedIn  Partho Ghosh’s Twitter

Lloyed Lobo is the co-founder and president of Boast.AI, a fintech platform that helps companies identify, claim, and finance R&D tax credits and government incentives. In this episode, he shares how the Traction community came to be. He then weighs in on community-led growth and the value of making an impact. He also goes into what Boast.AI has to offer and the different phases of product-led, sharing advice for early founders. Show Notes [03:02] About Lloyed’s background and the philosophy behind Boast.AI and Traction [08:20] The company’s big vision [10:58] The 2 things that transcend companies [11:28] How to measure impact [14:12] Build a community and you won’t become a commodity [16:25] How Boast.AI evolved from a sales-led model [21:35] What Lloyed learned from the different phases that the company went through [27:22] Why you shouldn’t do things that scale [29:00] Lloyed’s advice on transitioning from sales-led to product-led About Lloyed Lobo After graduating with a degree in software engineering, Lloyed Lobo went into product and growth while working for a few venture-backed companies. He co-founded Boast.AI with his college friend, Alex Popa. He co-founded Traction as a non-profit initiative with his friend Ray Walia, CEO of Launch Academy to provide resources to help innovators become successful. Links  eWebinar MixMax Contentfly Slack Dropbox HubSpot Profile Boast Traction Community Traction YouTube

Pedro Clivati is the Head of Growth at GrowthHackers, the largest online community of growth professionals on the web. In this episode, he shares what people can expect if they are looking to start a business around growth. He then talks about the importance of running tests, corrects certain misconceptions about growth hacking, and offers leadership advice. Show Notes [01:12] What Pedro learned as a co-founder  [03:35] What high-tempo testing is and why it is important for growth [07:25] How growth teams should measure success  [11:25] Get comfortable with being wrong [14:30] Start with a challenge that someone in your team has been thinking of—but didn’t have the resources to work on—and run small experiments in that direction [15:48] Promote your wins across the company About Pedro Clivati Pedro Clivati has a background in marketing and sales, but his foray into growth began when he co-founded Contentools and Growth Boulevard. He also used to be the VP of Global Sales at Contentools, but before that, he worked as a digital marketing consultant. Links  Contentools Airbnb Dropbox Airbnb Growth Study Profile GrowthHackers Pedro’s LinkedIn Pedro’s Twitter

Jenn Steele is the VP of Marketing at Reprise, a product experience platform for product-led growth. In this episode, she talks about enterprise marketing, the cross-functionality of it, and what a product-led sales motion means. She offers advice to gather more product signals. Show Notes [03:05] Product-led growth versus the freemium model [05:42] How enterprise marketing can tie in with the go-to-market approach [08:00] Think about products and platforms that your company already has as ways to get marketing signals [09:08] How product marketing works in a product-led sales motion [11:30] Communicate with your product team  [15:35] Start with baby steps like a product tour [16:55] Once you’ve harvested email addresses from your demo, have it go through the usual steps for your sales team [18:48] What Reprise does About Jenn Steele Jenn Steele’s career has had a lot of marketing leadership roles. She loves marketing to marketers and other executives, growing people and companies, and telling stories (both with and without data). She is also passionate about furthering women in business. Links  Product-Led Growth Certificate™ Program HubSpot Salesforce Profile Reprise Jenn’s Twitter Jenn’s LinkedIn

Allison Dickin is the Head of User Research at Sprig (formerly UserLeap), an all-in-one product research platform that delivers the 3 key pillars of product research—video interviews, concept testing, and microsurveys. She joins the show to discuss how iterative learning drives website conversions and offers tips so that product-led teams can improve their user research process.  Show Notes [02:08] Why user research is important [03:28] The 2 critical phases in the user cycle that are difficult to get customer insight from [05:13] Ask users questions that are relevant to what they’re doing in the moment, keep your questions short and simple, and only survey as many users as you need [07:48] How to get good response rates [09:32] Allison’s recommendations to improve onboarding experience [12:13] How to phrase your survey questions [14:30] On multiple choice questions and micro-surveys [17:32] How to spread survey/research insights within the organization [19:13] Allison’s advice for people/teams who are doing product and user research  About Allison Dickin Allison Dickin is an experienced user researcher who blends rigor with pragmatism to guide customer-informed decision-making for digital products. She works with startups to lead qualitative and quantitative research studies. Her clients include Blue Apron, Skillshare, Catalina Crunch, and Microsoft. Links Product-Led Growth Certificate™ Program Sample Size Calculator Profile Allison’s LinkedIn Sprig (formerly UserLeap)

Wes Bush appears in today’s episode to talk about the upcoming Product-Led Growth Certificate™ program. He provides an in-depth overview of the 4-week long program that helps small businesses and large companies transition from sales-led to product-led. He shares the goals of the program, what people can expect each week, and other benefits of joining. Show Notes [01:10] Important dates to take note of [01:32] The main goal of the program [03:25] The sales-led way versus the product-led way [04:50] A sneak peek of weeks 1 to 3 [07:28] Why product-led monetization is included in the program [09:22] What makes the Product-Led Growth Certificate™ Course different from other courses [11:13] There will be real-world weekly projects About Wes Bush Wes Bush is the founder and CEO of ProductLed, the bestselling author of “Product-Led Growth: How To Build a Product That Sells Itself”, and one of the most sought-after product experts in the world. After working for some of the world’s fastest growing companies in the world, today he trains teams around the globe how to turn their product into a powerful growth engine. Link ProductLed

Jon Butterfield is the Head of Growth at Speedinvest, one of Europe’s largest seed-stage investors with over €400m in seed capital. In this episode, he weighs in on the common mistakes that investors and founders make when it comes to product-led growth. He then talks about product-market fit and offers advice on data. Show Notes [04:40] The danger of premature growth [07:00] Get your data right first before you launch your product [10:15] Talk to as many customers and potential customers as possible [11:20] What to do after finding product-market fit [15:45] How to breakdown your go-to-market strategy  [18:30] More sales does not necessarily mean more success [21:20] Look into cultural differences before going into different markets [22:48] Some examples of product-market fit: Quibi, Myspace, Facebook, and Airbnb [26:55] Have a data tracking system in place or hire a business intelligence analyst About Jon Butterfield Jon Butterfield has started companies across Europe and the United States over the last 15+ years. He specializes in go-to-market strategies, product-market fit, developing growth models and aligning data and analytics to a business’ and customer goals. When not building businesses, strategies and models, Jon spends time on his second passion, building motorbikes. He also enjoys mountaineering and spending time in nature with his family. Links  Product-Led Growth Certificate™ Course OneTap Facebook Airbnb Profile Speedinvest Jon Butterfield’s LinkedIn

Rachel Obstler is the ​​VP Product at Heap, a digital insights platform that empowers product teams to focus on what matters—building the best products. In this episode, Rachel talks about proactive analytics and why it’s key to delivering a great product experience. She also offers advice on product-led growth, highlighting the importance of effective teamwork and making sure that everyone agrees on the data. Show Notes [03:05] The advantages of proactive analytics [04:45] An example of what Heap is capable of [06:22] About Heap Illuminate [08:10] The challenges of building your own digital insights platform [10:32] Data is a way to align different teams in an organization [13:13] Have KPIs that you review on a regular basis [15:15] Baseline your metrics especially if you’re embarking on product-led growth for the first time About Rachel Obstler Rachel Obstler is a self-proclaimed data geek who specializes in go-to-market strategies and product management. She has over 20 years of experience leading product teams for different companies, including PagerDuty, DynaTrace, and Keynote Systems. Rachel learned to love recreational ice hockey while she was getting her bachelor’s degree at MIT. She still plays it to this day.  Profile Heap Rachel’s LinkedIn Heap Illuminate