How I Grew This

The days of unsaturated channels and growth hacking, as we used to know it is over. Our guest today, Bharat Bhatia, dives deep into new strategies and the understanding of the product that has helped him achieve continued growth. Bharat comes from the gaming industry, an industry that he explains has one of the tightest bonds between product and marketing. He shares how he and his team approach that integration through in-app growth channels. In addition, with today’s growth channels like Facebook and Google ads more saturated and restricted, he breaks down how he has approached growth, especially when reaching the tipping point of scaling beyond existing audiences. Hear more about how Junglee Games grew through COVID, how he has managed to take better care of his physical health, and the most important and unexpected lesson he learned at business school, all on this episode of How I grew this.

Andy Rebhun is someone you just get excited to talk to. He’s an extrovert with opinions and vision. He is an accomplished Marketing Executive, who has delivered first-to-market products and profitable growth for billion-dollar brands across Fortune 50 companies like the McDonalds Corporation and Ford Motor Company. He is currently Vice President of Digital at El Pollo Loco, where he is responsible for CRM, E-Commerce, off premise delivery, loyalty program, and social media. Andy holds a Bachelor of Arts degree from the University of Wisconsin Madison and an MBA from Kellogg School of Management. In this episode, Andy dives into (1) how he got tapped to manage marketing for an 800+ restaurant market before 30 yrs old, (2) how he took the McDonald’s app from 0 to 5M users, (3) how he navigated COVID to triple digital sales at El Pollo Loco, (4) along the lessons he learned along the way.

Holly Chen is an award-winning marketing and growth advisor who credits her inner rebelliousness and overall questioning of conventional thinking for leading her into a career in Growth. And she’s been a standout from the beginning. In Beijing, Holly was one of the few Chinese nationals majoring in Italian in the entire country. After taking on her first role at the United Nations, she felt the need to move to something where she could better measure the impact of her work and joined an early stage startup in New York City. Her entry into Product Management and Marketing teams at that start up eventually led to her becoming the Head of Growth at the Google Store, in charge of distinguishing the various Google Store and hardware brands. She then went on to build Slack’s Digital Marketing and Performance Marketing function globally driving user acquisition, retention, and monetization across SMB and Enterprise customers. Amidst her current work as a growth advisor, Holly is a co-founder of Ceilingbreakers.us, a coaching platform that is rethinking the way tech leadership looks by creating a direct line to top executive coaches for specifically people of color, women, immigrants, LGBTQ+, and other underrepresented groups. Hear more about where Holly believes growth sits within a company, advice to those building their own multi-touch attribution systems, and her advice for her younger self on this episode of How I Grew This. App she can’t live without: Apple Podcast App Animal she would talk to if she could: Cats App she uses that others wouldn’t expect: Chinese apps

Lynn Blashford, CMO of White Castle, has risen the ranks during her 10 years at the company. White Castle, known for pioneering the fast food industry, turns 100 years old in 2021 and operates with a long term vision which runs counter to today’s hypergrowth and short-term gains environment. Maybe unsurprisingly, this mindset has allowed them to weather the storm of 2020 both by taking care of their employees as well as how they’ve strategically diversified the business. White Castle was one of the first non-pizza companies to roll out online ordering and was the first fast food chain to adopt the vegan Impossible Slyder in the nation. Beyond just the bottom line, Lynn spoke about how the private nature of the company allows them to take care of their people and the communities they serve. One of the beautiful stories she shares is how healthcare workers could eat for free when the pandemic lockdowns began. Hear more about how White Castle has adapted to the many challenges of 2020, Lynn’s advice for her younger self, and of course, Lynn’s behind-the-scenes story of how the film “Harold and Kumar Go to White Castle” came to be, all on this episode of How I grew this.

So much of learning how to drive meaningful growth is finding unsaturated and ripe growth channels and relentless focus on the actual end-user. This is our next guest's philosophy, Dharmesh Gandhi, the Senior Vice President and Head of Product at RentoMojo. Dharmesh shares how early in his career at Amazon, he learned how you could easily spot what seems like a popular growth option and not always get the return you’re looking for, especially when scaling. He adjusted his approach to play the long game and focus on important but not urgent growth methods. As he says in the interview, once something becomes urgent, it’s too late. He built out a multi-year roadmap that would allow continued growth through different channels. That experience also helped him when RentoMojo had to make dramatic shifts when COVID happened. They decided to implement a subscription pause, which reduced churn by 25% and played a significant role in helping the business continue to thrive even during the lockdown. Hear more on Dharmesh’s story, including how culture was the most critical driver of growth at Amazon, how he became the odd one out in his family and didn’t work on the family business, his time management, and so much more on this episode of How I Grew This. Listen now on Apple Podcasts, Spotify, Google Podcasts, Stitcher, and more.

Today, most SaaS companies were started in the last few years or at the beginning of Web 2.0. Our guest Rick Stollmeyer, Co-Founder and current Executive Chairman of Mindbody, however, saw an opportunity back in 2001, when he started the company out of his garage. In March, Mindbody saw 90% of their appointments disappear through the platform, which led the team to innovate and drive towards a virtual fitness platform. Fast forward to today, and they see this as their most significant growth opportunity. Hear more on Rick’s story, including his leadership training in the Navy, the lesson he learned when his former boss refused to give him equity, his transition to Executive Chairman, and so much more on this episode of How I Grew This. Listen now on Apple Podcasts, Spotify, Google Podcasts, Stitcher, and more.

Our guest today, Siddarth Jena, has learned a lot about growth running the largest platform for fans of India’s most popular sport, Cricket. Siddarth came into Cricket.com at a time where they had to scale their marketing efforts from 0 to 100, he shares how they tested Google, Facebook, affiliates, and many other growth channels to capture the market. They were able to rapidly test then scaled their growth channels to drive 5 million installs in just 4 months. Hear more on Siddarth’s story including his love for travel, how he and his team adapted marketing during COVID, how to deploy empathy in your marketing efforts and so much more on this episode of How I Grew This. Listen now on Apple Podcasts, Spotify, Google Podcasts, Stitcher, and more.

Today’s guest, Chetana Deorah, talks about the role of design to drive business outcomes for some of the top companies in the world. Growing up in the hustle and bustle of Mumbai, Chetana’s curiosity and rebelliousness led her to dabble in the life sciences before finding her calling in UX design. She’s taken her success and translated it into not only hockey stick growth for profit-motivated companies but also inspiring the next generation of designers from under-resourced communities in the Bay Area through the Inneract Project. In her own words, the role of a designer is to ask not the what or the how, but the why. In a time where mobile and technology platforms are pushing to A/B test, fail fast, and use analytics to adapt to our new world, Chetana reminds us that oftentimes the sole goal of creating growth may be limiting. She reminds us we must start with why. Hear more about Chetana’s incredible story of how one becomes a design leader, the reason why she believes Netflix stays so adaptable (her answer will stay with you), as well as some of her own questions around what the future looks like in education, on this episode of How I Grew This. Listen now on Apple Podcasts Spotify, Google Podcast, Stitcher and more.

Today’s guest, Nicole West, isn’t afraid of raising her hand and taking a risk, especially when it’s a project no one has ever done before. She’s built a reputation over her 14-year career at Chipotle in taking those tough jobs and turning them into big opportunities. For instance, in 2013, the then CMO asked Nicole if she would start up the new Ecommerce division of the marketing team. Pushing fear aside, she took the job. Today, she’s been at the helm as Chipotle has gone through a digital transformation which has seen digital ordering hit meteoric heights, with digital orders now accounting for over 20% of company sales. More on Nicole’s story of how she rose the ranks, her advice to those who are inspired by her story, as well as ways Chipotle is staying true to its mission of making the world a better place, on this episode of How I Grew This. Listen now on Apple Podcasts, Spotify, Google Podcasts, Stitcher and more.

Some people stop after creating their first successful company, but today’s guest, Sachin Bhatia, has created three products and companies that have flourished. Sachin shares how he got his parents' entrepreneurial spirit by selling water and other items as a child. He started his first company, MakeMyTrip, in 2000, and while they had a successful launch due to word of mouth, they weren’t able to keep up with demand. He learned his lesson, on the launch of his second company, TrulyMadly, they had the campaign to allow people to date not based on creed or religion in India which picked up a lot of press and was very successful. He then shares the story of how he and his Co-Founder teamed up again to build Bulbul, a video-based shopping app. More on Sachin’s story, including how his marketing campaign where MakeMyTrip asked for a second chance, his strategy for breaking down his campaigns, and more on this episode of How I Grew This. Listen now on Apple Podcasts, Spotify, and anywhere you find your podcasts.