How to Win podcast with Peep Laja cover image

How to Win podcast with Peep Laja

Latest episodes

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Jan 29, 2024 • 26min

Disrupting the B2B Marketplace -- with TrustRadius's Vinay Bhagat

This week on How To Win: Vinay Bhagat of TrustRadius, revolutionizing B2B software buying with in-depth user reviews. You’ll hear how TrustRadius overcame the challenge of creating a trusted review platform in a saturated market, the strategic decisions that led to successful monetization, and the importance of focusing on quality over quantity to cater to both software vendors and buyers.Key Points:[00:02:30] - Inspiration behind your business model?[00:03:15] - Tackling initial cold start problem?[00:04:00] - Scaling outreach effectively?[00:05:15] - Competitive landscape at inception?[00:08:45] - Monetization through content syndication?[00:10:00] - No initial go-to-market strategy?[00:13:30] - Differentiation strategy in sales?[00:14:15] - Building a differentiated audience?[00:15:00] - Creating a buyer-centric platform?[00:18:00] - Strategy for targeting large tech companies?[00:18:45] - Focus on thought leadership and content?[00:19:45] - Advice for B2B founders?[00:20:15] - Balancing bootstrap with funding?[00:24:30] - TrustRadius's keys to winning?Mentioned:Vinay BhagatTrustRadius.comVinay Bhagat's XMy Links:Twitter / XLinkedInWebsiteWynterSpeeroCXL
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Jan 22, 2024 • 20min

The Differentiation Advantage - with Retention.com's Adam Robinson

This week on How To Win: Adam Robinson of Retention.com, an innovative leader in the email marketing space. You’ll hear about the journey of identifying a market gap and creating a differentiated product in a competitive environment, the importance of strategic focus on a specific target market, particularly in e-commerce, and the implementation of focused go-to-market strategies for sustained growth and market penetration.Key Points:[01:48] - What was your first market product?[02:51] - How did it become a standalone product?[04:12] - Who's the primary buyer for this?[07:30] - Post-revenue, how did strategy evolve?[15:00] - How did you achieve business differentiation?[16:48] - Top three advice for B2B founders?[18:45] - What's behind Retention.com's winning strategy?Mentioned:Adam RobinsonRetention.comAdam Robinson's XMy Links:Twitter / XLinkedInWebsiteWynterSpeeroCXL
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Jan 8, 2024 • 27min

Finding Your Focus - with Blackthorn's Chris Federspiel

Chris Federspiel, CEO of Blackthorn.io, discusses the company's strategic growth in the Salesforce ecosystem and the role of customer feedback. Topics include go-to-market strategies, target customers, effective acquisition channels, and the importance of focus and industry expertise. They also touch on challenges in product development, shifting market focus, and working with partners for customer acquisition.
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Dec 18, 2023 • 23min

Finding Your Ideal Customer Profile - with Keap's Clate Mask

Clate Mask, Co-founder and CEO of Keap, discusses finding the right customers, combining software with services, and evolving marketing. Highlights include building products based on business needs, serving small businesses dealing with chaos, and embracing partners for growth.
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Dec 11, 2023 • 24min

Moving Upmarket for Growth - with Process Street's Vinay Patankar

Vinay Patankar, Founder and CEO of Process Street, discusses how they identified market needs, monetization strategies, transitioning to larger customers, revenue from inbound channels, differentiation amid competition, and advises founders on product and go-to-market strategies.
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Dec 4, 2023 • 25min

Building a $15M+ Community - with Pavilion's Sam Jacobs

Entrepreneur Sam Jacobs, who built a $15 million community learning business, discusses leveraging LinkedIn for organic growth, creating sub-communities, and mistakes made after raising VC money. Key moments: Describing the company, issues with e-learning, cutting back, growing communities, advice for founders, and lessons learned.
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Nov 27, 2023 • 18min

Bootstrapped to IPO - with Backblaze's Gleb Budman

Guest Gleb Budman, co-founder and CEO of Backblaze, discusses bootstrapping, serving mid-market customers, building their own platform, and the advantages of startups. They also talk about building an affordable storage infrastructure and learning from mistakes.
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Nov 20, 2023 • 23min

Raising Prices 50X - with indinero's Jess Mah

Jess Mah, Co-founder of indinero, discusses pivoting to a new customer segment, observing customer use to identify product issues, customizing marketing for each vertical, and replacing herself as CEO with an experienced leader.
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Nov 15, 2023 • 22min

Getting the Timing Right - with Jellyfish's Andrew Lau

This week on How To Win: Andrew Lau of Jellyfish, the engineering management platform. You'll hear how they validated the problem space, figured out product-market fit, and used founder-led sales to generate traction.Key Points:2:03 - Getting first revenue with founder-led selling4:12 - Seeing massive growth after increasing COVID demand6:33 - Focusing on customer needs over competitors8:46 - Timing is everything - being patient10:58 - Staying focused on your team and customers12:33 - Acknowledging timing and people are key combinations14:52 - Funding marketing appropriately at different times22:41 - Timing is everything as operator, people are everything as investorMentioned:JellyfishAndrew LauMy Links:TwitterLinkedInWebsiteWynterSpeeroCXL
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5 snips
Nov 6, 2023 • 28min

Landing Bigger Clients - with UserGems' Christian Kletzl

SummaryThis week on How To Win: Christian Kletzl of UserGems, champion tracking software for sales. You'll hear the process they went through to find the product their clients were willing to pay for, how they make themselves appear bigger than they are, and more.Key Points00:30 - Appearing larger by using ads, content, LinkedIn, conferences01:00 - Pivoting multiple times before finding product-market fit01:30 - First customer paying $50k, taking 3 months to get second02:15 - Becoming workflow company based on customer feedback03:00 - Enabling workflows with routing, notifications, messaging04:15 - Going sales-led to getting feedback and sales quickly05:00 - Moving upmarket for better economics06:30 - Creating more value like selling furniture over lumber07:30 - Getting Salesforce access to enabling workflows09:00 - Pushing workflow steps to driving success12:00 - Workflow products having better retention13:30 - Hitting $1M revenue in 12-18 months14:15 - Clipboard Health pivoting successfully16:00 - Testing crazy versions when growth stalling19:00 - Appearing bigger through LinkedIn, ads, case studies22:15 - Focusing on use case despite competitors23:45 - Building moat with brand recognition and revenue impact25:15 - Saying no to unfit customersMentioned:Christian Kletzl's LinkedInUserGemsMy Links:TwitterLinkedInWebsiteWynterSpeeroCXL

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