Livestorm's Gilles Bertaux discusses how they succeeded in a competitive market, acquired customers through feedback and SEO, and grew past $10 million in revenue. They focus on differentiation, European advantage, and shipping key features with high quality. Strategy shifts after hitting revenue milestones and lessons learned are also shared.

Guy Cohen, CEO of Wonder, talks about the challenges of narrowing the target market and rebuilding the business. They discuss their innovative marketing approach, scaling issues, and the debate surrounding friction, pricing, and quality. The podcast also delves into the risks and benefits of AI, the voice of the customer, and the importance of making committed choices.

Spencer Fry of Podia shares how they succeeded against competition, the benefits of multiple products, the impact of COVID, and the importance of original research and sponsoring smaller conferences.

Summary This week on How To Win: Andrew Gazdecki of Acquire.com, the startup acquisition marketplace. You'll hear: How Andrew lands Times Square advertising to promote startups on his platform. How he went from doing everything himself to quickly assembling a team to speed up his company's growth rate. How he discovered a big opportunity to create a new company in the mergers and acquisitions market. And so much more.Key PointsMarketplace launched by solo founder who works tirelessly. 02:04Marketing showcased through creativity, cost-effectiveness, and social proof. 05:52Personal experiences lead to a successful self-funded startup. 07:01Team rehired, subscription model initiated, challenges faced. 10:44Startup acquisitions streamlined using standardized tools and data-driven relevance. 13:39Rapid execution guides towards the right direction. 17:27User interviews standardized to analyze product usage. 21:47Feedback sought, emphasizing negative comments, to nurture a customer-centric culture. 23:16Mentioned:Acquire.comX/Twitter: @agazdeckiMy Links:TwitterLinkedInWebsiteWynterSpeeroCXL

Lloyed Lobo, founder of Boast AI, shares his journey of launching a service business after failed software companies. He discusses the importance of starting with a service to learn and achieve customer success. Other topics include validating the ideal customer profile, building the first product iteration with no-code tools, and using owned media to build real relationships. Lobo emphasizes the significance of alignment with co-founders and investors, effective communication and consistency, and focusing on one market. Boast AI's success is attributed to starting as a service, building owned media, and aligning with core values.

With summer around the corner, How to Win will be taking a brief hiatus. During this time, the team will be working behind the scenes to bring you more exciting insights from today’s top B2B SaaS entrepreneurs and CEOs when we return in Fall 2023 with a brand new season. In the meantime, catch up on past episodes of How to Win, and stay connected with me on LinkedIn and Twitter (links below). Thank you for tuning in and supporting the podcast—I look forward to seeing you back here very soon. My Links:TwitterLinkedInWebsiteWynterSpeeroCXL

This week on How to Win, Lindsay Bayuk, CMO at Pluralsight, discusses strategies as a CMO, cross-company collaboration, aligning company metrics, and the importance of customer research. They touch on communicating marketing to CEOs, successful messaging, and team structure. Learn key insights on marketing success and teamwork dynamics from a top technology learning platform.

Summary:This week on How to Win: Lauren Schuman, VP of Product Growth at Mural. Founded in 2011, Mural was valued at $2B after their Series C funding round in 2021. Before joining Mural, Lauren served as Senior Director of Product Insights and Growth at Mailchimp.In this episode, Lauren breaks down how she has steered Mural and Mailchimp toward cultivating a growth practice. We discuss finding the right problem to solve, the importance of experimentation, and why she hires curious people. I weigh in on the benefits of gathering qualitative data, why marketing is a game of attention, and the diverse potential of growth teams.Key Points:Why is nailing your ICP the most important part of building growth? (01:24)How does Lauren find the 'right problem to solve'? (02:43)How did Lauren use quantitative data models to make strategic decisions? (04:17)I weigh in on the benefits of qualitative data gathering with a quote from Attentive's Brian Long (07:11)Lauren talks about how Mural differentiates itself from the competition (09:22)How has Lauren been using copy testing to improve Mural's website messaging? (12:36)I discuss why marketing is a game of attention (13:35)Lauren reflects on the importance of onboarding in a product-led tool (16:41)I explain why motivation is more powerful than friction (19:49)Lauren breaks down how Mural uses onboarding to increase customer understanding and motivation (20:26)What is a painted door test? With a quote from Carta's Shubhi Nigam (22:46)What did Lauren learn about building a growth team at Mailchimp? (23:45)I weigh in on creating a growth team that excels with a quote from RockBoost's former founder and managing director Chris Out (26:34)Why does Lauren look for curious people at the hiring stage? (27:52)Wrap-up (29:39)Mentioned:Lauren Schuman LinkedInMural WebsiteMural LinkedInGetting more accurate customer feedback with Attentive's Brian LongShubhi Nigam LinkedInChris Out LinkedInMy Links:TwitterLinkedInWebsiteWynterSpeeroCXL

Summary:This week on How To Win: Rob Gonzalez, co-founder and CMO of Salsify, a commerce experience management platform that helps its clients win on the 'digital shelf.' Salsify defines the digital shelf as: "The collection of diverse and rapidly evolving digital touch points used by shoppers to engage with brands and discover, research, and purchase products.”Rob co-founded Salsify in 2012 and has grown the company to over 740 employees serving a roster of high-profile clients. Salsify concluded their Series F funding in 2022, securing $200M in funding which brought their valuation to over $1B.In this episode, Rob breaks down some of the strategies that have helped Salsify win, and some of the mistakes they've made along the way. We discuss diversifying customer acquisition channels, promoting employee autonomy, and why you might be under-charging your customers.I weigh in on the increasing costs of customer acquisition, transitioning to a multi-product team, and employee surveys. Key Points:Rob discusses the customer acquisition channels that worked in the early days of Salsify (01:21) When is it the right time to change your customer acquisition tactics? (04:58)I reflect on the rising cost of customer acquisition (06:04)Rob discusses what he calls 'market engagement rate' (07:37)What has Rob learned about being a multi-product company after Salsify's recent acquisitions? (09:29)My thoughts on running a multi-product company with a quote from Okta's Chief Product Officer Diya Jolly (11:55)What practical advice does Rob have for founders trying to create a positive work culture? (14:01)I talk about surveying your employees with a quote from employee management expert Don Phin (16:48)How do you reinforce a positive culture consistently? (18:24)I discuss the benefits of increasing employee autonomy (24:13)Rob reflects on Salsify's pricing strategy with a quote from the Tim Ferriss Show, featuring Andreessen Horowitz's Marc Andreessen (25:13)Why does Rob believe the next ten years of marketing will be defined by community and not content? (30:14)Wrap-up (32:04)Mentioned:Rob Gonzalez LinkedInSalsify WebsiteSalsify LinkedInThe Digital Shelf Institute WebsiteThe Digital Shelf Institute LinkedInDiya Jolly LinkedInDon Phin LinkedInThe Tim Ferriss ShowMy Links:TwitterLinkedInWebsiteWynterSpeeroCXL

Summary:This week on How To Win: Casey Carey, CMO at Quantive and expert in B2B, e-commerce, and growth marketing. From heading up scaled marketing departments at giants like Google to helping build teams from the ground up at scrappy startups, Casey's expansive career has given him a wealth of knowledge and experience to draw on as a marketing executive. In this episode, Casey shares some of that knowledge with us as we discuss creating a culture that prioritizes learning from failure, the importance of timing, and why he believes brand investment is more important now than ever. I weigh in on hiring for cognitive ability, cultivating a learning mindset, and getting inside a buyer's consideration set.Key Points:Why do some companies win and others don't? (01:22)How does Casey recruit the best talent? (02:59)I talk about Google's people analytics with a quote from the former Senior Vice President of People Operations at Google, Laszlo Bock (04:59)How does Casey facilitate a highly collaborative, cross-functional culture? (06:48)I explore creating a learning mindset with a quote from Diaspora Ventures' Marvin Lao (09:58)Casey discusses how he cultivates a learning mindset in his teams (12:55)How do you balance the acceptance of failure with the need for quality? (15:24)I weigh in on the "fail fast, fail often" mindset with a quote from Photobox's Jody Ford (16:00)What does Casey attribute Quantive's success to? (18:32)I discuss the importance of timing and luck with a quote from Drift's David Cancel (22:48)Casey stresses the importance of finding your niche (25:40)Why does Carey think that, in B2B, branding is more important than ever? (27:10)I reflect on how to get inside a buyer's consideration set with a quote from author Byron Sharp (29:09)How do you win the brand preference war? (30:37)Wrap-up (31:28)Mentioned:Casey Carey LinkedInQuantive WebsiteQuantive LinkedInLaszlo Bock LinkedInMarvin Lao TwitterJody Ford LinkedInGeoffrey Moore WebsiteCategory creation and product-led differentiation with Drift's David CancelByron Sharp WebsiteMy Links:TwitterLinkedInWebsiteWynterSpeeroCXL