Delivering Value: Lead like the top 1% in growth, marketing, & product

In this special solo episode, I pull back the curtain and share a behind-the-scenes look at the evolution of the show. In this conversation, you’ll hear:Why I started the show - and what I’ve learned after 85 eps.How I’m reshaping the show to blend storytelling with practical leadership lessons you can apply immediately.Why expanding the format unlocks more impact, more value, and more meaningful connection with listeners like you.Things to listen for:(00:00) Intro(00:32) The journey so far(01:39) Behind the scenes(06:37) The challenge of podcast growth(11:57) The evolution of Delivering Value(15:39) Let’s build togetherResources:Connect with me:LinkedIn: https://www.linkedin.com/in/andrewcapland/ Substack: https://media.deliveringvalue.coHire Andrew as your coach: https://deliveringvalue.co/coachingJoin Growth OS: https://deliveringvalue.co/growth-operating-system

In this episode, Don McGray, product marketing leader and Head of Growth PMM at Vimeo (formerly Dropbox and Airtable), shares how to separate identity from performance without dialing down ambition. From being told his launch plan was “C-plus work” to navigating a surprise layoff, Don shares the inner-game shifts that helped him rebuild trust, make cleaner calls, and keep moving in high-stakes environments.Don gets specific about executive alignment (and the invisible pre-meeting “backchannel”), the moment he realized he was in the wrong role—and said it out loud—and why cultivating distance from work (and toward real hobbies) made him a steadier operator when pressure spiked.In this conversation, you’ll learn:How to detach self-worth from outcomes so feedback, layoffs, and big swings don’t break your momentum.How to earn executive buy-in before “the meeting” and turn harsh input into an actionable A-grade plan.How to diagnose a role misfit early, have the hard conversation, and land where your strengths actually compound.Things to listen for:(00:00) Intro(02:10) Don’s early career(04:37) High stakes and career growth at Dropbox(09:42) Thank you to our sponsor, Navattic(13:50) Lessons from Airtable: handling tough feedback(18:31) Navigating executive expectations(25:04) Facing imposter syndrome(25:25) Struggles in a new role(28:19) The importance of vulnerability(30:10) Navigating career changes(38:32) Handling layoffs and job insecurity(42:58) Balancing work and personal lifeA huge thanks to this episode’s sponsor:Navattic: Interactive Product Demo Software - https://navattic.com/value Resources:Connect with Don: LinkedIn: https://www.linkedin.com/in/donmcgray/ Connect with Andrew:LinkedIn: https://www.linkedin.com/in/andrewcapland/ Substack: https://media.deliveringvalue.coHire Andrew as your coach: https://deliveringvalue.co/coachingJoin Growth OS: https://deliveringvalue.co/growth-operating-system

In this episode, Natalie Marcotullio, Head of Growth & Operations at Navattic, looks back on a “rollercoaster” year and what it taught her about role fit, energy management, and leading through constant change. She traces the shift from growth to product marketing amid a noisy AI landscape, a new product line, and a leaner team, and how those forces sparked both imposter syndrome and new clarity about what work fuels her.Natalie opens up about the anxiety of the AI hype cycle, why chasing every new tactic eroded quality and enjoyment, and the candid conversation with her founder that helped reset expectations. She shares how she separates signal from noise, stops pegging self-worth to dashboards, and designs a job around customer proximity, evangelism, and community.Looking ahead, Natalie is doubling down on in-person energy: speaking, hosting, and building fandom around Navattic, including a new customer portal that rewards participation and connection. She offers practical advice for naming burnout early, restructuring scope without guilt, and making mid-term career bets even if you don’t plan to stay in tech forever.In this conversation, you’ll learn:How to tell “energizing change” from “draining change,” and reshape your role around the former without dropping the ballA simple script for the hard talk with your exec: mapping “gives energy / drains energy” into concrete scope and support changesHow to build product fandom (not just leads): customer proximity, IRL touchpoints, and a portal play that compounds communityThings to listen for:(00:00) Intro(01:37) Role shifts and team dynamics(02:17) Personal and professional challenges(03:42) Filtering AI hype after SaaStr(04:58) Launching a new product line and persona(11:45) Context switching and the 60% problem(14:03) When work bleeds into life (injury, decompression)(19:09) Q3 burnout and the hard conversation(22:00) The power of honesty in the workplace(22:40) Naming limits, resetting priorities, and role design(27:01) Dreams beyond the tech industry(36:24) Building community and looking aheadA huge thanks to this episode’s sponsor:Navattic: Interactive Product Demo Software - https://navattic.com/value Check out the Behind the Scenes deep dive with the Navattic growth team:Episode 0: Introducing the miniseries featuring the Navattic growth team - https://open.spotify.com/episode/4MSAgQcR0mkUjmmLl8fXx0?si=88211b89550c4261Episode 1: The size and stage of the Navattic business - https://open.spotify.com/episode/5ArIOcGmcLPUowPXqxU6Yr?si=510ce12c47734f13Episode 2: What does growth look like at Navattic? - https://open.spotify.com/episode/4rfP8yQu9nVveOQaxqJ06s?si=24c463778d4c4214Episode 3: What goes into Navattic’s growth strategy? - https://open.spotify.com/episode/3GrtQw0Kx1fntD4IBTudb7?si=2847fcce8da4496eEpisode 4: Navattic’s growth operating system - https://open.spotify.com/episode/6oJRINQlBby7kLFTxcrvY6?si=eebebb0033234ff8Episode 5: The specific KPIs & dashboards that drive Navattic’s success - https://open.spotify.com/episode/5wOunwgXy0AMRsODloAbD3?si=46b9f4e42f754a77Episode 6: The biggest challenges Natalie and Raman face working in growth at Navattic - https://open.spotify.com/episode/3CJmSh7XqFakyxfgotjABg?si=3284a52fc9e64acaEpisode 7: How Navattic’s growth team stays aligned and manages expectations internally - https://open.spotify.com/episode/7CX7DBGR0VYpEsnXd7rYbj?si=0b1e1729a6404903Episode 8: Big beats in 2024 and series takeaways - https://open.spotify.com/episode/0cxo9wtMJEZqQxCBiSEHdf?si=f91f566ac8f24a6e Check out Natalie’s previous Delivering Value episode: Spotify: https://open.spotify.com/episode/6kQx1DTHdPpGUlY33fHeqK?si=6fd1de234fa84436 Website: https://deliveringvalue.co/pod/navigating-speed-bumps-and-communication-challenges-as-a-one-person-growth-team-with-natalie-marcotullio Resources:Connect with Natalie:LinkedIn: https://www.linkedin.com/in/natalie-marcotullio/Navattic: https://navattic.com/value Connect with Andrew:LinkedIn: https://www.linkedin.com/in/andrewcapland/ Substack: https://media.deliveringvalue.coHire Andrew as your coach: https://deliveringvalue.co/coachingJoin Growth OS: https://deliveringvalue.co/growth-operating-system

In this episode, Luke Wallace, founder-turned-fractional growth leader and former Chief Growth Officer at Zipline Education, opens up about the moment high-visibility mistakes hit customers and forced him to rebuild his operating system. He shares the CEO feedback that drew a line between being nice and being kind, why he chose to hire an executive coach instead of switching jobs, and how he moved from heroic execution to scalable systems that don’t break under pressure.Luke talks about over-communicating up and across with data, rebuilding trust after public misses, and setting binary outcomes that make expectations unambiguous. He also gets tactical on giving direct feedback without becoming a jerk, navigating team changes when a beloved generalist no longer fits the stage, running customer interviews to unlock stalled growth, and managing imposter syndrome as the stakes rise.In this conversation, you’ll learn:How to turn painful, public mistakes into long-term fuel for resilience, credibility, and trust.How to use systems, documentation, and managing-up rituals to scale beyond “hero mode.”How to build a support loop (clear feedback, mentors, and customer interviews) to stay grounded and effective.Things to listen for:(00:00) Intro(02:00) Luke’s early dream of becoming a pilot(03:22) Into tech via school IT program(05:00) Startup wins, scrappy realities(09:15) Thank you to our sponsor, Navattic(12:23) Direct feedback versus being nice(23:54) Building a data-backed recommendation(24:27) Handling high-stakes leadership talks(25:01) Working through imposter syndrome(27:19) Systems for scale over heroics(30:19) Why Luke hired an executive coach(34:42) The hardest conversations as a manager(36:45) When the team and role evolve(40:00) Giving clear, actionable feedback(40:32) One-to-one coaching offer from Andrew(43:20) Lessons learned from real failures(44:26) Customer interviews as the unlock(46:34) Key takeaways and ways to connectA huge thanks to this episode’s sponsor:Navattic: Interactive Product Demo Software - https://navattic.com/value Resources:Connect with Luke: https://www.linkedin.com/in/lukewallace805/ Connect with Andrew:LinkedIn: https://www.linkedin.com/in/andrewcapland/ Substack: https://media.deliveringvalue.coHire Andrew as your coach: https://deliveringvalue.co/coachingJoin Growth OS: https://deliveringvalue.co/growth-operating-system

Diego von Söhsten, an immigrant operator and product leader with experience in product-led growth, shares his journey overcoming bias and imposter syndrome. He reflects on a public criticism about his accent and how he transformed that painful moment into resilience and alignment with his team. The conversation dives into the significance of storytelling in product management and the importance of building a supportive network. Diego also offers valuable advice for underrepresented builders on seeking mentorship and navigating professional challenges.

In this episode, Kelly Gillease, two-time CMO, daily meditator, and former search marketer turned executive leader, talks candidly about the inner game behind durable leadership. She traces her path from debating podiums to performance marketing at Hotwire, through scale-up chaos at NerdWallet and post-acquisition life at TripAdvisor/Viator—sharing how mindfulness, therapy, and a “true, kind, necessary” feedback filter helped her steady teams when everything felt on fire.Kelly opens up about a tough DEI misstep, how she took the feedback without getting defensive, and why she chose to “run toward” hard conversations instead of retreat. She gets tactical about cross-functional influence (and why debate training still matters), building reputations through appreciation rituals, and choosing environments that actually fit you, even when the shinier title says otherwise.In this conversation, you’ll learn:- How to use “true, kind, necessary” to deliver (and receive) feedback that lands, and what to do when it doesn’t- Practical rituals for team resilience: appreciations, mindful pacing, and calmly problem-solving without losing speed- How to pick the right work environment for your wiring. and navigate the politics, pacing, and trade-offs of big-co vs. startup lifeThings to listen for:(00:00) Intro(01:47) Kelly’s roots, early influences, and formative values(03:51) Where creativity meets ROI: loving both art and math(09:05) Thank you to our sponsor, Navattic(13:50) Scripts and mindsets for hard feedback and conflict(24:23) Owning a DEI misstep, pausing, and moving forward(29:22) Gratitude rituals at work and at home that build morale(39:58) Why big-company bureaucracy wasn’t the right fit(44:20) Radical honesty, necessary conversations, real growthA huge thanks to this episode’s sponsor:Navattic: Interactive Product Demo Software - https://navattic.com/value Resources:Connect with Kelly: https://www.linkedin.com/in/kellythepea/ Connect with Andrew:LinkedIn: https://www.linkedin.com/in/andrewcapland/ Substack: https://media.deliveringvalue.coHire Andrew as your coach: https://deliveringvalue.co/coachingJoin Growth OS: https://deliveringvalue.co/growth-operating-system

In this episode, Mallory Contois, VP of Growth at Maven and founder of The Old Girls Club, traces her path from hypergrowth operator to community builder. She reflects on the “up, down, up” rhythm of her career, from Pinterest’s rocket ship years to rediscovering fit after leaving Metafy, and shares what she’s learned about ego, feedback, and identity along the way.Mallory opens up about being diagnosed with ADHD as an adult and how that reframed her communication, leadership, and approach to feedback. She explains why no one is an “A-player everywhere,” how environment shapes performance, and what it takes to design work that truly fits your strengths.Now leading growth at Maven while scaling a 2,000-member community, Mallory gets practical about following momentum, hiring for energy, and coaching the edges. She also reframes mentorship, arguing that small, intentional peer communities can be more powerful than chasing a single mentor, and offers practical advice for giving and receiving feedback without losing your voice.In this conversation, you’ll learn:- How to identify your fit Venn diagram (subject matter × work style × company size) and use it to choose roles that compound- A 3-part coaching framework to channel “bulldozer” energy into clear, respectful collaboration- Why building a peer community can be the highest-leverage “career hack” you controlThings to listen for:(00:00) Intro(03:31) First tech job (06:11) Hypergrowth lessons at Pinterest(10:12) Thank you to our sponsor, Navattic(14:37) Realizing no one is an A-player everywhere(17:49) ADHD in the workplace(28:23) Coaching and neurodiversity at work(31:39) Leaving Metafy and its aftermath(43:08) Mallory’s advice to her younger self(47:18) Trusting instincts and following momentumA huge thanks to this episode’s sponsor:Navattic: Interactive Product Demo Software - https://navattic.com/value Resources:Connect with Mallory:LinkedIn: https://www.linkedin.com/in/mallorycontois/ Mallory’s official website: https://www.mallorycontois.com/The Old Girls Club: https://www.jointheogc.com/ Connect with Andrew:LinkedIn: https://www.linkedin.com/in/andrewcapland/ Substack: https://media.deliveringvalue.coHire Andrew as your coach: https://deliveringvalue.co/coachingJoin Growth OS: https://deliveringvalue.co/growth-operating-system

In this episode, Ryan McCready, content leader turned Principal Content Engineer at Demostack, opens up about the moments that shaped his path: hacking distribution in the early “monoculture SEO” days, sharpening his voice through roles at Foundation, Reforge, and Whimsical, and facing his first layoff. He shares candid stories about creator burnout after viral teardowns, being the last marketer standing after cuts, and the gut punch of being told he hadn’t delivered on a role that had completely changed. When the market went quiet, Ryan turned the setback into a story on LinkedIn, igniting a thousand DMs, weeks of interviews, and a fresh sense of momentum.Now, as a builder and editor who treats vulnerability like a career asset, Ryan talks about measuring success in relationships, not just metrics, documenting your receipts, keeping your voice, and sending that DM. He breaks down the unglamorous parts of leadership: giving and receiving hard feedback, guarding against plagiarism, and aligning work with products that actually have staying power, while showing how practical AI and automation can clear the busywork so you can create with intention.In this conversation, you’ll learn:How vulnerability, done thoughtfully, can unlock opportunity, community, and your next rolePractical ways to productize your “receipts” with AI or automation so your wins market themselvesHow to deliver and absorb tough editorial feedback while protecting quality and your own voiceThings to listen for:(00:00) Intro(01:34) Ryan’s early career and content creation journey(04:19) Navigating career challenges and feedback(09:37) Thank you to our sponsor, Navattic(11:04) Giving and receiving feedback(14:58) On being a team player(17:41) The importance of adaptability(31:18) The power of vulnerability in job hunting(35:39) Creating a strong online presence(41:57) Difficult conversations in leadership(51:16) Building professional relationshipsA huge thanks to this episode’s sponsor:Navattic: Interactive Product Demo Software - https://navattic.com/value Resources:Connect with Ryan:LinkedIn: https://www.linkedin.com/in/ryan-mccready Demostack: https://www.demostack.com/ Connect with Andrew:LinkedIn: https://www.linkedin.com/in/andrewcapland/ Substack: https://media.deliveringvalue.coHire Andrew as your coach: https://deliveringvalue.co/coachingJoin Growth OS: https://deliveringvalue.co/growth-operating-system

In this episode, Kirk Reynolds, seasoned founder and now the creator of Wilder Retreats, opens up about the hardest conversations of his career. From telling his 55-person team that he was selling the company without sharing the real reason, to navigating the identity crisis that came when the acquirer shut it down, Kirk reflects on what it means to lead with honesty, even when fear and burnout make it tempting to hide.He also shares how blunt feedback about being a “people pleaser” reshaped the way he manages, and why processing failure and loss is just as important as chasing growth. This is a conversation about leadership, identity, and the courage it takes to be fully yourself when the stakes are high.In this conversation, you’ll learn:Why trusting your team with the truth builds deeper loyalty and respectHow to process the emotional toll of selling, losing, or reinventing a businessWhy intention and self-awareness can turn difficult feedback into lasting growthThings to listen for:(00:00) Intro(01:51) Kirk’s first steps into entrepreneurship(06:26) Building and scaling Discover Outdoors(08:31) Joining Abercrombie & Kent after exit(11:02) Tough feedback and personal growth(20:48) Balancing leadership with family life(25:26) Lessons from difficult conversations(26:04) Deciding to sell Discover Outdoors(28:14) Telling the team about the sale(30:31) Reflecting on honesty in leadership(34:27) The emotional weight of selling(37:48) Finding gratitude in new beginnings(40:03) Preparing mind and body for conversations(45:32) Setting bold, ambitious goalsResources:Connect with Kirk:LinkedIn: https://www.linkedin.com/in/kirk-reynolds/Wilder Retreats: https://discoverwilder.com/ Connect with Andrew:LinkedIn: https://www.linkedin.com/in/andrewcapland/ Substack: https://media.deliveringvalue.coJoin Growth OS: https://deliveringvalue.co/growth-operating-systemHire Andrew as your coach: https://deliveringvalue.co/coaching

In this episode, Heidi Gibson, product and growth leader with stints at companies like GoDaddy, Typeform, and Bill.com, reflects on the pivotal lessons from her unconventional career path. From welding nuclear submarines to becoming VP of Product, Heidi shares how resilience, feedback, and self-awareness shaped her leadership journey.Heidi opens up about the realities of imposter syndrome, learning to present to executives, and navigating tough interpersonal conflicts as a manager, all while building a reputation as a trusted, people-first leader.In this conversation, you’ll learn:Why tailoring your communication for executives can change your career trajectoryHow to confront imposter syndrome with practical reframing techniquesWhy early intervention is the key to resolving team conflicts before they escalateThings to listen for:(00:00) Intro(01:18) Heidi’s early life and education(02:03) Starting career and moving into tech(02:49) Building Kmart e-commerce and ISP(04:37) Joining GoDaddy and career growth(05:20) Developing executive presentation skills(07:28) Thank you to our sponsor, Navattic(13:38) Imposter syndrome in growth teams(22:52) Starting a growth team at GoDaddy(24:30) Applying growth fundamentals successfully(27:54) Strategies for overcoming imposter syndrome(31:46) Navigating difficult workplace conversations(50:01) Seeking guidance and finding mentorshipA huge thanks to this episode’s sponsor:Navattic: Interactive Product Demo Software - https://navattic.com/value Resources:Connect with Heidi:LinkedIn: https://www.linkedin.com/in/heidigibsonSubstack: https://heiditheproductgirl.substack.com/ Connect with Andrew:LinkedIn: https://www.linkedin.com/in/andrewcapland/ Substack: https://media.deliveringvalue.coHire Andrew as your coach: https://deliveringvalue.co/coachingJoin Growth OS: https://deliveringvalue.co/growth-operating-system