Hey I’m Andrew Capland 👋. For the past 15 years, I’ve been working in B2B SaaS. The first half, as a marketer. And the second half, I’ve been leading growth teams and product-led growth efforts.Now, I run my own business, Delivering Value where I coach other growth leaders and advise product-led growth teams.During my career, I kept coming back to the same realization… Blindly copying someone else’s growth playbook (without understand the contextual challenges they were facing) just doesn’t work. So I decided to make a series following one company going behind the scenes with one SaaS growth team. The goal was to learn about some of the contextual growth challenges their facing, and explore how they’re navigating them. It’s something I would have binged when I was in-house, because I never could learn/collaborate with other growth teams as much as I wanted to.The series will have short episodes (6-10 mins each) including interviews with the team mixed with my commentary. Sort of like The Office meets Planet Earth.This first season is featuring the Navattic growth team and will have behind the scenes access with Raman Khanna and Natalie Marcotullio.We explored how they think about growth, how they set growth strategy, how they operate, what they track, how often they share, and explored some of their biggest challenges, fears, and speed-bumps along the way.Resources:- Binge the whole series on the Delivering Value Substack- Connect with Andrew on LinkedIn or Twitter- Connect with Raman Khanna on LinkedIn- Connect with Natalie Marcotullio on LinkedIn- Learn more about Navattic

We kick-off the miniseries by exploring the background and scale of the Navattic business to contextualize many of the growth challenges they’re facing and systems they use (which we’ll explore in upcoming episodes)In this first episode of the Behind the Scenes Miniseries with the Navattic growth team, you’ll learn:1. How Navattic got started and settled on building interactive demos for the PLG market.2. Navattic's go-to-market approach, size/scale of the business, funding strategy, and current funnel.3. The hardest part about working in growth at this stage of the company.Things to listen for:[00:52] What is Navattic and how did it start?[01:45] Getting into Y Combinator[02:24] Discovering the PLG use case[02:52] How Navattic makes money / go-to market model[03:43] The scale of the Navattic business[04:10] Fundraising history[04:54] Number of employees[05:43] The pros and cons of not raising a huge round[06:07] A deep dive into Navattic’s funnel[07:26] The hardest part about working in growth at this stage of the companyResources:- Binge the whole series on the Delivering Value Substack- Connect with Andrew on LinkedIn or Twitter- Connect with Raman Khanna on LinkedIn- Connect with Natalie Marcotullio on LinkedIn- Learn more about Navattic

In this third episode of the Behind the Scenes Miniseries with the Navattic growth team, you’ll learn:1. What the Navattic growth team is focused on right now, why those things, and how they get buy-in.2. How they make sure they’re solving the right problems, and get aligned with execs.3. How they manage the tension between staying agile and being laser focused.Things to listen for:[00:33] What Navattic is focused on right now, why those things, and how they got buy-in[01:30] The two main pillars Navattic is focused on [02:30] Specific KPI's related to their goals[03:08] Getting internal alignment and approval with execs[04:55] Defending the dissertation[06:06] Making sure we’re solving the right problems[06:50] We have our growth strategy - now what?![07:35] Managing the growth roadmap[08:43] Biggest concerns about their growth strategy [09:26] The importance of adaptability in growthResources:- Binge the whole series on the Delivering Value Substack- Connect with Andrew on LinkedIn- Connect with Raman Khanna on LinkedIn- Connect with Natalie Marcotullio on LinkedIn- Learn more about Navattic

In this second episode of the Behind the Scenes Miniseries with the Navattic growth team, you’ll learn:1. What growth is at Navattic, how they’ve scaled their team, and what their growth operating system looks like. 2. Areas of the growth model they have ownership and accountability for.3. The challenges faced by small growth teams; resource allocation, focusing on impactful experiments, and managing ideas from cross-functional stakeholders.Things to listen for:[00:37] What is growth at Navattic?[01:20] Balancing increasing metrics and learning in their experiments[02:00] The areas of the model growth owns[03:00] How they categorize their tests[03:25] Areas of the growth model that are “off limits”[04:05] Roles and responsibilities on the team[05:55] Slow is smooth and smooth is fast[06:27] Hiring Head of Growth before Head of Marketing[07:42] KPIs they’re accountable for[08:46] Getting resources to scale the team[10:12] Hardest part of being a two-person growth team[11:19] Systems to manage all the growth ideas being suggested[13:27] Managing experiments across channels[14:09] Running in sprintsResources:- Binge the whole series on the Delivering Value Substack- Connect with Andrew on LinkedIn or Twitter- Connect with Raman Khanna on LinkedIn- Connect with Natalie Marcotullio on LinkedIn- Learn more about Navattic

In the 4th episode of the Behind the Scenes Miniseries with the Navattic growth team, you’ll learn:1. How the Navattic team manages and implements growth experiments using tools like Notion2. Why certain tools like Trello were passed over in favor of an all-in-Notion system and the benefits from this decision3. How the team collaborates on experiments, their scheduling of reviews and brainstorming sessions, and the informal yet structured approach they take towards retrospective meetingsThings to listen for:[00:35] Tools Navattic uses to get growth projects done[01:18] The project management systems to manage the work[3:522] Their growth experimentation “home base” artifact [05:02] What a typical week of meetings looks like for Raman and Natalie[06:28] The role of team retros[07:01] Their biggest operational challenges[08:01] Who needs to approve their work[08:38] Navattic’s process behind price experimentationResources:- Binge the whole series on the Delivering Value Substack- Connect with Andrew on LinkedIn- Connect with Raman Khanna on LinkedIn- Connect with Natalie Marcotullio on LinkedIn- Learn more about Navattic

In the 5th episode of the Behind the Scenes Miniseries with the Navattic growth team, you’ll learn:1. What’s in Navattic’s growth dashboards (and what isn’t).2. What gets shared internally, how often, and with who.3. Their biggest challenges when it comes to tracking and reporting - and how they navigate those.Things to listen for:[00:46] What KPIs they look at on a regular basis[01:15] The two dashboards that get presented weekly[02:05] The role of drill-down views broken down by channel[03:04] What gets shared at the company level[03:28] Sharing individual experiment data in a Slack Channel[04:10] Metrics they don’t track - but feel like they should[05:28] Their north star metric[05:54] What stresses them out the most about KPIs?[06:55] Handling the “why is this metric down?” questionResources:- Binge the whole series on the Delivering Value Substack- Connect with Andrew on LinkedIn- Connect with Raman Khanna on LinkedIn- Connect with Natalie Marcotullio on LinkedIn- Learn more about Navattic

In the 6th episode of the Behind the Scenes Miniseries with the Navattic growth team, you’ll learn:1. How Natalie and Raman approach their portfolio of growth bets.2. How they blended qualitative insights (like customer feedback and market trends) with quantitative data (like metrics and analytics) to make approach a pricing challenge.3. How Natalie and Raman navigate the pressures to deliver wins and substantial results in a challenging 2024 economic climate.Things to listen for:[00:55] The biggest challenges Natalie and Raman face working in growth at Navattic[01:55] How the team approaches their portfolio of bets[03:00] A recent growth challenge Navattic has faced and how they conquered it[03:55] Using a blend of qual and quant to problem solve[05:17] Signals they should have public-facing pricing[06:03] The two things needed to prioritize a problem[06:58] Balancing qualitative and qualitative signals for pricing discovery[08:15] The pressure to deliver and perform right now[09:40] The realities working in growth in 2024[10:02] Raman’s ramp-up process and early-wins[12:03] The value of the 30-60-90 day plan Resources:- Binge the whole series on the Delivering Value Substack- Connect with Andrew on LinkedIn- Connect with Raman Khanna on LinkedIn- Connect with Natalie Marcotullio on LinkedIn- Learn more about Navattic

In the 7th episode of the Behind the Scenes Miniseries with the Navattic growth team, you’ll learn:1. How critical it is for growth teams to stay aligned with leadership and cross-functional stakeholders.2. The systems Navattic has in place for sharing updates on experiments and results; how they leverage Slack channels and regular team meetings.3. How Navattic manages cross-functional collaboration and gets ahead of potential roadblocks.Things to listen for:[00:39] Why managing expectations is so important for growth teams[01:08] How they stay aligned with leadership[03:00] Their internal sharing operating system[04:08] How often Navattic is sharing growth results/ learnings in a typical month[05:17] Letting teammates come along for the ride and see work in progress[05:52] How they approach collaboration with other teams [07:25] Getting feedback from other teams[08:25] Mistakes they have made around communication[09:45] Why sharing “learners” is so important[11:15] Balancing competing priorities with other teams[11:30] Pre-mortems to surface potential concerns and pitfallsResources:- Binge the whole series on the Delivering Value Substack- Connect with Andrew on LinkedIn- Connect with Raman Khanna on LinkedIn- Connect with Natalie Marcotullio on LinkedIn- Learn more about Navattic

In this episode, Collin Crowell, VP of North America at Kameleoon opens up about one of his most humbling experiences at work that led him to reevaluate his identity, he shares insights into receiving tough feedback and how he used that to fuel his drive, and also shares his strategic approach to building successful teams.In this episode, you’ll hear about:1. When Collin was told by readers that the titles he was in charge of were pieces of shit 2. The moment when self doubt creeped in for Collin because everyone was touting their success and great ideas on LinkedIn3. When Collin worked his ass off for a company and was told by his favorite boss to ‘slow down’Things to listen for:[03:04] Being known as the “odd ball”[04:08] The big leap moving from the US to alone in China[08:25] Being told he worked at a ‘piece of shit’[13:00] Flipping the switch to ‘I want to kick ass and take names’[16:41] Knowing he lost before he even got in the game[24:10] Major FOMO on LinkedIn[34:05] Being told by his boss to slow down… and it was his favorite piece of feedback[37:45] Most crucial advice to everyoneResources:- Kameleoon- Connect with Andrew on LinkedIn- Work with Andrew- Learn more about Appcues

Liz Christo, Investor and GTM Advisor for Stage 2 Capital, shares her workforce journey highlights, including feedback challenges and work burnout. Topics include global org struggles, receiving tough feedback, and handling negative work perceptions. Listen for moments of burnout impact, job culture clashes, feedback responses, and imposter syndrome experiences.