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

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

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 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.

In this episode Adam Goyette, founder of Growth Union and former VP of Marketing at Help Scout and G2, shares his journey into marketing and we explore the three biggest speed bumps he encountered in his career. Along the way, he shares the impact of professional relationships on career development and growth and his strategies for handling stress, self-doubt, and early career hurdles in marketing.In this episode, you’ll hear about:1. When Adam’s boss left and the company promoted their intern, who had an Ivy League MBA, over him2. When Adam couldn’t explain why they had a bad month and his CFO walked out of the meeting3. The story of when Adam first got promoted to VP of Marketing in a tough environmentThings to listen for:[02:26] The risk that led to a huge reward for Adam[07:17] When he put in his resignation, but was persuaded to stay[11:02] The intern was promoted over him…[16:48] Showing off losses made his company see major growth[28:07] The gut-wrenching moment Adam’s CFO walked out on their meeting[36:18] Beware of bad marketers at prestigious companies![39:59] Advice on building career relationshipsResources:- Connect with Adam on LinkedIn- Check out Growth Union- Sign up Adam’s Substack: The Friday Growth Note- Connect with Andrew on LinkedIn or Twitter- Learn more about Navattic- Learn more about Appcues

In this episode Adam Goyette, founder of Growth Union and former VP of Marketing at Help Scout and G2, shares his journey into marketing and we explore the three biggest speed bumps he encountered in his career. Along the way, he shares the impact of professional relationships on career development and growth and his strategies for handling stress, self-doubt, and early career hurdles in marketing.In this episode, you’ll hear about:1. When Adam’s boss left and the company promoted their intern, who had an Ivy League MBA, over him2. When Adam couldn’t explain why they had a bad month and his CFO walked out of the meeting3. The story of when Adam first got promoted to VP of Marketing in a tough environmentThings to listen for:[02:26] The risk that led to a huge reward for Adam[07:17] When he put in his resignation, but was persuaded to stay[11:02] The intern was promoted over him…[16:48] Showing off losses made his company see major growth[28:07] The gut-wrenching moment Adam’s CFO walked out on their meeting[36:18] Beware of bad marketers at prestigious companies![39:59] Advice on building career relationshipsResources:- Connect with Adam on LinkedIn- Check out Growth Union- Sign up Adam’s Substack: The Friday Growth Note- Connect with Andrew on LinkedIn or Twitter- Learn more about Navattic- Learn more about Appcues

In this episode, Kevan Lee, co-founder of Bonfire, shares the most gruesome imposter syndrome he’s ever encountered, the biggest "welcome to the league" moment he experienced from getting rejected, and what it was like to leave a high-flying corporate job to walk the tightrope of entrepreneurship. In this episode, you’ll hear about:1. When Kevan realized his unique path was not climbing the corporate ladder, despite his family history of entrepreneurship2. His “welcome to the league” when he was initially rejected for a content writer position at Buffer3. The most frustrating career feedback Kevan has ever received Things to listen for:[04:53] Coming from a family of entrepreneurs, but never identifying as an entrepreneur[11:22] His “welcome to the league” moment[14:05] Choosing to knock on Buffer’s door again after rejection[17:18] Having to pull the plug on a large project[25:20] Moving past a huge career disappointment[29:30] Being told he need to “speak up more” in a meeting[37:27] The worst type of interview Kevan has experiencedResources:- Connect with Kevan on LinkedIn- Check out Bonfire- Kevan’s substack- Connect with Andrew on LinkedIn or Twitter- Learn more about Navattic- Learn more about Appcues

In this episode, Mike shares his journey from getting fired at his first job to becoming CMO of a 7-figure startup. He outlines his decision making framework when a job no longer aligns with long-term goals, how he embraces the discomfort leaving something good to chase something potentially great, and the role of a strong network and clear personal values when making transitions.In this episode, you’ll hear about:1. The email Mike sent his two bosses that prompted them to say “don’t come back to work”2. When Mike was thriving in his management consulting role, but knew it wasn’t the right fit3. The moment when Mike realized that company values and culture is more important than company successThings to listen for:[01:18] Zigging while others were zagging[08:07] Being told “don’t come back to work” by his bosses[12:26] Mike’s REAL growth experience[16:16] Getting comfortable being uncomfortable has never been a challenge[21:56] Becoming CMO at a 7 figure company and realizing it’s not the right fit[33:52] Playing the long game and expanding his network[36:27] Take a leap of faith (when his wife wasn’t working)[40:15] Sumo wrestling and burrito eating contests at work[41:29] Yvonne Chouinard, the founder of Patagonia, calls Mike’s phone in the middle of a work meetingResources:- Connect with Mike on LinkedIn- Check out Moonwater- Connect with Andrew on LinkedIn or Twitter- Learn more about Navattic- Learn more about Appcues

Nobody deserves to be yelled at by their boss… ever.That’s the situation Shanee Ben-Zur found herself in early in her career - and (after regrouping and then giving her notice immediately afterwards) it triggered a new career in tech-marketing. She’s gone to be become CMO at Earnest, with stops at Crunchbase, Dropbox, Salesforce, and NVIDIA.In addition to the horrible yelling situation, Shanee talked about how her fear of failure caused her to micromanage her team, and shared the feedback that’s helped her grow into her own as a leader.In this episode, you’ll hear about:1. The story behind when Shanee was screamed at by her boss in the middle of NYC - and what she did next.2. Realizing her team was hesitant to provide honest feedback - which led her to seek coaching3. The team turnover after a successful funding round and the beginning of the pandemicThings to listen for:[04:34] Being a child of immigrants influenced her into the wrong field[09:01] Shanee’s boss screamed at her in the middle of NYC[12:03] Playstation changed the trajectory of Shanee’s career[18:31] What caused Shanee’s work tears[25:31] Creating a culture of fear[30:57] The goal is to hire people who are smarter than you[34:44] Therapy changed Shanee’s life[38:25] Benefit from learning how to communicate wins strategicallyResources:- Connect with Shanee on LinkedIn- Connect with Andrew on LinkedIn or Twitter- Learn more about Navattic- Learn more about Appcues

Moving to South Africa with the entire family, working 75 hour weeks, and then getting the worst feedback from a new boss sounds sounds fun, right?This is the exact situation that Dave Boyce found himself in. But Dave didn’t let that stop him. He used this experience as fuel to become a serial entrepreneur who evolved into a professor and writer. Dave is the author of "Product That Sells Itself,” he’s on the board of Winning by Design and Forrester, and is an advisor to a handful of startups.In addition to the challenging feedback loops and international moves, Dave emphasizes embracing the unknown with confidence, how feedback has influenced his life, and the importance of developing strong boundaries and values.In this episode, you’ll hear:1. The toughest 2 pieces of feedback Dave has ever received and how those influence him today2. The time when Dave was driving and got a call from George Zachary (investor in Twitter) saying, "this is going to be a tough call. Do you have a minute?"”3. How Dave finds the courage to overcome imposter syndrome related to writing his new textbook on PLGThings to listen for:[04:52] What happened when Dave ignored his gut feelings[12:26] Dave’s spontaneous decision to move to South Africa with his family and ended up receiving the toughest feedback in his career[26:13] Receiving a call from George Zachary (CRV), saying "This is going to be a tough call. Do you have a minute?”[32:53] The moment Dave experienced imposter syndrome and almost threw the towel in.[36:50] Dave’s secrets behind what helped him pursue his dreamsResources:- Connect with Dave on LinkedIn- Visit Dave’s website- Subscribe to Dave’s Substack- Connect with Andrew on LinkedIn or Twitter- Subscribe to the Delivering Value Substack- Learn more about Navattic- Learn more about Appcues