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Hear how successful B2B SaaS companies and agencies compete - and win - in highly saturated categories. No fluff. No filler. Just strategies and tactics from founders, executives, and marketers. Learn about building moats, growing audiences, scaling businesses, and differentiating from the competition. New guests every week. Hosted by Peep Laja, founder at Wynter, Speero, CXL.
 
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People are the hardest part of building a company. Think about it - when you’re building a company, your people are the company. And if you’re terrible at finding great people, hiring great people, and keeping great people, then your company is going to fail. Mike Volpe is an excellent example of someone who is great at all three of those. Currentl…
 
Key Points: Guillaume talks about Lemlist's USP as email personalisation, rather than automation (00:54) I give my thoughts on feature-based differentiation as a way of breaking into a market (03.31) Guillaume talks about the company's exponential growth over the years (05:05) Guillaume talks about marketing, blogging and building communities on a …
 
If you ask someone to define “culture” in your office, you might get a response about ping-pong tables or beers on tap. But we know culture constitutes something so much greater. It’s the collection of habits you accept and nurture within your organization. It’s molding the same foundational principles that drive the core of behavior, but also havi…
 
Key Points: Neha talks about how Contentstack grew from a gap in a stagnant market and embraced new technology clients needed (01:13) I give my thoughts on championing change, and encouraging clients to come with you (3:08) Neha talks about how they took a product-led approach, building features the established competition couldn't match (5:11) I g…
 
Topics discussed in this episode: Going Smaller to Get Bigger The Consumer is always in pursuit of Value The Open Secret to Success Amelia Earhart’s Role in Category Creation The Need to Sacrifice to Specialize This is a ProfitWell Recur production—the first media network dedicated entirely to the SaaS and subscription space.…
 
Key Points: Alina describes how Chili Piper identified it's niche and developed a solution to one client's problems (01:06) I give my thoughts on adding value, and how that shows in ARR (06:21) Alina talk about how leads were reluctant to try Chili Piper across the whole site, so they sold it as a low-risk experiment (08:01) I give my thoughts on b…
 
Key Points: Ben talks about how Privy struggled to scale in its original form (01:07) Ben explains how they developed the idea for focusing on email list growth (04:56) I give my thoughts on product vs distribution (06:16) I give my thoughts on freemium models, and showing users the benefit of paying for additional features (09:37) Ben describes ho…
 
Topics covered in this episode Paul English's affinity for design What is Lola and why business travel Paul's focus How to make travel simpler The process around "lead users" How to evangelize simplicity and service within the right team An intolerance for bad design How driving for Uber influenced rating within Lola This is a ProfitWell Recur prod…
 
Key Points: Morgan explains Shopify's current pain points (01:07) Morgan explains how Shopify's ecosystem helps differentiate it (2:35) Morgan explains how Shopify's marketing targets potential business owners rather than B2B customers(3.48) I give my thoughts on Nassim Taleb's 'Antifragile' theory of attracting customers with a 'low risk, high pot…
 
Topics discussed: How HubSpot developed a data-driven sales playbook The powerful potential of combining marketing and customer success The Science of Scaling Leading indicators that signal a readiness to scale What to do when scaling breaks This is a ProfitWell Recur production—the first media network dedicated entirely to the SaaS and subscriptio…
 
Key Points: How G makes winning a repeatable science (02:38) How G starts establishing opportunities for growth (04:10) My thoughts on maintaining 'scent' and keeping pre and post-click messaging consistent to drive conversions (07:19) How G works with a client, step-by-step (08:20) My thoughts on how drift managed to lead by introducing a new narr…
 
Topics discussed in this episode: Their surprising founding story The mortar between the bricks of SaaS A set of principles that are always true Solving problems so customers can focus on value Saving the worry for the ones you haven’t yet found This is a ProfitWell Recur production—the first media network dedicated entirely to the SaaS and subscri…
 
Key Points How Lattice identified and focused on its niche through conversations with customers (01:55) My thoughts on how to enter a crowded market and find your space by attacking from below (05:00) How Lattice honed their marketing strategy and began interviewing big-name non-customers for their media channels, building a brand association (06:2…
 
Key Points How Colin and Customer.io broke into their category (01:22) My thoughts on product-based differentiation (03:03) What game Customer.io is trying to win (04:34) How Colin is trying to differentiate Customer.io (05:47) Colin's thoughts on building and running a distributed company (09:06) My view on new ways of management (10:53) How Colin…
 
Topics discussed in this episode: Enterprise being SaaS by nature Solving SaaS infrastructure problems The leaky bucket of B2B and B2C The one responsibility CEO’s can’t forget This is a ProfitWell Recur production—the first media network dedicated entirely to the SaaS and subscription space.By ProfitWell
 
Key points: Why Ross originally decided to lean into content marketing (2:07) My thoughts on developing a strong brand (3:50) How Siege chooses high quality clients (7:21) How Siege attracts the best people to work for them (8:17) My take on the war for talent (9:14) How Siege's marketing strategy has evolved (15:13) My thoughts on how to become a …
 
Topics discussed in this episode: The recipe to embrace resistance to change Navigating the exposure to perfection The unsatisfactory answer to nailing company culture The key to repeatable scaling success This is a ProfitWell Recur production—the first media network dedicated entirely to the SaaS and subscription space.…
 
Key Points: My thoughts on the agency business model (2:14) How Profitwell's original mission evolved (3:32) One of the best pieces of advice Patrick can give (4:17) My take on keeping your brand focussed (5:38) Key bets Profitwell made that didn't work out (6:49) The highest ROI campaigns Profitwell have run (8:58) My take on using standard playbo…
 
Topics discussed in this episode: Discovering intelligent talent Managing distributed teams well Building an engine that brings the world closer The mental framework behind scaling a company Finding comfort in increased delegation This is a ProfitWell Recur production—the first media network dedicated entirely to the SaaS and subscription space.…
 
Key points: How Intellimize thinks about competing (1:56) Two key ways Guy thinks about differentiation (4:45) My thoughts on "job to be done" boxes (5:10) The third way Intellimize thinks about differentiation (9:07) How Intellimize's competitive strategy has evolved (10:51) What I think is the most power moat a business can have (14:45) How Guy t…
 
Topics discussed in this episode: Being a champion of the mundane A globetrotter approach to customer development Examining product manager hubris The biggest limitation to growth The four tech ecosystems of India This is a ProfitWell Recur production—the first media network dedicated entirely to the SaaS and subscription space.…
 
Listen and learn: The problem Unbounce was originally trying solve (1:14) My take on the risks of competing on features (3:30) How their industry became a race to the bottom (5:30) Why you should aim to be unique, instead of being the best (6:42) How Unbounce thinks about the competition (11:10) My thoughts on taking a differentiated position in th…
 
Topics discussed in this episode: The Tedious Transition from Perpetual Software to Subscriptions The Fundamentals of a Stable Business Efficient Use of Capital The Single Unlock to Building Something Awesome This is a ProfitWell Recur production—the first media network dedicated entirely to the SaaS and subscription space.…
 
Listen and learn: How Chris knew Refine Labs was going to win as an agency (1:45) How I built CXL using inbound marketing (2:50) My thoughts on creating strategic narratives (5:00) How Chris used LinkedIn to land Refine Labs' first clients (7:24) What I mean by being "the best" (10:12) Why Chris focusses on brand, rather than being transactional (1…
 
Topics covered in this episode What is the Wistia Way? Learning to install processes but go with the flow The simple benefits of being genuine How to make your strengths stronger The dynamic of Wistia CEO Chris Savage and CTO Brendan Schwartz Taking a "values-first" approach to product. This episode is produced by Dan Callahan, Benjamin Hillman, an…
 
Listen and learn: Animalz's two biggest pain points (2:02) How the Animalz team found a vision for the future (3:10) The biggest strategic bet that Animalz placed (3:56) One of the hardest things to do in business (4:48) How Animalz elevated the perception of their brand (5:48) My thoughts on the power of market penetration (6:05) What I call "The …
 
*This episode was filmed prior to the occurrence of the COVID-19 pandemic. Topics covered in this episode The shift from a product economy to a subscription economy How to build a long-term, sustainable startup The power of a strong marketing strategy and the power of storytelling This is a ProfitWell Recur Studios production—the first media networ…
 
Listen and learn: The best advice Nathan Barry has received in business (1:44) How ConvertKit differentiates from the competition (3:54) The specific marketing campaigns that helped ConvertKit go from $2000 to $100 000 MRR in a single year (5:27) How feedback from a high-profile customer helped ConvertKit position themselves in the market (08:26) M…
 
Every company goes up market eventually, especially in B2B. Most do so by expanding their offering, few actually make the leap from abandoning the low end of the market and going right at the enterprise instead. So how do you get there? Transitioning from the startup market to the enterprise world requires strategic pivoting and a proactive group e…
 
Topics covered in this episode Great marketing is built from the consumer up, not the product Use classical positioning language as a framework to build brand Brand informs every aspect of product experience A customer's willingness to pay for a premium experience How a company articulates a value proposition. This episode is produced by Dan Callah…
 
Topics discussed in this episode: Why everyone should have the skill to sell The secret to nailing the niche Dissecting the ideal customer Why most companies stall The anatomy of a successful cold call This is a ProfitWell Recur production—the first media network dedicated entirely to the SaaS and subscription space.…
 
Topics discussed in this episode: Embracing Complexity When Selling to SMBs How to Be Successful in an Emerging Market The Playbooks to Educate an Ecosystem The Advantage of Building a Company in Brazil Managing People and Problems This is a ProfitWell Recur production—the first media network dedicated entirely to the SaaS and subscription space.…
 
Topics discussed in this episode: The Itch to Strategically Operate A System for Firing and Developing People Keeping the Rhythm with the Operational Success Building a Culture of Learning Sharing Numbers in a Way that Motivates This is a ProfitWell Recur production—the first media network dedicated entirely to the SaaS and subscription space.…
 
Topics discussed in this episode: Two Infrastructure Shifts with Data Having a Love Affair with Caution Unlocking and Accelerating Human Reasoning The 10 Star Experience Questioning the Inherent Value of Data This is a ProfitWell Recur production—the first media network dedicated entirely to the SaaS and subscription space.…
 
Topics discussed in this episode: Making pricing accessible Tech-enabled Demand Generation The rich tapestry cadence of MOFU Creating a sticky and attractive content environment Tackling the 12-legged deal This is a ProfitWell Recur production—the first media network dedicated entirely to the SaaS and subscription space.…
 
Topics discussed in this episode: The culture shock of non-negotiable feedback Selfless service The foxhole method of business Building your own personal advisory board Conflict between making money and purpose This is a ProfitWell Recur production—the first media network dedicated entirely to the SaaS and subscription space.…
 
Topics discussed in this episode: Destigmatizing the Cannabis Industry How to Measure Word of Mouth Creating Delightful Moments The Ingredients for Strong Word of Mouth Missteps to Avoid in the Word of Mouth Process This is a ProfitWell Recur production—the first media network dedicated entirely to the SaaS and subscription space.…
 
Topics covered in this episode We must continually power the curious, because feedback is essential for growth. Companies who don’t listen to input—both internally with employees and externally with users—are missing out on opportunity for growth (and potentially harming their brand entirely). Surveys are a key tool for attainment of real perspecti…
 
Topics covered in this episode The primary reasons for Moz's failure and what Rand would've changed about the operation The implications of creating an anti-active usage product The lessons Rand extracted from early failure and how he picked back up again as a secondary founder The cruciality of leveraging your resources—namely, people and product—…
 
Topics covered in this episode Building, scaling and distribution: the new challenges for software companies How first perfecting a single product can lead to multi-product success Discovering the competitive edge of a market Leveraging the location benefit of Chennai The power of alignment and managing your team The value of an integrated user exp…
 
Over the past century we've gone through a few waves in purchasing behavior. After setting up infrastructure in the industrial revolution we entered a wave of mass production and consumerism. People could purchase lots of goods from a variety of options for the first time and they took advantage of the shift. Suburbs blossomed and our consumptive e…
 
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