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In this episode of the ProductLed Podcast, Wes Bush and Laura Kluz discuss the crucial process of team auditing, which is essential for hiring, firing, and promoting within a product-led business. The episode provides a comprehensive guide on how to critically evaluate team members based on five core standards: core values, motivation, skill gaps, capacity, and results. Wes highlights the importance of aligning these evaluations with the company's strategic goals to foster a high-performance team culture.
Key Highlights
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1:02: Discussion on making crucial team decisions.2:04: Introduction to the five core standards for auditing.10:11: Evaluating team member motivation.12:01: Assessing skill levels and training needs.13:11: Importance of understanding team member capacity.16:56 The role of results in the auditing process.22:00 Integrating contractors into team audits.About Wes Bush:
Wes Bush is the founder and CEO of ProductLed and the world’s leading expert on product-led growth. He is the bestselling author of Product-Led Growth: How to Build a Product That Sells Itself and the upcoming Product-Led: Your Go-To Manual for Scaling a Product-Led Business, due in August 2024 (Read the first three chapters for free).
Links:
Wes Bush | LinkedIn
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In this episode of the ProductLed podcast, Wes Bush and Laura Kluz discuss how to create an ideal environment for your high-performing team. They chat about the vital role of setting and maintaining high standards, which are crucial to driving team performance.
Wes discusses the standards you need to set as a founder: values, motivation, skillset, capacity, and results. Wes emphasizes that a company's standards greatly influence not just the internal culture, but also how customers perceive and interact with the business.
Key Highlights
2:26: Introduction to the topic and importance of high standards.4:04: Discussion on different types of standards such as core values and motivation.6:05: Wes elaborates on the priority of core values within the team.10:15: Discussion about motivation and setting up employees for success.14:02: Closing remarks on implementing standards.16:00: Final thoughts and takeaways.About Wes Bush:
Wes Bush is the founder and CEO of ProductLed and the world’s leading expert on product-led growth. He is the bestselling author of Product-Led Growth: How to Build a Product That Sells Itself and the upcoming Product-Led: Your Go-To Manual for Scaling a Product-Led Business, due in August 2024 (Read the first three chapters for free).
Links:
Wes Bush | LinkedIn
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Saknas det avsnitt?
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In this podcast episode, Wes Bush discusses the three “C” strategies for boosting organizational effectiveness. The discussion unpacks underrated yet impactful techniques product-led businesses can implement to optimize their teams: classify, calibrate, and chart.
The conversation covers topics such as mapping out an accountability chart, creating actionable KPIs for various roles, and better leveraging existing resources. This episode is crucial for leaders looking to drive their teams to higher productivity through focused, strategic measures.
Key Highlights
[02:15] Wes introduces the podcast's focus on enhancing organizational effectiveness.[05:24] Discussion on using accountability charts effectively.[8:47] A story about comparing two companies with different resource efficiencies was shared.[10:13] Exploring strategic differences between companies and how they impact performance.[15:45] Strategies for actionable KPIs discussed.[16:42]How to identify critical hires.About Wes Bush:
Wes Bush is the founder and CEO of ProductLed and the world’s leading expert on product-led growth. He is the bestselling author of Product-Led Growth: How to Build a Product That Sells Itself and the upcoming Product-Led: Your Go-To Manual for Scaling a Product-Led Business, due in August 2024 (Read the first three chapters for free).
Links:
Wes Bush | LinkedIn
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In the podcast episode, Wes Bush and Laura Klux discuss how founders can transition from being deeply involved in every aspect of their business to a position where the company effectively manages itself. The conversation revolves around identifying which roles a founder is currently playing, the importance of delegating responsibilities and designing a business that can thrive even when they are on vacation.
About Wes Bush:
Wes Bush is the founder and CEO of ProductLed and the world’s leading expert on product-led growth. He is the bestselling author of Product-Led Growth: How to Build a Product That Sells Itself and the upcoming Product-Led: Turn Your Product Into a $100M Growth Machine, due in August 2024 (Read the first three chapters for free).
Links:
Wes Bush | LinkedIn
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In this episode, Wes Bush and Laura Kluz share the significance of mapping out an accountability chart within organizations to ensure clarity and efficiency in role distribution and task execution. They discuss the impact of well-defined responsibilities on accelerating progress and reducing confusion commonly encountered in businesses.
Wes shares insights from his leadership experiences, emphasizing common pitfalls such as premature hiring and the importance of aligning team roles with business growth phases. The episode is a valuable resource for leaders seeking to optimize their team's performance and align with organizational goals
Accountability Chart Template: https://www.figma.com/community/file/1354471146215372798
Key Highlights
[0:35] Why accountability charts matter
[03:10] The most common hiring mistakes
[08:25] Core beliefs you need to adopt
[12:30] What an accountability chart looks like
[17:45] How to create one yourself
About Wes Bush:
Wes Bush is the founder and CEO of ProductLed and the world’s leading expert on product-led growth. He is the bestselling author of Product-Led Growth: How to Build a Product That Sells Itself and the upcoming Product-Led: Your Go-To Manual for Scaling a Product-Led Business, due in August 2024 (Read the first three chapters for free).
Links:
Wes Bush | LinkedIn
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In this episode of the ProductLed Podcast, Wes Bush shares the formula for transforming businesses into product-led powerhouses. Together with Laura, the director of content at ProductLed, they unravel the nine fundamental components of the ProductLed System – a comprehensive roadmap for SaaS businesses aiming to scale efficiently while keeping the product at the core of their strategy.
Key Highlights
[01:34] The top three main outcomes of product-led growth: Effortless ARR, lean scale, and evergreen growth.
[09:00] Exploring how to acquire, engage, and monetize users without a traditional sales team.
[19:38] Wes shares his perspective on the 'iceberg analogy' for product-led growth, highlighting the visible and hidden elements crucial for success.
[24:11] Introduction to the effortless ARR concept and its significance in a product-led strategy.
[32:22] The importance of user intimacy in understanding and addressing the ideal user's needs.
[46:14] The significance of having the right team setup for scaling a product-led business.
About Wes Bush:
Wes Bush is the founder and CEO of ProductLed and the world’s leading expert on product-led growth. He is the bestselling author of Product-Led Growth: How to Build a Product That Sells Itself and the upcoming Product-Led: Your Go-To Manual for Scaling a Product-Led Business, due in August 2024.
Links:
Wes Bush | LinkedIn
Read Wes’ new book | Join the waitlist here.
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In this episode of the ProductLed Podcast, Wes Bush shares the formula for transforming businesses into product-led powerhouses. Together with Laura, the director of content at ProductLed, they unravel the nine fundamental components of the ProductLed System – a comprehensive roadmap for SaaS businesses aiming to scale efficiently while keeping the product at the core of their strategy.
Key Highlights
[01:34] The top three main outcomes of product-led growth: Effortless ARR, lean scale, and evergreen growth.
[09:00] Exploring how to acquire, engage, and monetize users without a traditional sales team.
[19:38] Wes shares his perspective on the 'iceberg analogy' for product-led growth, highlighting the visible and hidden elements crucial for success.
[24:11] Introduction to the effortless ARR concept and its significance in a product-led strategy.
[32:22] The importance of user intimacy in understanding and addressing the ideal user's needs.
[46:14] The significance of having the right team setup for scaling a product-led business.
About Wes Bush:
Wes Bush is the founder and CEO of ProductLed and the world’s leading expert on product-led growth. He is the bestselling author of Product-Led Growth: How to Build a Product That Sells Itself and the upcoming Product-Led: Your Go-To Manual for Scaling a Product-Led Business, due in August 2024.
Links:
Wes Bush | LinkedIn
Read Wes’ new book | Join the waitlist here.
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Monetization is a big challenge for nearly every product-led company. In today’s episode, Wes Bush helps you overcome this business hurdle by sharing five best practices to boost your free-to-paid conversion rate. Even better, many of these strategies are easy for your team to implement, so you can start making positive changes now.
Key Takeaways:
[2:30] Sequencing
[5:30] Remind users of the current plan
[8:20] Reevaluate your free model
[12:15] Simplify the upgrade process
[14:00] Complete user feedback sessions
About Wes Bush:
Wes Bush is the founder and CEO of ProductLed and the world’s leading expert on product-led growth. He is the bestselling author of Product-Led Growth: How to Build a Product That Sells Itself and the upcoming Product-Led: Scale Your Tech Business Without A Sales Team, due in August 2024.
Links:
Wes Bush | LinkedIn
Read Wes’ new book | Join the waitlist here.
* Link to learn more about free models in SaaS [for best practice - evaluate your free model]
https://productled.com/blog/6-free-models-in-saas
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Integrating onboarding coaching into your strategy can improve customer success and drive acquisitions, especially if your SaaS product is more complex or targets enterprise users. But where do you begin?
In this episode, Wes is joined by Clate Mask, CEO and founder of Keap, to talk about the importance of understanding user needs and delivering tailored solutions through coaching sessions. Doing so bridges the gaps in product understanding, knowledge, and skills.
Key Takeaways:
[2:30] What SaaS companies benefit the most from onboarding coaches
[8:20] Why Keap started using coaching
[16:30] The economics of hiring onboarding coaches
[19:45] Must-have skills for these coaches
[26:00] Ways to tailor coaching to your SaaS product
[33:30] Clate’s new book Conquering the Chaos
About Clate Mask:
Clate is the CEO and co-founder of Keap, the leading provider of business automation software for small businesses, and co-authored Conquer the Chaos: The Six Keys to Success for Entrepreneurs.
Links:
Clate Mask | LinkedIn
Conquer the Chaos
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In this episode of the ProductLed Podcast, Wes Bush and Laura Kluz focus on an acquisition growth process. They discuss a structured approach involving a 60-90 minute weekly meeting aimed at enhancing not only acquisition but also engagement and monetization aspects of a business. Wes emphasizes the importance of identifying bottlenecks in the business and collaboratively finding solutions as a team, rather than placing the burden on a single individual.
Highlights
02:30: Wes Bush explains the purpose and structure of the weekly growth meeting.
06:27: Discussion on identifying and prioritizing business bottlenecks.
09:19: Brainstorming session on generating solutions for acquisition challenges.
13:13: Tips on how to efficiently brainstorm and prioritize solutions.
16:55: Reviewing and refining solutions in subsequent meetings.
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In this episode, Wes Bush and Laura Kluz emphasize the importance of structured meetings and discuss how a well-organized approach can significantly impact daily priorities and your overall business strategy. The discussion covers key aspects of conducting effective meetings, including setting clear agendas, identifying core issues, and brainstorming solutions to foster growth and alignment within a company.
Key moments in the conversation include:
[0:35]: Introduction and the importance of effective meetings.
[2:31]: The significance of aligning meetings with the company's strategic goals.
[4:50]: Highlighting the necessity of action items and strategic alignment in meetings.
[7:44]: The concept of prioritizing meetings to double growth rates.
[11:05]: Wes and Laura discuss the structure and key components of productive meetings
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This episode dives into the concept of value engines within product-led businesses. Wes Bush and Laura Kluz emphasize the significance of mapping out every aspect of a business, from the initial customer touchpoint to their journey toward becoming a successful customer. He argues that understanding and optimizing these value engines is crucial for organizations to create and capture value efficiently.
The discussion covers the importance of detailed mapping at a granular level, the role of value engines in experimentation and improving business processes, and the differences in value engines between product-led and sales-led companies. Additionally, Wes provides practical advice on how businesses can start building their value engines, stressing the involvement of core leadership teams and the use of collaborative tools for mapping out processes.
Highlights:
[01:26] Introduction to value engines and their importance
[04:54] Detailed breakdown of a value engine using Google Analytics as an example
[8:44] Discussion on the engagement and monetization aspects of value engines
[15:17] Insights on transitioning from sales-led to product-led approaches
[17: 20] The significance of having a core product and multiple value engines for different products
[20:12] Real-world application and benefits of mapping out value engines at Product Led
[21:21] Final thoughts and advice on getting started with value engines
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In this episode of the ProductLed Podcast, Wes Bush and co-host Laura Kluz dive into the world of company scorecards. They cover the essentials of what a healthy scorecard looks like and how to create your own. Wes gives his practical advice for setting up and maintaining a company scorecard and why he believes manual tracking is the way to go.
Here’s a template you can use to create your own company scorecard.
Highlights
[2:15] Explaining what a company scorecard is
[2:50] The three core groups of metrics for scorecards
[8:42] Discussion on go-to-market metrics
[13:41] Challenges in tracking and the manual vs. automated approach
[19:22] Pro tips for setting up a company scorecard
[24:18] Emphasis on manual tracking for deeper insights
[26:52] Final tips on the scorecard approach
About the ProductLed System™️
Stop guessing how to execute a product-led strategy. Instead, follow a proven system that dials in your focus to 2x your self-serve revenue in 12 months by focusing on the nine components that make up a product-led business.
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In today’s episode, Wes Bush and Laura Kluz share all about identifying the North Star Metric for your product-led businesses. They start by explaining the importance of identifying the right North Star Metric, emphasizing its role as a unifying metric that aligns the entire team's efforts towards common goals.
They chat about how an NSM is different in a product-led business and provide examples of good and bad ones. They also share an exercise you can complete with your team to ensure everyone knows how they can contribute to the growth of this metric.
Highlights
[01:04] Introduction to North Star Metrics and their significance.
[3:15] The difference between NSMs in product-led and sales-led metrics.
[07:04] Examples of effective and ineffective NSMs.
[8:49] The three essential components of a successful NSM.
[16:01] Strategies for teams to contribute towards the NSM.
[20:03] Recap and action steps for implementing North Star Metrics in businesses.
About the ProductLed System™️
Stop guessing how to execute a product-led strategy. Instead, follow a proven system that dials in your focus to 2x your self-serve revenue in 12 months by focusing on the nine components that make up a product-led business. You can learn more here.
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In this episode of the ProductLed Podcast, Wes Bush dives into identifying the most significant bottleneck in a product-led business. He emphasizes the importance of monitoring six core metrics: website visitors, sign-ups, account setups, first-value realization, key usage indicators, and upgrades.
Wes shares the role of a well-defined tracking plan and the benefits of leveraging first-party data for insightful decision-making. Wes stresses the importance of simplicity in tracking and the impact of data-driven strategies on identifying and addressing business bottlenecks.
*Here’s the tracking plan template you can use. *
Highlights:
03:22: Defining the six core metrics for tracking05:02: How to begin tracking these metrics07:14: Key usage indicators and their importance08:23: The necessity of a founder's involvement in the tracking plan10:06: Daily and weekly review of key metrics within the team11:59: Wes's final advice on keeping the tracking process simpleAbout the ProductLed System™️
Stop guessing how to execute a product-led strategy. Instead, follow a proven system that dials in your focus to 2x your self-serve revenue in 12 months by focusing on the nine components that make up a product-led business. You can learn more here.
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In this episode, Wes Bush and Laura Kluz examine the use of Product Qualified Leads (PQLs) in a product-led business. Wes explains why PQLs are so important, and how they drive user success. He also addresses the common challenges product-led companies face when identifying PQLs.
Wes then break down the four essential components of a PQL so you can identify your own, and shares some specific strategies you can employ with your team to get more PQLs.
To read more about PQLS, be sure to check out this article.
Highlights:
[1:45] Wes introduces the concept of PQLs and their importance.
[03:40] Why PQLs are important for startups.
[10:20] The common challenges of identifying PQLs.
[12:05] The four milestones that make up a PQL
[17:15] Importance of tracking PQLs from early stages.
[19:56] Wes recounts a success story with his first client using PQLs.
About the ProductLed System™️
Stop guessing how to execute a product-led strategy. Instead, follow a proven system that dials in your focus to 2x your self-serve revenue in 12 months by focusing on the nine components that make up a product-led business. You can learn more here.
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In this episode, Wes Bush and Laura Kluz examine the use of Product Qualified Leads (PQLs) in a product-led business. Wes explains why PQLs are so important, and how they drive user success. He also addresses the common challenges product-led companies face when identifying PQLs.
Wes then break down the four essential components of a PQL so you can identify your own, and shares some specific strategies you can employ with your team to get more PQLs.
To read more about PQLS, be sure to check out this article.
Highlights:
[1:45] Wes introduces the concept of PQLs and their importance.
[03:40] Why PQLs are important for startups.
[10:20] The common challenges of identifying PQLs.
[12:05] The four milestones that make up a PQL
[17:15] Importance of tracking PQLs from early stages.
[19:56] Wes recounts a success story with his first client using PQLs.
About the ProductLed System™️
Stop guessing how to execute a product-led strategy. Instead, follow a proven system that dials in your focus to 2x your self-serve revenue in 12 months by focusing on the nine components that make up a product-led business. You can learn more here.
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In this episode, Wes Bush shares his process for finding the #1 bottleneck holding your product-led business back from growth. He shares the six key metrics for product-led businesses, covering each stage of the customer lifecycle –from acquisition to monetization.
Wes stresses simplifying data tracking to identify business bottlenecks effectively, and avoiding common mistakes like tracking too many metrics and lacking accountability. He shares insights from coaching sessions and real-world examples to illustrate these points, aiming to provide actionable takeaways for listeners.
Read the article here.
Key Takeaways
[5:10] Why it’s important to simplify data
[8:05] The most common mistakes product-led companies make with data.
[10:05] The only six key metrics you need to monitor.
[12:30] A deep dive into each of the six metrics.
[19:05] What you can expect once you’ve created your scorecard.
[2:00] Next steps to take action.
About the ProductLed System™️
Stop guessing how to execute a product-led strategy. Instead, follow a proven system that dials in your focus to 2x your self-serve revenue in 12 months by focusing on the nine components that make up a product-led business.
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Cloudinary, a leading image and video API platform, maintains a balanced revenue split: 30% from self-serve and 70% from enterprise sales. However, this wasn’t always the case.
Join us as Sanjay Sarathy, the company’s VP of Marketing, discusses how user growth prompted a strategic shift from their original product-led GTM strategy. Learn from their mistakes, like focusing on incompatible geotargeting and partnerships, and discover what elements make Cloudinary’s mix of self-serve and enterprise sales successful.
Key Takeaways:
[02:45] Evolution of go-to-market motion
[05:55] Marketing strategies and channels
[10:30] Balanced approach to self-service and enterprise
[20:15] Challenges in scaling geo-specific
[27:20] Importance of pricing strategy
About Sanjay Sarathy:
Sanjay has more than two decades of experience leading global marketing programs, his work spanning tech startups and established market leaders in SaaS, Big Data, analytics, and e-commerce. Before becoming the VP of Marketing at Cloudinary, he held senior positions at Imanis Data, Sumo Logic, and Vindicia.
Links:
Sanjay Sarathy | LinkedIn
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User research determines your users’ pain points, motivations, needs, and preferences. The purpose is to learn how to serve current and potential customer segments with the best service or product. In this episode of the ProductLed Podcast, Wes Bush talks with Ryan Glasgow, the CEO and founder of Sprig, a user insights platform.
They discuss the importance of building customer-centric products to drive business growth. Ryan shares his experiences in product management and talks about how to gather user insights on both pre and post product-market fit. He highlights the value of talking to customers, asking the right questions, and continuously measuring and understanding user experiences.
Highlights
2:00: Ryan shares his background in product management and the importance of solving meaningful problems.
6:05: He discusses the challenges faced when launching a new product and the importance of gathering user insights.
11:10: Ryan shares a specific example of using in-product surveys to gather user feedback and improve the product.
15:30: The importance of understanding user insights for product-led companies to scale.
18:30: Ryan explains the Sean Ellis framework for measuring product-market fit and the importance of segmenting data.
22:05: The different strategies and techniques for understanding users' pre- and post-product-market fit.
26:30: The importance of continuously measuring product-market fit and feature-market fit. 29:30: Ryan provides actionable tips for better understanding users, including talking to customers and increasing touchpoints.
33:15: The importance of asking against-the-grain questions and seeking to invalidate ideas.
About The Guest
Ryan Glasgow is the CEO and Founder of Sprig, a user insights platform. He is the author of The Customer‑Obsessed Product Manager's Playbook and current host of the People Driven Products Podcasts. Ryan has a strong background in product management. Prior to founding Sprig, he was the Group Product Manager at Weebly, Product Manager at Vurb, and Product Designer at Extrabux.
Links
LinkedIn
Sprig
- Visa fler
