Key Points: Gary’s path to Unqork (01:13) Gary describes the competitive landscape of no code platforms (03:11) Why Gary and his team’s enterprise experience is such a big advantage (04:56) I discuss why going big is worthwhile when playing to win (07:41) Gary talks through the ups and downs of Unqork’s fundraising (09:33) I share my thoughts on handling early fundraising disappointment (12:06) I describe the advantages of making the customer your hero (16:03) How Unqork established themselves a...
Mar 07, 2022•27 min•Season 1Ep. 28
Key Points: How ScreenCloud came to be (01:11) Mark describes the early competitive landscape of digital signage (03:07) My opinion on how low-cost copycats could improve their messaging (04:33) I explain why becoming irrelevant is a bigger risk than making a mistake (07:10) ScreenCloud’s approach to content marketing (08:11) My thoughts on why evangelizing category over product in a new category can help you win (09:10) Why Mark knew moving upmarket was the right move for ScreenCloud (12:38) I ...
Feb 28, 2022•28 min•Season 1Ep. 27
Key Points: Dave explains why having a visible founder can set you apart (01:20) I explain why nepotism is not a thing of the past, and how to cultivate yours (02:50) Dave unpacks how founder story made a difference at Drift (03:22) My thoughts on brand storytelling, and why your story is your strategy (06:02) How Privy approached developing founder brand (07:44) How Ben Jabbawy used his podcast as a content cache (09:30) I explain why I put myself at the forefront when starting my company, CXL ...
Feb 21, 2022•29 min•Season 1Ep. 26
Key Points: How Appcues got their start (01:13) What to do when you realize you’re not that different from your competitors (03:06) Why Appcues found early success through content marketing (05:45) My thoughts on content marketing as a long-term play (07:15) How Appcues approaches competitor awareness (08:30) I explain why studying your competition is key to differentiating (09:38) Why Appcues is focused on being the best experience builder in the market (11:57) My take on how small brands can c...
Feb 14, 2022•28 min•Season 1Ep. 25
Key Points: The origins of Postscript (01:05) Why Postscript chose to build on top of Shopify’s platform (02:15) My thoughts on the advantages of attaching yourself to a growing ecosystem (03:34) Postscript’s initial, rapid growth (06:38) Alex’s thoughts on the SMS marketing channel opening up(08:45) I explain the law of double jeopardy, and how B2B buyers are satisficing (09:40) Why Postscript’s product strategy is to stay ultra-focused (12:57) My take on differentiating by building for a speci...
Feb 07, 2022•29 min•Season 1Ep. 24
Key Points: How Verblio got their start (01:02) Steve explains who (and what) Verblio is competing against (04:35) How Verblio is attracting top talent (07:33) Steve talks about scaling while maintaining content quality (08:08) What Verblio is doing to build brand reputation (08:37) My thoughts on the importance of story-based marketing over fact-based marketing (09:06) Steve talks about the sales channels Verblio is exploring at this stage in their growth (11:42) My take on why timing is so imp...
Jan 31, 2022•26 min•Season 1Ep. 23
Key Points: How Gil pivoted from a marketing career to starting tech company Metadata (1:12) My thoughts on innovation as a transient advantage (04:19) How Metadata is competing on innovation (06:56) Why Gil made an early marketing investment in G2 Crowd (10:46) Why Metadata opted to tap into pre-existing demand for ABM software (12:41) How Gil and Metadata are differentiating by prioritizing transparency (14:49) My thoughts on gaining customer trust through transparency (18:13) Why Gil’s initia...
Jan 24, 2022•31 min•Season 1Ep. 22
Key Points: David talks about category creation and conversational marketing (01:05) I give my thoughts on category creation and category design, with a quote from Chris Lochhead (03:50) David talks about the downsides of category creation, and Drift's success was a bet (4:50) I give my thoughts on the pitfalls of category creation, with a clip from Gainsight CEO Nick Mehta (07:40) David discusses the cost of category creation, and how Drift had to look for low-cost, high-reward ways to build me...
Jan 17, 2022•34 min•Season 1Ep. 21
Key Points: Tapping into pre-existing demand (00:40) Listening to customer demands with Alina Vandenberghe - Co-Founder of Chili Piper (01:45) Moving away from feature-based differentiation with Guy Yalif, CEO of Intellimize (03:25) Niching down and focusing on a specific audience with Nathan Barry, founder and CEO of ConvertKit (06:00) Out-innovating the competition with Colin Nederkoorn, founder and CEO of Customer.io (08:10) Doubling down on organic content marketing with Patrick Campbell, fo...
Jan 10, 2022•27 min•Season 1Ep. 20
Key Points: Andrew talks about moats and how he identified network effects as a valuable growth tool (01:17) Andrew gives his thoughts on how collaborative use and networking have improved enterprise software across the board in the last decade (04:26) I give my thoughts on sustainable vs transient competitive advantages, with a clip from Rita McGrath (07:07) Andrew discusses how network effects can be used to revolutionize industries in surprising ways, for example AirBnB taking on hotels (09:0...
Dec 20, 2021•33 min•Season 1Ep. 19
Key Points: Peter talks about how Databox has pivoted its business model to target a more sustainable market (00:56) Peter discusses how the company is targeting marketers, but open to find new SaaS revenue streams (02:36) I give my thoughts on Peter's strategy of not niching down (04:38) Peter gives his thoughts on trying to find the right mix of investment in search and content-based acquisition (05:34) I give my thoughts on causality, complexity science, and businesses working in a complicate...
Dec 13, 2021•38 min•Season 1Ep. 18
Key Points: Jonathan talks about how and why he founded KlientBoost (01:14) Jonathan discusses the company's original plan for growing by building their brand (02:43) Jonathan gives his thoughts on how they differentiate themselves from other agencies with their design, their many published case studies, and their consistency in everything they do (03:20) I give my thoughts on consistency and word-of-mouth strategy (05:24) Jonathan talks about lead sources, and how most of it isn't directly trac...
Dec 06, 2021•36 min•Season 1Ep. 17
Key Points: Gina talks about how Mighty Networks adapted when their early customers were enterprise, rather than the SMBs or creators they were trying to attract (01.20) I give my thoughts on adapting to changing opportunities, and growth mindset (03:01) Gina talks about how they transitioned to their ideal customer base over time (05:00) Gina discusses how Mighty Networks specifically avoided competing with major social platforms by niching down and combining e-learning and community building t...
Nov 29, 2021•34 min•Season 1Ep. 16
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 lot of channels to build lead profiles and mental availability (06:37) I give my thoughts on building a social media presence as a newcomer to a field...
Nov 22, 2021•36 min•Season 1Ep. 15
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 give my thoughts on pulling together and improving existing technologies to build a better product (6:44) Neha discusses how Contentstack was spun out ...
Nov 15, 2021•36 min•Season 1Ep. 14
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 businesses' reluctance to change, and selling them on experimentation (08:55) Alina describes how she networked hard and targeted influential figures a...
Nov 08, 2021•33 min•Season 1Ep. 13
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 how Privy differentiated itself from other e-commerce marketing tools (12:06) Ben talks about their early marketing efforts (13:19) Ben talks about deve...
Nov 01, 2021•36 min•Season 1Ep. 12
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 potential reward' pricing model (5:04) I give my thoughts on using qualitative data to ensure you are targeting customers with the right messaging (6:55)...
Oct 25, 2021•32 min•Season 1Ep. 11
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 narrative (11:15) G's thoughts on category creation and how to stand out whilst avoiding a feature war (11:55) My thoughts on successfully creating new ca...
Oct 18, 2021•35 min•Season 1Ep. 10
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 (06:24) My thoughts on building mental availability with professional customers by keeping them in mind and engaging with them early, delivering them uniqu...
Oct 11, 2021•33 min•Season 1Ep. 9
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 thinks about moats (12:40) Colin's take on the big players in his category (16:12) How Customer.io attracts tech-savvy buyers (20:30) My thoughts on ...
Oct 04, 2021•30 min•Season 1Ep. 8
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 top name in your industry (16:38) Why people want to follow people, not brands (20:45) How Ross thinks about creating moats (25:00) Why my view on "hi...
Sep 27, 2021•34 min•Season 1Ep. 7
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 playbooks (10:37) Patrick on the fine art of throwing shade at competitors (11:48) How Profitwell educates potential customers (12:40) My thoughts on having...
Sep 20, 2021•26 min•Season 1Ep. 6
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 thinks about building moats (15:52) My view on the power of having a narrow focus (18:20) What competitiveness really means (22:24) How often Guy think...
Sep 13, 2021•33 min•Season 1Ep. 5
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 the market (15:18) What category Unbounce are trying to create (20:54) My take on the power of category creation (21:14) What Unbounce are betting their...
Sep 06, 2021•36 min•Season 1Ep. 4
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 (13:50) My take on building personal brands (14:20) Refine Labs' vision for the future (17:25) How agencies can differentiate (18:15) Refine Labs' plan ...
Aug 30, 2021•26 min•Season 1Ep. 3
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 Kim Kardashian Strategy" (8:50) What Devin's mentor taught her about using leverage (10:42) How doing the unscalable helped Animalz scale (12:54) My t...
Aug 23, 2021•19 min•Season 1Ep. 2
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) My take on playing the features game (09:40) A killer feature on ConvertKit that I think is f***king brilliant (13:36) How ConvertKit uses storytelling...
Aug 16, 2021•21 min•Season 1Ep. 1
How to Win is launching Monday 12th July. Hear how successful B2B SaaS companies and agencies compete - and win - in highly saturated categories.
Jul 07, 2021•1 min
