157 episodes

Interviews with world-class product leaders and growth experts to uncover concrete, actionable, and tactical advice to help you build, launch, and grow your own product.

www.lennysnewsletter.com

Lenny's Podcast: Product | Growth | Career Lenny Rachitsky

    • Technology
    • 5.0 • 54 Ratings

Interviews with world-class product leaders and growth experts to uncover concrete, actionable, and tactical advice to help you build, launch, and grow your own product.

www.lennysnewsletter.com

    Building a world-class sales org | Jason Lemkin (SaaStr)

    Building a world-class sales org | Jason Lemkin (SaaStr)

    Jason Lemkin created and runs SaaStr, the world’s largest community for B2B/SaaS founders, and is the managing director of SaaStr Fund, a $90 million venture capital firm specializing in early-stage enterprise investments. He is also the mastermind behind two major tech conferences each year—one in the Bay Area, drawing in over 15,000 people, and another in Europe, with a crowd of more than 3,000 SaaS executives, founders, and entrepreneurs. Before SaaStr, Jason wore many hats: CEO and co-founder of EchoSign (later bought by Adobe), vice president at Adobe Systems, co-founder and president of NanoGram Devices Corp., vice president of NeoPhotonics, and a senior director at BabyCenter. In our conversation, we discuss:
    • How far you should go without a salesperson
    • Signs it’s time to hire salespeople
    • Why you need to hire two salespeople
    • How to compensate your salespeople
    • How to interview salespeople
    • When to hire a VP of Sales
    • How to prevent their flaming out
    • How to scale your sales org
    • How to improve the relationship between your sales and product teams
    • Much more

    Brought to you by:
    • CommandBar—AI-powered user assistance for modern products and impatient users
    • Vanta—Automate compliance. Simplify security.
    • LinkedIn Ads—Reach professionals and drive results for your business

    Find the full transcript at: https://www.lennyspodcast.com/building-a-world-class-sales-org-jason-lemkin-saastr/

    Where to find Jason Lemkin:
    • X: https://twitter.com/jasonlk
    • LinkedIn: https://www.linkedin.com/in/jasonmlemkin/
    • Website: https://www.saastr.com/

    Where to find Lenny:
    • Newsletter: https://www.lennysnewsletter.com
    • X: https://twitter.com/lennysan
    • LinkedIn: https://www.linkedin.com/in/lennyrachitsky/

    In this episode, we cover:
    (00:00) Jason’s background
    (06:18) The importance of sales in B2B businesses
    (11:23) Signs that you should start hiring salespeople
    (14:19) Attributes to look for in early sales reps
    (19:08) Hiring a VP of Sales
    (26:43) The role of a VP of Sales
    (30:06) Interviewing salespeople
    (45:16) Determining sales compensation and quota
    (53:34) Transitioning from 100% commission to a smaller percentage
    (56:58) Indicators of a hard-to-sell product
    (59:39) Scaling the sales organization
    (01:05:26) Understanding sales roles and titles
    (01:10:02) Product involvement in sales, and vice versa
    (01:20:32) Thoughts on product teams taking on P&L responsibilities
    (01:27:23) One thing founders can do to become better at sales
    (01:31:02) The ideal trial length for a free trial sales team
    (01:39:50) Closing thoughts
    (01:41:43) Lightning round

    Referenced:
    • Marc Benioff on LinkedIn: https://www.linkedin.com/in/marcbenioff/
    • Snowflake: https://www.snowflake.com/en/
    • Yamini Rangan on LinkedIn: https://www.linkedin.com/in/yaminirangan/
    • Salesforce: https://www.salesforce.com/
    • HubSpot: https://www.hubspot.com/
    • Twilio: https://www.twilio.com/
    • Cloudflare: https://www.cloudflare.com/
    • GitHub: https://github.com/
    • Columbo: https://www.imdb.com/title/tt1466074/
    • What is Davos and why is it important? Your guide to the World Economic Forum’s annual meeting: https://www.euronews.com/next/2024/01/15/what-is-davos-and-why-is-it-important-your-guide-to-the-world-economic-forums-annual-meeti
    • Adobe: https://www.adobe.com/
    • Satya Nadella on LinkedIn: https://www.linkedin.com/in/satyanadella/
    • Glengarry Glen Ross on Prime Video: https://www.amazon.com/Glengarry-Glen-Ross-James-Foley/dp/B002NN5F7A
    • The Wolf of Wall Street on Prime Video: https://www.amazon.com/Wolf-Wall-Street-Leonardo-DiCaprio/dp/B00IIU9FQY
    • A step-by-step guide to crafting a sales pitch that wins | April Dunford (author of Obviously Awesome and Sales Pitch): https://www.lennyspodcast.com/a-step-by-step-guide-to-crafting-a-sales-pitch-that-wins-april-dunford-author-of-obviously-awesom/
    • Pipedrive: https://www.pipedrive.com/
    • Sam Blond on Linked

    • 2 hrs 1 min
    Making time for what matters | Jake Knapp and John Zeratsky (authors of Sprint and Make Time, co-founders of Character Capital)

    Making time for what matters | Jake Knapp and John Zeratsky (authors of Sprint and Make Time, co-founders of Character Capital)

    Jake Knapp and John Zeratsky are the authors of best-selling books Sprint and Make Time. They have helped more than 300 teams design new products and bring them to market, including those at YouTube, Gusto, One Medical Group, and Slack. Jake and John are co-founders of the venture capital firm Character, where they support startups with capital and sprints. Previously, they were operating partners at Google Ventures and, before that, design leaders at Google, where John worked on Google Ads and YouTube and Jake helped build Gmail and co-founded Google Meet. In our conversation, we discuss:
    • “Busy bandwagon” and “infinity pools”
    • Creating one “highlight” each day
    • Their four-part framework for productivity
    • How to use the calendar to design your day
    • How creating friction can help you avoid distractions
    • Tips on creating a distraction-free phone
    • Strategies for managing email and distractions
    • The importance of reflecting on the day and making time for meaningful work
    • Design sprints

    Brought to you by:
    • Sidebar—Accelerate your career by surrounding yourself with extraordinary peers
    • Whimsical—The iterative product workspace
    • WorkOS—The modern API for auth and user identity

    Find the full transcript at: https://www.lennyspodcast.com/making-time-for-what-matters-jake-knapp-and-john-zeratsky-authors-of-sprint-and-make-time-co-fou/

    Where to find Jake Knapp:
    • X: https://twitter.com/jakek
    • LinkedIn: https://www.linkedin.com/in/jake-knapp/
    • Website: https://jakeknapp.com/

    Where to find John Zeratsky:
    • X: https://twitter.com/jazer
    • LinkedIn: https://www.linkedin.com/in/johnzeratsky/
    • Website: https://johnzeratsky.com/

    Where to find Lenny:
    • Newsletter: https://www.lennysnewsletter.com
    • X: https://twitter.com/lennysan
    • LinkedIn: https://www.linkedin.com/in/lennyrachitsky/

    In this episode, we cover:
    (00:00) About Jake and John
    (04:10) Recording the audiobook for Make Time
    (06:06) What people often get wrong when trying to become more productive
    (11:24) The busy bandwagon and infinity pools
    (15:22) Real talk: Jake and John’s productivity levels
    (20:10) The four-part framework for getting more done: Highlight, Laser, Energize, Reflect
    (25:15) Step 1: Highlight
    (28:08) Designing your day with a calendar
    (30:52) The Groundhog Day mentality
    (35:10) Tactical advice for implementing the highlight method
    (39:30) An example of a failed highlight
    (48:08) Step 2: Laser
    (51:12) Creating intentional friction to avoid distractions
    (57:28) Curating a distraction-free phone
    (01:07:58) Resetting expectations and slowing your inbox
    (01:14:51) Systems over willpower
    (01:18:14) Managing email distractions
    (01:18:49) Step 3: Energize
    (01:22:05) Step 4: Reflect
    (01:26:30) Introduction to Sprint

    Referenced:
    • Make Time: How to Focus on What Matters Every Day: https://www.amazon.com/Make-Time-Focus-Matters-Every/dp/0525572422
    • Sprint: How to Solve Big Problems and Test New Ideas in Just Five Days: https://www.amazon.com/Sprint-audiobook/dp/B019R2DQIY
    • Make Time blog: https://maketime.blog/
    • Make Time blog on X: https://twitter.com/maketimeblog
    • Character: https://www.character.vc/
    • Google Ventures: https://www.gv.com/
    • Character Labs: https://www.character.vc/labs
    • Strategies for becoming less distracted and improving focus | Nir Eyal (author of Indistractable and Hooked): https://www.lennyspodcast.com/strategies-for-becoming-less-distracted-and-improving-focus-nir-eyal-author-of-indistractable-and/
    • Groundhog Day on Prime Video: https://www.amazon.com/Groundhog-Day-Bill-Murray/dp/B000SP1SH6
    • Reclaim.ai: https://reclaim.ai/
    • Feed Blocker for LinkedIn: https://chromewebstore.google.com/detail/feed-blocker-for-linkedin/eikaafmldiioljlilngpogcepiedpenf
    • The Lord of the Rings: https://www.amazon.com/Lord-Rings-J-R-R-Tolkien/dp/0544003411
    • MagSafe charger: https://www.amazon.com/Apple-MHXH3AM-A-MagSafe-Charger/dp/B08L5

    • 1 hr 35 min
    Inside OpenAI | Logan Kilpatrick (head of developer relations)

    Inside OpenAI | Logan Kilpatrick (head of developer relations)

    Logan Kilpatrick leads developer relations at OpenAI, supporting developers building with the OpenAI API and ChatGPT. He is also on the board of directors at NumFOCUS, the nonprofit organization that supports open source projects like Jupyter, Pandas, NumPy, and more. Before OpenAI, Logan was a machine-learning engineer at Apple and advised NASA on open source policy. In our conversation, we discuss:
    • OpenAI’s fast-paced and innovative work environment
    • The value of high agency and high urgency in your employees
    • Tips for writing better ChatGPT prompts
    • How the GPT Store is doing
    • OpenAI’s planning process and decision-making criteria
    • Where OpenAI is heading in the next few years
    • Insight into OpenAI’s B2B offerings
    • Why Logan “measures in hundreds”

    Brought to you by:
    • Hex—Helping teams ask and answer data questions by working together
    • Whimsical—The iterative product workspace
    • Arcade Software—Create effortlessly beautiful demos in minutes

    Find the transcript for this episode and all past episodes at: https://www.lennyspodcast.com/episodes/. Today’s transcript will be live by 8 a.m. PT.

    Where to find Logan Kilpatrick:
    • X: https://twitter.com/OfficialLoganK
    • LinkedIn: https://www.linkedin.com/in/logankilpatrick/
    • Website: https://logank.ai/

    Where to find Lenny:
    • Newsletter: https://www.lennysnewsletter.com
    • X: https://twitter.com/lennysan
    • LinkedIn: https://www.linkedin.com/in/lennyrachitsky/

    In this episode, we cover:
    (00:00) Logan’s background
    (03:49) The impact of recent events on OpenAI’s team and culture
    (08:20) Exciting developments in AI interfaces
    (09:52) Using OpenAI tools to make companies more efficient
    (13:04) Examples of using AI effectively
    (18:35) Prompt engineering
    (22:12) How to write better prompts
    (26:05) The launch of GPTs and the OpenAI Store
    (32:10) The importance of high agency and urgency
    (34:35) OpenAI’s ability to move fast and ship high-quality products
    (35:56) OpenAI’s planning process and decision-making criteria
    (40:22) The importance of real-time communication
    (42:33) OpenAI’s team and growth
    (44:47) Future developments at OpenAI
    (47:42) GPT-5 and building toward the future
    (50:38) OpenAI’s enterprise offering and the value of sharing custom applications
    (52:30) New updates and features from OpenAI
    (55:09) How to leverage OpenAI’s technology in products
    (58:26) Encouragement for building with AI
    (59:30) Lightning round

    Referenced:
    • OpenAI: https://openai.com/
    • Sam Altman on X: https://twitter.com/sama
    • Greg Brockman on X: https://twitter.com/gdb
    • tldraw: https://www.tldraw.com/
    • Harvey: https://www.harvey.ai/
    • Boost Your Productivity with Generative AI: https://hbr.org/2023/06/boost-your-productivity-with-generative-ai
    • Research: quantifying GitHub Copilot’s impact on developer productivity and happiness: https://github.blog/2022-09-07-research-quantifying-github-copilots-impact-on-developer-productivity-and-happiness/
    • Lesson learnt from the DPD AI Chatbot swearing blunder: https://www.linkedin.com/pulse/lesson-learnt-from-dpd-ai-chatbot-swearing-blunder-kitty-sz57e/
    • Dennis Yang on LinkedIn: https://www.linkedin.com/in/dennisyang/
    • Tim Ferriss’s blog: https://tim.blog/
    • Tyler Cowen on X: https://twitter.com/tylercowen
    • Tom Cruise on X: https://twitter.com/TomCruise
    • Canva: https://www.canva.com/
    • Zapier: https://zapier.com/
    • Siqi Chen on X: https://twitter.com/blader
    • Runway: https://runway.com/
    • Universal Primer: https://chat.openai.com/g/g-GbLbctpPz-universal-primer
    • “I didn’t expect ChatGPT to get so good” | Unconfuse Me with Bill Gates: https://www.youtube.com/watch?v=8-Ymdc6EdKw
    • Microsoft Azure: https://azure.microsoft.com/
    • Lennybot: https://www.lennybot.com/
    • Visual Electric: https://visualelectric.com/
    • DALL-E: https://openai.com/research/dall-e
    • The One World Schoolhouse: https://www.amazon.com/One

    • 1 hr 8 min
    Lessons from Atlassian: Launching new products, getting buy-in, and staying ahead of the competition | Megan Cook (head of product, Jira)

    Lessons from Atlassian: Launching new products, getting buy-in, and staying ahead of the competition | Megan Cook (head of product, Jira)

    Megan Cook is the head of product for Atlassian’s Jira software, which is used by 75% of Fortune 500 companies, has over 125,000 customers globally, over 15 different products, and is by far the most popular project management tool in the world. Megan has been at Atlassian for just under 11 years, and before this role, she was an analyst, a developer, and an Agile coach. In our conversation, we discuss:
    • How to get buy-in for your ideas
    • The value of starting small
    • How, and why, creating space for play is so essential
    • How Jira stays ahead of endless competition
    • Atlassian’s approach to launching new product lines
    • Tactical tips for making remote work, work
    • A personal failure and the lessons learned from it

    Brought to you by:
    • Teal—Your personal career growth platform
    • Sprig—Build a product people love
    • Vanta—Automate compliance. Simplify security.

    Find the transcript for this episode and all past episodes at: https://www.lennyspodcast.com/episodes/. Today’s transcript will be live by 8 a.m. PT.

    Where to find Megan Cook:
    • X: https://twitter.com/meganwcook
    • LinkedIn: https://www.linkedin.com/in/cookmegan

    Where to find Lenny:
    • Newsletter: https://www.lennysnewsletter.com
    • X: https://twitter.com/lennysan
    • LinkedIn: https://www.linkedin.com/in/lennyrachitsky/

    In this episode, we cover:
    (00:00) Megan’s background
    (03:50) Creating space for play and psychological safety on teams
    (07:36) Peer feedback groups
    (10:30) Sharing stories of failure
    (13:33) The “10 dollar” game for priorities
    (15:24) Advice on making remote work, work
    (24:16) Getting buy-in for your ideas
    (28:33) The importance of staying open-minded
    (34:05) A quick summary of how to get buy-in
    (36:45) Fighting the good fight
    (38:15) Identifying customer pain points
    (43:04) Starting small and showing success
    (46:08) Launching new product lines
    (53:35) Atlassian’s gated process for new product ideas
    (58:00) How Jira stays ahead of competitors
    (01:04:28) Learning from failure
    (01:08:30) Fight club
    (01:10:08) Lightning round

    Referenced:
    • Jira: https://www.atlassian.com/software/jira
    • Atlassian: https://www.atlassian.com/
    • Bitbucket: https://bitbucket.org/product
    • Ben Crowe on LinkedIn: https://www.linkedin.com/in/ben-crowe-67299714/
    • Ash Barty on X: https://twitter.com/ashbarty
    • Atlassian’s blog, Work Life: https://www.atlassian.com/blog
    • Lessons learned: 1,000 days of distributed at Atlassian: https://www.atlassian.com/blog/distributed-work/distributed-work-report
    • New research: How to make time for the work that matters: https://www.atlassian.com/blog/distributed-work/calendar-redesign-experiment
    • Atlas: https://www.atlassian.com/software/atlas
    • Confluence: https://www.atlassian.com/software/confluence
    • Lenny’s swag store: https://lennyswag.com/
    • What is CSAT and how do you measure it?: https://www.qualtrics.com/experience-management/customer/what-is-csat
    • The UX research reckoning is here | Judd Antin (Airbnb, Meta): https://www.lennyspodcast.com/the-ux-research-reckoning-is-here-judd-antin-airbnb-meta/
    • Charlie Sutton on LinkedIn: https://www.linkedin.com/in/charliesutton/
    • Nokia 6100: https://en.wikipedia.org/wiki/Nokia_6100
    • Compass: https://www.atlassian.com/software/compass
    • Jira Product Discovery: https://www.atlassian.com/software/jira/product-discovery
    • Canva: https://www.canva.com/
    • Inspired: How to Create Tech Products Customers Love: https://www.amazon.com/INSPIRED-Create-Tech-Products-Customers/dp/1119387507
    • Scaling People: Tactics for Management and Company Building: https://www.amazon.com/Scaling-People-Tactics-Management-Building/dp/1953953212
    • Foundation on AppleTV+: https://tv.apple.com/us/show/foundation/umc.cmc.5983fipzqbicvrve6jdfep4x3
    • Foundation book series: https://www.amazon.com/Foundation-3-Book-Boxed-Set-Empire/dp/0593499573
    • Traeger smoker: https://www.traeger.com/shop/wood-pellet-g

    • 1 hr 21 min
    Managing nerves, anxiety, and burnout | Jonny Miller (Nervous System Mastery)

    Managing nerves, anxiety, and burnout | Jonny Miller (Nervous System Mastery)

    Jonny Miller is the founder of Nervous System Mastery, a course that has helped hundreds of founders and tech leaders cultivate calm, reduce nervousness, enhance resilience, and elevate their sense of aliveness. Having personally benefited from Jonny’s teachings, I’m especially excited to have him on the show. In this episode, we discuss:
    • How shifting your focus from the mind to the body can help ease nervousness
    • The power of breath in changing states
    • The importance of “interoception”
    • Specific breathing exercises to both calm and excite your nervous system
    • The A.P.E. (awareness, posture, and emotion) framework for recognizing body signals
    • The “feather, brick, dump truck” phenomenon
    • The concept of emotional debt and how to release it
    • The competitive advantage of feeling emotions

    Jonny’s five-week boot camp, Nervous System Mastery, will equip you with evidence-backed protocols to cultivate greater calm and agency over your internal state. Learn to rewire maladaptive stress responses and improve your sleep (use code LENNY for $250 discount). Apply here.

    Brought to you by:
    • Teal—Your personal career growth platform
    • Vanta—Automate compliance. Simplify security.
    • Miro—A collaborative visual platform where your best work comes to life

    Find the full transcript at: https://www.lennyspodcast.com/managing-nerves-anxiety-and-burnout-jonny-miller-nervous-system-mastery/

    Where to find Jonny Miller:
    • X: https://twitter.com/jonnym1ller
    • LinkedIn: https://www.linkedin.com/in/jonnym1ller/
    • Website: https://www.jonnymiller.co/
    • Podcast: podcast.curioushumans.com 
    • Email: jonny@curioushumans.com
    • Course: https://nsmastery.com/lenny

    Where to find Lenny:
    • Newsletter: https://www.lennysnewsletter.com
    • X: https://twitter.com/lennysan
    • LinkedIn: https://www.linkedin.com/in/lennyrachitsky/

    In this episode, we cover:
    (00:00) Jonny’s background
    (07:19) The bottom-up approach to nervousness and anxiety
    (09:42) The power of breath in changing states
    (11:47) The concept of state over story
    (13:56) Personal experiences with nervousness
    (15:01) Breathing exercises to calm you down
    (20:40) The “espresso” breath exercise to give you energy
    (25:44) Interoception and the A.P.E. framework
    (34:47) The “feather, brick, dump truck” phenomenon
    (37:40) Recognizing emotional debt and avoiding burnout
    (40:47) Using somatic-oriented therapy for healing
    (45:26) Telltale signs of emotional debt
    (48:13) The competitive advantage of “feeling the feels”
    (50:20) Advice for people overwhelmed by stimuli
    (52:36) The NSDR (non-sleep deep rest) practice for emotional release
    (55:38) Daily practices for emotional well-being
    (58:23) Thoughts on meditation
    (01:01:26) The Body Keeps the Score
    (01:01:58) Contrarian corner
    (01:04:43) Lightning round

    Jonny’s If [This] Then [Breathe] Recipes:
    • If [overwhelmed], then [hum]
    • If [anxious], then [breath of calm]
    • If [lethargic], then [espresso breath]

    Referenced:
    • The Operating Manual for Your Nervous System: https://every.to/p/the-operating-manual-for-your-nervous-system
    • Afferent vs. Efferent Neurons: https://www.osmosis.org/answers/afferent-vs-efferent-neurons
    • Insular cortex: https://en.wikipedia.org/wiki/Insular_cortex
    • Jonny’s TED Talk, “The gifts of grief”: https://www.ted.com/talks/jonny_miller_the_gifts_of_grief/details
    • Humming (Simple Bhramari Pranayama) as a Stress Buster: A Holter-Based Study to Analyze Heart Rate Variability (HRV) Parameters During Bhramari, Physical Activity, Emotional Stress, and Sleep: https://www.ncbi.nlm.nih.gov/pmc/articles/PMC10182780/
    • 14-Minute Guided NSDR (non-sleep deep rest) practice: https://www.youtube.com/watch?v=vjXX2c72fYY
    • Breathing Techniques to Reduce Stress and Anxiety | Dr. Andrew Huberman on the Physiological Sigh: https://www.youtube.com/watch?v=kSZKIupBUuc
    • Interoception: the hidden sense that shapes well-being:

    • 1 hr 14 min
    Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market

    Geoffrey Moore on finding your beachhead, crossing the chasm, and dominating a market

    Geoffrey Moore is an author, speaker, and advisor, widely known for his seminal book Crossing the Chasm: Marketing and Selling Disruptive Products to Mainstream Customers, which many consider the most important book ever written on go-to-market strategy. Moore’s work is focused on the market dynamics surrounding disruptive innovations, and how one overcomes the challenge of transitioning from serving early adopters to the mainstream. In this episode, we discuss:
    • What “crossing the chasm” means
    • What steps to take before you try crossing the chasm
    • The importance of winning a marquee customer
    • The role of executive sponsors in the sales process
    • The differences between visionaries and pragmatists, and how to build for each
    • Geoffrey’s four go-to-market playbooks based on stage: Early Market, Bowling Alley, Tornado, and Main Street
    • The problem with discounting before crossing the chasm
    • “Deadly sins” to avoid when crossing the chasm

    Brought to you by:
    • CommandBar—AI-powered user assistance for modern products and impatient users
    • WorkOS—An API platform for quickly adding enterprise features
    • Arcade Software—Create effortlessly beautiful demos in minutes

    Find the full transcript at: https://www.lennyspodcast.com/geoffrey-moore-on-finding-your-beachhead-crossing-the-chasm-and-dominating-a-market/

    Where to find Geoffrey Moore:
    • X: https://twitter.com/geoffreyamoore
    • LinkedIn: https://www.linkedin.com/in/geoffreyamoore/
    • LinkedIn posts: https://www.linkedin.com/in/geoffreyamoore/recent-activity/articles/

    Where to find Lenny:
    • Newsletter: https://www.lennysnewsletter.com
    • X: https://twitter.com/lennysan
    • LinkedIn: https://www.linkedin.com/in/lennyrachitsky/

    In this episode, we cover:
    (00:00) Geoffrey’s background
    (04:03) What people often get wrong about Crossing the Chasm
    (05:58) Finding your beachhead segment
    (09:29) The four inflection points of the technology adoption lifestyle
    (15:45) Geoffrey’s bonfire and bowling alley analogies
    (18:36) Steps to take before trying to cross the chasm
    (22:19) Signs you’re ready to cross the chasm
    (25:19) Advice for startups on where to start
    (27:31) Thoughts on venture capital
    (27:53) A general timeline for crossing the chasm
    (30:52) What exactly is the “chasm”?
    (32:35) The difference between visionaries and pragmatists
    (36:05) Finding the compelling reason to buy
    (43:45) The Early Market playbook
    (45:46) The Bowling Alley playbook
    (48:39) Different sales approaches for early market and bowling alley
    (51:26) Changing the value state of the company
    (53:28) The Tornado playbook
    (57:35) Why combining playbooks doesn’t work
    (59:10) Using generative AI in different market phases
    (01:03:02) The risks of discounting
    (01:04:21) Other “deadly sins” of crossing the chasm
    (01:09:09) Positioning in crossing the chasm
    (01:10:36) Product-led growth and crossing the chasm
    (01:13:54) The challenges of software and entrepreneurship
    (01:16:35) How Geoffrey’s thinking has evolved
    (01:19:30) The importance of entrepreneurship and impact
    (01:20:42) His book The Infinite Staircase
    (01:23:58) Connect with Geoffrey Moore

    Referenced:
    • Crossing the Chasm: Marketing and Selling Disruptive Products to Mainstream Customers: https://www.amazon.com/Crossing-Chasm-3rd-Disruptive-Mainstream/dp/0062292986
    • Oracle: https://www.oracle.com/
    • Documentum: https://www.opentext.com/products/documentum
    • Figma: https://www.figma.com/
    • Notion: https://www.notion.so/
    • Salesforce: https://www.salesforce.com/
    • Intel: https://www.intel.com/
    • Jason Fried challenges your thinking on fundraising, goals, growth, and more: https://www.lennyspodcast.com/jason-fried-challenges-your-thinking-on-fundraising-goals-growth-and-more/
    • The Mayo Clinic: https://www.mayoclinic.org/
    • Coda: https://coda.io/
    • An inside look at how Figma ships product: https://coda.io/@yuhki/figma-product-roadmap
    • Dylan Field on

    • 1 hr 24 min

Customer Reviews

5.0 out of 5
54 Ratings

54 Ratings

123vest ,

Great podcast!

Fabulous podcast with impressive guests. Always learn a lot and it’s a fun listen.

linktreefangurl ,

Big fan of this podcast

As someone who works in tech, the information shared in this podcast is game changing. Ever other week someone is share an episode in our slack channels for inspo 👏🏼

JohnB_aus888 ,

Favourite Podcast

Covers a range of product and growth related topics from interesting angles. Love the depth it gets into unlike many other pods

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