28 episodes

Sean Boyce and Stuart Balcombe interview the world's leading marketing, growth and product experts to learn more about how they make products customers love.

Customer Conversations Sean Boyce and Stuart Balcombe

    • Technology
    • 5.0 • 2 Ratings

Sean Boyce and Stuart Balcombe interview the world's leading marketing, growth and product experts to learn more about how they make products customers love.

    Understanding the Demand Side with The Re-Wired Group’s Bob Moesta

    Understanding the Demand Side with The Re-Wired Group’s Bob Moesta

    Bob is the President and CEO of the Rewired Group, a pioneer of Jobs to Be Done, the author of the Jobs to be Done Handbook and his latest work Demand Side Sales. On this week's episode of Customer Conversations, Stuart and Bob cover


    Defining and applying the demand side
    Where to start with identifying the “struggling moment”
    The limitations of correlation in assessing customer behavior
    An atomistic approach to the customers buying timeline
    Trading off money, time and knowledge
    What causes the transition from passive to active looking

    Resources:


    Demand Side Sales, by Bob Moesta - https://www.amazon.com/Demand-Side-Sales-101-Customers-Progress-ebook/dp/B08FRRF68Q
    The Jobs-To-Be-Done Handbook, by Bob Moesta - https://www.amazon.com/Jobs-be-Done-Handbook-techniques-application/dp/1499339232
    Shape Up, by Ryan Singer - https://basecamp.com/shapeup
    Jobs-To-Be-Done Radio - http://jobstobedone.org/topics/radio/
    The Disruptive Voice Podcast - https://www.hbs.edu/forum-for-growth-and-innovation/podcasts/disruptive-voice/Pages/default.aspx

    Connecting with Bob:


    Connect with Bob on Youtube - https://www.youtube.com/user/bmoesta/videos
    Connect with Bob on LinkedIn - https://www.linkedin.com/in/bobmoesta/

    • 50 min
    Building an Ecommerce Presence for a Major Brand with Maytex’s Michael Callahan

    Building an Ecommerce Presence for a Major Brand with Maytex’s Michael Callahan

    Michael Callahan is Vice President of eCommerce and Transformation for Maytex and Zenith Home Corp. Michael started his career in large CPG companies and has worked on national brands like Mr. Coffee, CrockPot and T-fall. Over the past 15 years, Michael has been transforming organizations to think Consumer and Digital First. He believes that the key to running any successful eCommerce business is full organizational integration… The words he lives by are “Work Hard, Stay Humble”. On this weeks Customer Conversations, Sean and Michael cover 


    What it means to build a digital strategy 
    Managing necessary organizational change 
    Interchange from digital to brick and mortar 
    Ensuring complementary online and offline strategies
    What can be done to reduce "friction" for the consumer 
    Determining whether or not to offer DTC

    Resources: 


    Digital Commerce 360 - https://www.digitalcommerce360.com/product/b2b-ecommerce-market-report/?utm_source=GA&utm_medium=CPC&utm_campaign=2020B2BECMarket&gclid=CjwKCAjw4rf6BRAvEiwAn2Q76jrjpcDb0pI8rREID_ok2doy1vfIW0gsHZ_2Z4FyeFFShhaoxCs3eBoCC-gQAvD_BwE
    Digital Shelf Institute - https://www.salsify.com/digitalshelfinstitute
    The Digital Transformation Playbook - https://www.goodreads.com/book/show/27797899-digital-transformation-playbook
    The Retail Ecommerce Playbook - https://www.forrester.com/playbook/The+Retail+eCommerce+Playbook+For+2020/-/E-PLA440

    Connecting with Michael 


    Connect with Michael On LinkedIn - https://www.linkedin.com/in/michael-g-callahan-b3331516/
    Connect with Michael Over Email at michaelc@maytex.com

    • 28 min
    Going Beyond Your Early Adopters with UpKeep’s Jeff Ignacio

    Going Beyond Your Early Adopters with UpKeep’s Jeff Ignacio

    Jeff Ignacio is the Head of Revenue and Growth Operations at UpKeep, managing the Go To Market Systems and Enablement teams. Prior to working at UpKeep Jeff spanned a variety of roles at both large tech firms such as Accenture, Intel, Google, and high growth ventures such as Vizier (viz-ier) and PatientPop. In this episode of the Customer Conversations podcast, Sean and Jeff cover


    The difference between product fit vs. go to market fit
    Expanding from early adopters and engaging the early majority
    Monitoring a customers risk profile
    Defining and managing a post-sales cycle


    Resources:


    Product Lifecycle - https://www.amazon.com/Diffusion-Innovations-5th-Everett-Rogers/dp/0743222091
    Crossing The Chasm - https://www.goodreads.com/book/show/61329.Crossing_the_Chasm
    Sales Enablement Podcast - https://www.ringdna.com/sales-enablement-podcast-with-andy-paul


    Connecting with Jeff:


    Connect with Jeff on LinkedIn - https://www.linkedin.com/in/jeffbethechange/

    • 24 min
    Shaping strategy with Basecamp’s Ryan Singer

    Shaping strategy with Basecamp’s Ryan Singer

    Ryan currently leads product at Basecamp, is the author of Shape Up and the host of the Synthetic a Priori podcast. Here are a few of the topics we’ll talk about on this episode of Customer Conversations:


    The role and goals of customer research in the shaping process

    The workflow breakdown of the ‘jobs to be done’ framework

    Using research in your pitch

    The main goal of prototyping your product


    Connect with Ryan


    Follow Ryan on Twitter

    • 40 min
    Customer support from cost center to profit driver with Gorgias’s Lucas Walker

    Customer support from cost center to profit driver with Gorgias’s Lucas Walker

    Lucas currently leads product marketing and strategic partnerships at Gorgias and has previously founded successful companies including Venngage and Treats Happen. Here are a few of the topics we’ll discuss on this episode of Customer Conversations:


    Actionable steps towards improving your customer support

    Generating profit from customer support

    Reducing friction to purchase

    Why you should always have an offer or promo for customers


    Connect with Lucas


    Gorgias.com

    Text him at 416.388.4470

    • 33 min
    Bootstrapped to booming with Tuple’s Ben Orenstein

    Bootstrapped to booming with Tuple’s Ben Orenstein

    Ben is the CEO and co-founder of Tuple (the best pair programming app for remote teams). He is also the host of one of my favorite podcasts the Art of Product, a former Thoughtbotter and the creator of several educational products for Rails developers. Here are only a few of the topics we’ll discuss on this episode of Customer Conversations.


    An update on progress at Tuple

    Keeping your finger on the pulse of your customers needs

    Building a product for developers and the importance of understanding your audience

    Soliciting feedback from customers from different channels


    Connecting with Ben


    Tuple’s website
    Follow Ben on Twitter
    The Art of Product Podcast

    • 32 min

Customer Reviews

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2 Ratings

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