The Breakout Growth Podcast

Sean Ellis
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  • MARKETING
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The Breakout Growth Podcast

Sean Ellis and Ethan Garr interview CEOs and product, growth and marketing leaders from the world's fastest-growing companies so that you can learn from them how to take your growth to the next level. Sean and Ethan draw on decades of experience growing breakout success companies and products including Dropbox, Robokiller, LogMeIn, Eventbrite, Lookout and Uproar to ask the right questions. seanellis.substack.com

  1. How Continuous Discovery Fuels Growth: Insights from Teresa Torres

    OCT 24

    How Continuous Discovery Fuels Growth: Insights from Teresa Torres

    Listen now on Apple, Spotify and YouTube Episode Overview: In this episode of The Breakout Growth Podcast, hosts Sean Ellis and Ethan Garr sit down with Teresa Torres, Product Discovery Coach at Product Talk and author of Continuous Discovery Habits. Teresa is a recognized leader in the product discovery space, helping product teams integrate continuous learning into their workflows to drive growth and innovation. Teresa shares her thoughts on how teams can shift from being feature-focused to outcome-focused and why that matters. And she also explains how companies can build products that improve engagement and retention by keeping customer needs at the center of decision-making. With real-world examples and a clear framework for implementing continuous discovery, this episode is a must-listen for product leaders and growth professionals alike. What You’ll Learn: * The Power of Continuous Discovery: Teresa explains how embedding continuous discovery practices into your product development cycle helps teams stay aligned with customer needs and drive sustainable growth. * Moving from Outputs to Outcomes: Learn why product teams should focus on the impact their products have, rather than simply delivering features, and how this mindset shift leads to better customer engagement. * Balancing Business and Customer Value: Teresa dives deep into how product teams can create a balance between solving for customer problems while ensuring that business goals are met. * Assumption Testing Over A/B Testing: Why testing assumptions early on is critical for reducing risks, saving time, and building products that truly resonate with customers. * Building Continuous Discovery Habits: Practical advice on how teams can establish the right habits to continuously learn from their customers, and how these habits fuel innovation. * Cross-Functional Alignment: Teresa explains how continuous discovery can align teams across functions, helping everyone from product managers to engineers stay focused on delivering value. Key Takeaways: * "Discovery is about continuously learning and adjusting, not waiting for the perfect idea." — Teresa Torres * "The shift from outputs to outcomes is critical for driving real value for customers and businesses." — Teresa Torres * "Your assumptions are the riskiest parts of your product—test them before you build anything." — Teresa Torres Timestamps: * [00:00] – Intro: Sean and Ethan introduce Teresa Torres and her background in product discovery. * [06:00] – The importance of continuous discovery and how it fuels engagement and retention. * [12:30] – Moving from outputs to outcomes: How product teams can stay focused on the right goals. * [20:45] – Testing assumptions early to avoid building the wrong product. * [30:15] – How to build habits that support continuous discovery within teams. * [38:20] – Aligning cross-functional teams around continuous discovery and customer value. Why Listen: If you're a product leader, startup founder, or growth professional looking to improve customer engagement and retention, this episode with Teresa Torres offers invaluable insights on how to integrate continuous discovery into your organization. Teresa’s practical advice on testing assumptions, focusing on outcomes, and building customer-centric teams will help you unlock innovation and drive long-term growth. Links & Resources: * Learn more about Teresa’s work and continuous discovery at Product Talk and Product Talk Academy.  * Here’s a great article by Teresa to help you get started with her work * Follow Teresa Torres on LinkedIn – Connect here * Here’s the article that Sean wrote on Why Curiosity is Key to Growth Success * Subscribe to The Breakout Growth Podcast – Subscribe here Join the Conversation: If you enjoyed this episode, share your thoughts on social media and tag us! Don’t forget to subscribe and leave a review—it helps more people find the show Thanks for reading Sean’s Su

    1h 6m
  2. Sequoia’s Insights to Finding Product/Market Fit with Vickie Peng

    OCT 10

    Sequoia’s Insights to Finding Product/Market Fit with Vickie Peng

    Listen now on Apple, Spotify and YouTube Episode Overview: In this episode of The Breakout Growth Podcast, hosts Sean Ellis and Ethan Garr sit down with Vickie Peng, a partner at Sequoia Capital and former product leader at Instagram and Polyvore. Vickie shares her journey from leading product growth to the world of venture capital and offers a deeper look into how Sequoia identifies and supports early-stage startups on their path to product/market fit (PMF). Through her experiences, Vickie outlines the critical factors that lead to sustainable growth, including why “conviction” is a key component in building for success, and why laser focus on customer happiness is important for startups navigating their way to PMF. What You’ll Learn: * Sequoia’s Arc Program: How Sequoia Capital supports pre-PMF companies and why it matters in accelerating growth. * Framework for Conviction: Vickie’s four areas of conviction—problem space, customer needs, product value, and growth potential—and why mastering these is critical before scaling. * The Role of Cross-Functional Teams: How Sequoia's EPD (Engineering, Product, Design) team works with startups to align strategy and execution and builds products for their investors, founders, and members of their ecosystem (such as their Scouts and Builder network). * Retention vs. Growth: Key insights from Vickie’s time at Instagram, where she managed SMB ad products, and how retention often serves as the foundation for sustainable growth. * The Importance of the Right Metric: How finding your North Star Metric can help maintain focus on customer happiness and long-term success. Key Takeaways: * "Growth only comes after you nail the product and the customer experience." — Vickie Peng * "Conviction is about understanding the customer's pain and knowing exactly why your solution matters." — Vickie Peng * "You need a North Star Metric that helps you measure customer happiness, not just growth." — Vickie Peng Timestamps: * [00:00] – Intro: Sean Ellis and Ethan Garr introduce Vickie Peng and her views on product/market fit. * [05:30] – Vickie’s journey from product leader to VC and how that shapes her view on PMF. * [10:50] – Sequoia’s Arc Program: How Sequoia supports early-stage startups pre-product/market fit. * [20:00] – The four areas of conviction: Understanding the customer and problem space before scaling. * [28:10] – Lessons from Instagram: Retention, growth, and the delicate balance between the two. * [37:30] – Finding the right North Star Metric and why customer success should be your focus early on. Why Listen: Startup founders, growth leaders, and anyone looking to better understand the road to product/market fit will benefit from this conversation. Vickie Peng offers insights from both her time leading product at Instagram and Polyvore, as well as in her current role as a VC at Sequoia Capital. Whether you’re pre-PMF or scaling your business, the frameworks and principles shared in this episode will help you sharpen your strategy and avoid common pitfalls. Links & Resources: * Sequoia Capital – Learn more about Sequoia’s Arc program * Follow Vickie Peng on LinkedIn – Connect here * Subscribe to The Breakout Growth Podcast – Subscribe here * Arc Website - Learn more about Arc * Sequoia Product-Market Fit Framework - Learn more about PMF framework Join the Conversation: If you enjoyed this episode, share your thoughts on social media and tag us! Don’t forget to subscribe and leave a review—it helps more people find the show. Get full access to Sean’s Substack at seanellis.substack.com/subscribe

    1h 4m
  3. How to Find Product/Market Fit: A VC’s Take

    SEP 24

    How to Find Product/Market Fit: A VC’s Take

    Listen now on Apple, Spotify and YouTube Episode Overview: In this episode of The Breakout Growth Podcast, Sean Ellis and Ethan Garr engage with Pablo Srugo, a Partner at Mistral VC and Host of The Product Market Fit Show Podcast. Pablo delves into the essentials of finding and leveraging product/market fit from a venture capitalist's perspective, sharing unique insights shaped by his dual role as a VC and podcast host. What You’ll Learn: * Venture Insights: Pablo shares why he started his podcast and how it serves as a strategic tool for content marketing and enhancing deal flow. * Deep Dive into Product/Market Fit: Discover the nuances and strategies for achieving and maintaining product/market fit, as Pablo explains through vivid examples from his interactions with successful founders. * Engagement with Startups: Learn about the criteria and metrics Pablo considers when engaging with early-stage startups and how these factors influence his investment decisions. * Sustainable Growth: Discussion on how sustainable growth is driven by a deep understanding of product/market fit and the importance of continuously adapting to market needs. Key Takeaways: * "Product/market fit is not a one-time achievement but a continuous pursuit." — Pablo Srugo * "Understanding and adapting to your customer's needs is crucial for long-term success." — Sean Ellis Timestamps: * [00:00] - Introduction: Sean and Ethan welcome Pablo Srugo. * [03:15] - Why Pablo started a podcast and its impact on his VC activities. * [10:30] - Strategies for identifying and investing in startups with potential for product/market fit. * [22:45] - Examples of successful product/market fit strategies from Pablo’s podcast interviews. * [35:00] - How product/market fit drives sustainable growth. * [47:50] - Q&A with Pablo: Insights into common pitfalls and success stories in venture capital. Why Listen: This episode is a goldmine for entrepreneurs, startup enthusiasts, and anyone interested in the intersections of venture capital and startup growth strategies. Pablo’s experiences and insights offer a rare glimpse into the mind of a VC who actively shapes the growth trajectories of innovative startups. Links & Resources: * Follow Pablo on LinkedIn here * Subscribe to The Product Market Fit Show Podcast here * Subscribe to The Breakout Growth Podcast here Join the Conversation: If you enjoyed this episode, share your thoughts on social media and tag us! Don’t forget to subscribe and leave a review—it helps more people find the show. Get full access to Sean’s Substack at seanellis.substack.com/subscribe

    59 min
  4. From Bootstrapping to AI-Powered Research: The GWI Growth Journey

    SEP 12

    From Bootstrapping to AI-Powered Research: The GWI Growth Journey

    Listen now on Apple, Spotify and YouTube Episode Overview: In this episode of The Breakout Growth Podcast, Sean Ellis and Ethan Garr sit down with Tom Smith, CEO and Founder of GWI, a London-based consumer research software company. Tom shares the 15-year journey of GWI, from its bootstrapped beginnings to its current position as a global leader in consumer insights. The conversation explores how GWI has scaled by leveraging technology, particularly the recent integration of AI, to make consumer data more accessible and actionable for companies worldwide. What You’ll Learn: * From Bootstrapping to Scale: Discover how GWI transitioned from a scrappy startup to a 600-person global company by evolving its product and staying ahead of market trends. * The Power of AI: Learn why Tom believes AI is the most exciting development in market research in the last decade and how GWI is integrating AI to democratize access to consumer insights. * Customer Insights at Scale: How GWI helps organizations, from TikTok to Chelsea FC, make data-driven decisions using a vast dataset of over 20 million consumers across 55 countries. * Navigating the SaaS Transition: Hear about the pivotal moment when GWI transitioned from selling research services to building a SaaS platform and the impact it had on the company's growth. * Building for the Future: The challenges and opportunities of integrating AI into GWI's product and how it aligns with their long-term mission to make consumer insights accessible to all professionals, not just researchers. Key Takeaways: * "AI is the most exciting thing that's happened to market research. It’s going to transform how people access and use data." — Tom Smith * "Our success came when we focused not just on selling data, but on making that data useful and easy to access for everyone, not just researchers." — Tom Smith Timestamps: * [00:00] – Introduction: Sean and Ethan kick off the conversation with Tom Smith. * [04:00] – Tom shares GWI’s backstory and early struggles bootstrapping during the 2009 financial crisis. * [09:00] – The turning point: GWI’s transition to a SaaS model and how it changed their business trajectory. * [15:00] – Real-world examples: How companies like TikTok and Chelsea FC use GWI data to drive decision-making. * [20:00] – AI integration: How GWI is using AI to simplify consumer research and enhance user experience. * [29:00] – The challenges of scaling a 600-person company and staying agile in the face of rapid technological change. * [40:00] – Reflections on growth: Tom discusses the power of subscription-based growth and how his understanding of growth has evolved over time. Why Listen: If you’re curious about how AI is reshaping industries, particularly market research, or want to hear the story of a company that bootstrapped its way to international success, this episode is for you. Tom Smith’s journey with GWI offers valuable lessons for both startup founders and established businesses looking to scale. Links & Resources: * GWI Website: Visit here * Follow Tom Smith on LinkedIn: Connect here * Subscribe to The Breakout Growth Podcast: Subscribe here Join the Conversation: If you enjoyed this episode, share your thoughts on social media and tag us! Don’t forget to subscribe and leave a review—it helps more people find the show. Get full access to Sean’s Substack at seanellis.substack.com/subscribe

    56 min
  5. Lessons from a Global Growth Adventure: Sean Ellis on 100 Days Around the World

    AUG 29

    Lessons from a Global Growth Adventure: Sean Ellis on 100 Days Around the World

    Listen now on Apple, Spotify and YouTube Episode Overview:  The Breakout Growth Podcast took a break while Sean Ellis was on an epic three-month world tour, where he connected with startups and growth teams across the globe. So, to kick things back into gear, Ethan Garr takes the interviewer’s microphone in this episode to find out what Sean discovered, shared, and learned on his journey. From the bustling streets of São Paulo to the tech hubs of Singapore, Sean shares the insights, challenges, and surprises he encountered along the way. Whether you're curious about global growth strategies, fascinated by cultural impacts on business, or just love a good travel story, this episode has something for you. What You’ll Learn: * The Spark Behind the Tour: Discover the unexpected catalyst that led Sean to embark on his global journey and how a surprising report from China inspired a push toward a million sales of Hacking Growth, the book Sean Ellis co-authored with Morgan Brown. * Cultural Insights: Hear about the unique growth challenges and opportunities in markets like Brazil, Japan, and India. Sean breaks down how cultural differences shape the way companies approach growth and innovation. * The Workshop Advantage: Sean explains why his workshops have become a pivotal tool for companies looking to align their teams and supercharge growth. Learn how this hands-on approach is making a real impact for companies worldwide. * On-the-Road Realities: Get a candid look at the highs and lows of Sean’s journey, including near-burnout moments, unexpected successes, and a crazy story form one of his many flights. Key Takeaways: * "Workshops are the missing link that help companies go from knowledge to execution." — Sean Ellis * "I’ve learned more about what makes a good partner and how to effectively run workshops in diverse markets." — Sean Ellis Timestamps: * [00:00] - Intro: Ethan Garr kicks off the episode, explaining the hiatus and Sean's world tour. * [04:10] - Why the Tour? Sean discusses the unexpected book sales report from China that motivated the tour. * [12:02] - The Power of Workshops: Sean dives into why workshops are crucial for companies looking to implement effective growth strategies. * [19:02] - Cultural Surprises: Sean shares insights from different markets, including the impact of cultural nuances on growth. * [31:04] - Challenges on the Road: Sean recounts the realities of managing a global tour, from exhaustion to logistical challenges. * [39:02] - Funny Anecdote: Sean shares a humorous and crazy air travel story. Why Listen: If you're looking to understand how growth strategies play out across different cultures, this episode offers a firsthand look from one of the industry’s top experts. Plus, if you’ve ever wondered what it’s like to travel the world while spreading growth hacking’s best practices, Sean’s stories are not to be missed. Links & Resources: * Follow Sean on LinkedIn * Check out Sean's book, Hacking Growth, here * Subscribe to the podcast here Join the Conversation: If you enjoyed this episode, share your thoughts on social media and tag us! Don’t forget to subscribe and leave a review—it helps more people find the show. Get full access to Sean’s Substack at seanellis.substack.com/subscribe

    50 min
  6. April Dunford Shares How to Position for Growth

    12/20/2023

    April Dunford Shares How to Position for Growth

    In this week’s episode of The Breakout Growth Podcast, Sean Ellis and Ethan Garr chat with positioning expert, April Dunford, author of the best-selling books, “Obviously Awesome” and “Sales Pitch.”   April had a successful career as a marketing and operations executive at companies including IBM and Nortel and it was in these roles that she developed her passion and approach to building effective positioning. Today she shares this passion and her knowledge as a consultant, speaker, and writer with companies around the world.    In “Sales Pitch”, April lays out her hypothesis that marketers have been taught storytelling that doesn’t work for sales. She says 60% of deals that are started are never finished so it’s often indecisiveness and the status quo that sales teams must work to overcome. Even if you are not focused on sales, you will find a lot of value in this discussion.   Messaging and positioning are fundamental to growth and what we get to in this conversation is a deeper look into how businesses can differentiate themselves, help their audiences discover value, and ultimately break through the noise.   What makes this especially fun and useful is that April isn’t afraid to take contrary and non-obvious positions. As an example, she doesn’t like the concept of Product/Market Fit, and since we do, it made for some good back-and-forth!   So jump into this week’s episode of The Breakout Growth Podcast as we learn more about the art of effective positioning with April Dunford.   And thanks for listening to the Breakout Growth Podcast. Don’t forget, to watch us and subscribe on Youtube: https://www.youtube.com/channel/UC-K_CY4-IrZ_auEIs0j97zA/featured We discussed: * April's story from executive to “Positioning is my jam!”(06:46) * The problem with most sales pitches (09:44) * Why it matters that 60% of started deals are never finished (22:04) * Building and validating your sales Pitch (27:02) * Positioning isn’t static; how to keep it fresh (52:44) And much, much, more . . .  Get full access to Sean’s Substack at seanellis.substack.com/subscribe

    1h 2m
  7. International Expansion as a Growth Lever, Another Chat With AllTrails CEO

    11/28/2023

    International Expansion as a Growth Lever, Another Chat With AllTrails CEO

    If you want to know just how awesome AllTrails is, just ask Apple! Out of over 2 million apps in the App Store, AllTrails is one of just three finalists waiting to hear if they have been selected as Apple’s 2023 App of the Year. So, of course, we are delighted to welcome back to the podcast, Ron Schneidermann, AllTrails’s CEO.    Ron first joined Sean Ellis and Ethan Garr for a chat back in early 2022. At the time, the company was riding Covid-driven enthusiasm for socially distanced activities and had recently raised $150 million in private equity funding. Now, almost two years later, we wanted to hear how it has been going for this hyper-growth app that helps people have fun exploring the outdoors.   After the pandemic, Ron and his team were determined to continue accelerating growth and that meant pushing in new directions while at the same time building on what was already working well. To keep moving forward, they made big bets on international expansion, invested in new areas like e-commerce, and kept the focus on improving mindset and execution. And the growth has continued.    “Momentum begets momentum,” says Ron, and while the flywheel has accelerated and many of the bets have worked out, it hasn’t all been easy. In this conversation, Ron shares not just the wins, but the struggles and challenges that come hand-in-hand with managing rocketship growth.    There is a lot to this episode. From valuable learnings when looking to expand across borders to a really important discussion on leadership and vulnerability. And you will find out what it means when Ron says at AllTrails “Authenticity is our currency.”AllTrails.  So jump into this week’s episode of The Breakout Growth Podcast. And thanks for listening to the Breakout Growth Podcast. Don’t forget, to watch us and subscribe on Youtube: https://www.youtube.com/channel/UC-K_CY4-IrZ_auEIs0j97zA/featured We discussed: * Obsessing on growth, not just maintaining the status quo (08:43) * “Much harder than we expected;” pushing for international growth (14:40) * Modern growth structure. Is “head of growth” obsolete? (35:43) * Growth as a role of influence, not ownership (36:36) * People challenges and hypergrowth; avoiding toxcity (44:55) * Authenticity as a personal core value (52:16) And much, much, more . . . Get full access to Sean’s Substack at seanellis.substack.com/subscribe

    1h 3m
  8. Before you Invest in Tools, Heed this Advice From Pendo’s CEO

    09/25/2023

    Before you Invest in Tools, Heed this Advice From Pendo’s CEO

    According to Todd Olson, Pendo’s founder and CEO, ‘the market isn’t just receptive to AI, it’s demanding it!’  So in this week’s episode of The Breakout Growth Podcast Sean Ellis and Ethan Garr dive deep with Todd, to better understand what this and other changes in the world of product, marketing, and growth will mean for businesses.   Pendo helps companies accelerate how they build and launch products that customers actually want by combining the power of analytics tools with messaging and customer experience features. For Product-Led Growth companies, this can be quite powerful as it helps teams intelligently use analytics to understand and drive specific valuable behaviors.    In this spirited and fun conversation, we get a sense of Todd’s approach and philosophy, and how that has helped drive Pendo’s international growth over the past 10 years.  From the outset, the company was focused on improving customer experiences in software, but in the past few years, they have been able to accelerate that mission by investing in machine learning.   Todd says it’s really important to understand that the “mindset drives the tech,” not the other way around, and he’s built a culture to support that. Just as with our last podcast episode with the VP of EMEA from Moloco, Todd is laser-focused on building enthusiasm around outcomes from technology, not on the technology itself.   He says teams have a tendency to celebrate when they ship software, but really the celebration should start when the desired outcome is achieved. It’s this kind of candid and thoughtful growt-minded thinking that made for a great discussion and undoubtedly has been foundational to Pendo’s success thus far.   So jump in! And thanks for listening to the Breakout Growth Podcast. Don’t forget, to watch us and subscribe on Youtube: https://www.youtube.com/channel/UC-K_CY4-IrZ_auEIs0j97zA/featured We discussed: * Building Pendo with a mission to improve experiences in software (06:10) * Speed of innovation is important, but we have to balance change (13:22) * What AI means for businesses and how to embrace it (18:14) * Marketing and product’s relationship to data has changed at a different pace (22:00) * In the future, every PM is thinking about growth (37:31) * Smarter and more efficient: the impact of a down economy (47:58) And much, much, more . . . Get full access to Sean’s Substack at seanellis.substack.com/subscribe

    54 min
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About

Sean Ellis and Ethan Garr interview CEOs and product, growth and marketing leaders from the world's fastest-growing companies so that you can learn from them how to take your growth to the next level. Sean and Ethan draw on decades of experience growing breakout success companies and products including Dropbox, Robokiller, LogMeIn, Eventbrite, Lookout and Uproar to ask the right questions. seanellis.substack.com

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