Hear how successful B2B SaaS companies and agencies compete - and win - in highly saturated categories. No fluff. No filler. Just strategies and tactics from founders, executives, and marketers. Learn about building moats, growing audiences, scaling businesses, and differentiating from the competition. New guests every week. Hosted by Peep Laja, founder at Wynter, Speero, CXL.
Winning in a large target market with Cognism's James Isilay
This week on How to Win: James Isilay, co-founder and CEO of Cognism, a sales intelligence and data platform. Founded in 2015, Cognism has seen explosive growth, going from $13.6M to $31M in revenue in the last year alone and sitting at over 320 employees. In this episode, we discuss the advantages of choosing a large target market and an essential product, and James explains how Cognism is targeting their ideal customer with a focused brand narrative. I share my thoughts on the "dos and don'ts" of mentorship, pivoting in the early days of your business, and how to tell the story of what makes your company unique.
Marketing a movement over a product with Terminus' Sangram Vajre
This week on How to Win: Sangram Vajre, co-founder and Chief Evangelist of Terminus, an account based marketing platform. Terminus was founded in 2014 and experienced exponential growth after hitting $1M in ARR in their first year. Since then, they have acquired five companies and have expanded to around 350 employees. In this episode, Sangram describes how Terminus created a category by starting a movement with a clear point of view, and the strategies they have used since to boost their success. I share my thoughts on community creation, why having a well-articulated point of view is compelling, and the importance of having both focus and resilience in your organization.
Aligning your business to your customers' interests with HoneyBook's Oz Alon
This week on How to Win: Oz Alon, founder and CEO of HoneyBook, a client management software for small businesses. Founded in 2013, HoneyBook recently completed their Series E funding valued at $2.4B. In this episode, we discuss HoneyBook's obsession with their customers, and how they stayed ahead of competitors by aligning their product with the interests of their target audience, supporting them initially in ways that wouldn't scale. I share my thoughts on category creation, the experimenter's mindset, and why word of mouth is the most important channel for B2B marketers.
Playing to your strengths and strengthening your brand identity with Seismic's Doug Winter
This week on How to Win: Doug Winter, co-founder and CEO of Seismic, a sales enablement platform that helps teams become more productive and engage with buyers in more compelling ways. Founded in 2010, Seismic has expanded globally, with offices in North America, Australia, and Europe. Today, Seismic boasts 1300 employees and a $280M ARR run rate. In this episode, Doug shares how Seismic achieved success by committing to keeping their specific subset of customers extremely happy, and by staying true to their brand identity. I share my thoughts on understanding your strengths as a founder, why maintaining a strong network will help in the early days of growing a business, and the power of a crystal clear brand identity.
Expanding internationally into market openings with Kameleoon's Jean-René Boidron
This week on How to Win: Jean-René Boidron, President and CEO at Kameleoon, an A/B testing, full-stack, and personalization platform that provides fast, secure solutions to help enterprise teams maximize customer engagement and conversion. Founded out of France in 2012, Kameleoon is now a global company with a team of over 185 employees, serving over 500 brands worldwide. In this episode, Jean-René walks us through the decision to focus on non-English speaking market openings before expanding globally, and why Kameleoon has chosen to raise brand awareness via prioritizing product quality, betting that a high quality product will generate more word of mouth. I share my thoughts on making the most of market openings, why being more local can be a strong competitive strategy, and why product differentiation is important, but no longer enough on its own.
Acting and adapting quickly with CaptivateIQ’s Mark Schopmeyer
This week on How to Win: Mark Schopmeyer, co-founder and co-CEO at CaptivateIQ, a commission management platform built to help teams power their incentive programs. Founded in 2017, CaptivateIQ has since expanded to 250 employees. They have just closed their Series C Funding with $100M, now sitting at a total of $165 million total throughout all rounds, raised at a valuation of $1.25B. In this episode, Mark explains why they sped into launching a version of the product that has since seen two more versions aimed at increased scalability, how they have aligned as a company through a deep understanding of the job to be done, and what early hiring bets have played off for them in the long run. I share my thoughts on why it's okay to launch with a version of your product that isn't quite ready yet, why you should consider hiring people who are smarter and better than you in their areas of expertise, and why innovation is an important strategic element for any company looking to stick around for the long run.
A joy to listen to
There are a lot of “business podcasts” out there, but very few that deliver the goods. Really enjoy this show, and love the fresh take on all things biz.
Real-World Wins, No Fluff Case Studies
This tightly edited ~30 minute podcast is packed full of strategyand actionable insights. No rambling interviews or emojis here, Peep serves up valuable takeaways with a clear, direct approach. If you work in the digital realm of marketing or SaaS, How To Win is a must listen, each & every week.
Peep's insight is the best
Peep is the best out there for all things growth, marketing and conversion. Now, he's brought his knowledge to a podcast and he's also interviewing real people who have gone out there and learned how to win and they're teaching you how to do the same.