Honest, unfiltered conversations with the best from tech - spilling the tea about product, growth, and senior leadership topics. www.leahtharin.com
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The Impact Pricing Podcast will help you win more business at higher prices by teaching you about pricing and value. Once you understand how your buyers perceive the value of your product, you can build, market and sell products that win at higher prices. Pricing is really about creating, communicating and capturing value.
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Learn how to combine Product-Led Growth and Sales to grow a B2B business. We'll discuss case studies and talk with thought leaders in the PLG and growth community. www.growthmachines.com
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Everyone Hates Marketers | No-BS Marketing & Brand Strategy Podcast
Louis Grenier | Marketing & Branding
The only marketing podcast for people sick of marketing bullsh*t—with zero fluff and 1M+ downloads—voted "#1 marketing podcast worth your time" by Ahrefs. Running strong for seven years and 250+ episodes covering evergreen topics: * Customer research * Marketing strategy * Product marketing * Content marketing * Brand positioning * B2B marketing * Digital media * Advertising * Messaging * Branding No-nonsense marketer Louis Grenier serves real, actionable insights every week from industry bi ...
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Product with Panash is your regular product management rendezvous with leaders and operators across Europe and beyond to learn about their craft, how they built successful products and unpack the frameworks and secrets they’ve used in delivering growth for their businesses.
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Accelerate your B2B SaaS growth and get better as an operator. Join Paddle as we explore the truth behind the strategy and tactics of those scaling in SaaS. Basically this podcast gives you a team of advisors in the trenches actually doing the work.
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73: Austin Hay - BS Marketing, Dogfooding and the future of CRMs
1:03:09
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1:03:09
Cringe Marketing, Dogfooding, and the limitations of Hubspot and Salesforce with Austin Hay, the Co-Founder of Clarify (CRM). I talked with Austin on the rise of superficial marketing tactics and what they do to the importance of building a strong brand. We discuss why Product Managers cannot ignore Marketing anymore and the value of good dogfoodin…
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Listening to Your Market: The Key to Effective Pricing with Patrick Taylor
31:10
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31:10
Patrick Taylor is a global business improvement expert with over 30 years of delivered value leveraging experience across all domains of pricing and margin improvement as well as commercial and financial processes. In this episode, Patrick shares the critical aspects of effective pricing strategies and their impact on business profitability. He emp…
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Adding Sales to a Scaling Product-Led Business | Kristen Habacht, Typeform
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19:32
In this episode of the Growth Machines podcast, host Vincent Jong speaks with Kristen Habacht, Chief Revenue Officer at Typeform, about integrating sales into a product-led growth framework as a company scales. Kristen discusses the evolution of Typeform from a PLG pioneer to incorporating sales without creating artificial barriers for customers. S…
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Mastering the Nine Boxes: A Strategic Approach to Pricing with David Brown
26:59
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26:59
David Brown is the author of "Banned Business Books, Volume 1, Pricing," a fictional account that narrates how a marketer and a pricing guru stand up and optimize the pricing function in a company. In this episode, David shares what his book 'Banned Business Books' is all about highlighting the "Nine Boxes" framework for organizing and executing pr…
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72: Rand Fishkin - Why paid advertising sucks in 2024
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47:17
If you spend money on paid ads, chances are that you’re being taken advantage of. The biggest providers do it to you because they can and they optimize their systems more and more towards it. Rand Fishkin and me discuss the challenges and limitations of paid advertising, the role of AI in marketing, the importance of organic initiatives and why you…
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Blogcast: Understanding Fencing: Google’s Strategy to Maintain Regional Pricing for YouTube Premium
3:06
This is an Impact Pricing Blog published on July 4, 2024, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/understanding-fencing-googles-strategy-to-maintain-regional-pricing-for-youtube-premium/ If you have any feedback, definitely send it. You can reach us at mark@impactpricing.com. …
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How Behavioral Economics Influence Consumer Decisions Effectively with Kristen Berman
32:55
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32:55
Kristen Berman co-founded Irrational Labs, a behavioral product design company, with Dan Ariely in 2013. Irrational Labs helps companies and nonprofits understand and leverage behavioral economics to increase the health, wealth and happiness of their users. In this episode, Kristen explores the intricacies of pricing strategies, emphasizing the imp…
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71: John Cutler - How to structure a product organization
1:18:08
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1:18:08
John Cutler on the challenges of scaling and operating a collaborative product organization. We discuss different mental models for how different functions work together as teams and why it’s important to clarify and document the operating model, especially during times of growth, turnover, or changing strategies. John talks about the concept of sc…
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This is an Impact Pricing Blog published on June 27, 2024, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/how-to-charge-different-customers-based-on-value-received/ If you have any feedback, definitely send it. You can reach us at mark@impactpricing.com. Now, go make an impact. Conne…
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Learnings From a 2-Year Journey Towards Product-Led Growth | Sindre Haaland, SalesScreen
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18:55
In this episode of the Growth Machines podcast, host Vincent Jong speaks with Sindre Haaland, CEO of SalesScreen, about the company’s nearly two-year journey to launch a Product-Led Growth offering. Sindre discusses SalesScreen history, their sales gamification platform, and the challenges and strategies involved in shifting from a sales-led to a p…
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#CLASSIC The Power of Behavioral Economics in Pricing with Florian Bauer
31:18
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31:18
Florian Bauer is an internationally sought-after expert and speaker on the subject of price psychology and behavioral pricing. He is an honorary professor at the Technical University of Munich and author of several books on price research. He also has a doctorate in Psychology at TU Darmstadt, MIT, and Harvard. In this episode, Florian talks about …
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70: Pedro Goés - Building for enterprise customers in an oversaturated market
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42:37
Summary Pedro Góes, the founder and CEO of InEvent, discusses with me the challenges and strategies of selling to enterprise clients in the event tech industry. Why in-person interactions and relationship-building can’t be beat by pure self-serve. The value of certifications and how they contribute to higher retention rates. He shares insights on t…
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Blogcast: Revamp Your Pricing Strategy: Pros & Cons of 4 Popular Models
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10:02
This is an Impact Pricing Blog published on June 20, 2024, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/revamp-your-pricing-strategy-pros-cons-of-4-popular-models/ If you have any feedback, definitely send it. You can reach us at mark@impactpricing.com. Now, go make an impact. Conn…
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Generative Pricing Explained: How AI Will Transform Value Measurement and Proposal Success with Steven Forth
31:24
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31:24
Steven Forth is Ibbaka’s Co-Founder, CEO, and Partner. Ibbaka is a strategic pricing advisory firm. He was CEO of LeveragePoint Innovations Inc., a SaaS business. In this episode, Steven explores the concept of generative pricing, emphasizing how AI can transform pricing strategies through real-time value measurement and dynamic proposal evaluation…
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69: Janna Bastow - The challenges and opportunities AI brings to Product Management.
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51:18
What is the role of product managers in the age of AI and the potential impact of AI on roadmapping and expectation management? Janna Bastow, CEO & Co-Founder ProdPad / Co-Founder of Mind the Product, shares her perspective on how AI is just another tool that can help product managers synthesize feedback and speed up certain aspects of their job. W…
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Blogcast: Collusion vs. Implicit Collusion: Navigating Legal and Profitable Pricing Strategies
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This is an Impact Pricing Blog published on June 13, 2024, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/collusion-vs-implicit-collusion-navigating-legal-and-profitable-pricing-strategies/ If you have any feedback, definitely send it. You can reach us at mark@impactpricing.com. Now,…
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Leveraging Trials When Selling Complex Products | Laura Erdem, Dreamdata
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20:56
In this episode of the Growth Machines podcast, host Vincent Jong talks with Laura Erdem from Dreamdata about their unique approach to combining product-led growth and traditional sales in their go-to-market strategy. Laura delves into her role and the evolution of Dreamdata's sales strategy, from a sales-led model to incorporating a free trial pro…
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Product-Led Growth vs. Sales-Led Growth with Leah Tharin
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32:17
Leah Tharin brings B2B SaaS to the product-led growth retention light. Advising organizations to bring growth, product, marketing, and sales in line, scaling to move down or upmarket. She works in the operational details and not the hypothetical clouds with her clients. In this episode, Leah explains the differences between product-led growth (PLG)…
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68: Vijay Iyengar: Unbundling PLG and why BI tools are not good for analysis
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53:26
When is PLG just a fad? Vijay Iyengar, Senior Director of Product at Mixpanel discusses with me about the misconceptions around PLG and the role of analytics in driving business growth and why first principles is in our field the only thing we have. Do PM’s really need to have a basic understanding of data and how it is stored and analyzed with LLM…
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This is an Impact Pricing Blog published on June 6, 2024, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/price-segmentation-in-action-why-geography-matters-for-your-wallet/ If you have any feedback, definitely send it. You can reach us at mark@impactpricing.com. Now, go make an impac…
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Navigating Pricing Systems and Value-Based Selling in SaaS with Mac Kremer
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31:35
Mac Kremer leads the pricing strategy practice at K1 Investment Management. He is experienced in B2B SaaS investing and value creation work. In this episode, Mac shares strategies for growing SaaS businesses through price increases, upsells, cross-sells, and increased usage. It discusses the complexities of implementing pricing systems and emphasiz…
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67: Laura Schaffer: Layering self-serve into a Sales-led gig at Amplitude
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58:40
Laura Schaffer, VP Product Growth @ Amplitude shares her experience of launching a self-serve paid plan and a free plan at Amplitude, a sales-led organization. We discuss the changing landscape of selling, the power of self-serve product experiences, and the expectations of users. The conversation also delves into the tensions between sales and sel…
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This is an Impact Pricing Blog published on May 30, 2024, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/the-price-is-never-right/ If you have any feedback, definitely send it. You can reach us at mark@impactpricing.com. Now, go make an impact. Connect with Mark Stiving: Email: mark@…
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Enabling Self-Service in a Regulated Industry | Andrew Davies, Paddle
21:03
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21:03
In this episode of the Growth Machines Podcast, Vincent Jong hosts Andrew Davies, CMO of Paddle, to discuss how Paddle went from a product-led model back to a sales-led model to end up in its current hybrid state. Andrew provides insights into Paddle’s transition from a sales-driven model to an integrated product-led and sales strategy, the importa…
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Pricing for the Planet: Leveraging Sustainability as a Competitive Advantage with Fabien Cros
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31:49
With 10+ years in strategic data-marketing, digital, AI and management consulting across sectors like automotive, travel, pharma, and BPO, Fabien Cros has been recognized for his knack to develop and deploy impactful, data-driven solutions. His expertise spans data consulting, AI solutions, UX, marketing analytics, and more. In this episode, Fabien…
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66: Henrique Cruz - AHA! How to define and reach User activation
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47:09
Summary Activation and aha moments in product growth with Henrique Cruz, Head of Growth at Rows.com. How to find the right activation metric that predicts retention and how to iterate on the onboarding flow to improve activation. Examples of activation metrics and the challenges of tracking and improving activation. The importance of branding, the …
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Blogcast: How Value-Based Selling & Marketing Work Together to Drive Increased Profitability
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12:52
This is an Impact Pricing Blog published on May 23, 2024, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/how-value-based-selling-marketing-work-together-to-drive-increased-profitability/ If you have any feedback, definitely send it. You can reach us at mark@impactpricing.com. Now, go…
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Insights into Value-Based Pricing Strategies for B2B with Tom Nagle
27:59
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27:59
Dr. Thomas (Tom) Nagle founded the Strategic Pricing Group (now part of Monitor Deloitte) in 1987 soon after publication of the first edition of The Strategy and Tactics of Pricing. For more than three decades, he has advised companies, primarily in B-to-B markets, on how to manage more profitably the five elements of pricing strategy: Value Creati…
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65: Guillaume "G" Cabane - The Future of Marketing in an AI-Dominated Landscape
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57:48
Summary Guillaume Cabane and I discuss the future of marketing and the role of humans in a landscape dominated by AI and automation. We’re talking about what does drive marketing and sales teams, and how their future will look like. The conversation touches on topics such as product-led growth, market penetration, and the role of content marketing …
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This is an Impact Pricing Blog published on May 16, 2024, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/roi-calculators-busting-myths-and-building-trust-in-b2b-sales/ If you have any feedback, definitely send it. You can reach us at mark@impactpricing.com. Now, go make an impact. Co…
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Finding the right moment to activate the sales team | Susann Johansen, Oneflow
16:44
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16:44
In this episode of the Growth Machines podcast, I speak with Susann Johansen, Head of Growth and User Experience at OneFlow, about how they introduced Product-Led Growth at Oneflow, a traditionally sales-led company. Susans shares the evolution of OneFlow's go-to-market strategy, the challenges of implementing a freemium model, and the nuances of s…
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Practical Methods for Competitive Intelligence in Pricing with Jason Covitz
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25:32
Jason Covitz, the Vice President of Commercial Finance at Covetrus, possesses a wide range of expertise including CFO, Business Growth, Value-Based Pricing, Sales Effectiveness, and Product Management, among others. In this episode, Jason shares competitive pricing strategies, emphasizing the importance of understanding both inherent and relative v…
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64: Kristen Berman - Behavioral science and product growth
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54:37
Summary Kristen Berman, the Co-Founder of Irrational Labs discusses with me the psychology behind decision-making, the importance of understanding human behavior in product design, and the limitations of traditional research methods. We are exploring the challenges of balancing friction and value in user experiences, the role of context in shaping …
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This is an Impact Pricing Blog published on May 8, 2024, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/simplifying-segmentation-for-enhanced-profitability/ If you have any feedback, definitely send it. You can reach us at mark@impactpricing.com. Now, go make an impact. Connect with …
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The Role of Leadership in Shaping Pricing Strategies with Adrienne Gordon
26:07
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26:07
With over 25 years of experience in pricing strategy, analytics, and customer relationship management, Adrienne Gordon is passionate about empowering businesses to leverage pricing as a long-term strategic advantage and a path to self-actualization. In this episode, Adrienne delves into the profound impact of CEO decisions on overall company pricin…
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63: Kyle Pursell - Paths into Growth with the Head of Growth Optimization at Shopify
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1:10:31
Summary Kyle Pursell, the Head of Growth Optimization at Shopify, talks about impactful business strategies for growth. What is the challenge of moving upmarket, and the role of product-led growth in driving this success. And why cross-functional collaboration in growth initiatives is often undervalued. We also talk about the different paths to get…
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This is an Impact Pricing Blog published on May 2, 2024, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/reduce-the-risk-of-raising-prices/ If you have any feedback, definitely send it. You can reach us at mark@impactpricing.com. Now, go make an impact. Connect with Mark Stiving: Emai…
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How Userpilot Balances Product-Led and Sales-Assisted Growth | Yazan Sehwail, Userpilot
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18:58
In this episode of the Growth Machines podcast, Vincent Jong talks with Yazan Sehwail, co-founder of Userpilot, about integrating product-led strategies with human touch for optimal sales and expansion. Yazan shares Userpilot’s journey from focusing on one feature to managing complex product offerings, highlighting their approach to balancing free …
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Unlocking Pricing Potential Using the Pricing Spineometer with Tim Smith
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28:23
Tim Smith helps executives address critical questions in pricing, marketing, sales, and corporate strategy in the face of high uncertainty by using proven best practices informed by solid academic research. In this episode, Tim delves into the Pricing Spineometer, a comprehensive tool designed to assess a company's pricing capabilities. By examinin…
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62: Kieran Flanagan: The state of AI in 2024 in Tech
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Summary In the second conversation with Kieran Flanagan, SVP Marketing at Hubspot we talk about how we see AI really being used in tech and not just being a flashy thing you use once. From Sales, to Marketing to Product. Where are we today and where is all of this going? The conversation explores the role of AI in strategy, the potential for AI-dri…
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This is an Impact Pricing Blog published on April 25, 2024, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/the-value-of-a-feature-how-to-create-value-tables/ If you have any feedback, definitely send it. You can reach us at mark@impactpricing.com. Now, go make an impact. Connect with…
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Navigating Price Changes: Overcoming Fear and Implementing Strategy with Patrick Meegan
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29:02
Patrick Meegan is a Managing Director at Investor Group Services. Experienced in technology, industrials, consumer products, retail and e-commerce, subscription programs, pricing, and product strategy. In this episode, he delves into the complexities of pricing strategies, emphasizing the importance of aligning prices with the perceived value and u…
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61: Dennis R. Mortensen - How to win with building for productivity
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51:16
Dennis R. Mortensen is a serial entrepreneur and the founder of LaunchBrightly, which makes money by automating the most annoying things in our work lives (through AI). We talk about why it’s important to own your own data set for competitive advantage and the misconception that successful entrepreneurs should become investors. Dennis refuses to do…
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This is an Impact Pricing Blog published on April 18, 2024, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/b2b-market-research-is-overrated/ If you have any feedback, definitely send it. You can reach us at mark@impactpricing.com. Now, go make an impact. Connect with Mark Stiving: Em…
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The more you give, the better your leads get qualified | Mathias Thulin, GetAccept
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17:45
On this episode of the Growth Machines podcast I speak with Mathias Thulin from GetAccept. He shares how they developed the Go-to-Market model for GetAccept going from sales-led to freemium and now a combination of sales-led and free trial. As of today combines a free trial, an interactive product tour, and a book-a-demo option in an intuitive way.…
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AI vs. SaaS: Transforming Software Pricing and Value Delivery with Steven Forth
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25:47
Steven Forth is Ibbaka’s Co-Founder, CEO, and Partner. Ibbaka is a strategic pricing advisory firm. He was CEO of LeveragePoint Innovations Inc., a SaaS business. In this episode, Steven explains how AI can significantly enhance software customization and pricing, enabling more precise value delivery for each customer. He emphasizes that while AI i…
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60: Andrew Ettinger - Community-led growth in enterprise sales
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53:01
Summary I talked with the amazing Andrew Ettinger from Appen about community-led growth in enterprise sales, the importance of cross-functional understanding, and the transformation of content and community in the sales process. We are also diving into the impact of AI on the industry and the need for cross-functional understanding and collaboratio…
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This is an Impact Pricing Blog published on April 11, 2024, turned into an audio podcast so you can listen on the go. Read Full Article Here: https://impactpricing.com/blog/value-for-buyer-personas/ If you have any feedback, definitely send it. You can reach us at mark@impactpricing.com. Now, go make an impact. Connect with Mark Stiving: Email: mar…
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Dynamic Pricing Strategies for Sustainable Recurring Revenue with Amanda Northcutt
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29:18
As a consultant, coach, and 6-time executive, Amanda Northcutt has launched, grown, and scaled online businesses with fantastic results on both the individual and organizational level, while creating extraordinary, frictionless, and successful journeys for their customers. In this episode, Amanda delves on the importance of focusing on customer ret…
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59: Dani Grant - In-person Community building in a PLG product at Jam.Dev
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47:26
Summary Jam.dev created a tool called Jam that helps product managers and engineers communicate and debug bugs more effectively. The company has grown to over 100,000 users and has fixed more than 2 million bugs. They have adopted a unique approach to marketing, prioritizing community building and sharing their journey as builders. The company uses…
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