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Episode Overview:
In this episode of the Breakout Growth Podcast, Sean Ellis and co-host Ethan Garr are joined by Gina Gotthilf, co-founder of a stealth-mode education startup backed by a $13M seed round led by Khosla Ventures. Gina shares her journey from launching Tumblr in Brazil to leading growth at Duolingo, and now to building the future of college. This conversation dives deep into the lessons Gina learned from scaling some of the most iconic tech brands and how she’s applying them to her current venture.
What you’ll learn:
* The importance of engagement and retention as proxies for product-market fit.
* How Gina’s scrappy, creative growth mindset has shaped her approach to both resource-constrained and well-funded environments.
* The role of AI in transforming education and scaling personalized learning experiences.
* Insights into PR as a growth channel and its underrated potential for organic growth.
* The challenge of balancing early-stage startup scrappiness with the opportunities of a $13M seed round.
Plus, Gina opens up about the joys and challenges of reconnecting with Gen Z audiences and her plans to become an influencer as a way to learn from and connect with potential users.
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Key Takeaways:
* Duolingo Lessons Applied to a New Venture
* Retention and engagement are critical for building long-term value.
* Product-market fit evolves and requires ongoing iteration to keep up with user needs.
* PR for Growth
* PR is about crafting stories that resonate deeply with audiences and journalists, driving impactful organic growth.
* Starting with Constraints
* Operating with a scrappy mindset, even when resources are available, can drive creativity and efficiency.
* The Role of AI in Education
* AI is a critical tool for modern startups to improve efficiency and scale solutions in meaningful ways.
About Gina Gotthilf:
Gina Gotthilf is the co-founder of a stealth-mode education startup aiming to redefine college in the United States and beyond. Previously, she served as VP of Marketing and Growth at Duolingo, where she helped scale the platform globally. Gina also co-founded Latitude, a venture fund and community for startups in Latin America. She’s passionate about creating meaningful impact through education and growth innovation.
Hiring at Gina’s Startup:
Gina’s startup is actively hiring! If you’re a top iOS engineer, designer, or software engineer from a leading tech company, reach out via LinkedIn, Instagram, or Twitter.
Timestamps:
* (03:56) Sean welcomes Gina to the podcast and reflects on her dynamic energy as a top-rated speaker at the Growth Hackers Conference.
* (06:01) Gina shares her growth philosophy: capturing attention and driving retention.
* (09:03) The origin story of Gina’s startup and the $13M seed round led by Khosla Ventures.
* (18:01) Gina’s career journey: from Tumblr to Duolingo to Latitude and beyond.
* (26:19) Scrappiness as a growth superpower—even with ample resources.
* (35:43) The plan to leverage social media and influencer strategies to connect with new audiences.
* (44:43) PR as a key growth lever for startups.
* (50:27) Gina highlights hiring opportunities and shares her approach to building a dream team.
Why Listen:
Gina’s passion for growth, her deep understanding of engagement and retention, and her dedication to education innovation make this episode a must-listen for growth professionals and founders alike. Her insights on leveraging PR, balancing resources, and staying scrappy in the face of challenges offer valuable lessons for anyone looking to drive breakout growth.
Links & Resources:
* LinkedIn: Gina Gotthilf
* Instagram: @Gina
* X (Twitter): @GinaG
* Subscribe to The Breakout Growth Podcast – Subscribe here
🎧 Subscribe to the Breakout Growth Podcast for more insights from the world’s most innovative growth leaders! – Subscribe here
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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
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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.
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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.
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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.
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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.
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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 . . .
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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 . . .
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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 . . .
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In this week’s episode of The Breakout Growth Podcast Sean Ellis and Ethan Garr chat AI and growth with Ben Jeger, Moloco’s Vice President of EMEA. Moloco’s machine learning-based advertising solutions help marketers take advantage of advertising opportunities outside of the “walled gardens” of Google, Meta, and Amazon.
In the past year, AI has taken on a life of its own for good reason, but we wanted to dig beneath the hype cycle to understand how this technology will really impact the world of growth. With Ben, we got just that.
Moloco hasn’t changed its messaging to capitalize on the AI whirlwind, even though it’s fair to say they are an AI company. They have simply continued their relentless focus on delivering customer outcomes. In performance marketing, that is the only thing that matters, and as Ben says, “Fancy words don’t get us there.”
So in this discussion, we learn how these tools level the playing field for marketers and why they are so valuable for augmenting human capabilities. In addition, we get a picture of why Moloco has grown 5x in the past two years to a $2+ billion valuation, and how Ben is approaching his task of expanding the business throughout Europe, the Middle East, and Africa.
Thanks for listening to the Breakout Growth Podcast, and don’t forget, to watch us and subscribe on Youtube: https://www.youtube.com/channel/UC-K_CY4-IrZ_auEIs0j97zA/featured
We discussed:
* Moloco’s 10-year, overnight success story (07:50)
* Defining AI and Machine Learning (10:58)
* In performance marketing, sustainability is about long-term outcomes (14:41)
* “It’s not a lie to say we are an AI company,” but what matters is outcomes (17:51)
* Creating value outside of the “walled gardens” (27:43)
* Growing Moloco beyond gaming (33:52)
And much, much, more . . .
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In this week’s episode of The Breakout Growth Podcast, Sean Ellis and Ethan Garr chat with Jonas Klink, Thrive Market’s Vice President of Product Management & Design. Thrive Market is a subscription-based online grocery delivery service that aims to make healthy living easy and affordable for everyone.
And that is a perfect fit for Jonas, who has over 15 years of experience in eCommerce working at companies like eBay, Walmart, and WeightWatchers. As he thought about the next chapter in his career, Jonas wanted to find a mission-driven company where he could make a difference, and Thrive is proving to be the right place for him to have that impact.
So in this conversation, we dig deep into Jonas’ growth approach and his passion for building organizational learning velocity. Scientific rigor is at the heart of his process, but speed is key. He explains that to keep growth flowing, tests must focus on answering hypotheses, but they cannot get bogged down by everything else needed for broad distribution.
If you have ever struggled to manage design in a high-tempo testing environment you will particularly enjoy this conversation. Jonas and his team have built a culture where UX and product are deeply connected so that design can flow into experimentation without encumbering it.
And that is just the beginning. From his use of the RICE prioritization framework to building alignment around a North Star Metric, Jonas is building the culture of experimentation most of us strive for as we look to accelerate growth.
So join us as we dive in with Jonas Klink and find out what’s driving breakout growth success at Thrive Market.
We discussed:
* Sustainability, healthy living, and 18 million orders: (05:11)
* Bringing experience from Walmart, eBay, and Jet.com to Thrive Market : (10:08)
* Organizing for rapid experimentation and great design: (14:54)
* Building a growth language where learnings replace failures: (30:58)
* The importance of lightweight process for teams: (39:11)
And much, much, more . . .
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In this week’s episode of The Breakout Growth Podcast Sean Ellis and Ethan Garr chat with Arjun Mahadevan, Co-Founder and CEO of doola, a launchpad for your first or next business. Most founders want to spend their time finding Product/Market Fit, but unfortunately, the work of just running a business itself can often get in the way.
Doola looks to help founders remove these distractions by offering a “business-in-a-box” solution. The company helps you form your LLC, then manage everything from bookkeeping and banking, to taxes and compliance.
Other companies, like LegalZoom, offer business formation services, and certainly, lawyers and accountants can help with these processes too. But doola’s approach is about customer success and building a community where founders can find the support they need. Arjun says it’s both “high tech and high touch”.
Arjun says doola has helped founders in 175 countries form their LLCs in the US, and his team is all about finding the highest-leverage opportunities that will result in a great product suite and community for the business owners they serve.
So, if you are looking for some great inspiration and insights into how to optimize for sustainable growth, check out this episode of The Breakout Growth Podcast with Arjun Mahadevan, Co-Founder and CEO of doola.
We discussed:
* Business-in-a-Box; the doola backstory: (06:04)
* Meeting the needs of Covid-driven eCommerce acceleration: (15:45)
* Building for retention beyond LLC formation: (25:52)
* Just-in-time user acquisition: (30:38)
* White labeling doula via API: (34:55)
And much, much, more . . .
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In this week’s episode of The Breakout Growth Podcast Sean Ellis and Ethan Garr chat with Brendan Candon, Co-Founder and CEO of SidelineSwap, an online marketplace for sporting goods.
“Recommerce” is becoming increasingly popular. Reusing, reselling, and recycling used items creates value for buyers and sellers, and the process of trading in and trading up can actually be kind of fun. Brendan and his team have leaned into this by making it easy for athletes, parents, and coaches to find new homes for gear that might otherwise languish in their closets or end up in landfills.
Recently Brendan and his co-founders raised money through DSG Ventures (Dick’s Sporting Goods’ venture fund), and we learn how this strategic partnership has unlocked a unique growth channel. By bringing used gear to Sideline Swap Trade-in events, held at Dick’s Sporting Goods stores across the US, consumers can get paid instantly with gift cards, which they can then use to buy new gear in the store.
Not only does this build inventory for the online marketplace, but it also introduces new audiences to the platform. It’s this kind of thinking that has helped SidelineSwap compete and grow in a world dominated by large incumbents like Craigslist and eBay.
Brendan tells the story from the very beginning when the idea was born after he bought used lacrosse gear from a friend. He describes the constant work to learn and grow, and the grind and discipline it has taken to build the business into a top-100 marketplace according to Andreessen Horowitz.
So jump into this week’s episode of The Breakout Growth Podcast and learn about the amazing growth journey of SidelineSwap.
We discussed:
* The SidelineSwap backstory: from personal pain point to top-100 marketplace (08:00)
* Focusing on one sport first to win the hard side (11:38)
* Trade-in events, a unique channel to power growth (27:03)
* New opportunities and a win-win with DSG Ventures’ investment (35:04)
*Re-commerce and the power of “being where the customers are” (45:53)
And much, much, more . . .
Get full access to Sean’s Substack at seanellis.substack.com/subscribe -
In this week’s episode of The Breakout Growth Podcast, Sean Ellis and Ethan Garr are joined by Hugo Pereira as he describes the experience of bringing the lessons of leading a hyper-growth rocketship into his new role as a startup founder.
When Hugo first appeared on the podcast in 2020 he was Chief Growth Officer of EVBox, a manufacturer of electric vehicle charging stations. The market was exploding, and Hugo had discovered that the more he and his team leaned into customer advocacy as a mechanism for leading their industry, the more success they could drive.
Listen to the original interview here: apple.co/3xmXoT1
After seven years, Hugo decided it was time for a change. While taking a sabbatical with his family, the idea for Ritmoo, a team communications and engagement platform, was born. And today, Hugo is on his way and applying the lessons from his EVBox days to building something unique and valuable.
So, in this conversation, we look to understand how Hugo approaches his search for product/market fit, and how his experience informs his thinking and decision-making. We also ask how his passion for customer advocacy can serve him in this next chapter of his career.
We even discuss how some of his EVBox experiences may have to be unlearned or rethought as he faces new challenges in a very different startup environment.
Hugo’s experience and track record are powerful tools to guide his next chapter, but the reality is that there are no guarantees for new businesses. So this is an honest conversation about taking a big shot but giving yourself the best odds using what you have learned as your compass.
We discussed:
* From Hypergrowth to starting anew: Hugo’s Journey (05:01)
* Bringing learnings from growth stages into a startup (10:51)
* Putting the focus on customers, not competition (12:21)
* Too many choices and other founder challenges (19:48)
* Principles for building a new tool for businesses (38:33)
And much, much, more . . .
The Breakout Growth Podcast is also on YouTube: https://www.youtube.com/channel/UC-K_CY4-IrZ_auEIs0j97zA/featured
Get full access to Sean’s Substack at seanellis.substack.com/subscribe -
In this week’s episode of The Breakout Growth Podcast, brought to you by SAP, Sean Ellis and Ethan Garr catch up with Henry Schuck, CEO & Founder of ZoomInfo. We first spoke with Henry after his company’s 2020 IPO. So in this conversation, we wanted to see what has changed for him and his team over the last few years.
What we found is a much larger company, expanding into new areas, and taking on increasingly greater challenges. And for Henry, that has meant changes in how he leads his now 4000+ person team (it was about 1100 when we first spoke). But, the most important takeaways from this discussion may not be in what has changed, but rather in what has stayed the same.
As Henry recounts the stories of how his company took on the challenge of adding a talent acquisition service, or how his go-to-market insights team helped surface opportunities for growth, what is clear is that the same principled approach that brought ZoomInfo to its IPO continues today. That approach is very much based on data, experimentation, and an unstoppable desire to inspire curiosity across the organization.
Even though ZoomInfo is now a very large business, this is a conversation for businesses of all sizes and types. The importance of focus, the value of surfacing insights through data, and planning strategy in an organized way are all topics we discuss that apply to startups and scale-ups alike.
Before you jump in, learn more about SAP's cloud solutions for mid-size enterprises at sap.com/sme. If you have ambitious goals, SAP is the technology partner you need to scale and drive innovation. Instead of relying on stitched-together solutions to manage business finances, operations, HR, suppliers, and customer relationships, leverage the flexibility of SAP's cloud-based ERP solution to gain the insights that will help drive your breakout growth success.
Achieve breakout growth success now with SAP at bit.ly/3UUPDxJ
Thanks for listening to the Breakout Growth Podcast, and don’t forget, to watch us and subscribe on Youtube: https://www.youtube.com/channel/UC-K_CY4-IrZ_auEIs0j97zA/featured
We discussed:
* ZoomInfo today: Expansion and Growth post-IPO (08:15)
* Changing responsibilities as the head of a public company (12:56)
* The importance of communications as companies scale (15:18)
* How the best-run companies plan strategy (16:29)
* “Docusigns per day” as an aligning KPI (17:55)
* Making a lot of big bets and maintaining focus (37:32)
* Leveraging a valuable data asset (38:14)
And much, much, more . . .
Get full access to Sean’s Substack at seanellis.substack.com/subscribe -
In this week’s episode of The Breakout Growth Podcast, brought to you by SAP, Sean Ellis and Ethan Garr speak with GS Jha, who serves as both Global Chief Information Officer and Chief Information Security Officer at Accuray, a manufacturer of radiotherapy technologies.
When you hear GS’s story it’s evident where his passion for life sciences comes from. As a child growing up in India, GS saw firsthand the impacts of poor access to medicine on his community.
And while he thought that his contributions to world health might be as a doctor, ultimately his path led to a place where infrastructure and business converged. That intersection is a key reason why GS feels he can be a catalyst for growth at Accuray in his role as CIO.
From GS’s perspective, success depends on aligning the systems he manages with the goals of both the company and the individuals who drive it forward. And what connects these things together is creating value for customers.
So we think you will enjoy this discussion as you hear why even as CIO, GS sees engaging with oncologists directly as an important part of his role, and why everything from his hiring approach to his considerations for systems and infrastructure is informed by a larger mission to save lives.
Before you jump in, learn more about SAP's cloud solutions for mid-size enterprises at sap.com/sme. If you have ambitious goals, SAP is the technology partner you need to scale and drive innovation. Instead of relying on stitched-together solutions to manage business finances, operations, HR, suppliers, and customer relationships, leverage the flexibility of SAP's cloud-based ERP solution to gain the insights that will help drive your breakout growth success.
Achieve breakout growth success now with SAP at bit.ly/3UUPDxJ
Thanks for listening to the Breakout Growth Podcast, and don’t forget, to watch us and subscribe on Youtube: https://www.youtube.com/channel/UC-K_CY4-IrZ_auEIs0j97zA/featured
We discussed:
* On a mission to deliver lifesaving technologies (04:21)
* CIO vs. CTO, what are the differences (07:33)
* How IT functions to unlock a business’ potential (11:31)
* The challenges and importance of driving alignment (27:19)
* Hiring technology people to drive growth (33:11)
* Learning from customers, directly (33:56)
And much, much, more . . .
Get full access to Sean’s Substack at seanellis.substack.com/subscribe -
Product-Led Growth is all the rage, but it wasn’t working
Today, things are looking good for Chameleon and its CEO, Pulkit Agrawal. Since we recorded this week’s episode of The Breakout Growth Podcast with him, Chameleon announced a successful Series A. But in 2015 the company was heading towards the startup scrap heap.
That’s where co-hosts Sean Ellis and Ethan Garr pick up this conversation. Pulkit and his co-founders had built a product that offered simple tools to personalize customer experiences with product tours and tooltips. They were following the Product-Led playbook that was driving success for other startups in similar categories all around them.
The problem was they were running out of money. The business was not taking off even with an easy-to-use self-serve interface and low prices.
Pivoting to a Sales-Led Go-to-Market Strategy
If you listened to our previous conversation with the CEO of Fireflies, Krish Ramanelli, you will hear a story where PLG was exactly the right strategy. So why wasn’t it right for Pulkit and his team? And how did he figure it out?
Jump in and hear how focusing on the must-have experience helped Pulkit and his team regroup and reframe the business, why he doesn’t see the world as either Sales-Led or Product-Led and how the tough early journey informed his team’s growth approach.
The Breakout Growth Podcast is also on YouTube: https://www.youtube.com/channel/UC-K_CY4-IrZ_auEIs0j97zA/featured
We discussed:
* Building a business to solve a personal pain point (03:59)
* Realizing the team had over-indexed on a self-serve model (06:08)
* Learning that intuition isn’t fact (12:48)
* Sales-Led & Product-Led; different learnings, different value (18:30)
* Thinking through customer motivations to drive growth (24:55)
* Building the culture to support Sales-Led growth (43:29)
And much, much, more . . .
Get full access to Sean’s Substack at seanellis.substack.com/subscribe -
In this week’s episode of The Breakout Growth Podcast, brought to you by SAP, Sean Ellis, and Ethan Garr talk with Sandeep Chouksey, Chief Technical Officer of Harry's, the company that manufactures and sells men's personal care products via online and retail channels.
It turns out Harry’s has a superpower! They can spin up a direct-to-consumer brand in just a matter of weeks, and then–if the brand’s potential is validated–roll into an omnichannel marketing strategy almost as quickly.
Unilever, Proctor & Gamble, and other giants of the consumer packaged goods industry are surely taking notice as Harry’s approach threatens to disrupt a variety of established players across markets. And men’s razors are just the beginning. The company, now valued at more than $1.7 Billion, has four brands in six countries . . . One of them is a cat food brand!
What gives Harry’s the confidence to try to make entrances into new and disparate categories? And why are they able to move so quickly? Sandeep explains that it starts with people; Harry’s is very intentional in how it hires people who are ready to “embrace the mammoth” and try new things.
In fact, Sandeep himself embodies this mindset and in our discussion, he doesn’t sound at all like a prototypical CTO. He views his role as one of aligning technical resources around their impact on growth, and “figuring out how to be omnichannel”. It’s an approach that seems to be working well for him and Harry’s, a fast-growing company changing the world of CPG.
Before you jump in, learn more about SAP's cloud solutions for mid-size enterprises at sap.com/sme. If you have ambitious goals, SAP is the technology partner you need to scale and drive innovation. Instead of relying on stitched-together solutions to manage business finances, operations, HR, suppliers, and customer relationships, leverage the flexibility of SAP's cloud-based ERP solution to gain the insights that will help drive your breakout growth success.
Achieve breakout growth success now with SAP at bit.ly/3UUPDxJ
Thanks for listening to the Breakout Growth Podcast, and don’t forget, to watch us and subscribe on Youtube: https://www.youtube.com/channel/UC-K_CY4-IrZ_auEIs0j97zA/featured
We discussed:
* From razors to cat food; leveraging digital capabilities (05:47)
* New speed in CPG; from DTC to omnichannel in a flash (07:19)
Get full access to Sean’s Substack at seanellis.substack.com/subscribe -
In this week’s episode of The Breakout Growth Podcast, brought to you by SAP, Sean Ellis, and Ethan Garr talk with Jonathan Becher, President of Sharks Sports & Entertainment. If you are a hockey fan you probably know the San Jose Sharks, the flagship brand of Jonathan’s organization, but in this discussion, we quickly learned that when it comes to growth, the sports team itself is just one component of an exciting and complex ecosystem.
With its huge media presence, four buildings (arenas and skating facilities), and fans with varying interest levels and unique backgrounds, Jonathan has a variety of tools and resources he and his team can tap into to create meaningful experiences to attract and retain audiences. But it is not without its challenges.
Professional sports are typically steeped in tradition and slow to embrace change, but sports teams can’t afford to ignore the world around them. The Sharks literally live in the heart of Silicon Valley, and the world around them is becoming more digitized every day. Jonathan sees his job as one of “pioneering the future of sports entertainment,” so growth is then about embracing traditions while at the same time building new, engaging, and interconnected digital experiences for the future.
A hockey fan at his core, Jonathan believes his staff is up to the task, and he brings a wealth of experience that includes everything from working as a developer to building startups, to even serving as CMO of SAP, to inform his approach. We learned quickly that Jonathan is a growth hacker at heart; working to understand the must-have experiences powering growth, and using data and experimentation to meet the needs of diverse audiences.
Before you jump in, learn more about SAP's cloud solutions for mid-size enterprises at sap.com/sme. If you have ambitious goals, SAP is the technology partner you need to scale and drive innovation. Instead of relying on stitched-together solutions to manage business finances, operations, HR, suppliers, and customer relationships, leverage the flexibility of SAP's cloud-based ERP solution to gain the insights that will help drive your breakout growth success.
Achieve breakout growth success now with SAP at bit.ly/3UUPDxJ
Thanks for listening to the Breakout Growth Podcast, and don’t forget, to watch us and subscribe on Youtube: https://www.youtube.com/channel/UC-K_CY4-IrZ_auEIs0j97zA/featured
We discussed:
* Much more than just a hockey team; Sharks Sports & Entertainment (05:40)
* A future built on content and connected experiences (28:18)
* Tattoos for die-hard fans &n
Get full access to Sean’s Substack at seanellis.substack.com/subscribe -
In this week’s episode of The Breakout Growth Podcast Sean Ellis and Ethan Garr chat with Kevin Indig, who at the time of the interview was the Director of SEO at Shopify. Search Engine Optimization (SEO) can be an important growth driver for startups, but it is an easy channel to misunderstand and get wrong. We wanted to talk to someone who is best-in-class in this field to separate truth from fiction and find out how growth leaders can support, leverage, and embrace SEO in their businesses.
Fortunately, Kevin brought his “A” game to the conversation and did a great job of demystifying SEO for our listeners. He explains why SEO is a must-have for some companies, but just a nice-to-have for others. Then he describes why, when SEO is a necessary channel for growth, companies should invest early and heavily to maximize their potential.
In the past, SEO could feel very “hacky” and there were definitely a lot of bad actors in the space. Kevin shows us why today’s SEO is won with a deep focus on delivering value, why it needs to be validated like any other channel, and why elements like backlinks continue to be important.
While you shouldn’t expect to leave this conversation as an SEO expert, you will very likely be in a much better place to support, guide, and set up your organization for SEO success after you hear Kevin share his knowledge and experience. This is one of our more directly practical discussions and one we really enjoyed.
So click that play button and jump in with Sean and Ethan as we look to better understand how to drive growth through Search Engine Optimization with Kevin Indig.
The Breakout Growth Podcast is also on YouTube: https://www.youtube.com/channel/UC-K_CY4-IrZ_auEIs0j97zA/featured
We discussed:
* The two dimensions of SEO at Shopify (04:09)
* Who wins with SEO: Aggregators versus Integrators (07:05)
* Misconceptions and constants in a murky world (18:49)
* Practical implementation; how to get started in SEO (34:39)
* Building SEO into a growing organization (36:26)
* Differentiation; why this is a channel that requires specific effort (50:20)
And much, much, more . . .
Get full access to Sean’s Substack at seanellis.substack.com/subscribe - Show more
