BUILD with Blake Bartlett

pHarini leads customer success at AWS, which is arguably the most important enterprise technology vendor today. She says customer success needs to play proactive offense more than reactive defense. By starting with your customer’s customer, you can align your strategic initiatives with your customers’ to achieve win-win outcomes. /ppbr/ppstrongKey Takeaways:/strong/pp[ 00:07 ] Overview of episode/pp[ 02:47nbsp;] What customer centricity means to Harini/pp[ 06:44nbsp;] Customer success as offense vs. defense/pp[ 15:50nbsp;] How customer success should partner with other teams, and should they partner with customer success?/pp[ 22:54nbsp;] How to get a good interface between CX and product, and correctly prioritizing what needs built/pp[ 27:27nbsp;] What you can do to move from defense to offense in your CX org/p

pA lot of PLG talk is focused on operational strategies and tactics. But what does PLG mean for the CEO of a company? What should your mindset be? How do you address common objections you might hear from your team (especially if transitioning to PLG for the first time)./ppbr/ppstrongKey Takeaways:/strong/pulli[00:04] Fully supporting product level growth/lili[00:39] Investing in sales, self-service, and not optimizing for the local maximum/lili[02:27] KPIs and linking to revenue/lili[03:18] Growth teams need support and buy-in/li/ulpbr/ppstrongMentioned in this episode:/strong/ppa href=https://openviewpartners.com/newsletter/#.YfRAM-rMIuU rel=noopener noreferrer target=_blankSign up for OpenViews weekly newsletter/a/ppa href=https://www.linkedin.com/in/mgonto/ rel=noopener noreferrer target=_blankMartin Gontovnika/a, Co-Founder and General Partner at HyperGrowth Partners/ppa href=https://www.hypergrowthpartners.com/ rel=noopener noreferrer target=_blankHyperGrowth Partners/a/ppSubscribe tonbsp;a href=https://www.youtube.com/channel/UCaVvQTEaCyt2bbkoAh7wPyg rel=noopener noreferrer target=_blankBlake Bartlett on YouTube/a./ppPodcast produced bynbsp;a href=https://openviewpartners.com/ rel=noopener noreferrer target=_blankOpenView/a./ppView ournbsp;a href=https://openviewpartners.com/blog rel=noopener noreferrer target=_blankblognbsp;/afor more context/inspiration./ppa href=https://www.linkedin.com/company/openview-/ rel=noopener noreferrer target=_blankOpenView on Linkedin/a/ppa href=https://twitter.com/openviewventure rel=noopener noreferrer target=_blankOpenView on Twitter/a/ppa href=https://www.instagram.com/openviewventure/ rel=noopener noreferrer target=_blankOpenView on Instagram/a/ppa href=https://www.facebook.com/OpenViewVenture/ rel=noopener noreferrer target=_blankOpenView on Facebook/a/p

p“Community” is a major buzzword today, and for good reason. Community creates leverage, and lots of it. Gonto ran marketing and growth at Auth0 for 7 years before the $6.5 billion acquisition by Okta. He cuts through the buzzword noise to give us his perspective and playbook on why (and how) to win with a community strategy./ppbr/ppstrongKey Takeaways:/strong/pulli[00:27] Overview —nbsp;Building a community/lili[02:24] Defining community, and why is it trending/lili[04:56] Creating communities through open source products, enterprise solutions, and other methods/lili[08:55] How to identify members to target if youre building from scratch/lili[13:31] Tapping into existing communities and identifying communities to target/lili[21:17] Doing research with a user, interviewing developers, and engaging on Twitter/lili[26:30] What does a community team look like, and who owns the effort in a PLG company?/lili[30:02] KPIs and measuring the business value of building community/li/ulpbr/ppstrongMentioned in this episode:/strong/ppa href=https://openviewpartners.com/newsletter/#.YfRAM-rMIuU rel=noopener noreferrer target=_blankSign up for OpenViews weekly newsletter/a/ppa href=https://www.linkedin.com/in/mgonto/ rel=noopener noreferrer target=_blankMartin Gontovnika/a, Co-Founder and General Partner at HyperGrowth Partners/ppa href=https://www.hypergrowthpartners.com/ rel=noopener noreferrer target=_blankHyperGrowth Partners/a/ppSubscribe tonbsp;a href=https://www.youtube.com/channel/UCaVvQTEaCyt2bbkoAh7wPyg rel=noopener noreferrer target=_blankBlake Bartlett on YouTube/a./ppPodcast produced bynbsp;a href=https://openviewpartners.com/ rel=noopener noreferrer target=_blankOpenView/a./ppView ournbsp;a href=https://openviewpartners.com/blog rel=noopener noreferrer target=_blankblognbsp;/afor more context/inspiration./ppa href=https://www.linkedin.com/company/openview-/ rel=noopener noreferrer target=_blankOpenView on Linkedin/a/ppa href=https://twitter.com/openviewventure rel=noopener noreferrer target=_blankOpenView on Twitter/a/ppa href=https://www.instagram.com/openviewventure/ rel=noopener noreferrer target=_blankOpenView on Instagram/a/ppa href=https://www.facebook.com/OpenViewVenture/ rel=noopener noreferrer target=_blankOpenView on Facebook/a/p

pCliff has a secret learning strategy: recruit the best people in the world at a skill to personally train you. It’s easier than you think. They’re just a DM away. Check out this quick pro tip and try it out yourself!/ppbr/ppstrongKey Takeaways:/strong/pulli[00:34] Rule 25 —nbsp;How to find the best people in the world at a skill/li/ulpbr/ppstrongMentioned in this episode:/strong/ppa href=https://openviewpartners.com/newsletter/#.YfRAM-rMIuU rel=noopener noreferrer target=_blankSign up for OpenViews weekly newsletter/a/ppa href=https://www.youtube.com/user/CliffWeitzman rel=noopener noreferrer target=_blankCliff Weitzman/a, a href=https://www.linkedin.com/in/cliffweitzman/ rel=noopener noreferrer target=_blankFounder amp; CEO of Speechify/a/ppCliffs YouTube video, a href=https://www.youtube.com/watch?v=2RiCjYmUEMM rel=noopener noreferrer target=_blank28 Lessons for Turning 28/a/ppa href=https://speechify.com/ rel=noopener noreferrer target=_blankSpeechify/a/ppSubscribe tonbsp;a href=https://www.youtube.com/channel/UCaVvQTEaCyt2bbkoAh7wPyg rel=noopener noreferrer target=_blankBlake Bartlett on YouTube/a./ppPodcast produced bynbsp;a href=https://openviewpartners.com/ rel=noopener noreferrer target=_blankOpenView/a./ppView ournbsp;a href=https://openviewpartners.com/blog rel=noopener noreferrer target=_blankblognbsp;/afor more context/inspiration./ppa href=https://www.linkedin.com/company/openview-/ rel=noopener noreferrer target=_blankOpenView on Linkedin/a/ppa href=https://twitter.com/openviewventure rel=noopener noreferrer target=_blankOpenView on Twitter/a/ppa href=https://www.instagram.com/openviewventure/ rel=noopener noreferrer target=_blankOpenView on Instagram/a/ppa href=https://www.facebook.com/OpenViewVenture/ rel=noopener noreferrer target=_blankOpenView on Facebook/a/p

pCliff is the Founder CEO of Speechify. He’s also a “full-time” YouTuber, with an awesome channel that features startup advice, life hacks, and self-improvement philosophy. He explains the why and how behind his personal brand strategy on YouTube, and we dive deep into one of my favorite videos of his, “28 Rules for Turning 28.”/ppbr/ppstrongKey Takeaways:/strong/pulli[02:45] Meet Cliff, CEO of Speechify, and his YouTube channel/lili[06:31] Connecting with an audience, and thinking will this be interesting to someone?/lili[08:15] 28 Rules for Turning 28/lili[12:27] Rule #10: Lead with Love/lili[15:55] Rule #22: Speed is critical/lili[21:36] How to begin writing your own rules for your age/li/ulpbr/ppstrongMentioned in this episode:/strong/ppa href=https://openviewpartners.com/newsletter/#.YfRAM-rMIuU rel=noopener noreferrer target=_blankSign up for OpenViews weekly newsletter/a/ppa href=https://www.youtube.com/user/CliffWeitzman rel=noopener noreferrer target=_blankCliff Weitzman/a, a href=https://www.linkedin.com/in/cliffweitzman/ rel=noopener noreferrer target=_blankFounder amp; CEO of Speechify/a/ppCliffs YouTube video, a href=https://www.youtube.com/watch?v=2RiCjYmUEMM rel=noopener noreferrer target=_blank28 Lessons for Turning 28/a/ppa href=https://speechify.com/ rel=noopener noreferrer target=_blankSpeechify/a/ppSubscribe tonbsp;a href=https://www.youtube.com/channel/UCaVvQTEaCyt2bbkoAh7wPyg rel=noopener noreferrer target=_blankBlake Bartlett on YouTube/a./ppPodcast produced bynbsp;a href=https://openviewpartners.com/ rel=noopener noreferrer target=_blankOpenView/a./ppView ournbsp;a href=https://openviewpartners.com/blog rel=noopener noreferrer target=_blankblognbsp;/afor more context/inspiration./ppa href=https://www.linkedin.com/company/openview-/ rel=noopener noreferrer target=_blankOpenView on Linkedin/a/ppa href=https://twitter.com/openviewventure rel=noopener noreferrer target=_blankOpenView on Twitter/a/ppa href=https://www.instagram.com/openviewventure/ rel=noopener noreferrer target=_blankOpenView on Instagram/a/ppa href=https://www.facebook.com/OpenViewVenture/ rel=noopener noreferrer target=_blankOpenView on Facebook/a/p

pAdding a top-down sales motion is a make-or-break moment for PLG companies. If it’s done right, it can make you the next big thing in your category. If it’s not done right, it can break your team and ultimately compromise your position in the market. The answer? All-in commitment from the founders and key leaders. Enterprise PLG is a team sport!/ppbr/ppstrongKey Takeaways:/strong/pulli[00:06] The most common mistakes John sees PLG founder make when adding sales to a bottom-up or self-service motion /lili[02:15] The hidden subtext to be helpful/li/ulpbr/ppstrongMentioned in this episode:/strong/ppa href=https://openviewpartners.com/newsletter/#.YfRAM-rMIuU rel=noopener noreferrer target=_blankSign up for OpenViews weekly newsletter/a/ppa href=https://www.linkedin.com/in/johneitel/ rel=noopener noreferrer target=_blankJohn Eitel, Former Global Vice President of Sales amp; Success at Canva/a/ppa href=https://www.canva.com/ rel=noopener noreferrer target=_blankCanva/a/ppSubscribe tonbsp;a href=https://www.youtube.com/channel/UCaVvQTEaCyt2bbkoAh7wPyg rel=noopener noreferrer target=_blankBlake Bartlett on YouTube/a./ppPodcast produced bynbsp;a href=https://openviewpartners.com/ rel=noopener noreferrer target=_blankOpenView/a./ppView ournbsp;a href=https://openviewpartners.com/blog rel=noopener noreferrer target=_blankblognbsp;/afor more context/inspiration./ppa href=https://www.linkedin.com/company/openview-/ rel=noopener noreferrer target=_blankOpenView on Linkedin/a/ppa href=https://twitter.com/openviewventure rel=noopener noreferrer target=_blankOpenView on Twitter/a/ppa href=https://www.instagram.com/openviewventure/ rel=noopener noreferrer target=_blankOpenView on Instagram/a/ppa href=https://www.facebook.com/OpenViewVenture/ rel=noopener noreferrer target=_blankOpenView on Facebook/a/p

pJohn built the global sales team at Canva, which allowed the company to expand further into the enterprise. He walks us through everything a PLG founder needs to know about adding a top-down motion to a bottom-up, product-led foundation. When should PLG companies do this? Why is it necessary? What is the strategy? And how do you do it IRL?nbsp;/ppbr/ppstrongKey Takeaways: /strong/pulli[4:35] Repeatability in enterprise customers and understanding where these deals stall out/lili[8:01] Stall points in enterprise spending and getting purchase approval/lili[10:30] Embracing a top-down motion for PLG companies/lili[14:17] Combining bottom-up and top-down to scale business using customer success stories/lili[17:24] Communicating to executives the story of what software adoption saves/lili[20:24] A broader context and story of how the platform improves customer lives/lili[22:47] How the data component can make or break sales efforts/lili[27:40] Where is adoption happening and using data to determine who gets involved/lili[30:10] How to get the entire company working with sales/li/ulpbr/ppstrongMentioned in this episode:/strong/ppa href=https://openviewpartners.com/newsletter/#.YfRAM-rMIuU rel=noopener noreferrer target=_blankSign up for OpenViews weekly newsletter/a/ppa href=https://www.linkedin.com/in/johneitel/ rel=noopener noreferrer target=_blankJohn Eitel, Former Global Vice President of Sales amp; Success at Canva/a/ppa href=https://www.canva.com/ rel=noopener noreferrer target=_blankCanva/a/ppSubscribe tonbsp;a href=https://www.youtube.com/channel/UCaVvQTEaCyt2bbkoAh7wPyg rel=noopener noreferrer target=_blankBlake Bartlett on YouTube/a./ppPodcast produced bynbsp;a href=https://openviewpartners.com/ rel=noopener noreferrer target=_blankOpenView/a./ppView ournbsp;a href=https://openviewpartners.com/blog rel=noopener noreferrer target=_blankblognbsp;/afor more context/inspiration./ppa href=https://www.linkedin.com/company/openview-/ rel=noopener noreferrer target=_blankOpenView on Linkedin/a/ppa href=https://twitter.com/openviewventure rel=noopener noreferrer target=_blankOpenView on Twitter/a/ppa href=https://www.instagram.com/openviewventure/ rel=noopener noreferrer target=_blankOpenView on Instagram/a/ppa href=https://www.facebook.com/OpenViewVenture/ rel=noopener noreferrer target=_blankOpenView on Facebook/a/p

pA product professional’s role changes dramatically over time as a company and product scales, and as the individual develops additional skills and experiences. Annie says you need to “product manage” your own career as a PM in this highly dynamic environment./ppbr/ppCalendly is an OpenView portfolio company. For a full portfolio list please visitnbsp;a href=http://ov.vc/ rel=noopener noreferrer target=_blankov.vc/a/ppbr/ppstrongKey Takeaways:/strong/pp[0:13] What its like for Annie to product manage her career as a PM/ppbr/ppstrongMentioned in this episode:/strong/ppa href=https://openviewpartners.com/newsletter/#.YfRAM-rMIuU rel=noopener noreferrer target=_blankSign up for OpenViews weekly newsletter/a/ppa href=https://www.linkedin.com/in/anniepearl/ rel=noopener noreferrer target=_blankAnnie Pearl, Chief Product Officer at Calendly/a/ppa href=https://calendly.com/ rel=noopener noreferrer target=_blankCalendly/a/ppSubscribe tonbsp;a href=https://www.youtube.com/channel/UCaVvQTEaCyt2bbkoAh7wPyg rel=noopener noreferrer target=_blankBlake Bartlett on YouTube/a./ppPodcast produced bynbsp;a href=https://openviewpartners.com/ rel=noopener noreferrer target=_blankOpenView/a./ppView ournbsp;a href=https://openviewpartners.com/blog rel=noopener noreferrer target=_blankblognbsp;/afor more context/inspiration./ppa href=https://www.linkedin.com/company/openview-/ rel=noopener noreferrer target=_blankOpenView on Linkedin/a/ppa href=https://twitter.com/openviewventure rel=noopener noreferrer target=_blankOpenView on Twitter/a/ppa href=https://www.instagram.com/openviewventure/ rel=noopener noreferrer target=_blankOpenView on Instagram/a/ppa href=https://www.facebook.com/OpenViewVenture/ rel=noopener noreferrer target=_blankOpenView on Facebook/a/p

pEvery PLG business will eventually have to build for the enterprise. Why? Bottom up adoption can indeed go “all the way up”...to the C-level of large organizations. But to get that 6- or 7-figure contract, you’ll need to beef up the product for the big leagues. Annie has gone through the journey at Glassdoor, and now at Calendly. She shares her playbook with us in today’s episode./ppbr/ppCalendly is an OpenView portfolio company. For a full portfolio list please visitnbsp;a href=http://ov.vc/ rel=noopener noreferrer target=_blankov.vc/a/ppbr/ppstrongKey Takeaways:/strong/pp[2:10] What it looks like for PLG businesses to embrace enterprise/pp[4:42] Three components that make adopting enterprise easier said than done/pp[7:49] How to tackle the PLG plus enterprise transition in terms of people /pp[17:00] Maintaining simplicity and the end user experience as a philosophical north star/pp[19:51] Trades offs of embracing enterprise products from the PLG standpoint, and how to manage them/pp[22:57] Building solutions for personas and horizontal platforms/pp[28:06] Platforms and opting into layers of complexity/pp[30:01] Foundational step number one to building towards enterprise/ppbr/ppstrongMentioned in this episode:/strong/ppa href=https://openviewpartners.com/newsletter/#.YfRAM-rMIuU rel=noopener noreferrer target=_blankSign up for OpenViews weekly newsletter/a/ppa href=https://www.linkedin.com/in/anniepearl/ rel=noopener noreferrer target=_blankAnnie Pearl, Chief Product Officer at Calendly/a/ppa href=https://calendly.com/ rel=noopener noreferrer target=_blankCalendly/a/ppSubscribe tonbsp;a href=https://www.youtube.com/channel/UCaVvQTEaCyt2bbkoAh7wPyg rel=noopener noreferrer target=_blankBlake Bartlett on YouTube/a./ppPodcast produced bynbsp;a href=https://openviewpartners.com/ rel=noopener noreferrer target=_blankOpenView/a./ppView ournbsp;a href=https://openviewpartners.com/blog rel=noopener noreferrer target=_blankblognbsp;/afor more context/inspiration./ppa href=https://www.linkedin.com/company/openview-/ rel=noopener noreferrer target=_blankOpenView on Linkedin/a/ppa href=https://twitter.com/openviewventure rel=noopener noreferrer target=_blankOpenView on Twitter/a/ppa href=https://www.instagram.com/openviewventure/ rel=noopener noreferrer target=_blankOpenView on Instagram/a/ppa href=https://www.facebook.com/OpenViewVenture/ rel=noopener noreferrer target=_blankOpenView on Facebook/a/p

pFounders often shoot themselves in the foot when it comes to running an Mamp;A process. Andrew points out the most common mistakes he’s seen, and how to avoid them./ppbr/ppstrongKey Takeaways:/strong/pp[0:23] The Biggest Mistake Founders Make Selling Their Business/ppbr/ppstrongMentioned in this episode:/strong/ppa href=https://openviewpartners.com/newsletter/#.YfRAM-rMIuU rel=noopener noreferrer target=_blankSign up for OpenViews weekly newsletter/a/ppa href=https://www.linkedin.com/in/agazdecki/ rel=noopener noreferrer target=_blankAndrew Gazdecki, CEO of MicroAcquire/a/ppa href=https://microacquire.com/ rel=noopener noreferrer target=_blankMicroAcquire/a/ppSubscribe tonbsp;a href=https://www.youtube.com/channel/UCaVvQTEaCyt2bbkoAh7wPyg rel=noopener noreferrer target=_blankBlake Bartlett on YouTube/a./ppPodcast produced bynbsp;a href=https://openviewpartners.com/ rel=noopener noreferrer target=_blankOpenView/a./ppView ournbsp;a href=https://openviewpartners.com/blog rel=noopener noreferrer target=_blankblognbsp;/afor more context/inspiration./ppa href=https://www.linkedin.com/company/openview-/ rel=noopener noreferrer target=_blankOpenView on Linkedin/a/ppa href=https://twitter.com/openviewventure rel=noopener noreferrer target=_blankOpenView on Twitter/a/ppa href=https://www.instagram.com/openviewventure/ rel=noopener noreferrer target=_blankOpenView on Instagram/a/ppa href=https://www.facebook.com/OpenViewVenture/ rel=noopener noreferrer target=_blankOpenView on Facebook/a/p