Key Points

• How Colin and Customer.io broke into their category (01:22)
• My thoughts on product-based differentiation (03:03)
• What game Customer.io is trying to win (04:34)
• How Colin is trying to differentiate Customer.io (05:47)
• Colin's thoughts on building and running a distributed company (09:06)
• My view on new ways of management (10:53)
• How Colin thinks about moats (12:40)
• Colin's take on the big players in his category (16:12)
• How Customer.io attracts tech-savvy buyers (20:30)
• My thoughts on competing through innovation (21:22)
• My advice on building a personal brand (25:35)
• Wrap up (28:27)

Mentioned:
Tesla
Lucid
Drift
Intercom

My Links:
Twitter
LinkedIn
Website
Wynter
Speero
CXL

Key points:

• Why Ross originally decided to lean into content marketing (2:07)
• My thoughts on developing a strong brand (3:50)
• How Siege chooses high quality clients (7:21)
• How Siege attracts the best people to work for them (8:17)
• My take on the war for talent (9:14)
• How Siege's marketing strategy has evolved (15:13)
• My thoughts on how to become a top name in your industry (16:38)
• Why people want to follow people, not brands (20:45)
• How Ross thinks about creating moats (25:00)
• Why my view on "hiring for talent, training for skill" has changed (29:29)
• What strategies Siege are doubling down on (30:30)
• Wrap up (32:35)

Mentioned:

Content and Conversations Podcast

Seth Godin

Dave Gerhardt

My Links:

Twitter

LinkedIn

Website

Wynter

Speero

Key Points:

• My thoughts on the agency business model (2:14)
• How Profitwell's original mission evolved (3:32)
• One of the best pieces of advice Patrick can give (4:17)
• My take on keeping your brand focussed (5:38)
• Key bets Profitwell made that didn't work out (6:49)
• The highest ROI campaigns Profitwell have run (8:58)
• My take on using standard playbooks (10:37)
• Patrick on the fine art of throwing shade at competitors (11:48)
• How Profitwell educates potential customers (12:40)
• My thoughts on having strong opinions (15:19)
• How Patrick thinks about building moats (18:20)
• The big bets Profitwell is making for the future (23:35)
• Wrap up (24:55)

Mentioned:

Pricing Page Teardown

Boxed Out

ConvertKit

My Links:

Twitter

LinkedIn

Website

Wynter

Speero

CXL

Key points:

• How Intellimize thinks about competing (1:56)
• Two key ways Guy thinks about differentiation (4:45)
• My thoughts on "job to be done" boxes (5:10)
• The third way Intellimize thinks about differentiation (9:07)
• How Intellimize's competitive strategy has evolved (10:51)
• What I think is the most power moat a business can have (14:45)
• How Guy thinks about building moats (15:52)
• My view on the power of having a narrow focus (18:20)
• What competitiveness really means (22:24)
• How often Guy thinks about the competition (24:00)
• My take on the best way to deal with competitors (25:30)
• Wrap up (31:34)

Mentioned:

Hot Jar

Hubspot

Bernadette Jiwa

Tesla

Profitwell

My Links:

Twitter

LinkedIn

Website

Wynter

Speero

CXL

Listen and learn:

• The problem Unbounce was originally trying solve (1:14)
• My take on the risks of competing on features (3:30)
• How their industry became a race to the bottom (5:30)
• Why you should aim to be unique, instead of being the best (6:42)
• How Unbounce thinks about the competition (11:10)
• My thoughts on taking a differentiated position in the market (15:18)
• What category Unbounce are trying to create (20:54)
• My take on the power of category creation (21:14)
• What Unbounce are betting their entire business model on (24:47)
• Unbounce's secret sauce (31:17)
• Wrap up (33:44)

Mentioned:

Unbounce

Animalz

Michael Porter

Christopher Lochhead

My Links:

Twitter

LinkedIn

Website

Wynter

Speero

CXL

Listen and learn:

• How Chris knew Refine Labs was going to win as an agency (1:45)
• How I built CXL using inbound marketing (2:50)
• My thoughts on creating strategic narratives (5:00)
• How Chris used LinkedIn to land Refine Labs' first clients (7:24)
• What I mean by being "the best" (10:12)
• Why Chris focusses on brand, rather than being transactional (13:50)
• My take on building personal brands (14:20)
• Refine Labs' vision for the future (17:25)
• How agencies can differentiate (18:15)
• Refine Labs' plan to take on industry giants (20:47)
• How Chris thinks about building moats (24:05)
• Wrap up (24:20)

Mentioned:

Refine Labs

State of Demand Gen Podcast

My Links:

Twitter

LinkedIn

Website

Wynter

Speero

CXL

Listen and learn:

• Animalz's two biggest pain points (2:02)
• How the Animalz team found a vision for the future (3:10)
• The biggest strategic bet that Animalz placed (3:56)
• One of the hardest things to do in business (4:48)
• How Animalz elevated the perception of their brand (5:48)
• My thoughts on the power of market penetration (6:05)
• What I call "The Kim Kardashian Strategy" (8:50)
• What Devin's mentor taught her about using leverage (10:42)
• How doing the unscalable helped Animalz scale (12:54)
• My thoughts on doubling-down on your key differentiators (13:21)
• Animalz's strategy for the next 3-5 years (15:37)

Mentioned:

Animalz's Blog

Hubspot's Blog

My Links:

Twitter

LinkedIn

Website

Wynter

Speero

CXL

Listen and learn:

• The best advice Nathan Barry has received in business (1:44)
• How ConvertKit differentiates from the competition (3:54)
• The specific marketing campaigns that helped ConvertKit go from $2000 to $100 000 MRR in a single year (5:27)
• How feedback from a high-profile customer helped ConvertKit position themselves in the market (08:26)
• My take on playing the features game (09:40)
• A killer feature on ConvertKit that I think is f***king brilliant (13:36)
• How ConvertKit uses storytelling in their marketing campaigns (14:20)
• Why ConvertKit is committed to radical transparency as a business (15:27)
• How Nathan thinks about creating moats (17:04)
• The single biggest bet ConvertKit is making to reach $100 million ARR (18:22)

Mentioned:

Pat Flynn / Smart Passive Income

Katie Wells / Wellness Mama

ConvertKit's Baremetrics

Tim Grahl

Squarespace

Teachable

NerdyData

BuiltWith

My Links:

Twitter

LinkedIn

Website

Wynter

Speero

CXL

How to Win is launching Monday 12th July.

Hear how successful B2B SaaS companies and agencies compete - and win - in highly saturated categories.