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“Extraordinary results demand extraordinary effort” A powerful conversation with Matt MacInnis (Matt MacInnis), long-time COO and newly minted CPO at Rippling We discuss: 🔸 Matt’s transition from COO to CPO and what surprised him about leading product 🔸 The “high alpha, low beta” framework for evaluating people, processes, and...

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Lenny Rachitsky

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461,415 Aufrufe • vor 7 Monaten •via X (Twitter)

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Lenny Rachitsky

94,029 Aufrufe • vor 8 Monaten

"Sell the alpha, not the feature": The enterprise sales playbook for $1M to $10M ARR with Jen Abel Jen is GM of Enterprise at State Affairs, co-founder JJELLYFISH, and one of the sharpest minds I've ever met on all things enterprise sales. In this follow-up to our first chat two years ago (covering the founder-led sales zero to $1M phase), we focus on what founders need to know to grow from $1M to $10M ARR. We discuss: 🔸 The dangers of pricing your product $10K-$20K 🔸 Why tier-1 logos counterintuitively make the best early customers 🔸 Why the “mid-market” doesn’t exist 🔸 How to find and work with design partners 🔸 Why you need to vision-cast instead of problem-solve 🔸 Why services are the fastest way to get your foot in the door with enterprises 🔸 When to hire your first salesperson and what profile to look for 🔸 Much more Listen now 👇 • YouTube: • Spotify: • Apple: Thank you to our wonderful sponsors for supporting the podcast: 🏆 WorkOS—Modern identity platform for B2B SaaS, free up to 1 million MAUs: 🏆 Lovable—Build apps by simply chatting with AI: 🏆 Coda (Superhuman Docs)—The all-in-one collaborative workspace:
1:37

"Sell the alpha, not the feature": The enterprise sales playbook for $1M to $10M ARR with Jen Abel Jen is GM of Enterprise at State Affairs, co-founder JJELLYFISH, and one of the sharpest minds I've ever met on all things enterprise sales. In this follow-up to our first chat two years ago (covering the founder-led sales zero to $1M phase), we focus on what founders need to know to grow from $1M to $10M ARR. We discuss: 🔸 The dangers of pricing your product $10K-$20K 🔸 Why tier-1 logos counterintuitively make the best early customers 🔸 Why the “mid-market” doesn’t exist 🔸 How to find and work with design partners 🔸 Why you need to vision-cast instead of problem-solve 🔸 Why services are the fastest way to get your foot in the door with enterprises 🔸 When to hire your first salesperson and what profile to look for 🔸 Much more Listen now 👇 • YouTube: • Spotify: • Apple: Thank you to our wonderful sponsors for supporting the podcast: 🏆 WorkOS—Modern identity platform for B2B SaaS, free up to 1 million MAUs: 🏆 Lovable—Build apps by simply chatting with AI: 🏆 Coda (Superhuman Docs)—The all-in-one collaborative workspace:

Lenny Rachitsky

230,233 Aufrufe • vor 9 Monaten

Microsoft CPO Aparna Chennapragada brought the 🔥 What you'll learn: 🔸 Why prompt sets are the new PRDs 🔸 Why the PM role isn’t dying in the AI era—it's actually becoming more important 🔸 How Aparna's teams live “one year in the future" 🔸 Why NLX (natural language experience) is the new UX 🔸 Why she believes Microsoft let other companies get so far ahead in the AI coding market 🔸 The three characteristics of AI agents: autonomy (delegation of tasks), complexity (handling multi-step challenges), and natural interaction (conversing beyond simple chat) 🔸 How to balance cutting-edge AI adoption with appropriate governance through dual-track approaches 🔸 Leadership differences between Microsoft’s Satya Nadella (known for multi-level thinking and early trendspotting) and Google’s Sundar Pichai (mastery of complex ecosystems) 🔸 A practical framework for evaluating zero-to-one product opportunities 🔸 Much more Listen now 👇 • YouTube: • Spotify: • Apple: Aparna is CPO of AI at Work Microsoft, where she oversees AI product strategy for their productivity tools and their work on agents. Previously, she was the CPO at Robin Hood, spent 12 years at Google, and is also on the board of eBay and Capital One. Thank you to our wonderful sponsors for supporting the podcast: 🏆 @Get_Eppo — Run reliable, impactful experiments: 🏆 Pragmatic Institute (formerly Pragmatic Marketing) — Industry‑recognized product, marketing, and AI training and certifications: 🏆 Coda — The all-in-one collaborative workspace:
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Microsoft CPO Aparna Chennapragada brought the 🔥 What you'll learn: 🔸 Why prompt sets are the new PRDs 🔸 Why the PM role isn’t dying in the AI era—it's actually becoming more important 🔸 How Aparna's teams live “one year in the future" 🔸 Why NLX (natural language experience) is the new UX 🔸 Why she believes Microsoft let other companies get so far ahead in the AI coding market 🔸 The three characteristics of AI agents: autonomy (delegation of tasks), complexity (handling multi-step challenges), and natural interaction (conversing beyond simple chat) 🔸 How to balance cutting-edge AI adoption with appropriate governance through dual-track approaches 🔸 Leadership differences between Microsoft’s Satya Nadella (known for multi-level thinking and early trendspotting) and Google’s Sundar Pichai (mastery of complex ecosystems) 🔸 A practical framework for evaluating zero-to-one product opportunities 🔸 Much more Listen now 👇 • YouTube: • Spotify: • Apple: Aparna is CPO of AI at Work Microsoft, where she oversees AI product strategy for their productivity tools and their work on agents. Previously, she was the CPO at Robin Hood, spent 12 years at Google, and is also on the board of eBay and Capital One. Thank you to our wonderful sponsors for supporting the podcast: 🏆 @Get_Eppo — Run reliable, impactful experiments: 🏆 Pragmatic Institute (formerly Pragmatic Marketing) — Industry‑recognized product, marketing, and AI training and certifications: 🏆 Coda — The all-in-one collaborative workspace:

Lenny Rachitsky

104,583 Aufrufe • vor 1 Jahr