Office Hours with Tom Tunguz & Raj Sarkar
11/03/23 • 37 min
00:11 Introduction
02:54 What is Outbound Fury (OBF)?
03:34 Inspiration for OBF
05:03 OBF Tactics
07:44 Determining the Line
11:22 The Challenger Sale
14:11 Personas & OBF
16:05 Product-Led Growth (PLG), ABM & Outbound Fury
19:35 Setting Up Your Team for Success
21:54 Managing Internal Stakeholders
25:28 Measuring Success
27:16 Brand & OBF Campaigns
29:25 Pricing in Marketing Considerations
31:47 Analyst Community (e.g. Gartner) & OBF
33:43 Company Scale & OBF
36:23 Conclusions
Materials Mentioned in Today's Session:
-- Raj Sarkar's Post: https://rajsarkar.substack.com/p/mark...
-- Marc Benioff, Behind the Cloud https://www.amazon.com/Behind-Cloud-S...
-- Matthew Dixon, The Challenger Sale https://www.amazon.com/The-Challenger...
00:11 Introduction
02:54 What is Outbound Fury (OBF)?
03:34 Inspiration for OBF
05:03 OBF Tactics
07:44 Determining the Line
11:22 The Challenger Sale
14:11 Personas & OBF
16:05 Product-Led Growth (PLG), ABM & Outbound Fury
19:35 Setting Up Your Team for Success
21:54 Managing Internal Stakeholders
25:28 Measuring Success
27:16 Brand & OBF Campaigns
29:25 Pricing in Marketing Considerations
31:47 Analyst Community (e.g. Gartner) & OBF
33:43 Company Scale & OBF
36:23 Conclusions
Materials Mentioned in Today's Session:
-- Raj Sarkar's Post: https://rajsarkar.substack.com/p/mark...
-- Marc Benioff, Behind the Cloud https://www.amazon.com/Behind-Cloud-S...
-- Matthew Dixon, The Challenger Sale https://www.amazon.com/The-Challenger...
Previous Episode
Office Hours with Tomasz Tunguz & Oliver Jay
00:00 Introduction to Tom and Oliver
03:07 Overview of PLG at Dropbox
05:30 Overview of PLG at Asana
06:07 How to succeed in PLG end user acquisition phase
09:15 Tactics for Generating Awareness
10:17 Customer Expansion Phase
13:15 When Tension Arises Between PLG & Enterprise Security Needs
15:24 Security is an All Consuming Roadmap, not a Feature
18:35 How the Organization Shifts during the Transition from PLG to SLG
20:48 How Pricing Changes from PLG to SLG
26:22 The PLG Trap
28:03 Avoiding the PLG Trap
31:55 Value-Based Selling: Generalizable or Vertical/Use-Case Specific?
35:35 Atlassian v. Asana's Approaches
37:11 Advice for New Startups Pursuing PLG
38:22 Navigating from SLG to PLG
42:19 Resources for Founders
43:06 PLG, SLG & AI
Next Episode
Office Hours with Tom Tunguz & Philip Zelitchenko
0:00 Office Hours with Philip Zelitchenko
01:47 Q: How did you decide to structure your team like software engg?
05:07 Q: Determining the value of data 09:17 Structuring data teams: data PMs
10:47 Q: Same data team responsible for internal v. external PRDs?
11:14 Structuring data teams: data engineering 12:02 Q: What is a data product?
12:47 Structuring data teams: data analysts 13:22 Structuring data teams: data governance
13:37 Structuring data teams: data platform
14:18 Q: What distinguishes a DPRD from a PRD?
17:33 Q: Role of the DPRD?
20:05 Q: DPRD v. TEP?
20:55 Demystifying data governance
23:22 Data alert management - internal team and customers
26:20 Q: Motivating ownership of data assets?
28:51 Defining value of a data asset
30:29 Measuring data usage
31:37 Q: Can tools today handle the stochastic nature of data?
33:28 Building a data team within the enterprise
35:42 Q: How to test data products prior to release?
40:00 Q: How do you use observability to manage diversity of alerts?
41:51 Summary
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