In this new style of "How To Win", Peep Laja discusses the importance of differentiation in today's highly competitive B2B SaaS market. He explores various strategies for standing out, such as focusing on brand, taking a polarizing stance, being radically transparent, and leveraging personal brands. Laja emphasizes that differentiation is a CEO-level problem and that companies must build their vision around being unique rather than simply copying competitors.

Chapter Markers:

00:00:00 - Introduction
00:01:00 - MarTech landscape and sameness
00:02:30 - Differentiating beyond features
00:05:00 - Competing to be unique
00:07:15 - Limited consideration sets
00:09:00 - Commitment to differentiation
00:10:15 - Three types of standout brands
00:13:00 - Eight traits of commodity brands
00:15:00 - Personal brands for differentiation
00:17:30 - Strategies from "Differentiate or Die"
00:20:15 - Jillion down on what works
00:20:45 - Differentiation as a CEO problem

My links:

X: https://twitter.com/peeplaja

LinkedIn: https://www.linkedin.com/in/peeplaja/

Personal site: https://peeplaja.com/

Wynter: https://wynter.com/

Speero: https://speero.com/

CXL: https://cxl.com/

This week on How To Win: Noah Kagan of AppSumo, a platform for digital marketplace deals focusing on software aimed at entrepreneurs and small businesses. They have bootstrapped to over $80 million in revenue. You’ll hear insights on scaling business by focusing on what works, the importance of staying true to your core values, and the strategy behind AppSumo's success. Discover how AppSumo thrived where others didn't and why focusing on the customer always pays off. Find out how AppSumo navigates competition and continues to grow by doubling down on effective strategies​​.

Key Points:

1. [00:03:36] "How does AppSumo compete with lower prices?"
2. [00:08:33] "How did strategic choices evolve with growth?"
3. [00:10:57] "How does focusing on what works help?"
4. [00:14:42] "Do cheaper products lead to higher sales?"
5. [00:15:18] "Why focus on solopreneurs despite challenges?"
6. [00:19:30] "Key to AppSumo's successful marketing strategy?"

Mentioned:

Noah Kagan

AppSumo
Noah Kagan's X

My Links:

Twitter / X

LinkedIn

Website

Wynter

Speero

CXL

This week on How To Win: Bernat Farrero of Factorial HR, sharing insights on revolutionizing HR for SMBs. You’ll hear about the importance of simplifying complex HR processes for small and medium businesses, Factorial HR's strategic approach to scaling internationally while addressing localized needs, and how they navigated the challenges of rapid growth and product development to meet the diverse needs of their global clientele.

Key Points:

1. [00:01:21] Why start as an all-in-one from day one?
2. [00:02:24] Does diversification improve SMB retention?
3. [00:03:36] Was targeting SMBs your initial customer profile?
4. [00:10:03] Time from 1 million to 10 million in revenue?
5. [00:12:09] How has prioritizing growth changed for you?
6. [00:14:15] How closely do you watch competitors?
7. [00:15:54] Why expand beyond HR into finance?
8. [00:17:24] Do all added products boost revenue and retention?
9. [00:18:00] What are the trade-offs of expanding your product?
10. [00:18:54] Why has Factorial HR succeeded in a competitive market?
11. [00:20:24] Top three lessons for B2B SaaS founders?

Mentioned:

Bernat Farrero

Factorial HR
Bernat Farrero's X

My Links:

Twitter / X

LinkedIn

Website

Wynter

Speero

CXL