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Product Leadership, Sales, & Pricing in B2b SaaS | Mike Ditson - E15

Published on: 24th April, 2024

In episode 15, Mike Ditson joins us today to talk product management, sales, and innovation! Currently, Mike is the VP of Product Strategy at Envato Group and a lecturer in product management. He shares valuable insights on the importance of sales for product leaders, how to approach building a competent sales team, especially for founders without a sales background (identifying well that we’re all in sales) and provides advice for early-stage companies and product market fit. Moreover, Mike discusses the evolution of top-of-the-funnel strategies in B2B SaaS, his perspective on learning and adapting to changes in the tech landscape, and highlights the potential impact of Gen AI on product management. Wondering how to set pricing, how to get customers, and the ends and outs of product management? Then this is the episode for you!

Key Takeaways & Timestamps:

(01:50) Welcome to Funds and Founders: Meet Mike Ditson

(02:41) How Can a Founder Get Good at Sales? (Or Find Someone Who Is.)

(05:24) Building a Competent Sales Team for Startups

(10:46) Transitioning from Product Management to Leadership

(19:53) The Art of Pricing in B2B SaaS

(24:02) Understanding Product Market Fit in B2B SaaS

(31:27) Navigating the Complexities of Selling to Universities and Enterprises

(32:33) Evolving Strategies in B2B SaaS Marketing

(35:36) The Importance of Building Reference Customers Early On

(39:00) Adapting to the Changing Landscape of Product Management

(39:32) Leveraging AI and Tools in Product Management

(45:08) Recommendations for Early Product Managers and Founders

(50:01) Exploring the Impact of Generative AI on Content Creation


Mentions:

Mike’s LinkedIn: https://www.linkedin.com/in/mikeditson/

  •  Dollarizations Discipline
  •  Crossing the Chasm
  •  The Acquired Podcast
  •  Disciplined Entrepreneurship
  •  Orbit from MIT


Check out the Funds & Founders Community:

Reach out to Abhi at abhinavsinha.podcast@gmail.com

Website: fundsandfounderspodcast.com

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About the Podcast

Funds and Founders: Untold Journeys Behind Their Breakthroughs
Welcome to "Funds & Founders: Untold Journeys Behind Their Breakthroughs," where we dig deep into the stories of successful Austin founders. Instead of focusing on their successes though, we dive into their journeys, particularly the struggles and obstacles they had to overcome.

This weekly podcast is tailored for Austin founders navigating the early stages of their entrepreneurial journey and hosted by fellow Austinite Abhinav Sinha. Here’s what to expect by tuning into Funds & Founders:

🚀 Embark on a Journey to Success
Join Abhinav as he takes you behind the scenes, exploring the highs and lows of building a company. This isn't your typical success story – we dive into the failures, the struggles, and those pivotal breakthrough moments that define a founder's path.

🌟 Real Conversations, Real Insights
Abhinav's approach is refreshingly different. Rather than dwelling on success, he crafts casual conversations that unravel the untold stories. Identify the setbacks that helped them grow, the lessons learned from failures, and the breakthrough moments that fueled these founders.

🤔 Why Didn't They Quit? Learn and Apply.
At the heart of each episode, Abhinav delves into the 'why' behind the perseverance. Why didn't they throw in the towel during tough times? And, most importantly, how can you apply their insights to your own journey? Get ready to be inspired and equipped with practical takeaways for your entrepreneurial adventure.

🤝 Decoding Venture Capital
Ever wondered what goes on in the minds of Austin's venture capitalists? Abhinav sits down with local VCs to decode their criteria for investing in early-stage companies. Gain valuable insights into the world of venture capital, understand what investors look for, and appreciate the vital factor of founder-investor compatibility.

🎙️ Meet Your Host, Abhinav Sinha:
Abhinav's soft-spoken yet inquisitive style creates an intimate atmosphere, allowing guests to share their authentic stories. His genuine curiosity and insightful questions make each episode a captivating journey into the minds of Austin's most successful founders.

If you're a budding Austin entrepreneur seeking the inspiration and insight needed for building a successful company, "Funds & Founders" is your go-to podcast.