How to Win podcast with Peep Laja
Episodes
Dark Social
19 May 2025
Contributed by Lukas
In this episode, Peep Laja is joined by Kathleen Booth and Dave Gerhardt to unpack the real buying behavior behind B2B SaaS in 2025. They break down t...
Speed's Advantage
17 Jun 2024
Contributed by Lukas
Peep Laja dives into why speed is a critical and often underrated competitive advantage in today's fast-paced business world. Learn how to make swift ...
Nail and Scale
27 May 2024
Contributed by Lukas
In this episode, Peep Laja emphasizes the importance of deeply understanding your target market and ideal customer profile (ICP) to drive growth in B2...
Start in a Niche
20 May 2024
Contributed by Lukas
In this episode, Peep dives into why niching down is the key to success for early-stage B2B SaaS companies. He explains how focusing on solving a spec...
Scientific Laws of Marketing
13 May 2024
Contributed by Lukas
In this episode, Peep Laja explores the scientific laws of marketing, focusing on building mental and physical availability for brands. Drawing from t...
Winning Beyond the Product
06 May 2024
Contributed by Lukas
This episode explores the critical factors that define market leadership, from being first in a category to leveraging innovation and strategic market...
Differentiation: How To Stand Out
29 Apr 2024
Contributed by Lukas
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 va...
The Secret Sauce to $80M Bootstrapped - with AppSumo's Noah Kagan
26 Feb 2024
Contributed by Lukas
This week on How To Win: Noah Kagan of AppSumo, a platform for digital marketplace deals focusing on software aimed at entrepreneurs and small busines...
From Zero to Unicorn: Factorial HR's Strategic Success - with Factorial HR's Bernat Farrero
19 Feb 2024
Contributed by Lukas
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 simpli...
Scaling Beyond $100M and Creating New Categories - with Pendo's Todd Olson
12 Feb 2024
Contributed by Lukas
This week on How To Win: Todd Olson of Pendo, revealing the secrets behind building a product-led growth company. You’ll hear how Pendo's focus on p...
Building a $180M PR Powerhouse with MuckRack's Gregory Galant
05 Feb 2024
Contributed by Lukas
This week on How To Win: Gregory Galant of Muck Rack, discusses the journey of transforming a podcasting venture into a leading software solution for ...
Disrupting the B2B Marketplace -- with TrustRadius's Vinay Bhagat
29 Jan 2024
Contributed by Lukas
This week on How To Win: Vinay Bhagat of TrustRadius, revolutionizing B2B software buying with in-depth user reviews. You’ll hear how TrustRadius ov...
The Differentiation Advantage - with Retention.com's Adam Robinson
22 Jan 2024
Contributed by Lukas
This week on How To Win: Adam Robinson of Retention.com, an innovative leader in the email marketing space. You’ll hear about the journey of identif...
Finding Your Focus - with Blackthorn's Chris Federspiel
08 Jan 2024
Contributed by Lukas
This week on How To Win: Chris Federspiel of Blackthorn.io, a company specializing in Salesforce integration and application development. You’ll hea...
Finding Your Ideal Customer Profile - with Keap's Clate Mask
18 Dec 2023
Contributed by Lukas
This week on How To Win: Clate Mask of Keap, marketing automation and CRM platform for small businesses. You'll hear how Keap found the right customer...
Moving Upmarket for Growth - with Process Street's Vinay Patankar
11 Dec 2023
Contributed by Lukas
This week on How To Win: Vinay Patankar of Process Street, a workflow management software company. You'll hear why they didn't monetize for the first ...
Building a $15M+ Community - with Pavilion's Sam Jacobs
04 Dec 2023
Contributed by Lukas
This week on How To Win: Sam Jacobs of Pavilion, who built a $15 million community learning business from scratch. You’ll hear how he leveraged Link...
Bootstrapped to IPO - with Backblaze's Gleb Budman
27 Nov 2023
Contributed by Lukas
This week on How To Win: Gleb Budman of Backblaze, which offers affordable, easy cloud storage. You’ll hear how bootstrapping forced them to make ef...
Raising Prices 50X - with indinero's Jess Mah
20 Nov 2023
Contributed by Lukas
This week on How To Win: Jess Mah of indinero, a fintech company providing automated bookkeeping and accounting services. You'll hear how she focused ...
Getting the Timing Right - with Jellyfish's Andrew Lau
15 Nov 2023
Contributed by Lukas
This week on How To Win: Andrew Lau of Jellyfish, the engineering management platform. You'll hear how they validated the problem space, figured out p...
Landing Bigger Clients - with UserGems' Christian Kletzl
06 Nov 2023
Contributed by Lukas
SummaryThis week on How To Win: Christian Kletzl of UserGems, champion tracking software for sales. You'll hear the process they went through to find ...
Growing a SaaS Under HEAVY Competition - with Livestorm's Gilles Bertaux
30 Oct 2023
Contributed by Lukas
This week on How To Win: Livestorm's Gilles Bertaux, a meeting and webinar platform. You'll hear how Livestorm succeeded despite many well-known compe...
Rebuilding the ICP - with Wonder's Guy Cohen
23 Oct 2023
Contributed by Lukas
This week on How To Win: Guy Cohen, CEO of Wonder an on-demand secondary research platform. They built the company to 8M in revenue, realized their IC...
The Multi-Product Strategy - with Podia's Spencer Fry
16 Oct 2023
Contributed by Lukas
Summary This week on How To Win: Spencer Fry of Podia, the all-in-one platform for publishing, promoting, and selling content online. You'll learn h...
Selling 1000s of SaaS Startups - with Acquire's Andrew Gazdecki
09 Oct 2023
Contributed by Lukas
Summary This week on How To Win: Andrew Gazdecki of Acquire.com, the startup acquisition marketplace. You'll hear: How Andrew lands Times Square adver...
Growing a SaaS by Launching a Service - with Boast AI’s Lloyed Lobo
02 Oct 2023
Contributed by Lukas
Summary This week on How To Win: Lloyed Lobo, founder of Boast AI, which helps companies find and claim tax credits from their R&D investments. LL...
Announcement: Summer Break 2023
24 May 2023
Contributed by Lukas
With summer around the corner, How to Win will be taking a brief hiatus. During this time, the team will be working behind the scenes to bring you mor...
Cross-company collaboration with Pluralsight's Lindsay Bayuk
11 Apr 2023
Contributed by Lukas
Summary:This week on How to Win: Lindsay Bayuk, CMO at Pluralsight, an online technology learning platform designed to help teams upskill. Pluralsight...
Cultivating a growth practice with Mural's Lauren Schuman
13 Mar 2023
Contributed by Lukas
Summary:This week on How to Win: Lauren Schuman, VP of Product Growth at Mural. Founded in 2011, Mural was valued at $2B after their Series C funding ...
Laying the foundation for long-term company alignment with Salsify's Rob Gonzalez
27 Feb 2023
Contributed by Lukas
Summary:This week on How To Win: Rob Gonzalez, co-founder and CMO of Salsify, a commerce experience management platform that helps its clients win on ...
Fostering a learning mindset in your company culture with Quantive's Casey Carey
13 Feb 2023
Contributed by Lukas
Summary:This week on How To Win: Casey Carey, CMO at Quantive and expert in B2B, e-commerce, and growth marketing. From heading up scaled marketing de...
Creating a high-quality customer experience with vFairs' Muhammad Younas
07 Feb 2023
Contributed by Lukas
Summary:This week on How To Win: Muhammad Younas, CEO of vFairs, an all-in-one events platform that allows users to conduct virtual, in-person, and hy...
Building a brand from the ground up with Oyster HR's Kevan Lee
30 Jan 2023
Contributed by Lukas
Summary:This week on How To Win: Kevan Lee, Senior VP of Marketing at Oyster HR, a management platform for globally distributed teams. Before joining ...
Reassessing your metrics with Earl Grey Capital's Matt Sornson
23 Jan 2023
Contributed by Lukas
Summary:This week on How To Win: Matt Sornson, co-founder of Clearbit. He spent seven years across multiple leadership roles at the company and now se...
Five steps to grow your business with Catalyst Software's Mark Kosoglow
16 Jan 2023
Contributed by Lukas
Summary:This week on How To Win: Mark Kosoglow, B2B SaaS thought leader and CRO of the customer success platform Catalyst Software. Founded in 2017, C...
Developing a long-term view with Userlytics Corporation's Alejandro Rivas-Micoud
09 Jan 2023
Contributed by Lukas
Summary:This week on How To Win: Alejandro Rivas-Micoud, Founder & CEO of Userlytics Corporation, a UX testing platform founded in 2009.In this ep...
Identifying your company's leverage with SmartAsset's Brian Bourque
13 Dec 2022
Contributed by Lukas
Summary:This week on How To Win: Brian Bourque, SVP of Marketing at SmartAsset, where they've grown a lead generation business from $0 to $100M+ in re...
Getting inside your ideal customer's limited consideration set with Peep Laja
29 Nov 2022
Contributed by Lukas
Summary:This week on How To Win: I'm taking the opportunity to dive deeper into something we've touched on in previous episodes, but never given the c...
Six tips for building your business with Jellyfish's Kyle Lacy
21 Nov 2022
Contributed by Lukas
Summary:This week on How To Win: Kyle Lacy, Chief Marketing Officer at Jellyfish and former CMO at Lessonly, a sales training and coaching platform. L...
Feedback loops and free product offerings with PandaDoc's Mikita Mikado
31 Oct 2022
Contributed by Lukas
Summary:This week on How To Win: Mikita Mikado, CEO of PandaDoc. PandaDoc is an all-in-one document workflow automation platform. They launched in 201...
Diversifying your product offering with Kovai.co's Saravana Kumar
24 Oct 2022
Contributed by Lukas
Summary:This week on How To Win: Saravana Kumar, CEO of Kovai.co, a software company offering multiple enterprise and B2B SaaS products including, a c...
Content, community, and customer acquisition with Mutiny's Jaleh Rezaei
10 Oct 2022
Contributed by Lukas
Summary:This week on How To Win: Jaleh Rezaei, CEO and co-Founder of Mutiny. Mutiny is a no-code AI and personalization platform for marketers. Mutiny...
Identifying the ICP with the greatest need with Aircall's Jonathan Anguelov
03 Oct 2022
Contributed by Lukas
Summary:This week on How to Win: Jonathan Anguelov, co-founder & CSO at Aircall, a cloud-based call center and phone system that seamlessly integr...
Making the jump to a 'professional CEO' with Maxio's Randy Wootton
26 Sep 2022
Contributed by Lukas
Summary:This week on How to Win: Randy Wootton, CEO of Maxio, a platform offering subscription and revenue management solutions to SaaS companies. Fou...
Engineering the product mindset with 3Pillar Global's David DeWolf
19 Sep 2022
Contributed by Lukas
Summary:This week on How to Win: David DeWolf, President and CEO of 3Pillar Global, a software product development company. 3Pillar Global was founded...
Going after greenfield opportunities with FullStory's Scott Voigt
12 Sep 2022
Contributed by Lukas
Summary:This week on How to Win: Scott Voigt, founder and CEO of FullStory, a digital experience intelligence platform that combines quantitative and ...
Focus-fueled growth with Seamless.AI's Brandon Bornancin
06 Sep 2022
Contributed by Lukas
Summary:This week on How to Win: Brandon Bornancin, founder and CEO of Seamless.AI, a platform focused on sales, lead generation, and prospecting via ...
Industry experience as a competitive advantage with Spryker's Alexander Graf
06 Jun 2022
Contributed by Lukas
Key Points:How Alexander and his co-founder got their start with Spryker (01:20)How Spryker adjusted to marketing to multiple decision makers after th...
Developing a distinctive marketing tone with CB Insights' Anand Sanwal
30 May 2022
Contributed by Lukas
Key Points:How CB Insights got its start (01:13)Anand explains when he realized the target market for CB Insights had shifted (03:33)My thoughts on th...
Getting more accurate customer feedback with Attentive's Brian Long
23 May 2022
Contributed by Lukas
Key Points:How Brian got started with Attentive (01:04)My thoughts on the advantages of being vertical-specific with a quote from Steve Blank (02:52)B...
Winning in a large target market with Cognism's James Isilay
16 May 2022
Contributed by Lukas
Key Points:James explains how his trading background led him to founding Cognism (01:04)Cognism's first major pivot (02:25)My thoughts on early pivots...
Marketing a movement over a product with Terminus' Sangram Vajre
09 May 2022
Contributed by Lukas
Key Points:Sangram explains the problem he identified that inspired Terminus (01:00)How Sangram developed the FlipMyFunnel framework in Terminus' firs...
Aligning your business to your customers' interests with HoneyBook's Oz Alon
02 May 2022
Contributed by Lukas
Key Points:How HoneyBook got its start (00:58)Oz explains why he views competitors as incentive for improvement (02:27)Why HoneyBook is shifting strat...
Playing to your strengths and strengthening your brand identity with Seismic's Doug Winter
25 Apr 2022
Contributed by Lukas
Key Points:Doug explains how Seismic's founders saw a market opening (00:55)How Seismic created a category and helped define a new word (02:43)How the...
Expanding internationally into market openings with Kameleoon's Jean-René Boidron
19 Apr 2022
Contributed by Lukas
Key Points:Jean-René explains how Kameleoon got its start (01:07)How Kameleoon got an advantage by establishing itself outside of the dominant North ...
Acting and adapting quickly with CaptivateIQ’s Mark Schopmeyer
12 Apr 2022
Contributed by Lukas
Key Points:Mark explains how CaptivateIQ's co-founders came from the problem (01:03)Mark explains why CaptivateIQ went through three distinct versions...
Laying the foundation for rapid growth with Oyster’s Tony Jamous
04 Apr 2022
Contributed by Lukas
Key Points:Tony describes the opportunity in the market he saw for a company like Oyster (01:05)My thoughts on speed as a competitive advantage with a...
Creating a growth-driving community with dbt Labs’ Tristan Handy
28 Mar 2022
Contributed by Lukas
Key Points:How dbt got its start as a consulting service (01:04)Four key factors in a successful transition from consulting service to SaaS company (0...
Introducing new "must-haves" to the market with Klue’s Jason Smith
21 Mar 2022
Contributed by Lukas
Key Points:Jason explains Klue's backstory (01:03)My thoughts finding an opening in the market and and creating a new "job to be done" (03:47)The thre...
Competing in a Crowded Space with Omnisend's Rytis Lauris
14 Mar 2022
Contributed by Lukas
Key Points:Rytis explains the opening he saw in the market when starting Omnisend (01:13)My thoughts on the importance of speed when entering a catego...
Establishing authority via industry experience with Unqork’s Gary Hoberman
07 Mar 2022
Contributed by Lukas
Key Points:Gary’s path to Unqork (01:13)Gary describes the competitive landscape of no code platforms (03:11)Why Gary and his team’s enterprise ex...
Making the pivot upmarket with ScreenCloud’s Mark McDermott
28 Feb 2022
Contributed by Lukas
Key Points:How ScreenCloud came to be (01:11)Mark describes the early competitive landscape of digital signage (03:07)My opinion on how low-cost copyc...
Fostering founder brand as a competitive advantage with Dave Gerhardt
21 Feb 2022
Contributed by Lukas
Key Points:Dave explains why having a visible founder can set you apart (01:20)I explain why nepotism is not a thing of the past, and how to cultivate...
Educating your target market with Appcues' Jackson Noel
14 Feb 2022
Contributed by Lukas
Key Points: How Appcues got their start (01:13)What to do when you realize you’re not that different from your competitors (03:06)Why Appcues found...
Entering a growing ecosystem with Postscript's Alex Beller
07 Feb 2022
Contributed by Lukas
Key Points:The origins of Postscript (01:05)Why Postscript chose to build on top of Shopify’s platform (02:15)My thoughts on the advantages of attac...
Differentiating by understanding your uniqueness with Verblio's Steve Pockross
31 Jan 2022
Contributed by Lukas
Key Points:How Verblio got their start (01:02)Steve explains who (and what) Verblio is competing against (04:35)How Verblio is attracting top talent (...
Building trust through transparency with Metadata’s Gil Allouche
24 Jan 2022
Contributed by Lukas
Key Points:How Gil pivoted from a marketing career to starting tech company Metadata (1:12)My thoughts on innovation as a transient advantage (04:19)H...
Category creation and product-led differentiation with Drift's David Cancel
17 Jan 2022
Contributed by Lukas
Key Points:David talks about category creation and conversational marketing (01:05)I give my thoughts on category creation and category design, with a...
How to Win in SaaS - 15 insights from the series so far
10 Jan 2022
Contributed by Lukas
Key Points:Tapping into pre-existing demand (00:40)Listening to customer demands with Alina Vandenberghe - Co-Founder of Chili Piper (01:45)Moving awa...
How SaaS investor Andrew Chen of a16z is helping entrepreneurs use network effects to tackle the cold start problem
20 Dec 2021
Contributed by Lukas
Key Points:Andrew talks about moats and how he identified network effects as a valuable growth tool (01:17)Andrew gives his thoughts on how collaborat...
How building methodically is helping Peter Caputa and Databox disrupt the business marketing analytics industry
13 Dec 2021
Contributed by Lukas
Key Points:Peter talks about how Databox has pivoted its business model to target a more sustainable market (00:56)Peter discusses how the company is ...
How concentrating on the details helped Jonathan Dane double KlientBoost's revenue
06 Dec 2021
Contributed by Lukas
Key Points:Jonathan talks about how and why he founded KlientBoost (01:14)Jonathan discusses the company's original plan for growing by building their...
How developing a breakaway brand helped Gina Bianchini secure $67 million in funding for Mighty Networks
29 Nov 2021
Contributed by Lukas
Key Points:Gina talks about how Mighty Networks adapted when their early customers were enterprise, rather than the SMBs or creators they were trying ...
How mental availability helped Guillaume Moubeche grow Lemlist from $0 to $10 million in revenue
22 Nov 2021
Contributed by Lukas
Key Points:Guillaume talks about Lemlist's USP as email personalisation, rather than automation (00:54)I give my thoughts on feature-based differentia...
How Neha Sampat pivoted from services to SaaS to launch Contentstack
15 Nov 2021
Contributed by Lukas
Key Points:Neha talks about how Contentstack grew from a gap in a stagnant market and embraced new technology clients needed (01:13)I give my thoughts...
How Alina Vandenberghe grew Chili Piper's Annual Net Revenue Retention to 160%
08 Nov 2021
Contributed by Lukas
Key Points:Alina describes how Chili Piper identified it's niche and developed a solution to one client's problems (01:06)I give my thoughts on adding...
How Privy's Ben Jabbawy succeeded by focusing on a narrow niche
01 Nov 2021
Contributed by Lukas
Key Points:Ben talks about how Privy struggled to scale in its original form (01:07)Ben explains how they developed the idea for focusing on email lis...
How Shopify's Morgan Brown helps them stay ahead of the competition
25 Oct 2021
Contributed by Lukas
Key Points:Morgan explains Shopify's current pain points (01:07)Morgan explains how Shopify's ecosystem helps differentiate it (2:35)Morgan explains h...
How Guillaume 'G' Cabane identifies growth opportunities for businesses
18 Oct 2021
Contributed by Lukas
Key Points:How G makes winning a repeatable science (02:38)How G starts establishing opportunities for growth (04:10)My thoughts on maintaining 'scent...
How Alex Kracov made Lattice a go-to name for HR professionals
11 Oct 2021
Contributed by Lukas
Key PointsHow Lattice identified and focused on its niche through conversations with customers (01:55)My thoughts on how to enter a crowded market and...
How Colin Nederkoorn doubled down on innovation to grow Customer.io
04 Oct 2021
Contributed by Lukas
Key PointsHow Colin and Customer.io broke into their category (01:22)My thoughts on product-based differentiation (03:03)What game Customer.io is tryi...
How Ross Hudgens focused on high quality clients, content and services to grow Siege Media
27 Sep 2021
Contributed by Lukas
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 qual...
How Patrick Campbell plans to take Profitwell to $100 million+ in revenue
20 Sep 2021
Contributed by Lukas
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...
How Guy Yalif helped Intellimize grow and raise $30 million in Series B funding
13 Sep 2021
Contributed by Lukas
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 (5:1...
Tamara Grominsky on how Unbounce are pairing marketer and machine to create a new category and fend off the competition
06 Sep 2021
Contributed by Lukas
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 ...
Chris Walker on using personal brand and LinkedIn to scale demand gen experts Refine Labs
30 Aug 2021
Contributed by Lukas
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 ...
How Devin Bramhall helped Animalz scale from $1m to $16m ARR... by doing the unscalable
23 Aug 2021
Contributed by Lukas
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 Anima...
How Nathan Barry bared all to take ConvertKit from $0 to $2 million MRR
16 Aug 2021
Contributed by Lukas
Listen and learn:The best advice Nathan Barry has received in business (1:44)How ConvertKit differentiates from the competition (3:54)The specific mar...
Introducing How to Win
07 Jul 2021
Contributed by Lukas
How to Win is launching Monday 12th July.Hear how successful B2B SaaS companies and agencies compete - and win - in highly saturated categories.