I am excited to have Ryan Johnson, who is the Chief Product Officer at CallRail, an AI-powered lead intelligence platform serving 200,000+ businesses with over $100M ARR. In this conversation, Ryan Johnson, Chief Product Officer at CallRail, shares his journey from finance to product management, discussing the evolution of CallRail from a call tracking service to a lead intelligence platform. He emphasises the importance of scaling product organisations, balancing sales and product-led growth, and navigating the challenges posed by AI disruption. Ryan also delves into pricing strategies, monetisation challenges in B2B SaaS, and the significance of a cohesive engineering, product, and design team structure. He highlights the role of self-reported attribution in marketing and draws parallels between racing and product management, underscoring the need for incremental improvements and customer obsession. Timestamps 03:30 Scaling Product Organizations: Lessons from Banjo 06:54 The Evolution of CallRail: From Call Tracking to Lead Intelligence 10:47 Balancing Sales and Product-Led Growth 13:12 AI Disruption in the Search Industry 15:53 Pricing Strategies in a Scaling Company 19:01 Challenges in Monetization and Standardization 22:44 Organizational Structure for Product Velocity 25:26 Agile Experimentation in AI-Enabled Organizations 26:16 Navigating Unit Economics in the Age of AI 28:45 Decisions That Drive Cost Efficiency 31:57 Product Strategy Across Different Stages 36:06 Balancing Partnerships and Product Simplicity 38:33 Solving Attribution Challenges with Conversation Intelligence 42:31 Racing Towards Product Market Fit 45:10 Reflections on Career Growth and Learning Ryan's Links LDN/ X – https://www.linkedin.com/in/ryandjohnson/ Website –https://www.callrail.com/ My Links Podcast: https://lifeselfmastery.com/itunes Newsletter: https://partner-grow.beehiiv.com/subscribe YouTube: youtube.com/lifeselfmastery Twitter: https://twitter.com/rohitmal LinkedIn: https://www.linkedin.com/in/rohit857/