The Revenue Formula

With every new technology, there's a Kodak.. or Nokia.. For AI, that company is Chegg - a publicly traded, once highflying edtech company.

We break down the story of Chegg, and distill four learnings for GTM leaders.

• (00:00) - Introduction
• (02:02) - The Role of AI in Our Show
• (05:34) - The Rise and Fall of Chegg
• (07:59) - Chegg's Business Model and COVID-19 Impact
• (13:44) - The ChatGPT Disruption
• (16:39) - The Resilient Business: Surviving Disruption
• (17:03) - AI's Impact on Incumbents
• (18:33) - The Innovator's Dilemma
• (20:29) - Opportunities for Change
• (21:38) - AI Disruption in Various Industries
• (24:05) - Strategies for Business Resilience
• (26:15) - The Importance of Diversification
• (27:50) - Facing the Reality of Disruption

Your main contact is not your champion. You champion might not be an experienced buyer. And the list goes on.

The problem is: not getting this right can really hurt your ability to bring in newbiz revenue.

So we've crossed 200 episodes. And we felt like, as usual, doling out some advice - this time focused on the thing we spend a lot of time on... Podcasts. Specifcally this one.

If you've considered, or are constantly being suggested/told to do a podcast. This episode is for you. If not, maybe it'll just be fun to get a look under the hood. (and if nothing else? This episode also consist of non-work related conversation)

• (00:00) - Introduction
• (02:42) - Podcasting Journey and Milestones
• (03:28) - Why You Shouldn't Start a Podcast
• (04:07) - Challenges and Realities of Podcasting
• (08:23) - The Effort Behind Consistent Content
• (10:37) - Building Trust and Community
• (16:58) - Reflecting on Past Guests
• (17:33) - Becoming Part of the Creator Economy
• (18:29) - Leveraging Influencer Partnerships
• (19:59) - The Impact of Guest Episodes
• (23:17) - Strategies for Growing the Audience
• (24:29) - The Importance of Consistency
• (28:31) - Effective Content Repurposing

How's PLG different from outbound? We asked someone who's worked with both motions. And the interesting part? 

They used a very simple trick to accelerate their PLG: Defining their ICP.

• (00:00) - Introduction
• (10:02) - Finding the ICP
• (19:37) - Acquisition and Sales Strategy
• (20:04) - Brand equity
• (22:53) - Trigger for engaging
• (25:55) - Self-Onboarding and Offboarding Dynamics
• (28:44) - Outbound Strategies and AI-Enabled Lifecycle
• (41:54) - Conclusion and Final Thoughts

Growth envy. We've all been there. Another company just blows up in what feels like seconds.

Immediately you wonder, how could we achieve the same? Well, first step is understanding, and in this episode we break down the conditions that enabled Cursor to grow incredibly fast.

• (00:00) - Introduction
• (02:20) - Cursor and 0-100
• (05:09) - The Power of Top Funnel
• (11:56) - The Future of Code Writing
• (12:10) - Teleportation and Sales
• (12:49) - Understanding the Funnel
• (13:05) - The Simplicity of PLG
• (14:45) - Developer Tools and Market Size
• (19:02) - Freemium Models in Enterprise Sales
• (23:09) - Challenges of Rapid Growth
• (27:05) - Retention and Competition