Principles of Product Led Growth ft. Dheeraj Pandey, Co-Founder & CEO , Nutanix & DevRev

According to a recent article in Forbes, as per data of ProductLedGrowth.org,“Buyers want to self-educate.” 

Personalization is expected by customers—not only are 80% of people more likely to do business with a company that offers personalization but Salesforce’s 2017 State of Marketing Report found that 52% of B2C customers would actually switch brands if they weren’t getting a personalized experience. 

In today’s episode we’ve some Dheeraj Pandey, CEO at DevRev; Board Member at Adobe; Investor & Co-founder at Nutanix. 

During the episode, catch Dheeraj sharing his experience around Product-Led Growth over the past two decades, taking Nutanix Inc. public within 6 years of inceptio and much more. 

Notes - 

01:44 - Intro

02:26 - Achieving Product Market Fit - “What is the journey is not a destination.”

05:15 - Identifying the problem statement for first 10 customer at Nutanix

07:54 - Main value prop by Nutanix for early customers

10:11 - How to identify large problems?

13:22 - Whether to find a niche problem and then expand or find a problem statement of the larger market?

15:07 - What’s the first Aha moment for customers on DevRev?

20:04 - Zoho Sponsored - Prashant Ganti on Where do founders struggle with Payroll and how can they fix it?

21:18 - Why have Startups as the target audience v/s Large Entreprises?

27:10 - History of Product-led growth

32:50 - First principle thought behind Product-led growth with velocity

37:49 - Customer Relationship Management v/s Sales First Automation

39:07 - How a B2B developer can think like a B2C developer?

40:23 - What are risks of failure they need to think about?

41:40 - Building an entrepreneurial culture

43:47 - Dealing with the most difficult part of an acquisition (i.e. Integration)

45:38 - An early childhood in Patna, graduating from IIT Kanpur & Ph.D. dropout from University of Texas

50:33 - Why did he chose to startup in a downturn of 2009?

54:07 - Milestones in Nutanix’s journey

58:31 - Becoming a Public company

59:58 - Aspirations for DevRev

1:02:29 - What kind of person he is in his personal life?

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