In this episode of Polyweb, host Sara Landi Tortoli and guest Georgiana Laudi, Co-founder and CEO of Forget the Funnel, explore the concept of customer-led growth and how it differs from product-led growth. They delve into the importance of deeply understanding customers, operationalizing their experiences, and making data-informed decisions to optimize their journey from problem recognition to long-term value realization.

00:00 Introduction

00:41 Defining customer-led growth and its relationship with product-led growth

03:53 Differentiating customer-led growth from other "X-led" growth models

07:15 Building products in a customer-led organization

09:51 The challenge of identifying ideal customers in B2B scenarios

13:24 Applying the Jobs-to-be-Done framework to understand customer segments

19:07 Mapping the customer journey and identifying value milestones

23:53 Leveraging customer insights to refine messaging and product experiences

29:42 Prioritizing customer jobs and deciding the strategic focus

33:57 Operationalizing customer-led growth within the organization

39:06 Repositioning and communicating the customer-centric approach

43:16 Prioritizing customer jobs and aligning with business objectives

47:49 The importance of customer research and avoiding guesswork

52:24 Implementing customer-led growth: A practical example

58:47 Closing thoughts and resources

👉 CHECK OUT FORGET THE FUNNEL: https://forgetthefunnel.com/

Buy the book: https://amzn.to/4ciTRIu

📚 OTHER RESOURCES MENTIONED:

Jobs to be done: https://youtu.be/fOxxwNGe9I8?si=lNM9Xb8gyl_cyBGs

April Dunford - Obviously Awesome: How to Nail Product Positioning so Customers Get It, Buy It, Love It - https://amzn.to/3PmZ0W4

🔗 CONNECT WITH GEORGIANA:

👥 Linkedin - https://www.linkedin.com/in/georgianalaudi/

🐦 Twitter - https://twitter.com/ggiiaa

💻 Website - https://forgetthefunnel.com/

🔗 CONNECT WITH SARA:

📸 Instagram - https://bit.ly/saralanditortoli-instagram

🐦 Twitter - https://twitter.com/Sara_LandiTor

👥 Linkedin - https://bit.ly/saralanditortoli-linkedin

💌 Newsletter - https://polyweb.beehiiv.com/

🪢 ABOUT POLYWEB:

Polyweb navigates through the intricate nexus of technology, product innovation, and human creativity. Engage with leading entrepreneurs and experts in uncovering how we can forge impactful companies and lead lives enriched with purpose in the Technology Era.

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