Growing Pains: When to expand product suites, product teams, and ICPs

Josh Chin sat down with Scott Williamson, ex CPO of GitLab, to discuss a number of insights related to product, ICP, open source, and more.

As Chief Product Officer for GitLab, Scott led a team of 65 in Product Management, Product Operations, Growth, Pricing, and Corporate Development functions.

Here are the main topics we touched on:

• 1:20 - When is the right time for a startup to bring on a product leader?

• 4:02 - When is the right time for a startup to expand their ICP?

• 5:40 - How do you know when you’re tapping out your existing ICP?

• 7:17 - What is some advice for open source startups looking to go from project market fit to product market fit?

• 10:44 - When should a company start thinking about shifting from a point solution to an end to-end platform?

• 14:05 - What’s the best way to navigate the transition from point solution to platform

• 16:51 - What are some tips for winning the hearts and minds of developers?

Check out the video for the full discussion!

Growing Pains: Scaling a go-to-market motion in an emerging market

Shabdha from Ansa had the chance to sit down with the Head of Product at Coalition Inc, Jen McPhillips, to talk about building and scaling a go-to-market motion in a new market. When Jen joined Coalition in 2018, the business had raised just one round of funding and was a team of 15; today, Coalition serves over 175,000 customers and is valued at over $5Bn.

Here are the highlights from many of the valuable things discussed:

✏ When Coalition was founded in 2017, the world was just beginning to hear about data breaches. How did the company approach setting up a GTM and its early marketing strategy as the cyber insurance market was just emerging?

✏ Coalition had an early strategic decision to make about whether to work within existing insurance distribution channels, or to build a new distribution channel. What were some of the early insights that led the business to choose to work within existing channels?

✏ How did Coalition successfully navigate expanding from a single product (cyber insurance) to multiple products and multiple verticals?

✏ As Head of Product Marketing, what are the KPIs and metrics that Jen uses to measure the success of her team?

Check out the video for the full discussion!

Growing Pains: Scaling a mixed-model healthcare business

Marco from Ansa sat down with Shilpa Patel, Chief Business & Legal Officer at Kindbody, to unpack a number of insights healthcare operators should consider when building a digital health business.

Since joining Kindbody as a member of the founding team, Shilpa has seen firsthand how an early-stage company can evolve and scale its business model, unlock seemingly impossible partnerships, and ultimately become one of the largest digital health organizations in the country today serving millions of lives.

The key highlights covered in this video:

✓ The opportunities (and challenges) in pursuing a mixed business model - e.g. one that's both B2B and B2C

✓ How they navigated partnerships with some of the country’s largest, most established institutions

✓ Novel ways to think about pricing for employers, and where traditional “PMPM or PEPM” fee structures fall short

✓ The path from founding team in a mobile clinic to a +$1Bn business with a national footprint