{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"How to Win podcast with Peep Laja","title":"Moving Upmarket for Growth - with Process Street's Vinay Patankar","html":"<iframe width=\"100%\" height=\"180\" frameborder=\"no\" scrolling=\"no\" seamless src=\"https://share.transistor.fm/e/0aaffcf0\"></iframe>","width":"100%","height":180,"duration":1460,"description":"This week on How To Win: Vinay Patankar of Process Street, a workflow management software company. You'll hear why they didn't monetize for the first 2 years, how going upmarket increased retention and revenue, and why they focused the product on specific use cases.\nKey Points:\n01:15 Identifying market need from personal frustration\n03:00 Deciding not to monetize for 2 years to optimize fundraising\n06:15 Recognizing larger customers have higher retention and expansion\n07:00 Transitioning from SMB to mid-market and enterprise\n14:30 Having over 50% of revenue from inbound channels\n15:00 Needing specialized use cases to differentiate amid competition\n19:00 Advising founders to get very clear on product and go-to-market strategy\nMentioned:\nProcess Street\nhttps://www.process.st/\nVinay Patankar's Linkedin\nhttps://www.linkedin.com/in/vinaypatankar\nVinay Patankar on X\nhttps://twitter.com/vinayp10?lang=en\nMy Links:\nTwitter\nLinkedIn\nWebsite\nWynter\nSpeero\nCXL","thumbnail_url":"https://img.transistorcdn.com/Q_fMwUWHo4tPx2uw4iDtzmWYAi2h5TryAVNt3AUO4fo/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS9zaG93/LzIyNTE3LzE2MjU1/MDE5ODUtYXJ0d29y/ay5qcGc.webp","thumbnail_width":300,"thumbnail_height":300}