The Transaction

In this engaging episode of The Transaction, hosts Matt Amundson and Craig Rosenberg welcome Kevin Maney, renowned author of “Play Bigger” and expert in category design. Kevin shares his insights on the importance of creating a unique market category, how to effectively communicate a company’s value, and why businesses need to focus on solving specific problems rather than just showcasing their products. The conversation delves into the evolution of tech categories, the role of innovative messaging, and practical strategies for standing out in a crowded market. Whether you’re an entrepreneur, marketer, or business leader, this episode is packed with actionable advice to help you master the art of category design.
 
Takeaways:
  • The dominant design in a category sets the standard and expectations for all subsequent competitors.
  • Effective messaging should focus on the problem your product solves, not just the product itself.
  • The evolution of tech categories often follows the adoption of new technologies or significant shifts in context.
  • Creating a new market category can place a company in a powerful position, setting industry standards.
  • Regularly revisiting and updating your category design is crucial as market contexts continuously change.
Chapters:
00:00 Introduction
02:00 Welcoming Kevin Maney
04:00 Importance of Effective Messaging in Tech
10:00 The Role of Category Design in Business Success
15:00 Understanding Market Context and Missing Elements
20:00 Creating and Communicating a Unique Value Proposition
30:00 Examples of Successful Category Design
40:00 Practical Steps for Implementing Category Design
50:00 The Power of Storytelling in Business Strategy
55:00 Outro and Final Thoughts

Quote of the Show:
  • “Effective category design is about creating a space in people’s minds and setting the expectations for what your industry should be.” - Kevin Maney

Connect with Kevin Maney:
  • LinkedIn: Kevin Maney (https://www.linkedin.com/in/kevinmaney/)
  • Website: Category Design Advisors (https://www.categorydesignadvisors.com/)

Shoutouts:
  • “Play Bigger” by Kevin Maney
  • Paul Garosky, author of “The Evolution of New Markets”

Sponsor:
  • The Transaction is sponsored and produced by Ringmaster, the go-to branded podcast team. To discover how your company can leverage B2B podcasts to deliver outsized ROI, visit ringmaster.com.

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Creators & Guests

Host
Craig Rosenberg
I help b2b companies grow revenue by enabling GTM excellence. Chief Platform Officer at Scale Venture Partners
Host
Matt Amundson
CMO, Advisor, Data-Driven Revenue Leader. Chief Marketing Officer of Census
Producer
Casey Cheshire

What is The Transaction?

Welcome to The Transaction. The #1 Go-To-Market podcast on the planet.

Hosts Craig Rosenberg and Matt Amundson, two legendary go-to-market leaders in their own right, talk weekly with the best sales, marketing, operations, and product leaders in the B2B SaaS world to understand what's working in the new playbook of the post-ZIRP market.

But Craig, Matt, and their guests don't just talk theoretically, they share the stories and actionable tips, tactics, and strategies behind what's driving revenue growth that you can take and implement in your own go-to-market roles.

From ABM to PLG, from MEDDIC to MEDDPICC, the world of business is constantly evolving. We’ll cover the who, what, where, when, why and most importantly how you get… The Transaction.