BROADCASTS.com

Brought to you by Jira Product Discovery\u2014Atlassian\u2019s new prioritization and roadmapping tool built for product teams | Coda\u2014Meet the evolution of docs | Wix Studio\u2014The web creation platform built for agencies

\u2014

Brian Balfour is the founder and CEO of Reforge. Prior to Reforge, he was the VP of Growth at HubSpot and co-founded three other startups. In today\u2019s episode, Brian shares 10 lessons from his career, growth, and life:

\u2022 Lesson 1: Inspect the work, not the person.

\u2022 Lesson 2: Tell me what it takes to win; then tell me the cost.

\u2022 Lesson 3: Problems never end (and that\u2019s okay).

\u2022 Lesson 4: The year is made in the first six months.

\u2022 Lesson 5: Growth is a system between acquisition, retention, and monetization. Change one and you affect them all.

\u2022 Lesson 6: Do the opposite.

\u2022 Lesson 7: Use cases, not personas.

\u2022 Lesson 8: Solving for everyone is solving for no one.

\u2022 Lesson 9: Find sparring partners, not mentors or coaches.

\u2022 Lesson 10: 2x+ the activation energy for things that need to change.

\u2014

Find the full transcript at: https://www.lennyspodcast.com/brian-balfour-10-lessons-on-career-growth-and-life/

\u2014

Where to find Brian Balfour:

\u2022 X: https://twitter.com/bbalfour

\u2022 LinkedIn: https://www.linkedin.com/in/bbalfour/

\u2022 Website: https://brianbalfour.com/

\u2014

Where to find Lenny:

\u2022 Newsletter: https://www.lennysnewsletter.com

\u2022 X: https://twitter.com/lennysan

\u2022 LinkedIn: https://www.linkedin.com/in/lennyrachitsky/

\u2014

In this episode, we cover:

(00:00) Brian\u2019s background

(04:29) His Notion doc of lessons

(07:35) Lesson 1: Inspect the work, not the person

(12:39) Implementing lesson 1 and a recap of Reforge Artifacts

(16:01) Lesson 2: Tell me what it takes to win; then tell me the cost

(18:17) Why you should revisit your ideal end state often

(20:25) How planning works at Reforge

(23:50) Lesson 3: Problems never end (and that\u2019s okay)

(26:31) The \u201cplayers, coaches, captains\u201d framework

(30:24) How AI will allow for smaller teams

(34:13) Small teams do bigger things

(34:37) Lesson 4: The year is made in the first six months

(38:20) Lesson 5: Growth is a system between acquisition, retention, and monetization\xa0

(40:44) Examples of engagement and retention problems from HubSpot and Reforge

(46:21) Lesson 6: Do the opposite\xa0

(55:25) Brian\u2019s thoughts on category creation

(57:39) Lesson 7: Use cases, not personas

(1:01:18) The use case map

(1:03:38) Lesson 8: Solving for everyone is solving for no one\xa0

(1:11:14) There are many ways to do product

(1:16:52) Lesson 9: Find sparring partners, not mentors or coaches

(1:23:49) Advice on setting the tone for group sharing

(1:25:07) Lesson 10: You need to give 2x the activation energy for things that need to change

(1:32:02) Lightning round

\u2014

Referenced:

\u2022 Reforge: https://www.reforge.com/

\u2022 Frank Slootman on LinkedIn: https://www.linkedin.com/in/frankslootman/

\u2022 Artifacts: https://artifacts.reforge.com/artifacts

\u2022 Ray Dalio\u2019s 5 Step Process: https://commoncog.com/dalios-5-step-process-to-getting-what-you-want/

\u2022 Building effective teams: https://www.reforge.com/blog/building-effective-teams

\u2022 Scott Belsky\u2019s website: https://www.scottbelsky.com/

\u2022 MOOCs: https://en.wikipedia.org/wiki/Massive_open_online_course

\u2022 The Creative Act: A Way of Being: https://www.amazon.com/Creative-Act-Way-Being/dp/0593652886/

\u2022 A Breakdown of LinkedIn\u2019s AI Assisted Growth Loop: https://brianbalfour.com/essays/a-breakdown-of-linkedins-ai-assisted-growth-loop

\u2022 Lex Fridman Podcast: https://lexfridman.com/podcast/

\u2022 Acquired podcast: https://www.acquired.fm/

\u2022 Unsolicited Feedback podcast: https://www.reforge.com/podcast/unsolicited-feedback

\u2022 Elena Verna Analyzes Airtable\u2019s Shift to Enterprise and Slack\u2019s Product Roadmap: https://www.reforge.com/podcast/unsolicited-feedback/episode-5

\u2022 The ultimate guide to product-led sales | Elena Verna: https://www.lennyspodcast.com/the-ultimate-guide-to-product-led-sales-elena-verna/

\u2022 How to become a category pirate | Christopher Lochhead (author of Play Bigger, Niche Down, Category Pirates, more): https://www.lennyspodcast.com/how-to-become-a-category-pirate-christopher-lochhead-author-of-play-bigger-niche-down-category/

\u2022 Dharmesh Shah on LinkedIn: https://www.linkedin.com/in/dharmesh/

\u2022 The ultimate guide to JTBD | Bob Moesta (co-creator of the framework): https://www.lennyspodcast.com/the-ultimate-guide-to-jtbd-bob-moesta-co-creator-of-the-framework/

\u2022 How to sell your ideas and rise within your company | Casey Winters, Eventbrite: https://www.lennyspodcast.com/how-to-sell-your-ideas-and-rise-within-your-company-casey-winters-eventbrite/

\u2022 Target the Right Market: https://hbr.org/2012/10/target-the-right-market-2

\u2022 Douglas Atkin on LinkedIn: https://www.linkedin.com/in/doatkin

\u2022 How Linear builds product: https://www.lennysnewsletter.com/p/how-linear-builds-product

\u2022 How Notion builds product: https://www.lennysnewsletter.com/p/how-notion-builds-product

\u2022 Aaron White on LinkedIn: https://www.linkedin.com/in/aaronmwhite/

\u2022 Ariel Diaz on LinkedIn: https://www.linkedin.com/in/arieldiaz/

\u2022 Ray Dalio\u2019s website: https://www.principles.com/

\u2022 Zero to One: Notes on Startups, or How to Build the Future: https://www.amazon.com/Zero-One-Notes-Startups-Future/dp/0804139296

\u2022 The Wolf of Wall Street on Netflix: https://www.netflix.com/title/70266676

\u2022 Margin Call on Prime Video: https://www.amazon.com/Margin-Call-Kevin-Spacey/dp/B005UT29Z0

\u2022 The Big Short on Netflix: https://www.netflix.com/title/80075560

\u2022 The Bear on Hulu: https://www.hulu.com/series/the-bear-05eb6a8e-90ed-4947-8c0b-e6536cbddd5f

\u2022 Halt and Catch Fire on Prime Video: https://www.amazon.com/Halt-Catch-Fire-Season-1/dp/B00KCXIHJG

\u2022 Vuori: https://vuoriclothing.com/

\u2022 The man in the arena: https://www.theodorerooseveltcenter.org/Learn-About-TR/TR-Encyclopedia/Culture-and-Society/Man-in-the-Arena.aspx

\u2022 Startup Dads podcast: https://podcasts.apple.com/us/podcast/startup-dad/id1693312339

\u2014

Production and marketing by https://penname.co/. For inquiries about sponsoring the podcast, email podcast@lennyrachitsky.com.

\u2014

Lenny may be an investor in the companies discussed.