Dan Balcauski speaks with Evan Liang, co-founder and CEO of LeanData. Evan shares his entrepreneurial journey, highlighting his experiences in venture capital and leadership roles at major tech companies before starting LeanData. He discusses the importance of understanding customer pain points in product development and the role of HR in scaling a SaaS business. Evan also explores the challenges of transitioning to a multi-product company, emphasizing strategic alignment and clear communication. The episode concludes with a discussion on evolving sales models, specifically the buying group motion in B2B sales, offering listeners deep insights into efficient scaling and process optimization.
00:57 Evan Liang's Journey to Entrepreneurship
04:51 The Birth and Mission of LeanData
07:00 Navigating Organizational Challenges
15:33 Customer-Centric Product Management
21:20 Scaling with Multi-Product Strategy
23:53 Deciding to Sunset a Product
24:43 Navigating Sales and Multi-Product Selling
29:30 The Concept of Buying Groups in B2B
33:33 Implementing Buying Groups: Steps and Advice
Guest Links
LeanData website
Evan's LinkedIn
The Buying Group Leaders LinkedIn Group
The Buying Groups Resource Center