David Lieb is one of the product OGs of the last decade. As the founder of Bump David pioneered how over 150M users shared data, contacts and more before the company was acquired by Google. At Google, David took this one step further by creating Google Photos, which he has led with immense success for the last 9 years. In the last few weeks, David announced his latest move, to join Y Combinator, one of the world's leading accelerators as a Visiting Group Partner. If that was not enough, David also has a stellar angel portfolio with the likes of Rippling, Flexport, Tally, Maven and many more. In Today's Episode with David Lieb We Discuss: 1.) Entry into Product: How did an idea at business school turn into Bump and ultimately the creation of Google Photos? What are the single biggest mistakes David made with the early Bump product? What does David know now that he wishes he had known at the start of Bump? 2.) Scaling the Team Alongside the Product: What is product-market fit to David? What is it not? What are the single biggest mistakes founders make when they think they have it? What should founders do first and most importantly, when they do have it? Why does David believe individual user data is more important than relying on data? 3.) Product: Art or Science: Why does the description we have for product managers need to change? How does David determine when to act on customer feedback vs stick to the current product plan? What is the right way to do customer discovery? What questions are best to ask? Where do founders make the biggest mistakes in customer discovery? Ultimately, is product more art or science? Is this changing with ever-increasing data? 4.) Product: The Process: How does David conduct product reviews? What are the biggest mistakes founders and product leaders make when managing product reviews? Who is invited? Who sets the agenda? Who determines who is accountable for what? How do product reviews change in a world of Zoom? What is better? What is worse? What can product leaders do to build culture in remote worlds? How can product leaders make everyone feel safe and comfortable to share how they feel, regardless of seniority, in product reviews? Items Mentioned in Today's Episode: David's Best Performing Investment: Flexport

Eleanor Dorfman is a Sales Leader @ Retool, the company that allows you to build internal tools, remarkably fast. Prior to Retool, Eleanor joined Retool when there were only three account executives and has scaled the sales org sales to over 30 AEs, many SEs, and an entire SDR team. Before Retool, Eleanor was at Segment, where she built out the company’s customer success operations team before pivoting to creating an expansion sales team, renewals team, and a new business sales team. Finally, before Segment, Eleanor made her way into startups, starting as an unpaid intern at Clever, just four years later, Eleanor was Head of Customer Success and Solutions Engineering. In Today's Episode with Eleanor Dorfman We Discuss: 1.) Entry into Sales from Working with the US Education Department: How did Eleanor get her first role as an unpaid intern at Clever? What are 1-2 of her biggest takeaways from her time at Segment? What are the biggest advantages of sales reps having experience in customer success? 2.) The Sales Playbook: How does Eleanor define, "a sales playbook"? When does it need to be created? Does it need to be the founder who creates it or can it be a Head of Sales? Is it possible to run a PLG and enterprise motion from Day 1? How does this change your sales playbook? How does Eleanor advise founders on when is the right time to layer on an enterprise motion, on top of a PLG motion? 3.) Who, What and When: Building the Sales Team Should founders hire a Head of Sales first or sales reps first? If sales reps, should founders always hire sales reps in two's? How does Eleanor structure the hiring process for all new sales team recruits? What are the clearest signals of 10x sales hires? What are red flags in the interview process? How does Eleanor use demo's and case studies to determine technical ability? 4.) The First 30, 60 and 90 Days: The Onboarding: What is the right structure for all new sales hires to be onboarded? Why does Eleanor believe you will always hire your Head of Sales Enablement too late? What are the signs that now is the right time to hire your Head of Sales Enablement? What tools, materials and resources can founders provide to shorten the ramp time for new AEs? What are the single biggest mistakes founders make in the onboarding of new sales reps?