In the immortal words of Andy Grove, “Training is one of the highest leverage activities a manager can perform.”  WorkRamp is the learning cloud for leading B2B companies such as Box, Lattice, Loom, and Intercom. The company has raised almost $70M across multiple rounds from top VCs and angels including Jack Altman, Elad Gil, Initialized Capital, Y-Combinator, and Susa Ventures to name a few.  I absolutely loved this conversation with WorkRamp’s founder and CEO, Ted Blosser, and have no doubt that you will walk away with a ton of actionable ideas.  Topics covered include:  How the company struggled with PMF early on and how they overcame it The importance of vision and the framework he learned from the CEO of Cisco How the best SaaS businesses leverage customer education for acquisition, activation and retention Why “being 10x better” is terrible advice for startups How to break into an existing market and compete against incumbents Why it’s so important in this economy for everyone in the company to be a seller  How AI is poised to change education (in a corporate setting and for children) Chapters: 00:00 Intro 02:42 What is WorkRamp? 03:45 WorkRamp in numbers 04:51 Struggling with PMF 06:26 Finding PMF 10:03 Grand Vision 12:49 What did your background have to do with founding WorkRamp? 15:09 The founding story 16:33 Advice on entering an incumbent category 19:13 Selling strategy 21:40 Onboarding switching clients 24:45 How do customers use the LMS? 29:37 WorkRamp growth channels 34:09 Finding PMF multiple times 37:24 New products 38:13 Employee learning categories 40:20 How do founders leverage enablement training? 43:30 How is AI changing the educational space? 46:27 Lightning round Guest Contact Info: WorkRamp linkedin.com/tedblosser Learn Podcast Sponsor:  This podcast is brought to you by ⁠grwth.co⁠. Grwth offers fractional CMOs, paired with best-in-class digital marketing execution to support early-stage startup success. With a focus on seed and series A companies, Grwth has helped a number of SaaS, digital health, and e-commerce startups build their go-to-market function and scale up. To learn more and book a free consultation, go to ⁠grwth.co⁠. Get in touch with Mosheh: ⁠linkedin.com/in/moshehp ⁠⁠twitter.com/MoshehP ⁠⁠[email protected]⁠⁠www.pmfpod.com