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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’s episode, Brian shares 10 lessons from his career, growth, and life: • Lesson 1: Inspect the work, not the person. • Lesson 2: Tell me what it takes to win; then tell me the cost. • Lesson 3: Problems never end (and that’s okay). • Lesson 4: The year is made in the first six months. • Lesson 5: Growth is a system between acquisition, retention, and monetization. Change one and you affect them all. • Lesson 6: Do the opposite. • Lesson 7: Use cases, not personas. • Lesson 8: Solving for everyone is solving for no one. • Lesson 9: Find sparring partners, not mentors or coaches. • Lesson 10: 2x+ the activation energy for things that need to change. — Brought to you by Jira Product Discovery—Atlassian’s new prioritization and roadmapping tool built for product teams: https://atlassian.com/lenny/?utm_source=lennypodcast&utm_medium=paid-audio&utm_campaign=fy24q1-jpd-imc | Coda—Meet the evolution of docs: https://coda.io/lenny | Wix Studio—The web creation platform built for agencies: https://www.wix.com/studio?utm_source=Lennyspodcast&utm_medium=Podcastad&utm_campaign=SL Find the transcript and references at: https://www.lennyspodcast.com/brian-balfour-10-lessons-on-career-growth-and-life/ Where to find Brian Balfour: • X: https://twitter.com/bbalfour • LinkedIn: https://www.linkedin.com/in/bbalfour/ • Website: https://brianbalfour.com/ Where to find Lenny: • Newsletter: https://www.lennysnewsletter.com • X: https://twitter.com/lennysan • LinkedIn: https://www.linkedin.com/in/lennyrachitsky/ In this episode, we cover: (00:00) Brian’s 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’s okay) (26:31) The “players, coaches, captains” 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  (40:44) Examples of engagement and retention problems from HubSpot and Reforge (46:21) Lesson 6: Do the opposite  (55:25) Brian’s 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  (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 Production and marketing by https://penname.co/. For inquiries about sponsoring the podcast, email [email protected]. Lenny may be an investor in the companies discussed.

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