Win by Focusing on Your Core Users

The Duct Tape Marketing Podcast with Shane Murphy-Reuter

On this episode of the Duct Tape Advertising Podcast, I interviewed Shane Murphy-Reuter, President of GTM at Calendly. Calendly, greatest identified for revolutionizing scheduling software program, is now redefining its house by increasing deeper into relationship administration and SMB instruments with out shedding sight of its core worth: simplifying time.

Throughout our dialog, Shane shared the behind-the-scenes technique behind Calendly’s evolution—from a easy time administration software to an clever, AI-powered enterprise automation platform. As the corporate scales, its unwavering deal with serving solopreneurs, SMBs, and customer-centric roles like gross sales and training has set it aside in a saturated SaaS market. Shane emphasised the significance of aligning gross sales, advertising and marketing, and buyer expertise—a key piece of Calendly’s GTM technique that helps sustainable SaaS development.

Key Takeaways:

Buyer Obsession Wins: Calendly’s success is rooted in its deep understanding of time-sensitive professionals like coaches, therapists, and salespeople—its most fervent customers.
Develop With out Diluting: Somewhat than chasing each pattern, Calendly avoids turning into a “one-trick pony” by strategically increasing inside its strongest buyer base.
Enterprise Can Nonetheless Be Private: Even because it strikes into enterprise scheduling, Calendly maintains the simplicity and adaptability that made it common with people.
Sensible Product Growth: By anchoring new choices in its scheduling core and enhancing them with AI, Calendly innovates whereas staying true to its mission.
Mixing Gross sales Fashions: Shane mentioned merging product-led development with a tailor-made gross sales method—guaranteeing that prospects get worth whether or not they click on “purchase now” or have interaction a gross sales rep.
Class Creation + Innovation: Calendly isn’t only a software; it’s shaping how fashionable professionals handle relationships and time—key pillars of any profitable enterprise.