# Jehan Lalkaka
> I help B2B SaaS and AI teams find and fix growth bottlenecks across acquisition, conversion, and retention using customer research and execution.
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## Pages
- [About](https://jehanlalkaka.com/about.md) - After 15 years of customer research and hands-on growth work, I've learned that some of the biggest revenue opportunities exist in the middle of the funnel—after a prospect becomes a lead. My work focuses on helping leads and free trials gain the confidence to move forward and become customers.
- [Contact](https://jehanlalkaka.com/contact.md) - I'm always open to exchanging messages or chatting over video. You can contact me by... * Email (jehan.rl[at]gmail.com) * LinkedIn * Twitter * Contact form * Book a meeting I hope you'll reach out 👋
- [Growth Discovery Sprint](https://jehanlalkaka.com/growth-discovery-sprint.md) - Customer interviews that reveal why your growth engine isn't working and how to fix it.
- [Sign up for Growth Stage](https://jehanlalkaka.com/growth-stage.md)
- [How I work](https://jehanlalkaka.com/how-i-work.md) - Whether I'm joining your company as a full-time executive or partnering with you in a fractional capacity, my approach is quite similar. Over the past 15 years, I've developed a practical framework I call MADE. I designed it to answer one simple question: How do you know which growth initiatives wi…
- [Outcomes I've driven](https://jehanlalkaka.com/outcomes-ive-driven.md) - Over the past 15+ years, I've led initiatives that improved conversion, increased win rates, accelerated product adoption, and uncovered millions in untapped revenue opportunities. ⭐⭐⭐⭐⭐ I divide my time at 15Five as “before Jehan” and “after Jehan.” Prior to Jehan joining, it felt like we stumbled…
- [Portfolio](https://jehanlalkaka.com/portfolio.md) - Welcome to my portfolio! You'll find a small sampling of how I've helped B2B startups achieve their pipeline and sales goals. ⭐⭐⭐⭐⭐ Jehan is a powerhouse product marketing player-coach with a stakeholder-friendly, deliverable-first approach that works well in startup environments. His willingness t…
- [Testimonials](https://jehanlalkaka.com/testimonials.md) - ⭐⭐⭐⭐⭐ Jehan is a powerhouse product marketing player-coach with a stakeholder-friendly, deliverable-first approach that works well in startup environments. His willingness to jump into projects from day one has made him an incredible asset to the organization and a genuine joy to partner with. Sara…
- [Writings](https://jehanlalkaka.com/writings.md) - Notes from the inside of B2B SaaS product marketing at Ninety, brightwheel, Udacity, 15Five, Emplify, and earlier at LinkedIn, SurveyMonkey, Amazon, and eBay. Practical, opinionated, and based on real-life experience.

## Posts
- [When growth slows, stop trying more tactics. Ask your customers why.](https://jehanlalkaka.com/when-growth-slows-stop-trying-more-tactics-ask-your-customers-why.md) - Struggling with growth? Learn how customer interviews uncover what’s blocking your funnel so you can fix the right problems and grow faster.
- [Four reasons why content is ignored: How customer interviews can help](https://jehanlalkaka.com/four-reasons-why-content-is-ignored-how-customer-interviews-can-help.md) - Discover four reasons buyers ignore your content and how customer interviews help you create relevant, credible content that connects with your audience.
- [4 reasons your target buyers aren’t responding to your marketing](https://jehanlalkaka.com/4-reasons-your-target-buyers-arent-responding-to-your-marketing.md) - Learn why your target buyers aren’t responding to your marketing, and how customer interviews can uncover problems with targeting, messaging, buyer confidence, content, and conversion.
- [Stop treating marketing like a vending machine. Here’s what to do instead.](https://jehanlalkaka.com/stop-treating-marketing-like-a-vending-machine-heres-what-to-do-instead.md) - Stop wasting your B2B marketing budget chasing immediate leads. Learn how customer insights build demand, earn trust, and keep your brand top of mind.
- [How customer interviews can reveal growth opportunities](https://jehanlalkaka.com/how-customer-interviews-can-reveal-growth-opportunities.md) - Learn how customer interviews uncover buyer doubts, reveal six ways to improve the buying experience and help prioritize growth initiatives with evidence.
- [Why I stopped blaming sales for lost deals and started looking at the buying experience instead](https://jehanlalkaka.com/why-i-stopped-blaming-sales-for-lost-deals-and-started-looking-at-the-buying-experience-instead.md) - Most companies blame sales when deals don’t close. After 15 years of interviewing buyers, I came to a different conclusion.
- [The revenue growth conversation that changed how I think about marketing](https://jehanlalkaka.com/the-revenue-growth-conversation-that-changes-how-to-think-about-marketing.md) - Learn how B2B SaaS companies can increase revenue by improving lead-to-customer conversion instead of spending more money on new lead generation.
- [Why more leads won't fix your revenue problem](https://jehanlalkaka.com/why-more-leads-wont-fix-your-revenue-problem.md) - Discover why B2B SaaS growth depends less on generating more leads and more on fixing conversion gaps that stop prospects from becoming customers.
- [​How the best companies stand out without massive marketing budgets](https://jehanlalkaka.com/how-the-best-companies-stand-out-without-massive-marketing-budgets.md) - Discover how customer stories help B2B companies earn trust, differentiate from competitors, and create a low-cost growth engine.
- [What hundreds of interviews taught me about why prospects say they’re interested, then disappear](https://jehanlalkaka.com/what-hundreds-of-interviews-taught-me-about-why-prospects-say-theyre-interested-then-disappear.md) - Discover the five questions buyers ask before purchasing and how answering them can increase trust, improve conversions, and close more deals.
- [Why AI can’t replace the most important part of marketing](https://jehanlalkaka.com/why-ai-cant-replace-the-most-important-part-of-marketing.md) - In the age of AI, trust is your biggest differentiator. Learn why customer stories outperform marketing claims and shorten B2B sales cycles.
- [Why interested prospects still hesitate, and how customer stories change that](https://jehanlalkaka.com/why-interested-prospects-still-hesitate-and-how-customer-stories-change-that.md) - Learn how customer stories reduce buyer risk, build trust, and help B2B sales teams close more deals by answering the questions buyers care about.
- ['Show, don’t tell' advice in action](https://jehanlalkaka.com/show-dont-tell-advice-in-action.md) - Learn how to replace vague claims with concrete evidence that builds trust, strengthens messaging, and helps buyers make confident decisions.
- [The fallacy of PMM ownership](https://jehanlalkaka.com/the-fallacy-of-pmm-ownership.md) - Product marketing can't drive growth alone. Learn why successful go-to-market execution requires shared ownership across the entire organization.
- [Lead with the BLUF](https://jehanlalkaka.com/lead-with-the-bluf.md) - Learn how the BLUF (Bottom Line Up Front) communication framework helps you write clearer emails, presentations, and business messages.
- [Marketing is like parenting](https://jehanlalkaka.com/marketing-is-like-parenting.md) - Great marketing, like great parenting, is built on empathy, consistency, and understanding people, not manipulation or clever tactics.
- [Prospects vs. existing customers](https://jehanlalkaka.com/prospects-vs-existing-customers.md) - Existing customers and prospects need different messages. Learn how to tailor your marketing to increase acquisition, retention, and expansion.
- [Marketing is a waste of money](https://jehanlalkaka.com/marketing-is-a-waste-of-money.md) - Marketing isn't the problem; poor positioning is. Learn why clear messaging delivers better ROI than simply spending more on promotion.
- [C-suite chat: Retention and growth](https://jehanlalkaka.com/the-missing-element-in-every-retention-and-growth-strategy.md) - Discover executive insights on customer retention, business growth, and the strategies leaders use to build stronger, more resilient companies.
- [A guide for writing headlines](https://jehanlalkaka.com/a-guide-for-writing-headlines.md) - Learn how to write headlines that capture attention, communicate value, and increase clicks across websites, emails, and social media.
- [9 non-obvious ways to lead a team](https://jehanlalkaka.com/9-non-obvious-ways-to-lead-a-team.md) - Strong leadership goes beyond managing tasks. Discover nine practical habits that build trust, alignment, and high-performing teams.
- [How to approach procurement](https://jehanlalkaka.com/how-to-approach-procurement.md) - Procurement doesn't have to stall your deals. Learn how to navigate the buying process, reduce friction, and improve your chances of closing.
- [How to retain revenue: 9 key moves](https://jehanlalkaka.com/how-to-retain-revenue-9-key-moves-tclx.md) - Retaining customers is often more profitable than acquiring new ones. Learn nine practical ways to reduce churn and increase recurring revenue.
- [Books on writing](https://jehanlalkaka.com/books-on-writing.md) - Discover the best books on writing, storytelling, and persuasion to improve your messaging, marketing, and communication skills.
- [How to stop spray-and-pray marketing](https://jehanlalkaka.com/how-to-stop-spray-and-pray-marketing.md) - Stop wasting time on random marketing tactics. Learn a systematic approach to prioritizing initiatives that drive measurable business growth.
- [Talk about your buyers' problems](https://jehanlalkaka.com/struggling-to-connect-with-buyers-talk-about-their-problems-5-examples.md) - Buyers care more about solving problems than product features. Learn how customer-centric messaging increases trust and conversions.
- [Three lessons from siggi’s messaging](https://jehanlalkaka.com/three-lessons-from-siggis-unique-messaging.md) - Learn three messaging lessons from siggi's that show how clear positioning can differentiate a brand and create stronger customer demand.
- [Short intro to SEO](https://jehanlalkaka.com/a-quick-intro-to-seo-using-a-bottoms-up-approach.md) - A beginner-friendly introduction to SEO that explains how search engines work and how to create content that attracts qualified traffic.
- [Don't skip the Cold Audience Test](https://jehanlalkaka.com/the-hard-truth-about-growth.md) - Most growth tactics fail when prospects don't understand your value. Learn how to pass the Cold Audience Test and convert more buyers.
- [How I use Todoist to get stuff done](https://jehanlalkaka.com/getting-stuff-done.md) - Discover the Todoist workflow I use to stay organized, prioritize meaningful work, and consistently get more done without feeling overwhelmed.
- [Pre-growth: selling to a cold audience](https://jehanlalkaka.com/pre-growth-guide.md) - Turn your product into a viable business by finding the right positioning, messaging, and customer insights before investing in growth.
- [Indie hacking](https://jehanlalkaka.com/learning-how-to-hunt.md) - Learn practical lessons from indie hackers on validating ideas, finding product-market fit, and growing a business with limited resources.
- [Make customer feedback a team sport](https://jehanlalkaka.com/how-to-use-customer-feedback-to-cut-through-internal-conflict.md) - Customer feedback shouldn't live in one department. Learn how to build a culture where every team learns directly from customers.
- [Timeless marketing insights](https://jehanlalkaka.com/timeless-marketing-insights-we-often-forget.md) - Explore timeless marketing lessons that help founders improve positioning, messaging, customer research, and long-term business growth.
- [Customers want a faster horse cart'](https://jehanlalkaka.com/customers-want-a-faster-horse-cart.md) - Discover why customers rarely describe breakthrough products directly, and how to uncover the deeper problems that inspire real innovation.
- [The cost of free customer interviews](https://jehanlalkaka.com/why-pay.md) - Should you pay for customer interviews? Learn why incentives can improve research quality, speed up learning, and help you reach the right buyers.
- [Start with messaging](https://jehanlalkaka.com/start-with-messaging-and-work-backwards.md) - Discover how a messaging framework helps define your ideal customer, sharpen product positioning, improve conversions, and guide product development.

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