In this episode, I speak with Janis Zech – serial entrepreneur and founder of Weflow – about how they built a successful founder-led GTM pipeline machine with just two people on their marketing team.

What you'll learn:

• How Janis pivoted from a product-led growth strategy to a sales-led approach after discovering their AEs loved the product but couldn't pay for it
• The journey of building a comprehensive inbound engine with just two people that now generates nearly all of Weflow's pipeline
• Why SEO wasn't working for them despite generating 25,000+ monthly clicks
• Their strategic content focus on RevOps leaders, including launching the RevOpsLab podcast that's become one of the largest RevOps content resources
• The multi-layered LinkedIn strategy that generates millions of views and thousands of leads from their target audience

Highlights:

• The sophisticated nurturing system that starts with LinkedIn connections, moves to DM content sharing, and tracks behavior on their resource hub
• The power of high-quality, ungated content that establishes expertise before asking for anything in return
• How they've built a complete "awareness to conversion" flywheel using personal relationships at scale

About the guest:

Janis Zech is a serial entrepreneur on his third company. His previous venture scaled to around $235 million in gross revenue with 250-350 employees. Now, as the founder of Weflow, he's building a revenue AI platform that automates Salesforce data capture and orchestrates workflows to manage deals, pipeline, and forecasts. With ACVs ranging from $5K to $100K, Weflow has developed a sophisticated go-to-market approach that combines community building, content marketing, and relationship development.

Song by StockTune

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