Cover art for podcast Protect the Hustle

Protect the Hustle

87 EpisodesProduced by ProfitWellWebsite

Accelerate your B2B SaaS growth and get better as an operator. Join ProfitWell's Patrick Campbell as he explores the truth behind the strategy and tactics of those scaling in SaaS. Basically this podcast gives you a team of advisors in the trenches actually doing the work.

87 Episodes | 2018 - 2021

Drift's David Cancel on achieving hypergrowth

September 21st, 2021

29:22

Topics discussed in this episode:

  • The recipe to embrace resistance to change
  • Navigating the exposure to perfection
  • The unsatisfactory answer to …

Andela’s Jeremy Johnson on the value of distributed teams

September 14th, 2021

29:36

Topics discussed in this episode:

  • Discovering intelligent talent
  • Managing distributed teams well
  • Building an engine that brings the world closer
  • The …

Kissflow's Suresh Sambandam on the importance of great talent

September 7th, 2021

28:22

Topics discussed in this episode:

  • Being a champion of the mundane
  • A globetrotter approach to customer development
  • Examining product manager hubris

Bessemer's Byron Deeter on efficient growth

August 31st, 2021

20:00

Topics discussed in this episode:

  • The Tedious Transition from Perpetual Software to Subscriptions
  • The Fundamentals of a Stable Business
  • Efficient Use …

Revisiting: Wistia's Brendan Schwartz on the Self-Aware Business Model

August 24th, 2021

33:09

Topics covered in this episode

  • What is the Wistia Way?

  • Learning to install processes but go with the flow

  • The simple benefits of being genuine

  • How …

Revisiting: Measuring the Subscription Economy with Zuora's Tien Tzuo

August 17th, 2021

53:57

*This episode was filmed prior to the occurrence of the COVID-19 pandemic.


Topics covered in this episode

  • The shift from a product economy to a …

Revisiting: Qordoba’s CEO, May Habib, Talks Total Market Transition

August 10th, 2021

24:31

Every company goes up market eventually, especially in B2B. Most do so by expanding their offering, few actually make the leap from abandoning the low end of the market and going right at the enterprise instead. So how …

Revisiting: Mike Troiano, Partner at G20, on the Power of Brand

August 3rd, 2021

35:10

Topics covered in this episode

  • Great marketing is built from the consumer up, not the product

  • Use classical positioning language as a framework to …

Predictable Revenue's Aaron Ross, on a better way to sell

July 27th, 2021

25:38

Topics discussed in this episode:

  • Why everyone should have the skill to sell
  • The secret to nailing the niche
  • Dissecting the ideal customer
  • Why most …

RD Station's Eric Santos on educating an emerging market

July 20th, 2021

29:56

Topics discussed in this episode:

  • Embracing Complexity When Selling to SMBs
  • How to Be Successful in an Emerging Market
  • The Playbooks to Educate an …

Bonjoro's Matt Barnett on customer advocacy

July 13th, 2021

37:01

Topics discussed in this episode:

  • The golden ticket of customer advocacy
  • Taking video off its pedestal
  • A guide to customer advocacy
  • Seeding stories

Vivek Sharma on decision-making frameworks and growth

July 6th, 2021

21:25

Topics discussed in this episode:

  • The last millisecond experience
  • Phase transitions of growth
  • Avoiding premature optimization
  • Centralized vs …

David Hauser on the importance of core values

June 29th, 2021

44:40

Topics discussed in this episode:

  • The Itch to Strategically Operate
  • A System for Firing and Developing People
  • Keeping the Rhythm with the Operational …

Meghan Keaney Anderson on creating valuable content

June 22nd, 2021

23:38

Topics discussed in this episode:

  • Creating Content with Desirable Value
  • Which Marketing Metrics Make the Most Sense
  • Surviving the No-Exit Situation

Mode's Derek Steer on data-driven decision making

June 15th, 2021

34:47

Topics discussed in this episode:

  • Two Infrastructure Shifts with Data
  • Having a Love Affair with Caution
  • Unlocking and Accelerating Human Reasoning

Pricefx CMO, Patrick Moorhead, on creating sticky content

June 8th, 2021

39:51

Topics discussed in this episode:

  • Making pricing accessible
  • Tech-enabled Demand Generation
  • The rich tapestry cadence of MOFU
  • Creating a sticky and …

RallyPoint's David Gowel on finding our purpose

June 1st, 2021

35:34

Topics discussed in this episode:

  • The culture shock of non-negotiable feedback
  • Selfless service
  • The foxhole method of business
  • Building your own …

Yousuf Bhaijee on word of mouth marketing

May 25th, 2021

40:02

Topics discussed in this episode:

  • Destigmatizing the Cannabis Industry
  • How to Measure Word of Mouth
  • Creating Delightful Moments
  • The Ingredients for …

Teachable’s Ankur Nagpal on overcoming SOS

May 18th, 2021

40:34

Topics discussed in this episode:

  • Wanting to Own Your Destiny
  • Managing Shiny Object Syndrome
  • When to Do the Unscalable
  • How to Maintain Authenticity …

Revisiting: SurveyMonkey's Leela Srinivasan on Powering the Curious

May 11th, 2021

44:15

Topics covered in this episode

  • We must continually power the curious, because feedback is essential for growth.
  • Companies who don’t listen to …

Revisiting: Moz & Sparktoro's Rand Fishkin on how early-stage failure bred future success

May 4th, 2021

40:31

Topics covered in this episode

  • The primary reasons for Moz's failure and what Rand would've changed about the operation
  • The implications of creating …

Revisiting: Freshworks' Girish Mathrubootham on Building a Multi-Product Future

April 27th, 2021

37:37

Topics covered in this episode

  • Building, scaling and distribution: the new challenges for software companies
  • How first perfecting a single product …

Revisiting: April Dunford on Why Positioning is Everything

April 20th, 2021

33:47

Topics covered in this episode:

  • What is positioning?
  • Dissonance between revenue timeliness and marketing priorities
  • Category creation and adoption.

B-Side: How donations increase subscription retention

April 16th, 2021

18:44

Over the past century we've gone through a few waves in purchasing behavior. After setting up infrastructure in the industrial revolution we entered …

Wistia's Chris Savage on brand affinity

April 13th, 2021

40:04

Topics discussed in this episode:

  • Shame led to work ethic
  • When to give up on your dreams
  • The shift from marketing to brand affinity
  • The unlock to …

B-Side: Thinking from first principles

April 9th, 2021

27:28

This week I'm sharing one of our internal memos that's slightly redacted on one of our core principles at ProfitWell: thinking from first principles. …

Xero's Anna Curzon on cultivating meaningful relationships

April 6th, 2021

33:04

Topics discussed in this episode:

  • Being a champion for small businesses 
  • Democratizing success with technology 
  • Why accountants are superheroes 
  • When …

B-Side: Case studies and celebrity impact on retention and pricing

April 1st, 2021

22:32

In a world with seemingly infinite options and infinite marketing to show us those options, consumer purchasing behavior has changed dramatically. …

Ryan Deiss on the preeminence of messaging

March 30th, 2021

48:19

Topics discussed in this episode:

  • The Accidental Entrepreneur
  • The Desire for Elevated Status
  • Selling Transformation or Identity Reinforcement
  • The …

B-Side: The rise of passive, anti-active usage products

March 26th, 2021

27:43

For decades we've been talking about active usage in the context of retention. After all, if someone is using the product, then they must be happy, right? Our market has changed though as we're able to measure outcomes …

Help Scout’s Nick Francis on the importance of shared values

March 23rd, 2021

45:04

Topics discussed in this episode:

  • The thin line between being stubborn and principled
  • Software as a craft industry
  • Permeating shared values …

B-Side: A compact guide to pricing strategy

March 18th, 2021

31:42

Pricing is one of those topics that sits at the nexus of uncomfortable and long term, which means companies often don’t think about it for far too long. Even when they eventually figure it out, they don’t touch it again …

Ansarada's Sam Riley on intentional culture

March 16th, 2021

50:09

Topics discussed in this episode:

  • Understanding the Root of Customer Wants
  • Building an Intentional Culture
  • The Leapfrog Differentiator
  • Living Out …

B-Side: Hunting whales at ProfitWell (or how we do business development)

March 11th, 2021

22:57

This week I want to try something a bit different. I'm going to talk through a problem I'm currently working on—essentially a ProfitWell business …

Sarah Hodges builds community

March 9th, 2021

29:14

Topics discussed in this episode:

  • Marketing-driven growth vs. product-driven growth
  • The ingredients that make up community
  • How community drives the …

B-Side: Twitter Super Follow—the last shot in the war

March 4th, 2021

32:36

This episode is a deep dive on Twitter's decision to enter the subscription world. I've been talking about this for quite some time (as has Scott …

Zapier's Wade Foster on strategy and tactics

March 2nd, 2021

38:25


Topics discussed in this episode:

  • The democratization of automation
  • Not hiring until it hurts
  • Aligning on a singular strategy to empower individual …

B-Side: Feedback is Non-Negotiable

February 25th, 2021

24:23

This episode is an internal memo (slightly redacted and modified) on one of ProfitWell's core axioms of "feedback is non-negotiable." Patrick wanted to share it because he's been thinking about this memo quite a bit the …

Jeetu Patel on the importance of having product principles

February 23rd, 2021

25:09


Topics discussed in this episode:

  • Using mega trends as a tailwind to growth
  • Building product principles into your business
  • How to choose the right …

B-Side: HubSpot + The Hustle (or ProfitWell's entire media strategy)

February 18th, 2021

39:10

Today, we're sharing a framework for becoming a media company, including why you should abandon your current inbound strategy and move to media. …

Mark Roberge on The Science of Scaling

February 16th, 2021

39:38

Topics discussed:

  • How HubSpot developed a data-driven sales playbook
  • The powerful potential of combining marketing and customer success
  • The Science …

TripAction's Meagan Eisenberg on team alignment & prioritization

February 13th, 2021

23:55

Topics covered in this episode:

  • The art of making technology
  • The alignment of product, marketing, and sales 
  • Prioritizing marketing initiatives 

Defending the hustle

February 11th, 2021

22:59

Today, Patrick goes deep on defending hustle culture. He discusses how to better align what you want with your efforts, as well as how we'd be better …

PTH B-Side: The Amex Effect

February 4th, 2021

23:34

On today’s episode Patrick dives deep into the analysis of The AMEX effect, which is a phenomenon of pricing at the point where your customer doesn’t think much about the purchase. He walks through all the data and how …

Zuora's Amy Konary on why subscriptions are win-win

February 2nd, 2021

20:05

Topics covered in this episode:

  1. What makes your business is more than just a piece of tech.
  2. Subscriptions make better citizens of the world.
  3. The …

B-Side: A case for coaches

January 28th, 2021

20:49

Topics discussed in this episode.

  • In 2021 and in general, you need a coach to give you proper outside perspective and to check your self-awareness.

Reforge CEO, Brian Balfour, on frameworks and communication

January 26th, 2021

41:47

Topics covered in this episode:

  • How to avoid getting sucked into traps
  • Using perspective to get everyone on the same page
  • Creating tools to reveal …

B-Side: The Disney Octopus

January 21st, 2021

31:58

Today, Patrick goes into probably the most obvious, superficial point we could learn from Disney. It's lazy analysis. And why we need to go deeper to …

Salesloft's Sydney Sloan on team alignment

December 15th, 2020

29:09

Topics covered in this episode:

  1. Difficulty of category creation
  2. Marketing trends with the rule of 3
  3. Rift between marketing factions
  4. How to acquire a …

HubSpot’s Kieran Flanagan on the evolution of growth

December 8th, 2020

34:28

Topics covered in this episode: 

  • The evolution of growth
  • Prioritizing and positioning
  • Overinvesting in a few growth bets
  • Playbooks and planning

Nathan Latka on generating interest and demand

December 1st, 2020

31:46

Topics covered in this episode:

  • Earning the right to educate
  • Weaponizing your ego
  • Generating demand
  • Characteristics of success
  • The key to leverage


Pluralsight’s Heather Zynczak on the importance of having a learner’s mindset

November 24th, 2020

25:33

Topics covered in this episode:


  1. Building a career off problem solving
  2. The growing skills gap
  3. Keeping pace with innovation
  4. Developing a learner’s …

Vidyard’s Michael Litt on the importance of stepping away

November 17th, 2020

21:56

Topics covered in this episode:


  1. Don’t be a solution searching for a problem
  2. Tall Poppy Syndrome in Canada
  3. Cultivating a culture of competition
  4. The …

Chargebee’s Krish Subramanian on achieving success through loyalty and trust

November 10th, 2020

32:40

Topics covered in this episode:

  • Bootstrapped beginnings
  • Subscriptions are the future
  • Contributing vs. building your own
  • Rallying behind a metric

Intercom’s Des Traynor on getting close to your customers in a digital world.

November 3rd, 2020

32:40

Topics covered in this episode:


  1. Roots in programming
  2. Talking to your customers
  3. Finding levers for growth
  4. Lessons in scaling
  5. Alignment and shared …

April Dunford on Why Positioning is Everything

September 22nd, 2020

33:47

Topics covered in this episode:


  1. What is positioning?
  2. Dissonance between revenue timeliness and marketing priorities
  3. Category creation and adoption.

G2’s Godard Abel on the Importance of an Entrepreneurial Family

June 9th, 2020

49:38

Topics covered in this episode

  • Accepting the lows with the highs of entrepreneurship
  • The importance of a support system
  • Trust & loyalty comes …

B-Side E05: Let's talk about it

June 5th, 2020

39:28

This week, Patrick and Neel discuss the considerable thought that should go into a company statement when presented with a sensitive and significant …

Measuring the Subscription Economy with Zuora's Tien Tzuo

June 2nd, 2020

53:57

*This episode was filmed prior to the occurrence of the COVID-19 pandemic.


Topics covered in this episode

  • The shift from a product economy to a …

B-Side E04: Mandated vs. unlimited time off—which is more effective?

May 29th, 2020

32:19

In this episode, PC and Neel discuss the pros and cons around mandated vs. unlimited time off. Plus, what does the travel industry recovery look like?


This is a ProfitWell Recur Studios production—the first media network …

SurveyMonkey's Leela Srinivasan on Powering the Curious

May 26th, 2020

44:15

Topics covered in this episode

  • We must continually power the curious, because feedback is essential for growth.
  • Companies who don’t listen to …

Chief Instigator, Dan Martell, on the Power of Authentic Relationships

May 19th, 2020

48:32

Topics covered in this episode

  • You have to remain authentic. Much of authenticity stems from accepting vulnerability.
  • Surround yourself with the …

B-Side E02: What is the road to redemption?

May 14th, 2020

38:08

In this episode, PC and Neel bring up some questions around the road to redemption.


This is a ProfitWell Recur Studios production—the first media network dedicated entirely to the SaaS and subscription space.

Gainsight’s Nick Mehta on Orchestrating Harmonious CS

May 12th, 2020

42:24

Topics covered in this episode

  • Why providing customers with a desired outcome is crucial

  • How to align customer success properly within an …

Moz & Sparktoro's Rand Fishkin on How Early-Stage Failure Bred Future Success

May 5th, 2020

40:31

Topics covered in this episode

  • The primary reasons for Moz's failure and what Rand would've changed about the operation
  • The implications of creating …

B-Side E01: Are we overreacting or not doing enough?

April 24th, 2020

32:04

This is a ProfitWell Recur Studios production—the first media network dedicated entirely to the SaaS and subscription space.

Revisiting: HubSpot's Brian Halligan and the Difficulty of Scaling Up

August 8th, 2019

27:41

Topics covered in this episode

  • The saga of Brian Halligan's purchase of Jerry Garcia's guitar

  • The differences of running a company with 2 to 20 …

New show preview: Tradeoffs with Hiten Shah

August 6th, 2019

17:50

Welcome to the first-ever episode of Tradeoffs, where Hiten Shah (of FYI and Product Habits) and I talk through the product decisions of popular …

Revisiting: Netflix's Patty McCord on Building a Great Place to Be From

August 1st, 2019

41:48

Company culture means a lot of things to a lot of different people, not because culture has a lot of definitions, but because culture has been …

Qordoba’s CEO, May Habib, Talks Total Market Transition

July 25th, 2019

24:31

Every company goes up market eventually, especially in B2B. Most do so by expanding their offering, few actually make the leap from abandoning the low end of the market and going right at the enterprise instead. So how …

CEO of Lola.com, Mike Volpe: Without Great People, You Will Fail

July 18th, 2019

33:10

People are the hardest part of building a company.

Think about it - when you’re building a company, your people are the company. And if you’re terrible at finding great people, hiring great people, and keeping great …

Yesware's Matthew Bellows on Growth and Success Stemming from Unrelenting Focus

July 12th, 2019

39:07

Topics covered in this episode

  • Having a product team that can say “no” in order to stay on plan

  • Choosing one singular focus and target customer …

HubSpot's Katie Burke on Building Culture and Embracing the Skeptics

June 28th, 2019

27:21

If you ask someone to define “culture” in your office, you might get a response about ping-pong tables or beers on tap. But we know culture …

Protect the Hustle Season 2 Trailer

June 13th, 2019

3:15

The word hustle dates back to the 1680s from the Dutch word “hutselen” which means “to shake, to toss”. The very core of the word is around shaking up and pushing forward, which is why plenty of the dictionary …

Wistia's Brendan Schwartz on the Self-Aware Business Model

October 24th, 2018

33:09

Topics covered in this episode

  • What is the Wistia Way?

  • Learning to install processes but go with the flow

  • The simple benefits of being genuine

  • How …

Freshworks' Girish Mathrubootham on Building a Multi-Product Future

October 18th, 2018

37:43

Topics covered in this episode

  • Building, scaling and distribution: the new challenges for software companies

  • How first perfecting a single product …

Mike Troiano, Partner at G20, on the Power of Brand

October 11th, 2018

35:10

Topics covered in this episode:

  • Great marketing is built from the consumer up, not the product

  • Use classical positioning language as a framework to …

Hardship, Cancer, and the Operational Struggle

October 4th, 2018

9:02

Topics covered in this episode

  • There is no perfect formula for building a business

  • Hardships and how to navigate them

  • Examples from the ProfitWell …

Kayak and Lola's Founder Paul English on Why Design is Never Finished

September 20th, 2018

34:48

Topics covered in this episode

  • Paul English's affinity for design

  • What is Lola and why business travel Paul's focus

  • How to make travel simpler

  • The …

Steve Blank and Intercom's Des Traynor | Customer Research

September 13th, 2018

46:32

Topics covered in this episode

  • The relationship of the customer and product

  • The shift in the market in relation to customer research

  • How data plays …

Drift's David Cancel on Whoever Gets Closer to Their Customer Wins

September 4th, 2018

44:19

Topics covered in this episode

  • The experience of purchasing software has drastically changed: it's broken

  • Timing is everything especially if the …

HubSpot's Brian Halligan, CrazyEgg's Hiten Shah, the ProfitWell Crew | Feedback is Non-negotiable

August 30th, 2018

33:28

Topics covered in this episode

  • Interviews with Crazy Egg's Hiten Shah, ProfitWell's Facundo Chamut, and ProfitWell team members Erin Phinney, Neel …

HubSpot's Brian Halligan on the Key to Scaling Up

August 21st, 2018

27:41

Topics covered in this episode

  • The saga of Brian Halligan's purchase of Jerry Garcia's guitar

  • The differences of running a company with 2 to 20 …

Diversity: Try Harder

August 14th, 2018

36:00

Topics covered in this episode

  • Interviews with Drift's David Cancel, Moz/Sparktoro's Rand Fishkin, Pillar's Sarah Hodges, Harvard Business School's …

Netflix's Patty McCord on Building a Great Place to Be From

August 6th, 2018

41:48

Protect the Hustle is a ProfitWell Recur Production.

Benjamin Hillman - Show Producer
Dan Callahan - Creative Producer
Robert Byrne - Show Intern
Allissa Chan - Creative Intern

Co-Hosted by Patrick Campbell and Ben Hillman

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