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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.
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Find the full transcript at: <a href="https://www.lennyspodcast.com/brian-balfour-10-lessons-on-career-growth-and-life/" target="_blank" rel="noopener">https://www.lennyspodcast.com/brian-balfour-10-lessons-on-career-growth-and-life/</a>
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Where to find Brian Balfour:
• X: <a href="https://twitter.com/bbalfour" target="_blank" rel="noopener">https://twitter.com/bbalfour</a>
• LinkedIn: <a href="https://www.linkedin.com/in/bbalfour/" target="_blank" rel="noopener">https://www.linkedin.com/in/bbalfour/</a>
• Website: <a href="https://brianbalfour.com/" target="_blank" rel="noopener">https://brianbalfour.com/</a>
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Where to find Lenny:
• Newsletter: <a href="https://www.lennysnewsletter.com" target="_blank" rel="noopener">https://www.lennysnewsletter.com</a>
• X: <a href="https://twitter.com/lennysan" target="_blank" rel="noopener">https://twitter.com/lennysan</a>
• LinkedIn: <a href="https://www.linkedin.com/in/lennyrachitsky/" target="_blank" rel="noopener">https://www.linkedin.com/in/lennyrachitsky/</a>
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In this episode, we cover:
(<a href="https://www.youtube.com/watch?v=ZG3iNH4vvMA&#38;t=0s" target="_blank" rel="noopener">00:00</a>) Brian’s background
(<a href="https://www.youtube.com/watch?v=ZG3iNH4vvMA&#38;t=269s" target="_blank" rel="noopener">04:29</a>) His Notion doc of lessons
(<a href="https://www.youtube.com/watch?v=ZG3iNH4vvMA&#38;t=455s" target="_blank" rel="noopener">07:35</a>) Lesson 1: Inspect the work, not the person
(<a href="https://www.youtube.com/watch?v=ZG3iNH4vvMA&#38;t=759s" target="_blank" rel="noopener">12:39</a>) Implementing lesson 1 and a recap of Reforge Artifacts
(<a href="https://www.youtube.com/watch?v=ZG3iNH4vvMA&#38;t=961s" target="_blank" rel="noopener">16:01</a>) Lesson 2: Tell me what it takes to win; then tell me the cost
(<a href="https://www.youtube.com/watch?v=ZG3iNH4vvMA&#38;t=1097s" target="_blank" rel="noopener">18:17</a>) Why you should revisit your ideal end state often
(<a href="https://www.youtube.com/watch?v=ZG3iNH4vvMA&#38;t=1225s" target="_blank" rel="noopener">20:25</a>) How planning works at Reforge
(<a href="https://www.youtube.com/watch?v=ZG3iNH4vvMA&#38;t=1430s" target="_blank" rel="noopener">23:50</a>) Lesson 3: Problems never end (and that’s okay)
(<a href="https://www.youtube.com/watch?v=ZG3iNH4vvMA&#38;t=1591s" target="_blank" rel="noopener">26:31</a>) The “players, coaches, captains” framework
(<a href="https://www.youtube.com/watch?v=ZG3iNH4vvMA&#38;t=1824s" target="_blank" rel="noopener">30:24</a>) How AI will allow for smaller teams
(<a href="https://www.youtube.com/watch?v=ZG3iNH4vvMA&#38;t=2053s" target="_blank" rel="noopener">34:13</a>) Small teams do bigger things
(<a href="https://www.youtube.com/watch?v=ZG3iNH4vvMA&#38;t=2077s" target="_blank" rel="noopener">34:37</a>) Lesson 4: The year is made in the first six months
(<a href="https://www.youtube.com/watch?v=ZG3iNH4vvMA&#38;t=2300s" target="_blank" rel="noopener">38:20</a>) Lesson 5: Growth is a system between acquisition, retention, and monetization 
(<a href="https://www.youtube.com/watch?v=ZG3iNH4vvMA&#38;t=2444s" target="_blank" rel="noopener">40:44</a>) Examples of engagement and retention problems from HubSpot and Reforge
(<a href="https://www.youtube.com/watch?v=ZG3iNH4vvMA&#38;t=2781s" target="_blank" rel="noopener">46:21</a>) Lesson 6: Do the opposite 
(<a href="https://www.youtube.com/watch?v=ZG3iNH4vvMA&#38;t=3325s" target="_blank" rel="noopener">55:25</a>) Brian’s thoughts on category creation
(<a href="https://www.youtube.com/watch?v=ZG3iNH4vvMA&#38;t=3459s" target="_blank" rel="noopener">57:39</a>) Lesson 7: Use cases, not personas
(<a href="https://www.youtube.com/watch?v=ZG3iNH4vvMA&#38;t=3678s" target="_blank" rel="noopener">1:01:18</a>) The use case map
(<a href="https://www.youtube.com/watch?v=ZG3iNH4vvMA&#38;t=3818s" target="_blank" rel="noopener">1:03:38</a>) Lesson 8: Solving for everyone is solving for no one 
(<a href="https://www.youtube.com/watch?v=ZG3iNH4vvMA&#38;t=4274s" target="_blank" rel="noopener">1:11:14</a>) There are many ways to do product
(<a href="https://www.youtube.com/watch?v=ZG3iNH4vvMA&#38;t=4612s" target="_blank" rel="noopener">1:16:52</a>) Lesson 9: Find sparring partners, not mentors or coaches
(<a href="https://www.youtube.com/watch?v=ZG3iNH4vvMA&#38;t=5029s" target="_blank" rel="noopener">1:23:49</a>) Advice on setting the tone for group sharing
(<a href="https://www.youtube.com/watch?v=ZG3iNH4vvMA&#38;t=5107s" target="_blank" rel="noopener">1:25:07</a>) Lesson 10: You need to give 2x the activation energy for things that need to change
(<a href="https://www.youtube.com/watch?v=ZG3iNH4vvMA&#38;t=5522s" target="_blank" rel="noopener">1:32:02</a>) Lightning round
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Referenced:
• Reforge: <a href="https://www.reforge.com/" target="_blank" rel="noopener">https://www.reforge.com/</a>
• Frank Slootman on LinkedIn: <a href="https://www.linkedin.com/in/frankslootman/" target="_blank" rel="noopener">https://www.linkedin.com/in/frankslootman/</a>
• Artifacts: <a href="https://artifacts.reforge.com/artifacts" target="_blank" rel="noopener">https://artifacts.reforge.com/artifacts</a>
• Ray Dalio’s 5 Step Process: <a href="https://commoncog.com/dalios-5-step-process-to-getting-what-you-want/" target="_blank" rel="noopener">https://commoncog.com/dalios-5-step-process-to-getting-what-you-want/</a>
• Building effective teams: <a href="https://www.reforge.com/blog/building-effective-teams" target="_blank" rel="noopener">https://www.reforge.com/blog/building-effective-teams</a>
• Scott Belsky’s website: <a href="https://www.scottbelsky.com/" target="_blank" rel="noopener">https://www.scottbelsky.com/</a>
• MOOCs: <a href="https://en.wikipedia.org/wiki/Massive_open_online_course" target="_blank" rel="noopener">https://en.wikipedia.org/wiki/Massive_open_online_course</a>
• The Creative Act: A Way of Being: <a href="https://www.amazon.com/Creative-Act-Way-Being/dp/0593652886/" target="_blank" rel="noopener">https://www.amazon.com/Creative-Act-Way-Being/dp/0593652886/</a>
• A Breakdown of LinkedIn’s AI Assisted Growth Loop: <a href="https://brianbalfour.com/essays/a-breakdown-of-linkedins-ai-assisted-growth-loop" target="_blank" rel="noopener">https://brianbalfour.com/essays/a-breakdown-of-linkedins-ai-assisted-growth-loop</a>
• Lex Fridman Podcast: <a href="https://lexfridman.com/podcast/" target="_blank" rel="noopener">https://lexfridman.com/podcast/</a>
• Acquired podcast: <a href="https://www.acquired.fm/" target="_blank" rel="noopener">https://www.acquired.fm/</a>
• Unsolicited Feedback podcast: <a href="https://www.reforge.com/podcast/unsolicited-feedback" target="_blank" rel="noopener">https://www.reforge.com/podcast/unsolicited-feedback</a>
• Elena Verna Analyzes Airtable’s Shift to Enterprise and Slack’s Product Roadmap: <a href="https://www.reforge.com/podcast/unsolicited-feedback/episode-5" target="_blank" rel="noopener">https://www.reforge.com/podcast/unsolicited-feedback/episode-5</a>
• The ultimate guide to product-led sales | Elena Verna: <a href="https://www.lennyspodcast.com/the-ultimate-guide-to-product-led-sales-elena-verna/" target="_blank" rel="noopener">https://www.lennyspodcast.com/the-ultimate-guide-to-product-led-sales-elena-verna/</a>
• How to become a category pirate | Christopher Lochhead (author of Play Bigger, Niche Down, Category Pirates, more): <a href="https://www.lennyspodcast.com/how-to-become-a-category-pirate-christopher-lochhead-author-of-play-bigger-niche-down-category/" target="_blank" rel="noopener">https://www.lennyspodcast.com/how-to-become-a-category-pirate-christopher-lochhead-author-of-play-bigger-niche-down-category/</a>
• Dharmesh Shah on LinkedIn: <a href="https://www.linkedin.com/in/dharmesh/" target="_blank" rel="noopener">https://www.linkedin.com/in/dharmesh/</a>
• The ultimate guide to JTBD | Bob Moesta (co-creator of the framework): <a href="https://www.lennyspodcast.com/the-ultimate-guide-to-jtbd-bob-moesta-co-creator-of-the-framework/" target="_blank" rel="noopener">https://www.lennyspodcast.com/the-ultimate-guide-to-jtbd-bob-moesta-co-creator-of-the-framework/</a>
• How to sell your ideas and rise within your company | Casey Winters, Eventbrite: <a href="https://www.lennyspodcast.com/how-to-sell-your-ideas-and-rise-within-your-company-casey-winters-eventbrite/" target="_blank" rel="noopener">https://www.lennyspodcast.com/how-to-sell-your-ideas-and-rise-within-your-company-casey-winters-eventbrite/</a>
• Target the Right Market: <a href="https://hbr.org/2012/10/target-the-right-market-2" target="_blank" rel="noopener">https://hbr.org/2012/10/target-the-right-market-2</a>
• Douglas Atkin on LinkedIn: <a href="https://www.linkedin.com/in/doatkin" target="_blank" rel="noopener">https://www.linkedin.com/in/doatkin</a>
• How Linear builds product: <a href="https://www.lennysnewsletter.com/p/how-linear-builds-product" target="_blank" rel="noopener">https://www.lennysnewsletter.com/p/how-linear-builds-product</a>
• How Notion builds product: <a href="https://www.lennysnewsletter.com/p/how-notion-builds-product" target="_blank" rel="noopener">https://www.lennysnewsletter.com/p/how-notion-builds-product</a>
• Aaron White on LinkedIn: <a href="https://www.linkedin.com/in/aaronmwhite/" target="_blank" rel="noopener">https://www.linkedin.com/in/aaronmwhite/</a>
• Ariel Diaz on LinkedIn: <a href="https://www.linkedin.com/in/arieldiaz/" target="_blank" rel="noopener">https://www.linkedin.com/in/arieldiaz/</a>
• Ray Dalio’s website: <a href="https://www.principles.com/" target="_blank" rel="noopener">https://www.principles.com/</a>
• Zero to One: Notes on Startups, or How to Build the Future: <a href="https://www.amazon.com/Zero-One-Notes-Startups-Future/dp/0804139296" target="_blank" rel="noopener">https://www.amazon.com/Zero-One-Notes-Startups-Future/dp/0804139296</a>
• The Wolf of Wall Street on Netflix: <a href="https://www.netflix.com/title/70266676" target="_blank" rel="noopener">https://www.netflix.com/title/70266676</a>
• Margin Call on Prime Video: <a href="https://www.amazon.com/Margin-Call-Kevin-Spacey/dp/B005UT29Z0" target="_blank" rel="noopener">https://www.amazon.com/Margin-Call-Kevin-Spacey/dp/B005UT29Z0</a>
• The Big Short on Netflix: <a href="https://www.netflix.com/title/80075560" target="_blank" rel="noopener">https://www.netflix.com/title/80075560</a>
• The Bear on Hulu: <a href="https://www.hulu.com/series/the-bear-05eb6a8e-90ed-4947-8c0b-e6536cbddd5f" target="_blank" rel="noopener">https://www.hulu.com/series/the-bear-05eb6a8e-90ed-4947-8c0b-e6536cbddd5f</a>
• Halt and Catch Fire on Prime Video: <a href="https://www.amazon.com/Halt-Catch-Fire-Season-1/dp/B00KCXIHJG" target="_blank" rel="noopener">https://www.amazon.com/Halt-Catch-Fire-Season-1/dp/B00KCXIHJG</a>
• Vuori: <a href="https://vuoriclothing.com/" target="_blank" rel="noopener">https://vuoriclothing.com/</a>
• The man in the arena: <a href="https://www.theodorerooseveltcenter.org/Learn-About-TR/TR-Encyclopedia/Culture-and-Society/Man-in-the-Arena.aspx" target="_blank" rel="noopener">https://www.theodorerooseveltcenter.org/Learn-About-TR/TR-Encyclopedia/Culture-and-Society/Man-in-the-Arena.aspx</a>
• Startup Dads podcast: <a href="https://podcasts.apple.com/us/podcast/startup-dad/id1693312339" target="_blank" rel="noopener">https://podcasts.apple.com/us/podcast/startup-dad/id1693312339</a>
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Production and marketing by <a href="https://penname.co/" target="_blank" rel="noopener">https://penname.co/</a>. For inquiries about sponsoring the podcast, email <a href="mailto:podcast@lennyrachitsky.com" target="_blank" rel="noopener">podcast@lennyrachitsky.com</a>.
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Lenny may be an investor in the companies discussed.
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Lenny Rachitsky

Brian Balfour: 10 lessons on career, growth, and life

Brought to you by Jira Product Discovery—Atlassian’s new prioritization and roadmapping tool built for product teams | Coda—Meet the evolution of docs | Wix Studio—The web creation platform built for agencies — Brian Balfour is the founder and CEO of Reforge. Prior to Reforge, he was the VP of Growth at HubSpot and co-founded three [&hellip;]