Podcast
Product: Knowledge
Hosted by Graphos Inc. · EN
Want to launch your product with confidence and avoid costly mistakes? Product: Knowledge brings you behind-the-scenes conversations with successful entrepreneurs, bestselling authors, and product marketing experts who share their hard-won insights and practical strategies.
Each episode dives deep into the real challenges of bringing products to market — from pricing and positioning to building customer loyalty and breaking into new markets. Host Laurier Mandin, founder of Graphos Product and author of "I Need That: Creating and Marketing Products People Are Compelled to Buy", draws on 30+ years of product launch expertise to extract actionable advice you can apply to your business today.
Whether you're:
An entrepreneur preparing to launch your first product
A CMO looking to optimize your go-to-market strategy
A product leader expanding into new markets
Or simply fascinated by what makes some products soar while others flop
You'll discover proven frameworks, real-world case studies, and expert perspectives on:
• Product validation and market research
• Pricing strategies that maximize long-term profit
• Building memorable brands that connect with customers
• Converting browsers into loyal buyers
• Scaling your product business efficiently
No fluff, no generic advice — just candid conversations and battle-tested strategies from people who've been in your shoes and succeeded.
Join Laurier every episode for insights that will help you transform your product from idea to market success. Available wherever you get your podcasts and now on YouTube.
10episodes
Episodes
Newest firstAll episodes
How to Sell (Literally) Tons of Product
Mar 2400:11:16Tap to summarizeEpisode SummaryWhat does it actually take to sell tons of product … not as a metaphor, but by the truckload?In this episode of Product: Knowledge, Laurier Mandin shares real-world product marketing case studies where slow or stagnant sales turned into explosive growth. In one case, a barbecue product went from zero sales to 180 tons sold in just a few months.These examples reveal a consistent pattern: the products that win don’t rely on claims—they prove their value in ways buyers can immediately understand.This episode breaks down how to create that kind of proof, why it works, and where even successful products can fail.What You’ll LearnWhy “show, don’t tell” is the most reliable marketing advantageHow demonstration beats high-production advertisingWhat skeptical buyers actually need to convertWhy proof-based marketing scales faster than persuasionThe hidden operational risk that can kill a winning productThe one capability AI cannot replace in product positioningKey Case StudiesA barbecue product scaled from zero to 180 tons soldA fishing lure that broke through a saturated category using visual proofBlendtec’s “Will It Blend?” as a model for demonstration marketingA premium pillow that combined emotional and technical differentiationA guitar device that built credibility through expert validationCore InsightThe products that scale fastest remove interpretation.They don’t explain why they’re good.They make it obvious.Notable Quote“You can’t read your own label from inside the bottle.”Chapters00:00 – Introduction: selling by the ton01:11 – SearBQ: zero to 180 tons02:04 – Why the original ad failed02:19 – The demonstration breakthrough03:02 – SmartFish: proof in a crowded market03:52 – Why proof converts04:00 – Blendtec and viral demonstration04:56 – When proof isn’t enough05:01 – Parallel Pillow: skepticism as strategy06:04 – BzzzzKill: credibility and community06:49 – The failure behind success (economics)07:44 – What AI cannot do10:02 – The shared pattern behind winning productsLinks & ResourcesProduct marketing insights: https://graphosproduct.comDaily Need Feed emails and buy Laurier Mandin’s book, “I Need That”: https://lmandin.com
Transcribe →Words That Make Wins for Product Teams, with Ali Rakhimov
Oct 1400:29:36Tap to summarizeProduct manager, entrepreneur, and author Ali Rakhimov joins Laurier Mandin to talk about how better communication can make even the most ambitious products take flight. From building payment kiosks for K–12 schools to leading multimillion-dollar initiatives at Macy’s, Ali shares how simplicity, idioms, and “stupid” questions can cut through complexity and bring teams together. This conversation dives into how to keep innovation alive, avoid “boiling the ocean,” and use AI as a force for clarity, not chaos.Episode Highlights:00:02:00 — From the classroom to product leadership: How Ali’s early years in K–12 shaped his management style.00:04:40 — Building, failing, and pivoting: The scrappy road trip that led to a startup exit.00:06:30 — The power of idioms: Why metaphors like “Elephant in the Room” and “Boil the Ocean” make teams communicate better.00:09:00 — Asking the “stupid” question: Turning imposter syndrome into clarity.00:12:10 — Focus vs. shiny-penny syndrome: How to simplify and ship without killing ambition.00:16:00 — AI hype and reality: What teams get wrong—and how culture determines success.00:21:00 — Learning curve to lifelong learning: From calculators to ChatGPT, adapting to new tools.00:27:40 — Making pigs fly: How Ali proved the impossible possible in K–12 fintech.Links:Find out more about Ali Rakhimov and buy "When Pigs Fly": Ali.inkSubscribe to Laurier Mandin's daily emails and buy "I Need That": LMandin.comLearn about Graphos Product, read the blog and get all podcasts with transcripts: GraphosProduct.com
Transcribe →The Psychology of Premium Product Pricing: What Makes Buyers Pay More
Sep 2500:11:11Tap to summarizeWhy do some buyers eagerly drop thousands on a luxury item, then balk at paying a fraction of that for something useful and well-made? In this solo episode of Product: Knowledge, Laurier Mandin unpacks the Premium Buyer Paradox and explores the psychology behind premium pricing. From Dyson’s visible engineering, to Bang & Olufsen’s design-driven luxury, to Montblanc’s identity-making pens, you’ll hear how different brands justify their price tags and change buyer behavior. Laurier also shares practical tips on how product makers can earn the right to charge more—through quality, service, consistency, and customer delight. If you want to know what really makes buyers say yes to premium pricing, this episode is for you.Episode Highlights[00:00:25] The Premium Buyer Paradox — why someone will drop $100K on a Range Rover but complain your $50 service is “too expensive.”[00:01:59] Premium pricing isn’t decided, it’s earned. Louis Vuitton’s $1,500 handbags are backed by 171 years of brand-building, not just fonts and packaging.[00:02:55] The buyer’s price ceiling = desirability ÷ resources (money, time, effort, risk). Context changes everything.[00:03:57] The iPhone Affordability Index: 3 days of work in Luxembourg vs. 160 days in India for the same phone.[00:05:13] Dyson turned vacuums into engineering theater—visible performance made a $600 splurge at Costco irresistible, even to value shoppers.[00:06:34] Bang & Olufsen reframed speakers and TVs as design furniture, creating a luxury moat value shoppers won’t cross.[00:07:12] Montblanc pens transformed from writing tools to prestige markers—identity, not function, is what buyers pay for.[00:08:26] How to earn premium pricing: start with quality construction, offer an amazing warranty, deliver above-and-beyond service, nail packaging, and stay flawless in every detail.[00:09:22] Delight every customer and disappoint no one. That’s the only path to lasting premium status.
Transcribe →The Missing Link Between Great Products and Great Sales, with Heather Inocencio
Jul 800:43:01Tap to summarizeBuilding great products is only half the battle—the other half is building them with marketing success baked in from Day One. Too many product teams operate in isolation, creating features customers don't understand or positioning that marketing can't sell.Heather Inocencio has cracked the code on building product teams that inherently understand marketing needs. With over 30 years of product experience, she's transformed organizations at companies like The RealReal (driving revenues from $100M to $400M leading to a $1.6B IPO) and Haute Look (scaling to 4M members and a $270M Nordstrom acquisition). Now founder of The Product Consult, she helps brands bridge the critical gap between product development and market success through embedded, hands-on product management that levels up entire organizations.Episode Highlights:Heather's journey from MCI Telecommunications to fractional CPO work (01:52)Why product management was misunderstood in the early 90s and the "German to French" translation role (02:30)The shift from enterprise to high-growth startups and common optimization gaps (03:45)How The Product Consult's embedded approach differs from traditional consulting (09:16)The three-part engagement process: assessment, integration, and successful exit (09:16)Identifying the right clients: transformation needs vs. just "butts in seats" (10:30)Building product-marketing integration from acquisition through engagement (19:15)Overcoming sales team resistance and breaking down departmental silos (23:16)The critical role of aligned success metrics across all departments (24:19)Product manager-company fit: matching disposition and communication styles (32:11)The relief factor: making work easier, not harder, through optimization (36:56)One action product leaders can take tomorrow: individual team assessment (36:56)The Product Consult: theproductconsult.com Graphos Product: GraphosProduct.com Buy "I Need That" and get Laurier's daily Need Feed emails: LMandin.com
Transcribe →Getting from DTC to Retail Without Wasting Time and Money, with Paul Jarrett
Mar 4, 202500:47:08Tap to summarizeThe path from direct-to-consumer to retail success is something many product makers dream about, but it's also where countless promising products have gone to die. Bad logistics choices, bloated inventory, and unnecessary costs can sink even great products before they ever reach a store shelf.Paul Jarrett, co-founder and CEO of Bulu, has created a unique solution to help brands bridge this critical gap. His company offers something rare in the logistics world: the ability to ship both B2B and DTC from a single inventory source, enabling brands to fulfill orders of any size to any destination. This flexibility allows small brands to compete with major players by offering retailers exactly what they need without minimum order quantities.From his journey starting in advertising to building subscription boxes to ultimately creating a logistics company, Paul shares invaluable insights on when brands should (and shouldn't) make the leap to retail, how to build relationships with buyers, and why inventory management is the make-or-break factor for success.Episode Highlights:Paul's background in advertising and path to entrepreneurship (02:00)The origin story of their subscription box business (05:00)Creating subscription programs for major brands like Disney and Crayola (10:00)How the pandemic forced a complete business pivot (12:00)Solving the B2B/DTC fulfillment gap that no one else addressed (15:00)Signs a DTC brand is ready for retail expansion (23:49)Common pitfalls that kill promising products in retail (25:00)Why inventory visibility is crucial for multi-channel success (31:00)Strategies for getting better shelf placement as a new brand (37:34)Three essential steps for DTC brands planning future retail expansion (41:21)Bulu website: bulugroup.com Paul Jarrett website: pauljarrett.com Graphos Product website: GraphosProduct.comBuy “I Need That” and get Laurier Mandin's daily Need Feed emails: LMandin.com
Transcribe →Making Customers Say, “I Need That” – The Art of Irresistible Products
Oct 18, 202400:20:09Tap to summarizeIn this special episode, host Laurier Mandin introduces his new book, "I Need That: Creating and Marketing Products People Are Compelled to Buy." Drawing from over 30 years of marketing experience, Laurier shares key insights on how to create products that resonate deeply with consumers.Key points covered:The psychology behind why people buy certain productsHow to transform a product from a "want" to a "need"The CLIMB™ framework for understanding product benefitsThe concept of the "Coveted Condition™" in product developmentStrategies for effective product validationOvercoming consumer resistance to new productsThe three selves of the consumer: Remembering, Experiencing, and Third SelfCreating intuitive user interfaces through natural mappingThe importance of storytelling in product marketingScaling strategies while maintaining focus on core customer needsLaurier emphasizes the importance of understanding deep-seated customer needs and aspirations to create truly compelling products. He introduces novel concepts like the "Third Self" and provides practical advice for product developers and marketers.Whether you're a startup founder, product manager, or marketing professional, this episode offers valuable insights to transform your approach to product development and marketing.Get your copy of "I Need That" now: HardcoverPaperbackKindle eBookAudible Audio BookVisit Laurier Mandin’s author site and sign up for his DAILY “Need Feed” emails at lmandin.comGet product insights, learn about Graphos Product and read the Graphos blog at graphosproduct.comDon't forget to subscribe to our podcast for more insights on product development, marketing, and innovation!
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Cracking the Conversion Code for your Product, with Chris Smith
Jun 14, 202200:32:16Tap to summarizeIt can be infuriating how much time your marketing efforts take—especially when they get zero traction. Wouldn't it be great if you could focus on acing activities you know will generate results? Chris Smith, cofounder of Curaytor and author of the bestselling (and newly revised edition of) “The Conversion Code,” shares data-proven ways to attract and convert buyers by making smarter use of all the tools you use, from text messages to TikTok. After working for two billionaires, a billion-dollar publicly traded company and a startup that was acquired for 9 figures, Chris wrote “Peoplework” and the first edition of “The Conversion Code,” now used to teach marketing at Johns Hopkins University. In the six years since that first edition was published, the marketing landscape has been turned on its head by privacy restrictions, and Chris knew it was time to offer new solutions. Lots of them.In this mind-blowing episode, Chris Smith shares some of the most valuable insights from the new book, including clever hacks and tricks you can use right away to get exceptional results from your website, social media, TikTok—and everything you do.Buy The Conversion Code 2nd Edition on AmazonCuraytor Website: https://www.curaytor.comGraphos Product, The Product Marketing Agency website: GraphosProduct.com
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Getting to “Aha!” in Product Validation, with Darshan Mehta
Mar 23, 202200:20:26Tap to summarizeIt's not unusual for product makers to be terrified by the mere notion of product validation work. Often over-invested emotionally and financially in the product, they're afraid of what they might learn. And many don’t have confidence in their approach to conducting validation research.But the learning will come one way or another, Darshan Mehta points out. And far better to get as many insights as possible early on, while there is time to make changes and the cost of doing so will never again be so low. There is nothing worse than learning once a product is IN the market that it has fatal flaws—except for discovering equally far along that nobody wants to buy it!Darshan Mehta is the founder of iResearch, and author of “Getting to Aha!: Why Today’s Insights Are Tomorrow’s Facts.” In this episode, he explains the fascinating nature of insights, and how they can help validate product ideas and lead to meaningful discoveries for improvements. At iResearch, Darshan has created a unique resource for conducting cost-effective and insightful online focus groups via chat, anywhere in the world and in any language. Whether you are considering traditional focus groups, surveys, or interviews with prospective users, you'll find Darshan’s advice timely and helpful. It might even fast-track the “Aha!” moment you really need.Episode Highlights: • Why we do product research (01:00)• How insights predict the future (03:50)• The real-world masters of testing and iteration (04:45)• Fatal research flaws of product giants (05:37)• Focus groups come in various forms (07:55)• When customers are never wrong (09:36)• Listen now or learn later: take your pick (11:21)• Finding the people who represent your market (13:40)• Learning to recognize and tap into insights (15:45)• Conducting research without focus groups (16:46)• The downside of analytics (18:29)• Using insights to fill important gaps (19:04)Buy Getting to Aha!: Why Today’s Insights Are Tomorrow’s Facts on AmazoniResearch Website: iresearch.comGraphos Product, The Product Marketing Agency website: GraphosProduct.com
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Pricing a Product for Long-Term Profit, with Dan Balcauski
Feb 9, 202200:32:25Tap to summarizeNearly all product companies grapple with pricing. What model is the best fit? How do you maximize the market value for a novel product without losing customers when it comes time to pay? Dan Balcauski has spent 15 years helping product makers solve exactly these challenges. As founder of Austin, Texas-based Product Tranquility, Dan has guided many products from new concept incubation through successful launches and transitions. He helps high volume SaaS companies assess pricing practices and optimize pricing and packaging, guiding his clients to make the most impactful pricing decisions and communicate value convincingly to decision makers. Highlights of this episode:• How to know the value of a brand new product (01:47)• What emotional value is, and why it matters (02:39)• The purpose of Jobs To Be Done in pricing (03:33)• How Airbnb got its value proposition right (07:04)• The 4 components of Packaging (09:09)• Why Freemium is a terrible idea (11:46)• Upgrading perpetual license customers to subscription (13:05)• Why Who and How you charge is what determines success (19:18)• How to approach Willingness To Pay questions (20:00)• The critical importance of segmentation (23:44)• Talking to the RIGHT people about pricing (25:16)• What most product makers get wrong with pricing (26:40)• Understanding the process of pricing to do it right (30:32)Product Tranquility Website: producttranquility.comGraphos Product, The Product Marketing Agency website
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The Secret System Behind the World’s Top Products, with “Brands Don’t Win” Author Stan Bernard
Jan 6, 202200:37:20Tap to summarizeEver noticed that while most brands battle constantly with competitors for small gains, leaders like Apple, Tesla and Amazon play in an entirely different sphere? Stan Bernard, author of “Brands Don't Win” believes it's because the branding game is a lost cause. In this episode, he tells you how leaders transcend branding by creating a game no one else can win — and how to do it for your product.As a senior fellow at the Wharton School of Business, Stan Bernard taught his Transcender System to MBA students for 14 years. He's been a consultant to top businesses for nearly four decades, and over 15,000 professionals have taken part in his business "War Games" simulations, his seminars and speaking engagements. Stan's new book walks you through the Transcender System's proven and practical three steps, with case studies including Amazon, Starbucks, Nike and Tesla as well as emerging leaders like Halotop and Peloton. Join Graphos Product President and Lead Consultant Laurier Mandin for this mind-blowing discussion with Stan Bernard.Episode Highlights: 01:30 What makes the Transcender System "the world's most powerful winning system for companies and their products." 02:45 How Transcender businesses, like successful political campaigns, use Agendas to focus and win04:30 How Starbucks “Transcended” from one store per year in 1987 to 1,350 stores per year07:15 The 3 ways to win: Competitive Creation, Competitive Re-creation and Competitive Categorization11:15 Why "competitive advantages" are setting the bar too low15:14 How changing up the Agenda can hurt your product20:45 The four steps to communicating the Agenda: Memorable, Ownable, Winnable and Alignable25:30 The Transcender System's "Four Winning A's" to champion and execute the Agenda effectively35:00 How to adopt a Winning Mindset to lead your business through the Transcender SystemBuy “Brands Don't Win” on AmazonGraphos Product, The Product Marketing Agency website: GraphosProduct.comBernard & Associates website: DrStanBernard.com
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