Suggestions
Peep Laja
CEO at Wynter, Chairman of the Board at CXL and Speero
Who is Peep Laja?
Peep Laja is the CEO of Wynter, a company he founded in May 2020.1 He is also the Chairman of the Board at CXL, a company he previously served as CEO of from 2011 to November 2022.1 Additionally, Peep is the Chairman of the Board and Principal at Speero, a company he co-founded.1
Peep has a broad range of experience, having held positions such as Head of Marketing at Traindom, Digital Marketing Consultant at Panama Internet Marketing, Head of Sales and Marketing at Real24.ae, and various roles at AIESEC UAE and Playtech.1
Peep's Expertise and Interests
Peep is known for his expertise in business strategy, optimization, and online learning. He hosts the "How to Win" podcast, where he explores B2B strategy and how companies can compete and win in saturated markets.3 Peep also shares his thoughts on LinkedIn and through a semi-regular newsletter.3
Peep's Companies
- Wynter: Founded in May 2020, Wynter is a company that enables teams to get fast feedback and align around the ideal customer profile (ICP).4
- CXL: Peep served as CEO of CXL from 2011 to November 2022, when he became Chairman of the Board.1 CXL is a company focused on conversion optimization and online learning.2
- Speero: Peep co-founded Speero and currently serves as Chairman of the Board and Principal.1
Highlights
From a newsletter im subscribed to:
"Once a customer believes they can replace you with a general-purpose AI tool, your renewal conversation just changed completely. You're no longer proving value. You're defending your existence."
that sounds accurate to me
5 people will decide if you win.
You'll talk to maybe one of them.
We asked 101 B2B SaaS CMOs about their buying committees and shortlists.
Average buying committee: 5.1 people Average number of vendors evaluated: 3.3
The rule of three vendors is real - again.
One CMO told us: "Three vendors is the sweet spot. Fewer feels like we didn't do due diligence. More becomes unmanageable."
Here's the math that should change how you think about marketing:
5 decision-makers. Your sales talks to 1 or 2.
The other 3 form opinions based on:
- Your website (most important)
- What peers said in Slack
- G2 reviews
- What LLMs recommended
You're not losing deals in the demo. You're losing deals in conversations you're not part of.
One way to solve it is to have sales talk to all 5. Unrealistic probably.
So, it's most likely an asset question. Your website, your reviews, your reputation in peer communities, these are your sales team for the other 4 people you'll never meet.
If those assets aren't compelling, you lose. Time to run some message tests.
