The Duct Tape Marketing Podcast with Shane Murphy-Reuter
In this episode of the Duct Tape Marketing Podcast, I interviewed Shane Murphy-Reuter, President of Go-To-Market at Calendly. Calendly, best known for revolutionizing scheduling software, is now redefining its space by expanding deeper into relationship management and SMB tools without losing sight of its core value: simplifying time.
During our conversation, Shane shared the behind-the-scenes strategy behind Calendly’s evolution—from a simple time management tool to an intelligent, AI-powered business automation platform. As the company scales, its unwavering focus on serving solopreneurs, SMBs, and customer-centric roles like sales and coaching has set it apart in a saturated SaaS market. Shane emphasized the importance of aligning sales, marketing, and customer experience—a key piece of Calendly’s GTM strategy that supports sustainable SaaS growth.
Key Takeaways:
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Customer Obsession Wins: Calendly’s success is rooted in its deep understanding of time-sensitive professionals like coaches, therapists, and salespeople—its most fervent users.
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Grow Without Diluting: Rather than chasing every trend, Calendly avoids becoming a “one-trick pony” by strategically expanding within its strongest customer base.
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Enterprise Can Still Be Personal: Even as it moves into enterprise scheduling, Calendly maintains the simplicity and flexibility that made it popular with individuals.
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Smart Product Expansion: By anchoring new offerings in its scheduling core and enhancing them with AI, Calendly innovates while staying true to its mission.
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Blending Sales Models: Shane discussed merging product-led growth with a tailored sales approach—ensuring that customers get value whether they click “buy now” or engage a sales rep.
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Category Creation + Innovation: Calendly isn’t just a tool; it’s shaping how modern professionals manage relationships and time—key pillars of any successful business.
Chapters:
- [00:09] Introducing Shane Murphy-Reuter
- [00:51] Extending Your Core Business
- [04:47] How Hyperfocus Protects Your Business
- [06:51] Find your Unique Advantage
- [10:28] Messaging for Clients with Different Needs
- [15:05] Shifting Mindset to Deal with Growth
- [17:00] Incentivizing Sales Teams
- [19:00] How Will AI Effect Scheduling Software
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