Growth strategies that took HashiCorp from open source to PLG | Caroline Guo, Head of Growth at HashiCorp
Update: 2022-08-24
Description
HashiCorp started as an open-source tool.
It’s now a $6B public company with PLG, enterprise, and open-source products.
Caroline Guo, HashiCorp’s Head of Growth, shared with us how HashiCorp built a cutting-edge internal engine for its PLG motion.
Here are some of the learnings we discussed on the latest episode of the Product Led Sales podcast:
- The data available from open-source products differs from sales-led and product-led products. HashiCorp had to retool it’s approach to data as it moved into PLG.
- Product and GTM teams in PLG should be goaled against a standardized set of metrics. Listen to the episode to hear Caroline deep dive into the exact metrics HashiCorp cares about at each step of the user journey.
- How HashiCorp enriches its Salesforce to arm its sellers with product usage data and PQL scores
…and much much more in the full episode!
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