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Product Led Revenue is a monthly podcast for SaaS sales and revenue leaders. In each episode, you’ll hear innovative tactics and advice from professionals who are using product user insights to drive revenue growth through expansion and cross-sell.
22 Episodes
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Product-led growth (PLG) starts with the end user. And a healthy PLG engine depends on users discovering your product through no- or low-cost channels, including word-of-mouth, organic search, product virality, communities, and marketplaces.But Kyle Poyar of OpenView points out that as PLG companies grow past $10M annual recurring revenue (ARR), your larger accounts start to drive a disproportionate amount of revenue and incremental growth, and these accounts will typically begin their journey with a product interaction before they ever talk to sales. As a result, you'll manage to close larger and larger deals by simply allowing users to opt into a sales-led path or by adopting the product qualified lead (PQL) playbook. So, it's no wonder that PLG companies contemplate introducing an outbound motion.In this episode of Product Led Revenue, Kyle gets into the outbound side in a PLG motion and its benefits. Kyle and our host Breezy Beaumont discuss a new era for PLG, challenges for PLG organizations, and how to handle person email signups.
A growing number of SaaS companies are shifting from sales to product-led growth models. According to the Product-Led Growth Benchmarks 2022 report, 58% of B2B technology companies have a PLG motion in place.But product-led growth, while contributing to efficient growth, can be challenging. If you are moving from a sales model to product-led growth, you not only need to change the mindset of the teams but also adapt the teams to the new model. Although PLG stands for "product-led growth," the product team will have to work with marketing, sales, and sometimes services that will likely be outside your team.In this episode of Product Led Revenue, our host Breezy Beaumont welcomes Partho Ghosh, senior director of product and growth at Hootsuite. Partho and Breezy get into the benefits and challenges of the PLG model. They discuss organizational structure in the PLG model, the difference between PQL and PUQL, and the free and paid plans offered by Hootsuite.
Product-led growth (PLG) relies on the product itself to drive customer acquisition, conversion, and expansion. But when is the right time to roll out a PLG model internally?In this episode of the Product Led Revenue podcast, hear from Franciska Dethlefsen, Head of Product-Led Growth at Amplitude. She answers some of the most commonly asked questions regarding PLG, qualification methodologies for teams to test, and advice on the right time to try self-serve.
Believe it or not, over 96% of product led companies have sales teams. But making sure they have the insights they need to do their job is harder than it seems. In this episode of Product Led Revenue, we have Trevor Greyson, who runs GTM Business Technology & Ops at Miro, on the show. Trevor shares how the Miro sales team functions and how data helps automate processes and avoid wasted time. He also explains why it’s important for each department to learn to collaborate with other teams within an organization, and some tips for making it happen.
Over 250,000+ companies use Vidyard, so how did they get so many people using their product? Their secret is product led growth, but it wasn't always that way. In this episode of the Product Led Revenue podcast, our host Breezy Beaumont welcomes Tyler Lessard, VP of Marketing at Vidyard to talk about getting executive buy-in for PLG, some of the challenges and incredible growth they've experienced, as well as getting your data actionable.
Product led growth changes the way companies market and sell their product. We often hear how sellers need to adjust, but in this episode, we dig in with Tara Pawlak, Head of Marketing at GetAccept to learn how marketing needs to shift as well. In this episode of the Product Led Revenue podcast, our host Breezy Beaumont welcomes Tara to hear how GetAccept has built and structured their team, the primary channels they focus on, and the goals and KPIs you should be tracking on the path to success.
A go-to-market strategy (GTM) is a plan that details how an organization can engage with customers to persuade them to buy its product or service and gain a competitive advantage. According to Japna Sethi, leader of the Product-Led Growth team at Productboard, ideally, marketing, sales, and customer success teams should share the same goals.In this episode of Product Led Revenue, Japna describes how Productboard implements product-led growth. Japna and this episode's host Tim Geisenheimer get into GTM strategy and why the relationship between the sales, marketing, CS, and growth teams is so meaningful. They discuss balancing self-serving and sales goals and the importance of committing to a growth mindset.
Product led growth has been around for a while, but it's popularity has skyrocketed over the last year. And more and more companies are now leveraging their products to drive customer acquisition and expansion. But what are some key mistakes PLG companies make?In this episode of the Product Led Revenue podcast, our host Breezy Beaumont welcomes Mark Roberge, Managing Director at Stage 2 Capital. He talks about the four phases of North Star evolution for PLG companies, why you must bring product and go-to-market together, and how to architect your pricing structure.
One of the pillars of every company is a sales team - but when a company is product-led, does you still need a sales team? According to our guest, Aron Vuijsje of Monday.com, you do.In this episode of Product Led Revenue, Aron shares the lessons learned since the early days of joining Monday.com. He reveals what it's like being the first sales hire and standing up for what he believed was the best course for the business — which resulted in the executive team allowing him to build a sales team.Aron and our host Breezy Beaumont also touch upon structuring your sales team, how to find great hires, and what skills to looks for. Finally, Aron talks about how his experience at Monday.com helped him grow as an individual contributor and understand the difference between a manager and a leader.
This week's product led revenue call features a special guest: Dave Boyce, Winning by Design:- Current role: Product-Led Growth Practice Lead, Winning by Design- Taught the first MBA-level course on Product-Led Growth at Brigham Young UniversityCorrelated hosts a bi-weekly 30-minute call with revenue leaders in the product-led growth (PLG) space.If you'd like to join future calls, head on over to https://www.getcorrelated.com/product-led-revenue-peer-discussion
91% of SaaS companies plan to increase their PLG investment this year. But can all businesses can be product-led? In this episode of the Product Led Revenue podcast, our host Breezy Beaumont sat down with Steeve Vakeeswaran, the Head of Sales & Expansion at Zapier. They talk about Zapier's self-serve pipeline, how it helped remove friction between the customer and the product, and the benefits of aligning product and sales teams.
Many early-stage PLG (product led growth) companies try to launch faster and monetize as soon as possible. But, the path to success lies in taking it slowly and focusing on acquisition through engagement. Every business should aim for quality rather than quantity and bring value to each customer regardless of whether they use freemium or paid services. In this episode of Product-Led Revenue, our host Breezy Beaumont chats with Rajan Sheth, Partner at Hypergrowth, former VP of Growth and Self-Service Business at JumpCloud, and Ex-Head of Growth, GTM, and Marketing at Heroku. Rajan and Breezy discuss acquisition strategies, data, and pricing in the PLG space.
When people think about product-led growth, they think it's about the product, but customer experience extends far beyond product. Customer experience is one of the most vital aspects of any business, but many companies fall short. Things like community, docs and resource centers, and the ability to contact someone for support, are some of the ways to help your customers get the most out of your platform. In this episode of Product-Led Revenue, Breezy Beaumont sits down with Vikas Bhambri, the Senior Vice President of Sales and Customer Success at Kustomer. They get into Kustomer’s go-to-market strategy, the importance of listening to the customer, and the reasons companies fail to deliver a great customer experience.
There's a misconception that companies are product-led OR have a sales team. But sales and product-led growth are multipliers of each other, says Ethan Schechter, VP of Sales at Snyk.He adds, ''A product-led growth engine is the number one thing to ensure that your sales team is working with qualified leads because the organic interest that comes from a product-qualified lead is unlike anything you're going to see.''Ethan joined Snyk in their early days and has helped scale it to over 1200+ employees. In the latest episode of Product Led Revenue, Ethan Schechter, the VP of Sales at Snyk and Correlated's Breezy Beaumont discuss the impact of a high-quality sales team on a product-led company's success.
From Datadog, to Drift, to Dooly, Michelle Pietsch has seen the PLG sales playbook over and over again. She says the most important thing sellers can do, especially in a product-led company, is get to know their product. After all, how are you going to present its value if you don't see it yourself first? In this episode of the Product Led Revenue podcast, our host Breezy Beaumont welcomes Michelle Pietsch, Vice President of Revenue at Dooly. They discuss the importance of ease of use and ability for prospects to see the value of your product early on (read: it shouldn’t take multiple demos). Why everyone on the revenue team's goal should be to eliminate friction for customers and make their experience as seamless as possible. Also, Breezy gets Michelle’s perspectives on the power of data, pricing, and packaging models.
Product-led growth (PLG) has become one of the most effective ways to grow in SaaS and tech. More and more companies are relying on their products as the main driver to gain customers. But using your product to acquire customers doesn't mean you should neglect sales and marketing. In fact, these three growth models work best when you align them to create a seamless customer experience. In this episode of the Product Led Revenue podcast, our host Breezy Beaumont welcomes Moritz Plassnig, the Chief Growth Officer at Immuta and former Founder & CEO of Codeship, a company acquired by CloudBees in 2018. Breezy and Moritz get into what makes the product-led growth strategy so effective, how to decide which type of growth model is right for your company and how to align sales and marketing in your business.
93% of B2B buyers say they’d rather buy directly from a website than a sales representative. But kicking off your product led strategy comes with a range of challenges: How much do you offer for free? How do you determine a pricing strategy? How do you decide when and how to follow up on PQLs?On this episode of Product Led Revenue, host Breezy Beaumont talks with David Rostan, Head of Revenue and Co-founder of Stonly and former VP of Sales and Marketing at Calendly. David talks about the importance of determining the value of a customer beyond a potential paying customer, how to layer in sales models to catch customers who would benefit from an upgrade, and why your customer should always be at the center of product-led growth.
Twilio is one of the pioneers of the product-led approach and a huge proponent of usage-based pricing. But with thousands of users signing up to access their product, how do Twilio's sales and customer success teams know who they should be reaching out to, and when? In this episode of Product Led Revenue, Glenn Weinstein, Chief Customer Officer at Twilio and Correlated's Breezy Beaumont, discuss the most common challenges product-led companies face, the importance of high-quality sales teams, and why usage-based pricing is, as Glenn describes it, 'a win-win.'
Historically, it's been difficult for sales teams to know how and when to reach out to current users of their product either for conversion or expansion. But, with access to product data, sales teams can be both proactive and reactive at the same time. According to CallRail's VP of Sales, Jason Rozenblat, that's a daily reality for their product-led company. In this episode of the Product Led Revenue podcast, Jason joins host Breezy Beaumont to discuss how a user-driven trial process connects to better conversions, why success must evolve as a definition throughout the company's history, and how serving in a sales role at a product-led company is truly different.
Product-led growth has been revolutionizing B2B and SaaS sales for some time now, especially after the pandemic. And it's working, leading to rapid growth for companies like OneSignal, used by 1.4 million companies around the world.But that rapid change leads to what Josh Wetzel, OneSignal's Chief Revenue Officer, calls "intellectual challenges," some of which are expected, like massive amounts of data, and some of which aren't, like language barriers with new clients you weren't expecting.In this episode of Product Led Revenue, host Breezy Beaumont talks to Josh about OneSignal's response to those challenges and how culture can play a role in meeting them.
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