The Product Led Revenue Podcast

PLG Companies Need to Cannibalize Themselves with Pricing | Mark Roberge, Stage 2 Capital

Product led growth has been around for a while, but it's popularity has skyrocketed over the last year. What are some key mistakes PLG companies make? In this episode of the Product Led Revenue podcast, Mark Roberge, Managing Director at Stage 2 Capital, 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.

How to Implement an Outbound Motion with PLG | Kyle Poyar, Operating Partner at OpenView

As PLG companies grow past $10M annual recurring revenue (ARR), 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. So, it's no wonder that PLG companies contemplate introducing an outbound motion.

How to Switch to Product-Led Growth | James Underhill, Sr. Director, Sales Operations & Strategy at MongoDB

Today's SaaS companies are combining product-led growth with sales-led tactics to drive more revenue and acquisition than ever before. MongoDB has spent the last 5+ years switching over to PLG. They moved from a booking and commit-based model to a true SaaS approach with ARR as their key metric.

How to Build a Successful Product Led Sales Team | Aron Vuijsje, Director of Sales at Monday.com

One of the pillars of every company is a sales team - but when a company is product-led, does it need a sales team? According to our guest, Aron Vuijsje of Monday.com, it does.In this episode of Product Led Revenue, Aron shares the lessons and learnings since the early days of joining the team at Monday.com.

Is Your Company Compatible with Product Led Growth? | Steeve Vakeeswaran, Head of Sales and Expansion at Zapier

91% of SaaS companies plan to increase their PLG investment this year. But can all businesses can be product-led? Breezy Beaumont sat down with Steeve Vakeeswaran, the Head of Sales & Expansion at Zapier to 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.

Acquisition Strategies, Data, and Pricing in Product Led | Rajan Sheth, Hypergrowth & Ex-Growth at Heroku

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. In this episode, Rajan and Breezy discuss acquisition strategies, data, and pricing in the PLG space.

Pivoting Pricing, Positioning, and Product to Meet Customer Needs | Vikas Bhambri, SVP Sales, CX at Kustomer

Product-led growth is not just about the product itself. Customer experience extends far beyond your product. Vikas Bhambri, Senior Vice President of Sales and Customer Success at Kustomer (acquired by Meta) walks us through their strategy and some of the ways to help your customers get the most out of your platform.

Product Led Growth (PLG) and Sales Go Hand-in-Hand | Ethan Schechter, VP of Sales at Snyk

There's a misconception that companies choose between product-led growth OR sales. But sales and product-led growth are multipliers of each other, says Ethan Schechter, VP of Sales at Snyk. Ethan joined Snyk in their early days and has scaled it to over 1200+ employees.

Sales Leadership Lessons from Datadog, to Drift, to Dooly | Michelle Pietsch, VP Revenue at Dooly

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?

The Key to Unlocking Upsell, Cross-Sell, and Expansion Revenue | Moritz Plassnig, CGO at Immuta

Product-led growth (PLG) doesn't mean you should neglect sales and marketing. In this episode of the Product Led Revenue podcast, we welcome Moritz Plassnig, the Chief Growth Officer at Immuta and former Founder & CEO of Codeship, a company acquired by CloudBees in 2018.

How to Use Freemium Products to Gain Paying Customers | David Rostan, Revenue at Stonly; Ex-Calendly

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?

Twilio: Pioneer of Product-Led to Household Name in Tech | Glenn Weinstein, CCO at Twilio

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? Find out in this episode of the Product Led Revenue podcast.

Letting the Prospect Drive the Sales Conversation | Jason Rozenblat, CRO at CallRail

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. CallRail's VP of Sales, Jason Rozenblat, discusses how a user-driven trial process connects to better conversions.

Using Product Led Growth to Turn Customers into Evangelists | Josh Wetzel, CRO at OneSignal

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".

Moving from Sales-Led to Product-Led Revenue | Steffen Hedebrandt, CRO at Dreamdata

Earlier this year, Dreamdata transitioned from a traditional sales-led model to a product-led revenue model, an enormous undertaking for any company. Chief Revenue Officer at Dreamdata, Steffen Hedebrandt, talks with Breezy about the transition and what they've learned from the experience.

Surf & Sales | Scott Leese and Richard Harris

Scott Leese and Richard Harris are pros in sales strategy and execution. In this episode of their Surf and Sales podcast, they sat down Correlated's Head of Growth, Breezy Beaumont, to tackle a range of topics, including the role of sales as we move into the self-serve era, how to truly be aligned across teams, and many others.

The Product-Led Revenue Show | Jorge Soto, Reprise

Correlated's CEO and Co-Founder, Tim Geisenheimer, recently spoke on The Product-Led Revenue Show by Reprise, with Jorge L Soto. Here's some more info and a recording of that session.

The SaaS Product Power Breakfast with Dave Kellogg and Thomas Otter

Tim has led sales, partnerships and go-to-market teams throughout his career and has witnessed the transition to product-led growth as a go-to-market motion firsthand." He also plays a mean game of Poker.

Discussing Product Led Growth and the Future of SMS Marketing | Brian Malkerson, CRO at Attentive

During the episode, Brian and Breezy discuss the past, present, and future of SMS marketing. They also dive into how the team at Attentive is using insights from their customer usage data to drive new revenue opportunities and help their customers be more successful.

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