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!