pJohn built the global sales team at Canva, which allowed the company to expand further into the enterprise. He walks us through everything a PLG founder needs to know about adding a top-down motion to a bottom-up, product-led foundation. When should PLG companies do this? Why is it necessary? What is the strategy? And how do you do it IRL?nbsp;/ppbr/ppstrongKey Takeaways: /strong/pulli[4:35] Repeatability in enterprise customers and understanding where these deals stall out/lili[8:01] Stall points in enterprise spending and getting purchase approval/lili[10:30] Embracing a top-down motion for PLG companies/lili[14:17] Combining bottom-up and top-down to scale business using customer success stories/lili[17:24] Communicating to executives the story of what software adoption saves/lili[20:24] A broader context and story of how the platform improves customer lives/lili[22:47] How the data component can make or break sales efforts/lili[27:40] Where is adoption happening and using data to determine who gets involved/lili[30:10] How to get the entire company working with sales/li/ulpbr/ppstrongMentioned in this episode:/strong/ppa href=https://openviewpartners.com/newsletter/#.YfRAM-rMIuU rel=noopener noreferrer target=_blankSign up for OpenViews weekly newsletter/a/ppa href=https://www.linkedin.com/in/johneitel/ rel=noopener noreferrer target=_blankJohn Eitel, Former Global Vice President of Sales amp; Success at Canva/a/ppa href=https://www.canva.com/ rel=noopener noreferrer target=_blankCanva/a/ppSubscribe tonbsp;a href=https://www.youtube.com/channel/UCaVvQTEaCyt2bbkoAh7wPyg rel=noopener noreferrer target=_blankBlake Bartlett on YouTube/a./ppPodcast produced bynbsp;a href=https://openviewpartners.com/ rel=noopener noreferrer target=_blankOpenView/a./ppView ournbsp;a href=https://openviewpartners.com/blog rel=noopener noreferrer target=_blankblognbsp;/afor more context/inspiration./ppa href=https://www.linkedin.com/company/openview-/ rel=noopener noreferrer target=_blankOpenView on Linkedin/a/ppa href=https://twitter.com/openviewventure rel=noopener noreferrer target=_blankOpenView on Twitter/a/ppa href=https://www.instagram.com/openviewventure/ rel=noopener noreferrer target=_blankOpenView on Instagram/a/ppa href=https://www.facebook.com/OpenViewVenture/ rel=noopener noreferrer target=_blankOpenView on Facebook/a/p