Product Led Revenue

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.