Alexa interviews Riley Harbour, Head of Business Development at Grammarly about how Grammarly built a successful playbook for B2C user acquisition and how they're turning that success into a powerful enterprise motion.

Alexa sits down with Reed McBride, VP Business Development at Carta on Carta’s PLG playbook for their new product called "Launch."

Ben joined Paperspace to build a revenue engine on top of their already successful PLG motion. Within six months and after adopting Pocus, Ben created a customer-first program that grew top-line revenue by over 2.5x YoY.

Namrata Ram, Head of Revenue Strategy and Operations shares her insights for building and scaling a product-led RevOps organization.

Andrea Wang is currently a partner at General Catalyst investing in and partnering with ambitious early-stage founders. She loves helping founders with product and GTM strategy, especially product-led growth. Previously, she built and led the product growth team at Amplitude, was very early at Lime, and led international expansion on the product team.

In this episode of Unlocking Revenue, we were excited to talk to Andrea about how to drive a product-led growth (PLG) motion from a product perspective, all while collaborating closely with sales, marketing, and the rest of the go-to-market function.

Tune in for:

Deep dive into growth product management (and how it differs from growth marketing)

Strategies for winning PLG buy-in

How to introduce a PLG motion into a sales-led company

Tips for building a robust growth feedback loop

Amplitude’s 6-step experimentation process

Written recap of episode highlights: https://www.pocus.com/blog/optimizing-growth-product-management-to-scale-your-b2b-motion-with-plg

During his eight years at Superhuman, Gaurav Vohra has led everything from growth to product, marketing, and analytics — and made huge strides in every single role. 

As Head of Growth, he led a team of 35 to grow revenue from $0 to over $10M. While leading Product and Marketing, he increased team revenue by more than 300% year over year. And as Head of Analytics, he built a data science team that supports the entire company.

Suffice it to say Gaurav has a ton of experience and insight on the product-led growth (PLG) model. Listen in for his take on:

Written recap here.

David Barron, Global Head of Sales at HubSpot, was recruited to join HubSpot in 2014, as their first sales hire, to monetize their customer relationship management (CRM) using a freemium model.

In this episode of Unlocking Revenue, Pocus Head of Marketing, Sandy Mangat, chats with Emily Kramer — she's built and scaled the GTMs of well-known PLG and PLS brands like Asana and Carta, and now helps marketers with her newsletter, advising, and angel investment.

Listen in for advice on: 

👉 The GTM spectrum: from pure PLG to fully sales-led
👉 Hiring and org design to complement your GTM motion
👉 Marketing strategy for each motion: top-down, bottoms-up or hybrid

About Emily:

Emily Kramer is co-founder of MKT1, where she helps founders and marketing leaders build high-growth B2B companies through investment and advising. Prior to founding MKT1 she built and scaled marketing teams at Asana, Carta, Ticketfly, and Astro (acquired by Slack).

We partnered with Kyle and the folks at OpenView on our second annual Product-Led Sales Benchmark survey. In this episode of Unlocking Revenue, Kyle and Alexa dissect the survey results and share their SaaS trend predictions for 2023.

Listen in for insights on topics like:

👉 How are customers buying products?

👉 PQAs vs. PQLs

👉 Pros and cons of reverse trials

👉 The art and science of ICP definitions and lead scoring

👉 What PLS metrics should you be tracking?

👉 What sales roles are a PLG companies prioritizing?

... and more!

🪄 Read episode takeaways here.

About Kyle:

Kyle Poyar is Operating Partner at OpenView, the expansion stage VC. He helps OpenView’s portfolio companies fuel growth and become market leaders.

​In his past life, Kyle was a Director at Simon-Kucher & Partners, the leading consulting firm specializing in monetization. When he's not writing about growth for his Growth Unhinged Newsletter, you can find him playing tennis 🎾, cooking Mediterranean food 🍳, hiking 🥾, attempting to finish a Barry’s workout 💪, or hanging out in Boston.

Kenneth Vincent, former Director of Sales at ClickUp, shares the stories of ClickUp’s transition from PLG to Product-Led Sales. What it took to get PLG buy-in, the process behind defining and operationalizing PQLs at ClickUp, balancing automation and customization when it comes to sales outreach, and the details of ClickUp’s self-serve and land-and-expand motions.

🪄 Read episode takeaways here.

About Kenneth:

Kenneth, former Global Director of Sales at ClickUp has been an early employee at 3 unicorns helping those early teams build a business and GTM strategy. Prior to ClickUp, Kenneth held senior enterprise sales roles at Goodera, App Annie, and Yammer.