The Revenue Formula

WTF is PLS even? (with Jesus Requena, VP Marketing at Hex)

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What is PLS? When does it make sense to use it? How do you get started?

These are just a couple of the questions we asked Jesus who's been building PLG and PLS motions at Unity, Figma, Algolia and Hex.

  • (00:00) - Introduction
  • (00:57) - Meet Jesus
  • (04:35) - PLG at Unity
  • (05:45) - Solving a big problem
  • (12:12) - Is this the right motion?
  • (16:49) - Can you bring users to a pain state?
  • (21:18) - If it was a demo
  • (23:08) - It's about signals
  • (30:31) - Looking towards revenue
  • (33:14) - Qualification is the same
  • (36:39) - Narrowing your focus
  • (39:16) - Activating 10K accounts
  • (42:59) - Indicators of scale
  • (46:26) - Hard lessons

    • *** 

    This episode is brought to you by Growblocks. Finding and fixing problems in your GTM shouldn't take weeks. It should happen instantly.


    That's why Growblocks built the first RevOps platform that shows you your entire funnel, split by motions, segments and more - so you can find problems, the root-cause and identify solutions fast, all in the same platform.


    ***

    Connect with us


    🔔 LinkedIn: Toni / Mikkel

    ✉️ Newsletter: revenueletter.substack.com 

    📺 Watch: https://www.youtube.com/@growblocks
    💬 Contact: [email protected]

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    The Revenue FormulaBy Toni Hohlbein & Raul Porojan
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