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Mark Roberge (Stage 2): How HubSpot Became PLG
BUILD with Blake Bartlett
How to Achieve 100 Free Users at a Price That's Right for You
We started with a very small team and I didn't put them on quotas. It's more about learning than it is quotas. Then once we moved through the funnel, we had it going and it was time for like accelerate B2B monetization that only they could do. So beautiful magic happens when you kind of rethink that role. And what ends up happening is the sales person gets to set up your CSM tees as opposed to waiting till the purchase happens.
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